MARCH 1, 2016 • VOL. 3 • NO. 5 • $2

Inside

What’s your brand?Sales guru Jack Daly comes to townPage 6

Risky businessAgents proactive about safetyPage 8

In this issueFirst Look .......................... 3

Business News ......... 7-9, 12

Viewpoint ................... 14, 15

Spotlight ...........................17

DBT Book of Lists: Private Schools ..................19Smartboard ......................22

Market Watch ...................23

Spotlight: Private schoolsMarketing tools both new and oldPage 17

MiddletownDelawareExperience us now

20 page supplementinside

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Venerable venue gets new lease on life with Grand Opera House partnership

Managing Director of Programming Stephen Bailey and Executive Director Mark Fields have taken on the challenging task of programming for the 1,255-seat theater.

Making the Playhouse work

LyonsForecastParticipantshear fromFed’s HarkerPage 4

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2016 EDITION

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DELAWARE BUSINESS TIMES MARCH 1, 2016 3www.DelawareBusinessTimes.com

VOL. 2 NO. 15 JULY 21, 2015 FIRST LOOKVOL. 2 NO. 17 AUGUST 18, 2015VOL. 3 NO. 5 MARCH 1, 2016

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purchase or sale of any securities.

Dow-DuPont owes Kullman thanksIt’s unlikely that

the folks who will run the new ag spinoff business (likely now to carry the DuPont brand) from the Dow-DuPont merger will name their Wilmington headquarters building after

DuPont’s unceremoniously deposed CEO Ellen Kullman, but perhaps they should consider it.

Of course they won’t. But perhaps DelDOT should add an “Ellen Kullman turn lane” off Del. 141 at the front gate of DuPont Chestnut Run – the most obvious site for the ag business headquarters

That’s because Ellen Jamison Kullman (CEO 2009-2015) and her predecessor, Charles “Chad” Holliday Jr. (1998-2008), the two most maligned CEOs in the DuPont Co.’s last century, likely made it possible by their attention to building DuPont’s life sciences, ag, food and nutrition businesses.

And, inside the headquarters, four wings of it, or four floors, should be named for Sen. Carper, Sen. Coons, Rep. Carney and Gov. Markell, because they likely can lay claim to exercising the tie-breaking influence on the decision which became widely public last week.

“Stunning.” “Remarkable.” “Astounding.” “Unforeseen.” Those are the words that come to mind as reactions to the announcement from those guiding the DuPont-Dow merger.

Frankly, as a 40-year DuPont Co. watcher, and a former DuPont external affairs guy, I’ve been called a prognosticator for my forecast 14 months ago that “DuPont as we know it will cease to exist by 2020,” an announcement that occurred only in December. And earlier, I’d predicted two years in advance that DuPont would move its corporate HQs from the DuPont Building to Chestnut Run.

But, given four obvious alternatives, I would have regarded Wilmington as

No. 4 on the list to be home for the ag HQ. Great cases could be made for two of the other three, and a better political case for the third.

Much of the heart of DuPont’s field operations is located in Johnston, Iowa, home to DuPont Pioneer, which DuPont acquired in 1999. Iowa looked to me to be a strong finalist because of that, plus it’s in the middle of the country, and, more importantly, in the middle of “grain crops” market that makes the Midwest the breadbasket of American agriculture. And it’s central to the Midwestern land grant universities where crop sciences are the anchor of their agricultural studies programs.

Indianapolis would have been the strong No. 2, or in a tie for No. 1, because it is home to Dow’s ag business, plus it too is close to the middle of the country. And, because in a marriage of equals, Dow’s influence seems just a bit stronger, its Midland, Mich., headquarters would have been the third strongest candidate, I thought. (Instead, Midland is the loser, Johnston and Indianapolis keep large operations, and Wilmington becomes the headquarters.)

Stine-Haskell, an extraordinary greenhouse and ag research facility off Elkton Road in Newark and across the street from the University of Delaware’s STAR campus, gave DuPont watchers some hope, particularly given millions and millions in new investment underway when the merger was announced. In addition, some residue of the “blue skies” research group at the Experimental Station in Greenville may well remain intact.

The “Ex Station,” as it’s known, is home to scientist George Levitt’s 1975 discovery of DuPont’s ground-breaking sulfonylurea organic chemistry compound that moved ag products in the 1980s from the age of poisons to life sciences / bio-engineering by interrupting the photosynthesis necessary for targeted weeds to grow. A spoonful of certain formulations of the sulfonylurea products could kill weeds on an acre or more of farmland. And

yet they were safe enough to sprinkle on your morning cereal without harm to the eater. And to go into the earth without harm to water or soils.

When I worked with DuPont Agricultural Products, as it was known then, in 1986-89, it was with a triumvirate of the company’s best known leaders. Dale Wolf orchestrated the acquisition of Shell’s pesticide business, then went into government as DEDO secretary, lieutenant governor, and then governor. Jack Krol, who built his DuPont career in fibers, made ag leadership his last stop before becoming CEO. And Bill Kirk, like me an Illinois farm boy and University of Illinois grad, was a lifelong ag guy who navigated the business as a consummate professional.

The Shell acquisition made the ag business a $2 billion business at the time, certainly substantial, but nowhere nearly the well-advertised $11 billion or so that it was at the time of the DuPont-Dow merger announcement. Credit for the growth goes to the investment by Holliday and Kullman, as well as Krol, including such things as the Pioneer acquisition, as well as others, as Kullman made ag and nutrition the fair-haired child of her CEO tenure.

The tough thing about leading change is that you tend to get the arrows and bullets in full frontal.

Kullman did a nice job of communicating her strategy publicly; Holliday not so much, but such reinvestment in turning a Titanic-sized company like DuPont takes time, and her strategy could not survive Wall Street earnings impatience and dissident investors, and it cost her the CEO’s job. Whether better communications would have helped never will be known.

But, as Delawareans enter springtime, when they encounter Kullman around town, they need to give her a hearty thanks for the focus on ag, food and nutrition that appears to have kept the leadership of that business in Delaware. With a thanks, as well, to the political class for its intervention and support. n

Sam WaltzFounding Publisher

spotlight Private SchoolsDelaware’s private schools aren’t letting the ebb and flow of the state’s workforce chart their marketing efforts. Instead, admissions personnel are highlighting the consistency of their brand through strategic marketing and social media efforts. And they’re relying on satisfied students and families to market the old fashioned way — by word of mouth. .. 17

WALL STREET NO, TRUMP YESWhen Lyons Companies used a cell phone app to poll the more than 400 attendees at its 2016 Economic Forecast and posted the responses on an overhead screen, the results were surprising ............................................. 4

KEY TAKEAWAYS FOR SALESPEOPLEMore than 140 sales professionals attend a conference sponsored by Visage and featuring a daylong high-energy “Smart Selling Seminar” by Jack Daly at the Chase Center on the Riverfront ............................................. 6

TIP-TOP CREDIT RATINGDelaware has received a triple-A credit rating from all three major rating agencies for the 16th time in a row. It’s the highest mark a government agency can achieve, and Delaware is one of just 15 states to earn the straight-A rating this year, according to state officials .................... 7

REAL ESTATE SAFETYRealtors and home sellers cope with risks that redefine “safe at home” ...............8-9

SHOW MUST GO ONThe curtain rises on a new era at the

Playhouse Theater. Since signing a contract in January, 2015, Executive Director Mark Fields and Managing Director of Programming Stephen Bailey have taken on the challenging task of programming for the 1,255-seat space ........................................ 11

VIEWPOINTSSen. Robert Marshall on building better lives by investing in jobs. Dr. John Stapleford on what minimum wage bill could mean for Delaware businesses. .................................... 14-15

4 MARCH 1, 2016 www.DelawareBusinessTimes.comDELAWARE BUSINESS TIMES

ECONOMIC FORECAST

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At economic summit, few trust Wall Street

By Kathy CanaanKathy Delaware Business Times

When Lyons Companies used a cell phone app to poll the more than 400 attendees at its 2016 Economic Forecast and posted the responses on an overhead screen, audience surprise was sometimes audible.

Here are the stats from an audience that was 22 percent business owners, 26 percent executives or managers, 23 percent employees or independent contractors, 7 percent academics, 13 percent students and 5 percent retirees:

Trump voters: 36 percentCruz voters : 29 percentClinton voters: 22 percentSanders voters: 13 percent Don’t trust Wall Street: 73 percentBelieve there’s a 25 percent change of recession this year: 59 percentBelieve the stock market will rise in 2016: 55 percentBelieve interest rates will stay the same in 2016: 52 percentBelieve interest rates will rise in 2016: 37 percentConfident about the economy: 46 percentVery confident about the economy: 23 percent

Concerned about the economy: 29 percentVery concerned about the economy: 3 percent

Believe interest rates won’t change: 52 percent

The audience came for financial prognostications from Patrick T. Harker, president of the Philadelphia Fed, and Michael K. Farr, a Washington financial adviser.

Farr told them the richest 1 percent hold more wealth than the rest of the world combined.

“I can have all the water in the Hoover Dam, and, if I only have a two-inch pipe to move it, I’m not going to have much water,” he said. “That’s the problem in the economy.”

Farr used Northern Ireland as an example. He said anti-British violence dropped off steeply once the economy improved and money got into the hands of average citizens.

“They got some money, and life improved. Things improved to the point that you didn’t want to blow yourself up or something stupid,” Farr said. “It was, ‘I’ve got a golf date tomorrow, I can’t do that.’”

Addressing the audience who had just seen their own election preferences on screen, Farr said: “I think the polls are

saying voters are angry.”Harker said U.S. economic

fundamentals are sound, the financial system is in good shape, labor markets are dynamic, income growth is solid and consumer spending continues to increase at a solid pace.

He said the major risk to the economy would be weakening growth in China and extreme volatility on Wall Street.

Harker, who is an alternate on the Fed committee that sets interest rates, said it might be prudent to wait until inflation is stronger before a second rate hike, but he wouldn’t take anything off the table at this point.

He was optimistic about housing, with multifamily plans robust and permits for single-family homes at their highest level since the recovery began.

He was not so optimistic about business investment, pegging its growth at only 2.5 percent for the coming year.

Harker predicted inflation might be negative this quarter but will hit the Fed’s 2 percent target once oil stabilizes and headline inflation – the measure of total inflation within the economy including commodities – will rise at an annual average pace of 1.5 percent by

the second half of the year. He said inflation could increase if wages

increase and oil prices rise. “There is a good deal of anecdotal evidence that firms are planning to raise wages, especially for jobs that are proving to be hard to fill. I do expect some faster wage growth going forward, and accelerating wage growth could translate into more robust inflation,” Harked said. “It is unlikely that oil prices will continue to drop, and eventually, they will become a contributor rather than a detractor from inflation.”

If inflation does rise, Harker said he’s unconcerned. “If we overshoot 2 percent for a while, that’s OK with me, because we have the tools to take it down.”

He pointed out that the robust employment growth is starting to cause wage pressure.

Harker, former president of the University of Delaware, emphasized the need for workforce development. He said there are unfilled jobs for auto technicians and manufacturing specialists but not enough workers are trained to take them. “The workforce development issue we face as a country really needs careful and very deep investment of a lot of thought,” he said. n

The audience at the Lyons Companies’ 2016 Economic Forecast surprised itself when its answers were flashed on a screen. Most said they’d vote for Trump and believe the stock market will rise in 2016.

DELAWARE BUSINESS TIMES MARCH 1, 2016 5www.DelawareBusinessTimes.com

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W i l m i n g t o n t r u s t r e n o W n e d i n s i g h t

F i d u c i a r y s e r v i c e s | W e a lt h P l a n n i n g | i n v e s t m e n t m a n a g e m e n t | P r i va t e B a n k i n g

This article is for informational purposes only and is not intended as an offer or solicitation for the sale of any financial product or service. This article is not designed or intended to provide financial, tax, legal, accounting, or other professional advice since such advice always requires consideration of individual circumstances. If professional advice is needed, the services of your professional advisor should be sought. The Capital Markets Forecast reflects the informed opinion of Wilmington Trust and is subject to a range of assumptions, which are subject to various risks and uncertainties. No assurance can be given as to actual future market results.

Private Banking is the marketing name for an offering of M&T Bank deposit and loan products and services.

Investments: • Are NOT FDIC-Insured • Have NO Bank Guarantee • May Lose ValueWilmington Trust is a registered service mark. Wilmington Trust Corporation is a wholly owned subsidiary of M&T Bank Corporation (M&T). Investment management and fiduciary services are provided by Wilmington Trust Company, operating in Delaware only, and Wilmington Trust, N.A., a national bank. Loans, retail and business deposits, and other personal and business banking services and products are offered by M&T Bank, member FDIC. Wilmington Trust Investment Advisors, Inc., a subsidiary of M&T Bank, is a SEC-registered investment advisor providing investment management services to Wilmington Trust and M&T affiliates and clients.

©2016 Wilmington Trust Corporation and its affiliates. All rights reserved.

At Wilmington Trust, our team has analyzed markets and economies through one-year and decade-long lenses. In our Capital Markets Forecast, we examine three trends we see developing, and explore how obstacles can also point to a raft of comparatively robust investment opportunities. Where are we now? Short term, we see a continuation of the United States’ economic leadership, with employment, wage, spending, and business investment growth all promising. Still, bloated debt levels and easing growth weigh heavily, and we expect another recession within the next five years. We envision it as shallower than the recent post-crisis downturn with, hopefully, a quicker recovery. Demographics is destiny. Long term, we expect the tables to turn, and we see the world’s leading economy at risk of becoming overdeveloped. Root causes include structural decelerations or even declines in key long-term determinants of growth, such as labor force growth, capital investment, and productivity expansion. Over the next 10 years, we expect labor force growth to continue the trend of deceleration, due

to slowing population growth, the aging of the existing labor force, and reduced labor force participation.

Other trends on the horizon. We see income likely to reign supreme as investor focus shifts from capital appreciation to interest and dividend income. We also see nontraditional income sources becoming more relevant. The reemergence of emerging markets is projected, with new economy stocks gradually achieving greater prominence as old-economy stocks give way. For more of our insights on the coming year and beyond – and for the guidance our clients welcome to help sidestep obstacles and pursue opportunities – download our annual Capital Markets Forecast at wilmingtontrust.com/CMF.

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Salespeople asked, ‘What’s your Tiffany’s?’Sales guru Jack Daly leads forumBy Christi MilliganChristi@DelawareBusinessTimes.com

“Some of the best referrals are from the people who already love you.” “Create a perceived value.”

“Inspect what you expect.” Those axioms were key takeaways

when sales guru Jack Daly delivered a daylong high-energy “Smart Selling Seminar” last week at the Chase Center on the Riverfront. The former Philadelphia resident leveraged his experience as head of six successful businesses to share a fresh perspective for the business community’s oldest profession.

More than 140 sales professionals attended the conference sponsored by private peer advisory group Vistage, which regularly brings speakers to its 90 members in the Brandywine and Delaware Valleys. Daly had already delivered his seminar points to Vistage members, who requested a repeat

performance for their employees.“There’s significant value in hearing

trusted advisors, people they consider leaders in the fields,” said Vistage’s Brandywine Valley Co-Chair Doug Ainsworth. “Most of them have significant experience they can bring. So, when people come, they feel they can get the best practices in the country right now.”

Jennifer Gallagher, a technical recruiter with Progressive Software Computing Inc. (PSCI), attended the seminar with four of her coworkers and had pages of notes to show for it.

“I love the fact that he’s really about planning and laying out specific goals,” said Gallagher.

“Ask questions and listen” — known as Daly’s shortest “course” on sales — was one of her favorites.

Ainsworth said participants included everyone from insurance brokers to auto sales.

Daly is a Philadelphia native who relocated to California in the mid-1980s. He has been at the helm of six financial companies, including a mortgage company that grew from three colleagues to 750 employees and 22 offices nationwide in its initial 18

months. According to Daly, it produced $350 million per month in mortgages and reported $42 million in profits.

Daly said he relies on his own expertise and his ability to “model the masters,” or the best in his business.

As part of his seminar, Daly held up the iconic blue bag from Tiffany’s and drew a parallel.

“You don’t have to know what’s in here to know its value,” said Daly, who added that customers will regularly bypass more accessible and cost-friendly stores to shop at the famous jewelry retailer. They’re willing, he said, to pay a premium cost for its value.

“Now write this down,” he told the audience. “What’s your Tiffany’s?” n

Jack Daly brought plenty of energy and real-life examples to his “Smart Selling Workshop,” a daylong seminar geared toward sales professionals that took place at the Chase Center on the Riverfront. More than 140 people attended the event.

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Delaware receives triple-A credit ratingBy Christi MilliganChristi@DelawareBusinessTimes.com

Delaware has received a triple-A credit rating from all three major rating agencies for the 16th time in a row. It’s the highest mark a government agency can achieve and Delaware is one of just 15 states to earn the straight-A rating this year, according to state officials.

Moody’s Investors Service, Fitch Ratings, and Standard & Poor’s (S&P) Rating Services recognized the state’s strong fiscal practices, as well as the strength of Delaware’s economy and labor market in its findings.

The reports take into account expected workforce reductions in the first quarter of 2016 due to DuPont’s merger with Dow Chemical. In December, the Wilmington-based chemical giant announced it intends to cut 1,700 Delaware based jobs — almost 30 percent of its workforce — as part of a $700 million cost reduction and restructuring.

But S&P cited positive trends and continued growth in other employment areas – including business services, financial activities, education, health,

leisure and hospitality.S&P said the rating reflects the state’s

diverse economy “which continues to expand at a modest pace and in line with national trends.” The report also cited the state’s strong financial and budget management, “consistently strong general fund reserves,” “liquidity during recessionary periods,” a “moderate overall debt burden,” a “well-funded pension system.”

“Delaware has a long history of what we view as prudent fiscal management,” the report said. “This includes making difficult decisions to restore budget balance when necessary, as well as managing surpluses when they occur, to retain structural budget balance.”

It also noted positive trends and continued growth in other employment areas — including business services, financial activities, education, health, leisure and hospitality.

“These reports affirm our progress in strengthening Delaware’s economy, while budgeting responsibly,” said Gov. Jack Markell. “Recognition of Delaware as one of the top-rated states shows Delaware is well-positioned for continued success. However, our work

is never finished. We must continue efforts to prepare our workers with the skills they need to compete for

jobs, foster a nurturing environment for businesses to start and expand in the state, and ensure our budget is sustainable for years to come.”

“Delaware has maintained its triple-A ratings through some challenging economic cycles — in large measure due to our disciplined adherence to responsible fiscal practices and focus on economic development,” said Secretary of Finance Thomas J. Cook.

“Even through the Great Recession, this administration has maintained the highest possible credit ratings through strong financial management and fiscal discipline, while improving our business climate,” said Cook. “The confirmation of our rating will translate to the lowest cost of capital, permitting greater investment in the infrastructure that is essential to attracting new business and spurring job creation.”

Delaware’s Director of Bond Finance Stephanie Scola said the rating allows the state to enter the market with the lowest cost of capital.

The last credit rating for the state was in 2014. It has since exhausted those bonds and is ready to go the market with capital expenditures this year. n

“Even through the

Great Recession, this

administration has

maintained the highest

possible credit ratings

through strong financial

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– Secretary of Finance, Thomas J. Cook

8 MARCH 1, 2016 www.DelawareBusinessTimes.comDELAWARE BUSINESS TIMES

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Agent safety becomes industry priorityReal estate agents are sidestepping sticky situationsBy Kathy CanavanKathy@DelawareBusinessTimes

After Arkansas real estate agent Beverly Carter vanished while showing a home to a prospective buyer in 2014, the National Association of Realtors bumped up its efforts to keep agents safe.

“It was such a high-profile situation that it raised the consciousness of a lot of Realtors,” said Anne C, Rendle, CEO of the 3,700-member Delaware Association of Realtors. “We’ve been talking about safety since I arrived in 1985, but the consciousness has been raised to a much higher degree.”

Carter, an attractive 50-year-old blonde, made the headlines, but 17 other agents were victims of on-the-job homicides in 2014, according to the U.S. Bureau of Labor Statistics.

A National Association of Realtors survey found 96 percent of agents who

responded have never been the victim of a crime, but one-third carry a self-defense weapon and two-fifths have found themselves in situations where they feared for their safety or the safety of their personal information.

When Bill Lucks, manager director at Keller Williams Commercial in Lewes, taught a safety class last year, 35 agents showed up. Many were male. “If you look at the statistics, it’s not just female Realtors who are running into problems,” he said. “It’s everybody.”

From brokerages to county associations to the DAR to the NAR, the real estate industry is being proactive, so it doesn’t get caught flatfooted.

The agents at Patterson Schwartz in Middletown end their monthly meetings with a reminder to keep safe, and agents like Peggy Sheehan pay attention. “I used to carry a taser,” she said. “It died.”

She’s learned how to derail a sticky situation: “If they want to see the basement, I don’t even go down with them. I say I’ve got bad knees.”

Selling real estate is a Goldilocks task – agents need to be welcoming to potential buyers but mindful of their own personal safety.

“You always have it in the back of your mind,” Sheehan said. “I can’t say

that I’ve ever had an incident where anything bad happened, but I can say

Lorraine Sheldon, a commercial agent with NAI Emory Hill Real Estate Services in New Castle, might be showing a remote tract or a vacant property, but she works with a partner, and they keep tabs on each other.

DELAWARE BUSINESS TIMES MARCH 1, 2016 9www.DelawareBusinessTimes.com

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on two occasions I’ve been afraid. When I have that situation, I let them go through the house and I remain by the front door. I won’t follow them.”

Many agents, male and female, heed the warning in the first sentence in the National Association of Realtors’ safety book: “Every day, real estate agents put themselves at risk.”

Lois Dolby’s job as an agent for Coldwell Banker in Bethany Beach often lands her on deserted streets in the wintertime. Last month, when she went by a vacant house in 12-degree weather and noticed the door was wide open, she didn’t venture in. It turned out the wind blew the door open, but Dolby’s learned not to take chances.

Selling real estate since 1969, she’s found plenty of workarounds. “You used to get in the car with them or they got in the car with you. We changed a lot of that,” she said. “People have gotten a little bit smarter. Now we know we can’t judge a book by its cover. Now, If someone wants to see the cellar, I say, “I know the cellar. Go down and stay as long as you like.’”

She doesn’t do winter open houses: “You don’t get that much traffic through them. It’s usually in the paper, so anyone can drive up. I just don’t feel it’s a wise thing for women to do because you might be sitting in a house alone, and, because it’s a beach house, there’s

nobody on the street period.”Lorraine Sheldon, a commercial

agent with NAI Emory Hill Real Estate Services in New Castle, might be showing an empty warehouse or a 50-acre tract on an average workday, but a partner always has her back. “Problems are very few and far between because we don’t put ourselves into a dangerous situation,” she said.

Aware they are in an industry where things could break badly, almost half the commercial real estate agents who belong to the Delaware Real Estate Women turned out for a self-defense course offered last year. The instructor introduced the women to a phone app that tracks agents’ whereabouts and taught them how to go at a man holding a gun.

About 13 percent of agents use a

phone app to track their whereabouts and tip colleagues to a problem, and they typically meet prospects they don’t know at a neutral location, according to the NAR.

Like most agents, Will Webber of Will Webber Homes advises his sellers to pack a to-go kit with their personal information, jewelry, firearms and other valuables, and move it out of the house during showings. He was glad he did when four people showed up at the door of a house he was showing one day. They mumbled answers to his questions, never made eye contact, then walked in four different directions. .

Webber stayed by the door and took down their license plate number. The homeowner didn’t notice any missing items, he said.

Robert F. McVey Jr., president of the

Delaware Association of Realtors and owner of Mann & Sons in Rehoboth Beach, said the state association offers a safety course at its annual convention but most Delaware agents take courses through their county associations. “The NAR is really promoting safety, and, as a professional organization, we’re trying to promote that all the way down the chain,” McVey said.

Some brokers sponsor their own safety programs. McVey’s firm hosted a two-hour safety class recently. He said none of his 57 agents have ever come to him with a problem beyond a strange buyer, but it is harder to discern when a bad guy is masquerading as a customer now that so many buyers texts and emails to phone calls and face-to-faces.

“Safety has been an issue for years. Where I worked in Massachusetts, one of our members when I was up there had been killed, and they had a scholarship in her name. It’s not a daily occurrence or anything like that, but it’s been a continual problem since I entered this industry in 1985,” the DAR’s Rendle said. “Beverly Carter’s murder in Arkansas really heightened the awareness that we have to do better than we have. It’s always been a priority, but, now, it’s even more heightened.” n

DRA president, Robert F. McVey Agent Will Webber Agent Peggy Sheehan

10 MARCH 1, 2016 www.DelawareBusinessTimes.comDELAWARE BUSINESS TIMES

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COVER STORYCurtain rises on new era for Playhouse TheaterPartnership arises from DuPont saleBy Rob KalesseSpecial to Delaware Business Times

Actors, directors, and theatergoers alike might debate whether it’s apropos to say, “Break a leg,” instead of “Good luck,” before a performance. But there is one phrase that’s universally approved in the theater, down to the last understudy and usher.

“The show must go on!”Such is the case at The Playhouse

Theater on Rodney Square, formerly known as the DuPont Theatre, at 11th and Market streets. The show still goes on there, but, just over a year ago, the future of the 103-year-old venue was in jeopardy, and it was feared by many patrons that the theater might go permanently dark.

In late 2014, the DuPont Co. was looking to shed the business of booking entertainment, and lease the space to a competent buyer. Fortunately for local theatergoers, officials from the Delaware institution approached The Grand Opera House, and a deal was hatched.

Since signing a contract on Jan. 9, 2015, Executive Director Mark Fields and Managing Director of Programming Stephen Bailey have taken on the challenging task of programming for the 1,255-seat space. One month after agreeing to the deal, a town hall meeting was held where subscribers and loyal patrons could voice their requests to the new management team.

“More than 200 people showed up on a snowy weeknight evening. The level of devotion to the Broadway program and The Playhouse itself was palpable,” Fields said. “The consensus from those attending was clear and compelling. They wanted more shows, more contemporary titles, and better production of those titles.”

After one year at the helm, both Fields and Bailey believe they have met those demands. Subscription numbers are up, and the box office at The Playhouse boasts Broadway titles like “42nd Street” and “Jersey Boys,” set to premier this spring.

“Subscriptions sales, the backbone of any Broadway series, had been on a steady decline for several years,” Bailey said. “Our hope in the first year was to arrest the decline. We have actually been able to build modestly on the prior year’s numbers.”

Fields and Bailey also know that a big part of retaining clientele at The Grand is the experience of seeing a show at the Market Street theater. They believe that culture can be as big a part of filling seats as the titles on the marquee, when

it’s done right.“Our attitude about The Grand has

always been that it doesn’t belong to any of us; it belongs to the community, and we have transplanted that idea to The Playhouse entirely,” Bailey said. “We welcome patrons as valued owners and we keep them informed about everything we are doing and trying to do.”

Fields echoed the sentiment, saying, “Patrons could feel the difference almost immediately, and we had people coming up to us telling us how welcome they felt. Our secret weapon is the 175-member ‘Show Corps,’ the volunteer ushers that work in both venues now. They are such huge fans, that their sincere enthusiasm is infectious.”

While The Grand, with its colorfully lit, cast-iron façade, sits along the heavily traveled Market Street, The Playhouse is tucked into the Hotel du Pont and not nearly as visible to the common passersby. Fields believes that the entire building will “improve dramatically” with new, dynamic owners and operators.

“We will, of course, make a case that The Playhouse is a large part of the attraction [of the hotel] and should have a strong, appealing presence to even the casual pedestrian,” Fields said. DuPont has not announced plans to sell the hotel business, despite rumors of offers made on the property.

DuPont transferred ownership of the building to Chemours Co., their performance chemicals business, shortly after The Grand began leasing the space. Fields says DuPont asked that the company name no longer be attached to the theater, hence the change to The Playhouse Theater on Rodney Square.

“We restored the original ‘Playhouse’ name while putting a fresh spin on it by adding ‘on Rodney Square,’” Fields said. “We saw this as an opportunity to both honor the past and acknowledge a new and exciting future. The patron response has been overwhelmingly positive; many of them, in fact, had never stopped calling it The Playhouse.”

A Victorian-style theater, The Playhouse opened in 1913 and serves as the oldest continuously operating theater for touring Broadway productions in the nation. DuPont assumed control in 1946 and, in 2003, changed the name to the DuPont Theatre to mirror the company brand.

Semantics and the possible sale of the hotel aside, Bailey says The Playhouse’s resume speaks for itself, since nearly everyone has been on its stage, including legends like Julie Andrews, Robert Goulet, Fred Astaire and Kristin Chenoweth.

“Since The Playhouse was both a Broadway touring house and also a Broadway tryout house, the list [of performers] is incredibly long and

varied,” Bailey said. “The acquisition of The Playhouse has raised the organization’s profile in the touring entertainment industry, and not just because we doubled the number of seats we have available. We now have two shots at touring artists that are looking to fill a date in an overall route.”

As they ease into their second year at the helm, Fields is excited about the prospects of building packages that will allow subscribers to enjoy the benefits of both theaters, and believes some sort of cross-pollination can take place.

“We have not even begun to realize the full potential of cross-marketing these two theaters,” Fields said. “We surprisingly found only modest overlap between the audience bases, which means we can encourage each audience to try the offerings of the other theater.”

Bailey says he believes that former and potential patrons are waiting to see if The Grand “can deliver,” and that they can continue to grow their numbers, especially when considering the upcoming season.

The 2016-17 season for The Playhouse will be announced at a launch party on Saturday, March 12. Those interested in attending can call (302) 888-0200 to arrange for an invitation. Otherwise, the schedule will be posted at www.duponttheatre.com the next day. n

Mark Fields and Stephen Bailey are now running the show at the Playhouse Theater on Rodney Square in Wilmington.

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12 MARCH 1, 2016 www.DelawareBusinessTimes.comDELAWARE BUSINESS TIMES

BUSINESS NEWS

UD strengthens role in Delaware public educationNEWARK — Funds donated by

two alumni and a commitment of support from university leaders have helped the University of Delaware to launch the UD Partnership for Public Education. The new partnership is a multidisciplinary effort to mobilize the university’s research, educational and public service capacities to provide sustained assistance to Delaware schools with low-income and other at-risk students.

The initial focus will be on the city of Wilmington.

UD faculty and professionals will support improvements in instruction through professional development

programs for teachers and school leaders and on-site collaboration on school-improvement strategies that reflect national best practices.

Two longtime friends and Blue Hen classmates have joined forces to establish a new Fund for Urban Education that will provide strategic and integrated support for the partnership. The $100,000 gift is an initiative of Quinetta Roberson, professor of management and the Fred J. Springer Chair in Business Leadership at the Villanova School of Business, and Tony Allen, a UD trustee, who leads the corporate-reputation group for Bank of America and serves as the chair of the

Wilmington Education Improvement Commission.

“The University of Delaware is thankful to Drs. Roberson and Allen for making this critical commitment to extend the University’s role in strengthening Delaware public education, and specifically to focus on assistance to schools with large numbers of low-income students, English language learners and students,” said Acting President Nancy Targett. ”The UD Partnership for Public Education will build on the university’s ongoing commitment to diversity and inclusion.”

The UD Partnership for Public

Education will strengthen the support UD is now providing to the Wilmington Education Improvement Commission, which is focused on strengthening pre-K-12 education in Wilmington and New Castle County. Information is available at www.solutionsfordelawareschools.com.

“The UD Partnership for Public Education,” UD Provost Domenico Grasso said, “is in perfect alignment with the university’s newly launched Community Engagement Initiative, and will directly improve the quality of life in our state and strengthening Delaware’s public education system — key goals that affect us all.” n

NCC Chamber plans sessions to build legislative agendaThe New Castle County Chamber of Commerce will hold three listening sessions designed to elicit businesspeople’s feedback on key business isuses.Dubbed the “Blueprint for Growth,” the campaign aimed to heighten the awareness of business-

related issues during the political campaign season, with emphasis on the gubernatorial race.The chamber hopes to frame the business agenda and position the state economy for growth.The chamber scheduled three free events to hear

business ideas sessions. The remaining two will be held March 14 and March 29.The March 14 session will be held at the chamber building at 12 Penns Way in Corporate Commons in New Castle from noon until 2 p.m.

The March 29 session is slated from 7-9 p.m. at the Embassy Suites Newark/Wilmington South, 654 South College Ave., Newark. Register for either session at the Chamber website http://www.ncccc.com.

Downsized with an idea? Free program could help The Small Business Development

Center (SBDC) is currently scheduling free one-on-one sessions with those currently doing business in New Castle County, or those interested in starting a business due to downsizing.

Qualified business counselors will meet with individual business owners (and new start-ups due to downsizing) on Wednesday, March 9 between the hours of 10 a.m. and 3 p.m. at the Blue Ball Barn, 1914 West Park Drive in Wilmington, or between the hours of 9 a.m. and 4 p.m. on Thursday, March 10 at the University of Delaware Technology Park, One Innovation Way in Newark.

The one-hour sessions are free of charge.

“During this time of corporate

downsizing,” said Bill Pfaff, director of the SBDC in Southern Delaware, “It’s never been more critical to address the resiliency issues that we see taking place in New Castle County. “With DuPont downsizing and potential changes ahead for AstraZeneca, Johnson Controls and Capital One, now is the perfect time to reassess business strategy and the demographics of your customer base.” Businesses also need to prepare for weather impacts such as flooding, cybersecurity, loss of key personnel and changes in clientele.”

Pfaff gave examples large and small: restaurants and caterers who depend on sales from downsized corporations may need to look elsewhere for new clients, as will drycleaners whose customers previously laundered business attire.

“We will help businesses identify and then get prepared for the changes in our business environment,” Pfaff said. Changing weather patterns and the potential for flooding, as well as cybersecurity protection and insurances should be evaluated.

Information to be covered includes:• Assessing the resiliency of

the business from downsizing, cybersecurity, weather-preparedness or staffing issues. Businesses will receive free Disaster Protection and Recovery Planning Toolkits.

• Reevaluating current and future customer demographics

• Solving a cash crisis by getting organized, setting priorities and critical business activities

• Getting a handle on accounting

processes and accounts receivables• Evaluating price increases and costs

savings including possible reduction in staffing

• Negotiating with creditors• Reducing inventory• Ensuring the business portrays a

positive image• Reassessing the current marketing

strategy to meet future needs“Whether you are concerned about

the future of your business or you are facing the dreaded pink slip,” Pfaff said, “There’s no better time to take a look at ways to stave off a potential downturn by planning for tomorrow now.”

To register for the free one-on-one sessions, contact the SBDC at 302-856-1555 or email Amy Tootle at stootle@udel.edu. Space is limited. n

NCCCC presidentMark Kleinschmidt

‘Celebrating Success’ is theme of Chamber dinner By Christi MilliganChristi@DelawareBusinessTimes.com

The New Castle County Chamber of Commerce (NCCCC) will host the 2016 Annual Dinner on March 10 at the Chase Center on the Riverfront. The annual event, which typically draws more than 500 attendees, is the chamber’s biggest single fund-raising event of the year.

“Celebrating Success” is the theme of the event, which will focus on the positive aspects of the area’s business community. It will also honor two members who have contributed to making the region a better place to live, work and do business. The Community Service Award will be presented to Tony Allen from Bank of America, and the Wilmington Education Improvement Commission for

their work in improving public education. The 2016 Free Enterprise Award will be presented to U.S. Rep. John Carney for his efforts to support businesses in Delaware and the Jumpstart our Business Start-Ups Act.

Prior to coming to the bank, Allen worked in the nonprofit and public service sectors. He was the founding president of the Metropolitan Wilmington Urban League where he advocated for equity in education, minority business procurement and urban revitalization. His work touched thousands of Delawareans including 15,000 small, minority and women-owned businesses and 100,000 Delaware children.

Allen started his career as the co-founder of Public Allies Delaware, a leadership organization for young adults interested in full-time, public service careers.

Since 1994, more than 500 “Allies” have graduated from the program contributing nearly 1 million hours of volunteer service to Delaware communities.

Since taking office, Rep. Carney has sponsored numerous bills to help create jobs, reduce the deficit and grow the economy. He is a strong proponent of the “Make It In America” agenda, an initiative that aims to rebuild the U.S. manufacturing sector and create jobs in America by supporting small businesses, investing in infrastructure, and implementing smart tax policy and regulations.

“The Annual Dinner is a great opportunity to take a moment out of our busy schedules and recognize the accomplishments of individuals who have gone the extra mile to help ensure that New Castle County has a strong economic climate so that our 1,300 member businesses can achieve success,”

said NCCCC President Mark Kleinschmidt.

Individual tickets for the Dinner are $185 for members and $225 for non-members. Sponsorship opportunities are also still available. There is a cocktail reception from 5 to 6 p.m. and the dinner will be start at 6 p.m. and conclude by 8:30 p.m.

To register, go to www.NCCCC.com. If you need additional information contact Heather Fisher at fisherh@ncccc.com or (302) 294-2055.

DELAWARE BUSINESS TIMES MARCH 1, 2016 13www.DelawareBusinessTimes.com

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Delaware eyes series of incentives to keep Dow-DuPont anchored here

Delaware government and business officials are celebrating the decision by the DuPont Co. and Dow Chemical to locate the corporate headquarters of the agriculture company to be spun off after their planned merger in Wilmington.

The companies announced last month that Wilmington will be the home of the agriculture company’s CEO and key corporate support functions. Leadership of business lines and support functions, research and development, and sales and marketing will be based in Iowa and Indiana.

As part of the agreement, Gov. Jack Markell has vowed to work to reform Delaware’s tax code, including lifting annual caps on research and development tax credits and offering payroll tax credits.

Delaware economic development officials also are offering the company up to $9.6 million in grants, mostly in matching funds for capital expenditures.

Mark Turner, chairman of Delaware Business Roundtable, and Chip Rossi,

chairman of Delaware State Chamber of Commerce, released a joint statement hailing the measure.

“Today’s announcement that DuPont will be establishing the headquarters for its agriculture company in Wilmington is great news for Delaware. We are very excited that both the new agriculture and specialty products companies will be headquartered in Wilmington, following the planned separation of Dow-DuPont into three separate companies.

“This announcement reinforces Delaware’s long-standing reputation as a business-friendly state, particularly since a number of states were competing to have these businesses located within their borders. We believe some of the factors contributing to this decision were the state’s attractive business climate, the skilled and highly educated workforce and the close and constructive working relationship between government, business, and higher education in our state.

“In terms of future job growth, DuPont’s recent announcement that

the company is creating a process to evaluate requests by former employees to gain access to DuPont patent property is another sign of how maintaining DuPont in Delaware will foster the establishment of new entrepreneurial businesses and help create additional economic growth.

“We appreciate DuPont’s ongoing commitment to the state and the fact that the company and its thousands of employees will continue to be active in our community, including with civic and charitable organizations. This announcement is good news for Delaware, for all Delawareans and anyone connected with our state.

“In particular, we applaud the fact that Gov. Markell and his administration and our congressional delegation demonstrated exemplary leadership and collaboration in working together with DuPont and the business community to ensure that the company and its employees will remain a vital part of our economy and our communities.” n

Dow-DuPont spinoffsWith the announcement of the intended agriculture company site structure, each headquarters location of the three intended independent, publicly traded companies now has been determined.• Agriculture Company (Wilmington):

A leading global pureplay agriculture company that unites the seeds and crop-protection businesses from DuPont and Dow.

• Material Science Company (Wilmington): A pureplay company consisting of Dow’s performance plastics, performance materials and chemicals, infrastructure solutions, consumer care and automotive solutions (excluding the Dow electronic materials business) operating segments, as well as DuPont’s performance materials segment.

• Specialty Products Company (Midland, Mich.): A global specialty business focused on attractive secular-growth markets where innovative science capabilities offer a clear competitive advantage.

Prior to the intended separation into three independent companies, Dow-DuPont will be dual-headquartered in Wilmington and Midland.

14 MARCH 1, 2016 www.DelawareBusinessTimes.comDELAWARE BUSINESS TIMES

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What the minimum wage bill means for DelawareThe objective of ECONOMIC INSIGHTS is to bridge the gap between the latest economic data and what it means for Delaware businesses.

On Jan. 26 the Delaware State Senate passed a bill that would increase the minimum hourly wage in

Delaware by 50 cents per year for the next four years beginning June 1.

This would result in a 24.2 percent increase in the minimum wage over the next four years. By comparison, over the most recent four years, the median hourly wage for Delaware workers across all occupations has risen 4.5 percent (3.6 percent for dishwashers), while inflation in the Philadelphia region rose 13.2 percent (BLS, OES).

The minimum wage is established by federal, state or local government statute. The current federal minimum wage is $7.25. As of 2015, 29 states had a minimum wage set higher than the federal level, including Delaware’s $8.25. All but one of the nine states with a minimum wage equal to or below the federal minimum are in the Southeast. Pennsylvania is the only neighboring state with a minimum wage set below Delaware.

A handful of major cities have passed statutes that gradually increase the minimum wage to $15 per hour. At the same time, employers may pay tipped labor $2.13 per hour, and workers in

some U.S. territories are exempt from the federal minimum.

Because it is adjusted only periodically, even with the current low inflation, the purchasing power of the minimum wage tends to fall steadily in the years following each adjustment. Today the purchasing power of the federal minimum wage is 5 percent below what it was in 1984.

Thus there is a growing sentiment among politicians that it is time for another statutory increase in the minimum wage.

The implications for business?

Nationally only 2.9 percent of workers earn the federal minimum wage. This translates into about 13,000 workers in Delaware. The current slightly higher Delaware minimum wage would bring about 2,000 more workers into play.

Across the United States more than half of minimum-wage workers are between ages 16 and 24. Two-thirds of minimum-wage workers are part time. And two-thirds of minimum wage workers earn wage raises within a year.

Only a minority of minimum wage earners are heads of families and/or single parents working full time. As a consequence, while raising the minimum wage does reduce poverty, the effect is modest and there are far more effective anti-poverty programs.

There is universal agreement that raising the minimum wage causes a reduction in employment. Liberal research groups report that these job losses are moderate while conservative

organizations find more dramatic losses as employers quickly move to reduce labor costs.

Applying the methodology used recently by the Congressional Budget Office, an increase in the Delaware minimum wage to $10.25 per hour (in the next four years) would result in a net loss of around 600 jobs.

Since the 2007-08 recession the Delaware labor market has been a “buyers” market with average wages lagging inflation. Delaware has no right-to-work law and the state government has already increased taxes on business. A 24 percent mandated increase in the minimum wage reinforces the state’s

“anti-business” image.A more reasonable approach would be

to follow the lead of 15 other states and simply index the Delaware minimum wage to the annual changes in the cost of living.

This would sustain the supply of entry level jobs in Delaware, put minimal pressure on businesses to raise prices to cover higher labor costs, and bolster consumer spending by young people and less skilled workers. n

John E. Stapleford is the director of the Center for Economic Policy and Analysis for the Caesar Rodney Institute and works as an associate director and senior economist with Moody’s Economy.com

Dr. John E. StaplefordGuest Columnist

Four-Year Change in Proposed Minimum Wage and Delaware Median Hourly Wages

DELAWARE BUSINESS TIMES MARCH 1, 2016 15www.DelawareBusinessTimes.com

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To build a better life for many, invest in jobsIn Wilmington,

Dover and other communities up and down the state – unemployed young adults who might otherwise be hard at work are instead spending their afternoons on street corners or front stoops.

These young adults are ready,

willing and able to work. They would like to work and earn an honest day’s pay, but they can’t find a job.

In Wilmington alone, the unemployment rate is chronically higher than the state average. Among African-American men, it’s double. In many ways the issue is systemic. Since the economic meltdown of 2008, chronic joblessness has led to a spike in violent crime in Wilmington and Dover.

It is an issue that has received extensive coverage in the newspaper, and is now the focus of a one-act play written by Wilmington’s Gregory Lloyd Morris, dubbed “#Blackjobsmatter, A Wilmington Experiment.” Looking

at the plight of Wilmington’s 9,000 unemployed black men through the eyes of six people, the production ponders the potential consequences of major structural urban unemployment.

Now that the curtain has fallen on that show, the General Assembly will have a real opportunity to do something about this issue once and for all.

That’s because the “Work-a-Day, Earn-a-Pay” Task Force in December 2015 proposed a new jobs program for our state, called “WDEP.” The premise is simple: working with partners in the private and nonprofit sectors, we can put people to work on a wide range of community and public works projects as day labor at a fair working wage. Workers will learn and earn on the job, they will be coached on common sense work ethics and learn teamwork that builds character, which will help them land future jobs.

Recommendations of the task force that met last fall include a wide range of public works projects. Projects include cleaning up our parks, maintaining trails, river and stream banks cleanup and local government public works projects. Historically, President Franklin Roosevelt’s Civilian Conservation Corps

and Works Projects Administration mirrored this idea.

Those Depression-era jobs programs were critical in giving ready-to-work Americans a new opportunity to earn money and maintain their dignity through honest labor. They also brought America’s economy back from the brink.

These are the factors that prompted me to fight for new opportunities by saving blue-collar jobs at the Port of Wilmington, creating the Jobs Tax Credit program and continuing the fight to raise Delaware’s minimum wage this year.

With a combination of state support and private investment, “WDEP” has the potential to create even more opportunities by providing training in construction trades through the renovation of vacant and boarded up homes in Wilmington and other communities. When the work is done, those homes could be sold or rented as affordable housing units and money recycled for more housing renovation projects.

Such a program accomplishes several goals:

• It provides valuable skills training that can translate into future job opportunities.

• It attacks blight, which also plays a role in restoring community pride and curbing crime.

• It assists with meeting Delaware’s desperate need for affordable housing.

Similar programs have enjoyed success in big cities around the country. And given Delaware’s size and population, we are the perfect place to test-market the concept on a statewide basis.

When the General Assembly comes back to work in March, I plan to introduce formal legislation creating the program, which I hope can be funded as a pilot with a modest $2 million investment from the Delaware Economic Development Office’s Strategic Fund or outstanding bank-settlement funds.

My goal is to leverage those public funds with private sector donations, and have projects identified that will allow us to hit the ground running.

This is a critical investment in the future of our cities and towns in Delaware. We know the downside of doing nothing – it made the cover of Newsweek Magazine.

It’s well past time we write our own, new story. n

Sen. Robert Marshall is a Democrat representing Wilmington’s west side.

Sen. Robert MarshallGuest Columnist

16 MARCH 1, 2016 www.DelawareBusinessTimes.comDELAWARE BUSINESS TIMES

DELAWARE BUSINESS TIMES MARCH 1, 2016 17www.DelawareBusinessTimes.com

spotlight Private Schools

Private schools look to social media and word of mouth to tell their story

Delaware’s private schools aren’t letting the ebb and flow of the state’s workforce chart their marketing

efforts. Instead, admissions personnel are highlighting the consistency of their brand through strategic marketing and social media efforts.

And they’re relying on satisfied students and families to market the old fashioned way — word of mouth.

“They’ve all needed to become more professionalized – the level of skill and experience is being raised,” said Barbara Kraus-Blackney, president of the Association of Delaware Valley Independent Schools (ADVIS), the nonprofit association that supports 130-member independent schools in Delaware, New Jersey and Pennsylvania.

There are 17 independent schools in Delaware that are members of ADVIS, enrolling 6,832 students this year.

She said the traditional gatekeeping role of admissions has given way to an “advancement team” comprised of finance, marketing and enrollment heads who synchronize their efforts.

“When times were very good there were more school-aged kids and much less challenges from the economy, less competition, so many of our schools were in the position of working just in admissions,” said Kraus-Blackney. “Now it’s much more of a skilled professional piece to grid marketing prospects through data and enrollment management.”

For most independent private schools, the timeline begins with a fall open house followed by an entrance

exam. Winter recommendations and test results precede interviews and acceptance letters, and most commitments are made in March.

Allison Price, director of enrollment and financial aid at The Tatnall School, said the recession and the growth of the area’s charter schools have forced some former admissions directors to wear multiple hats — the “triple threat” of admissions, finance and marketing.

“I don’t think a lot of admission directors who started had advertising or graphic design in their background,” said Price, who works with a team in each department. Tatnall is a coeducational, college-preparatory school for kids ages 3 through 12 grade.

“You need to know what’s happening in all three of those realms and a team that works together seamlessly,” said Price. “It involves having an awareness of different modes of communication and finding the best way to tell your story.”

Like most private and public schools, Price said, Tatnall utilizes a mix of communication channels, including Facebook, Vimeo, Twitter and Instagram as part of a well-rounded social media platform.

The social media and video pieces offer a window into the feel and culture of the schools, and the front-row perspectives of everyone from the students to the principal.

“The most effective marketing involves having awareness of different modes of communication and finding new and creative ways to tell your story,” said Price. “We have to look at forward momentum.”

By Christi MilliganChristi@DelawareBusinessTimes.com

They’re letting satisfied alumni do the talking

Officials from Delaware’s private schools say they’re using a mix of traditional media and social platforms to engage students and attract new families. But rather than seeing it as a competitive game, they’re playing to their individual strengths.

18 MARCH 1, 2016 www.DelawareBusinessTimes.comDELAWARE BUSINESS TIMES

spotlight Private Schools

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But Price cautions that Delaware’s private schools can’t be all things to all people.

“School culture is the most important thing about making a decision,” said Price. “When we talk about Tatnall we’re clear about our community values. Tatnall is not just a school; it’s a way of life.

“We talk about our motto “All Things in Love” and about being a family school,” said Price. “That’s who we are. You need to clearly market who you are and who you’re about.”

While strategy is an important marketing tool, so is tradition and availability.

Padua Academy utilizes a variety of social media platforms to stay relevant and enhance its message to its student body.

The school of 660 girls had more than 307 applications for 170 slots this year — a steady increase in enrollment that thrills Head of School Cindy Hayes Mann.

Mann says that each Delaware independent school has its unique set of values that set it apart.

An enthusiastic cheerleader for Padua and its students, Mann even has a Twitter account linked to the school’s website where she offers updates, encouragement and congratulatory messages to her students.

As an all-girls’ Catholic college prep high school, Padua is also steeped in tradition, and Mann said they’re counting on their own identifiable values to attract future families. That includes a commitment to service in the community rounded out by a menu of STEM-based classes that have strengthened the school’s academics.

Mann said much of that marketing is an organic expression of the school’s values, traditions and academic edge offered by way of its students and their families.

“Marketing for us is a very personal thing,” said Mann. “Our students are our marketers, our parents, word of mouth.”

While they use traditional means including print ads, Mann said the best channel continues to be one-on-one conversation.

“In the past seven years we have stepped up that personal marketing so that it’s not just specific channels or billboards,” said Mann. “It’s ‘Let me talk to you. Let me show you Padua.’

“It takes a lot more time, but, in the end, I think it cements a relationship,” said Mann.

Kicking up web presence and showcasing individual strengths are also working at Tower Hill School and Salesianum School, which both report an increase in admissions last year and this year.

At Tower Hill’s upper school, applications are up 13 percent for the 2016-2017 school year with a waiting list for kindergarten, according to admissions officials.

Salesianum reports a 6 percent increase in enrollment over the last two years.

Both schools use traditional marketing methods like print with active social media platforms, but are hoping to employ some strategic marketing to attract families over the line in Pennsylvania.

“We aim to align our marketing efforts with most promising demographics,” said Theresa Messmore, director of communications and marketing at Tower Hill.

The school has expanded its social media presence in last few years and introduced Instagram a year ago as a channel to engage current students,

according to Messmore.Traditional marketing efforts also

mean highlighting Tower’s Hill financial assistance, more than $2 million each year for nearly 24 percent of the school’s 700 students. The average financial aid package is about $12,000, according to Messmore.

“It if a student is a great fit for Tower Hill, we want to make it work,” she said.

Salesianum boasts a waiting list this year and is maintaining its general enrollment number of 1,000 thanks to its recent uptick, according to Mark Winchell, director of admissions.

Like the other schools, Winchell said Tower Hill has increased its video marketing and social media platforms — both to enhance its connection to existing families and to share its story to prospective ones.

Winchell said its biggest marketing push is scheduled around fall open house, when it pulls potential students looking to examine the all-male Catholic high school. He said the school has highlighted its academics and competitive tuition and used traditional print to share the message.

Those marketing efforts have also expanded north to Pennsylania, where Winchell said residents may not be as familiar with the school’s 100-year history. Conversely, Winchell said Pennsylvania schools are marketing to Delaware families.

“It’s really about finding the right fit for your child,” said Kraus-Blackney. “It’s about good word of mouth and getting the parents onto the campus to really get to know the school on a firsthand level.” n

Don’t be left off the LISTWe are finalizing these business categories for publication in Delaware Business Times. Here’s how to complete an online survey to make sure your company is listed.

Go to: DelawareBusinessTimes.com/Lists and find the list for your category. If you’re not included click the DATA button at the top of the list and fill out the information.

ISSUE LIST DEADLINE

TO RETURN SURVEY

3/15 Computer Consulting Firms 3/1

3/29 Hospitals, Home Health Services 3/15

4/12 Family Farms 3/29

4/26 Commercial Real Estate/Developers 4/12

Computer Consulting CompaniesRanked by No. DE Employees

Rank Company

Phone / Fax No. DE Employees Person in charge (Title)

Year Founded

1CAI1201 N. Market Street, Suite 1404Wilmington, DE 19801www.compaid.com (302) 888-5500(302) 888-5700 1,200 Ernest J Dianastasis (Managing Director)

19812

ARKIEVA5460 Fairmont DriveWilmington, DE 19808www.arkieva.com (302) 738-9215(302) 454-7680 50

Harpal Singh (CEO)Sujit Singh (COO)Georgi Genov (Director of Software Development)Peter Murphy (Director of Software Implementation)Garry Morton (Director of Sales ) 19933

SSD TECHNOLOGY PARTNERS1024 Justison StWilmington, DE 19801www.ssdel.com (302) 652-3370(302) 652-4591 42 Lisa Detwiler (Chief Operating OfDcer)1981

4DIAMOND TECHNOLOGIES221 W 9th St, Ste 200Wilmington, DE 19801www.diamondtechnologies.com

(302) 656-6050(302) 656-6058 38 Greg Ballance (President & CEO)1996

5BRANDYWINE TECHNOLOGY1521 Concord PikeWilmington, DE 19803www.brandywinetechnology.com (302) 656-6100 25 B Joyce Lockhart (Owner)

19996

INTELLITEC SOLUTIONS2002 West 14th StreetWilmington, DE 19806www.intellitecsolutions.com (302) 656-7050(302) 397-2055 20 Rick Sommer (President)1986

7MYSHERPA2060 Limestone Rd, Ste 204Wilmington, DE 19808www.mysherpa.com (302) 781-3005(413) 383-9671 16 Ethan Tancredi (President Sherpa)Greg Gurev (Head Sherpa)

20018

TECHSOLUTIONS, INC.5630 Kirkwood HwyWilmington, DE 19808www.techsolutionsinc.com (302) 656-8324(302) 656-2929 12 Rick Monnig (President)Rich Kenney (Vice President)1999

9PROACTIVE PERFORMANCE SOLUTIONS560 Peoples Plaza #139Newark, DE 19702www.proactiveusa.com (302) 375-0451 10 Andy Thompson (President)

199310

ADVANCED NETWORKING1316 Philadelphia PikeWilmington, DE 19809www.advnetwork.com (302) 792-9200(302) 792-9294` 10 Rick Raphael (Owner)1986

11INCITE SOLUTIONS5714 Kennett PikeWilmington, DE 19807www.inciteofDce.com (302) 655-8952

5 Bob Hill (President)

200012

BRANDYWINE INFORMATION GROUP1 Innovation WayNewark , DE 19711www.brandywineinfogroup.com (302) 529-02125 Wayne Kingston (President)

200113

PCS818 N Market StWilmington, DE 19801www.helpmepcs.com (302) 456-9500

5 Jake Ruddy (President of DE/MD)2003

14TOWER BUSINESS SYSTEMS278 Quigley BlvdNew Castle, DE 19720www.towerbiz.com (302) 395-1445

4 Rick Raphael15

XPRESS COMPUTER SYSTEMS1246 Peachtree RunMagnolia, DE 19962www.xpressinc.com (302) 697-31121 Rocky Patel (President)

200116

CRISPIN ASSOCIATES CONSULTING28 Riva Ridge LnBear, DE 19701www.solomondeveloper.com (302) 832-81561 Keith Crispin (Proprietor)

1995Source: Researched by: DBT and DataJoe. 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.

DELAWARE BUSINESS TIMES MARCH 1, 2016 19www.DelawareBusinessTimes.com

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BOOK OF LISTSPrivate SchoolsRanked by number of students 2015/2016 school year

Rank School Phone No. of Students Principal/Director Year Founded

1CARAVEL ACADEMY2801 Del Laws RoadBear, DE 19701www.caravel.org

(302) 834-8938 1,143 Don Keister 1971

2ST. MARK'S HIGH SCHOOL2501 Pike Creek RoadWilmington, DE (302) 738-3300www.stmarkshs.net

(302) 738-3300 1,100 Richard Bayhan 1969

3SALESIANUM SCHOOL1801 N. Broom StreetWilmington, DE 19802www.salesianum.org

(302) 654-2495 1,000 Brendan Kennealey 1903

4WILMINGTON FRIENDS SCHOOL101 School RoadWilmington, DE 19803www.wilmingtonfriends.org

(302) 576-2900 736 Ken Aldridge 1748

5TOWER HILL SCHOOL2813 W. 17th StreetWilmington, DE 19806www.towerhill.org

(302) 575-0550 703 Elizabeth Cromwell 1919

6RED LION CHRISTIAN ACADEMY1390 Red Lion RoadBear, DE 19701www.redlionca.org

(302) 834-2526 700 Chuck Betters 1980

7PADUA ACADEMY905 N. Broom StreetWilmington, DE 19806www.paduaacademy.org

(302) 421-3739 660 Cindy Hayes Mann 1954

8THE TATNALL SCHOOL1501 Barley Mill RoadWilmington, DE 19807www.tatnall.org

(302) 998-2292 600 Charles Tierney 1930

9SANFORD SCHOOL6900 Lancaster AvenueHockessin, DE 19707www.sanfordschool.org

(302) 235-6500 585 Mark Anderson 1930

10WILMINGTON CHRISTIAN SCHOOL825 Loveville RoadHockessin, DE 19707www.wilmingtonchristian.org

(302) 239-2778 551 Doug Haas 1946

11URSULINE ACADEMY1106 Pennsylvania Ave.Wilmington, DE 19806www.ursuline.org

(302) 658-7158 530 Cathie Field Lloyd 1893

12ARCHMERE ACADEMY3600 Philadelphia PikeClaymont, DE 19703www.archmereacademy.com

(302) 798-6632 506 Michael Marinelli 1932

13ST. ELIZABETH HIGH SCHOOL1500 Cedar StreetWilmington, DE 19805www.sehs.org

(302) 656-3369 357 Shirley Bounds 1940

14CALVARY CHRISTIAN ACADEMY1143 E. Lebanon RoadDover, DE 19901www.wearecca.com

(302) 697-7860 333 Aaron Coon 1985

15ST. ANDREW'S SCHOOL350 Noxontown RoadMiddletown, DE 19709www.standrews-de.org

(302) 378-9511 310 Daniel Roach 1929

Source: School admissions personnel; school websites and Private School Review. Researched by: Delaware Business Times. 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.

Private SchoolsRanked by number of students 2015/2016 school year

Rank School Phone No. of Students Principal/Director Year Founded

1CARAVEL ACADEMY2801 Del Laws RoadBear, DE 19701www.caravel.org

(302) 834-8938 1,143 Don Keister 1971

2ST. MARK'S HIGH SCHOOL2501 Pike Creek RoadWilmington, DE (302) 738-3300www.stmarkshs.net

(302) 738-3300 1,100 Richard Bayhan 1969

3SALESIANUM SCHOOL1801 N. Broom StreetWilmington, DE 19802www.salesianum.org

(302) 654-2495 1,000 Brendan Kennealey 1903

4WILMINGTON FRIENDS SCHOOL101 School RoadWilmington, DE 19803www.wilmingtonfriends.org

(302) 576-2900 736 Ken Aldridge 1748

5TOWER HILL SCHOOL2813 W. 17th StreetWilmington, DE 19806www.towerhill.org

(302) 575-0550 703 Elizabeth Cromwell 1919

6RED LION CHRISTIAN ACADEMY1390 Red Lion RoadBear, DE 19701www.redlionca.org

(302) 834-2526 700 Chuck Betters 1980

7PADUA ACADEMY905 N. Broom StreetWilmington, DE 19806www.paduaacademy.org

(302) 421-3739 660 Cindy Hayes Mann 1954

8THE TATNALL SCHOOL1501 Barley Mill RoadWilmington, DE 19807www.tatnall.org

(302) 998-2292 600 Charles Tierney 1930

9SANFORD SCHOOL6900 Lancaster AvenueHockessin, DE 19707www.sanfordschool.org

(302) 235-6500 585 Mark Anderson 1930

10WILMINGTON CHRISTIAN SCHOOL825 Loveville RoadHockessin, DE 19707www.wilmingtonchristian.org

(302) 239-2778 551 Doug Haas 1946

11URSULINE ACADEMY1106 Pennsylvania Ave.Wilmington, DE 19806www.ursuline.org

(302) 658-7158 530 Cathie Field Lloyd 1893

12ARCHMERE ACADEMY3600 Philadelphia PikeClaymont, DE 19703www.archmereacademy.com

(302) 798-6632 506 Michael Marinelli 1932

13ST. ELIZABETH HIGH SCHOOL1500 Cedar StreetWilmington, DE 19805www.sehs.org

(302) 656-3369 357 Shirley Bounds 1940

14CALVARY CHRISTIAN ACADEMY1143 E. Lebanon RoadDover, DE 19901www.wearecca.com

(302) 697-7860 333 Aaron Coon 1985

15ST. ANDREW'S SCHOOL350 Noxontown RoadMiddletown, DE 19709www.standrews-de.org

(302) 378-9511 310 Daniel Roach 1929

Source: School admissions personnel; school websites and Private School Review. Researched by: Delaware Business Times. 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.

20 MARCH 1, 2016 www.DelawareBusinessTimes.comDELAWARE BUSINESS TIMES

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See what’s new in 2016GREAT IDEAS FOR YOUR NEXT OFFSITE MEETING.

On Tuesday, April 5, 2016,we invite you to meet with many of our hotel and meeting venues at:

Morning Breakfast 8–10 a.m.Delaware State Chamber of Commerce 1201 North Orange Street, #200 Wilmington, DE 19801

Evening Reception 4–8 p.m. The Clarion Hotel—The Belle 1612 North DuPont Highway New Castle, DE 19720

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March 17Hercules Plaza, 3–7 p.m.

1313 N. Market StreetWilmington

March 23Health Science Atrium

UD STAR Campus, 3–7 p.m.550 S. College Avenue

Newark

Jennifer M. Picollelli Melanie A. Schenck Keith A. Delaney

Laura Rimmer joins Children & Families FirstLaura C. Rimmer is the new development and grants coordinator for Kent and Sussex counties of Children & Families First. Rimmer is based in the organization’s Georgetown office and will be responsible for expanding funding opportunities and outreach partnerships throughout lower Delaware.

She is a graduate of Manhattan College with a degree in psychology and government. She earned a master’s degree in social work from Rutgers University.

Trinity Logistics taps Amy Herr for risk postAmy Herr was promoted to director of risk management at Trinity Logistics. She was also awarded a full scholarship to attend the Transportation Intermediaries Association Conference to be held in San Antonio, Texas, in April. Amy has worked at Trinity since 2010.

Joe DeCicco promoted at The Archer GroupJoe DeCicco was promoted to chief operations officer at The Archer Group.

Since joining The Archer Group in 2013, DeCicco has helped to install the processes that allow the agency to continue to operationalize increasingly complex digital strategies for an expanding list of Fortune 500 clients.

Prior to joining Archer, DeCicco co-founded Philadelphia digital advertising consultancy POST Digital. There he partnered with media and technology companies to help them optimize and grow their digital-advertising businesses.

Before that, he was director of business operations for Comcast, responsible for digital advertising revenue, strategic partnerships and business operations across Xfinity.com and XfinityTV.com.

Jennifer M. Picollelli, CPA, has been promoted to supervisor. She is a 2010 graduate of the University of Delaware with bachelor of science degrees in accounting and management-information systems. She interned during the summer of 2009 and, upon graduation, joined the firm in June 2010.

Melanie A. Schenck, CPA, has been promoted to senior accountant. She joined the firm in January 2013, after interning during the summers of 2011 and 2012. Schenck is a 2012 graduate of the University of Delaware with bachelor of science degrees in accounting and finance.

Keith A. Delaney, CPA, has been promoted to senior accountant. He joined the firm in January 2015. He is a 2011 graduate of University of Delaware with bachelor of science degrees in accounting and finance.

Picollelli, Schenck and Delaney are members of the American Institute and Delaware Society of Certified Public Accountants. In addition, Picollelli is a member of the Wilmington Tax Group.

DELAWARE BUSINESS TIMES MARCH 1, 2016 21www.DelawareBusinessTimes.com

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ATTORNEYS AT LAW

Navient’s Stephen Tinney recognized for leadershipStephen Tinney has been recognized with the Navient Navigator Leadership Award. The award is presented quarterly to one Navient leader who demonstrates excellence in business, people, results and personal leadership.

Tinney joined the company in 2009 and is currently vice president of first-line compliance in Wilmington. Previously, he worked for Bank of America. He earned a bachelor of science from the University of Delaware.

James Gilliam Jr. Memorial Award goes to former DuPont counselTom Sager, partner at Ballard Spahr LLP and the former general counsel at DuPont Co., was honored with the James H. Gilliam Jr. Memorial Award at the 56th annual Wilmington Heart Ball in February.

The award is given annually to an individual who has made outstanding, recognized contributions to the field of cardiovascular care through health care administration, advocacy, research and/or education.

Sager is the former general counsel at DuPont Co. He leverages his experience steering the legal department at a heavily regulated, Fortune 100 global corporation to a broad portfolio of areas at Ballard Spahr, including litigation and trial practice, internal investigations, environmental issues, and mergers and acquisitions.

Sager began his career with DuPont as an attorney in the Labor, Benefits & Corporate Security Group and spent more than a decade as chief litigation counsel before being named senior vice president and general counsel in 2008. During his tenure, he oversaw significant litigation involving governmental investigations, product liability, environmental, toxic tort, labor and employment, securities, antitrust, and tax.

Local loan officer named Top 1% mortgage originator Jeff Baxter has been named a Top 1% Mortgage Originator by Mortgage Executive Magazine. This national ranking is awarded to select loan officers who have accumulated at least $30 million of mortgage volume in 2015.

It is the most comprehensive ranking of the nation’s top mortgage originators. Criteria for this award include a minimum of $30 million in mortgage volume earned solely by the loan officer.

Baxter works as a loan officer and leads the Jeff Baxter Mortgage Team of Fairway Independent Mortgage Corporation.

Anthony & Sylvan Pools honors Eric WilliamsEric Williams of Townsend earned a top 10 spot in the 2015 sales rankings at Anthony & Sylvan Pools, the national in-ground swimming pool and spa builder.

“We pride ourselves on a top-notch team here and these awards are well-deserved acknowledgements of the outstanding work these employees and their teams have done this year,” said Anthony & Sylvan CEO Mark Koide. “Along with our customers, our employees are the indispensable foundation on which our

company is built and I look forward to working with them in the year ahead to continue the company’s growth.”

In addition to sales awards, the company also honored those who excelled in renovations and customer service.

22 MARCH 1, 2016 www.DelawareBusinessTimes.comDELAWARE BUSINESS TIMES

smartboard5 TAKEAWAYS | PLUGGED IN | COMING SOON | COMMUNITY PARTNER

QUICK TAKES TO SHARE

WITH COLLEAGUES

(SmartBoard is compiled by Michael J. Mika, editor. If you have a comment, or suggestion for contribution to SmartBoard, send it to Mike@DelawareBusinessTimes.com)

5 takeaways Social Security planningEditor’s Note: The team at Gunnip & Company CPAs sponsored an event earlier this year that allowed individuals and couples to meet with representatives from Prudential Financial. Information provided by James R. Seslor Jr.. CPA, MSTTax Partner, Gunnip & Company CPAs)

Financial security in retirement can be thought of as a stool with three very important legs of income. Social Security is one of those three legs, along with retirement plans, such as 401k plans and pensions, and personal savings. When you elect to take Social Security can have profound consequences on your income – and the income of your spouse – for the rest of your life.

1. In just a few months, some of the rules for taking benefits will change.

2. The basic fact is that the longer you can wait before taking your benefit (between ages 62 and 70), the greater the benefit – and many people are simply electing to take it sooner than they need and losing out. You can check your Social Security statement online at www.ssa.gov, and make sure that it’s right. Your social security benefit is based on your highest 35 years of earnings, and if there is reported income that is missing or wrong, it can lower your benefit.

3. Many retirees take their benefit as soon as they’re eligible, for simple fear that Social Security might run out of money. Experts say that’s not a realistic concern in the short term, and even worst-case scenarios forecast a 23 percent cut in benefits by 2035, not complete insolvency.

4. When you take your benefit, you’re making a decision for yourself – and for your spouse. The surviving spouse is entitled to half your benefit. Strategizing as a couple, with your relative ages and incomes, is an important exercise.

5. The “file-and-suspend” strategy to maximize Social Security benefits for couples is going to end April 30. Under this strategy, the older spouse files for Social Security as soon as they’re eligible and suspends payments, allowing deferred benefits to grow – but their spouse can still claim a spousal benefit. That option goes away this year. If you’re of normal retirement age now and want to “file and suspend,” you should look into this strategy quickly.

plugged in

Seen.co HashTag DetectiveHaving trouble keeping up with all the social media hashtags that refer to your company or project? Seen.co – a new digital tool lets you find current discussions with ease. Once at the seen.co site, simply add the hashtag you want to research. (Example: #DuPont, #UDelaware)In a few seconds, a report is generated that shows you how many comments have been made and who made them. Here are some results and links to recent searches.

University of Delaware receives 1.5 posts a dayhttp://origin.seen.co/search/Udelaware

DuPont receives 9.6 posts a dayhttp://origin.seen.co/search/dupont

DowDuPont receives 2.9 posts a dayhttp://origin.seen.co/search/DowDupont

community partner JPMorgan Chase gives $25K to children’s charity

The employees at JPMorgan Chase in Delaware stand out among their colleagues across the nation as generous givers who care about kids.

JPMorgan Chase recently contributed $25,000 to Children & Families First on behalf of the company’s employees. The gift to CFF was a result of a 2015 holiday season company-wide State Giving Challenge, where employees from the states with the

highest percentage of donors on Giving Tuesday were able to direct a grant to a nonprofit of their choosing.

“Because of Children & Families First’s breadth of services, statewide reach and proven track record of effectiveness, it is a natural and worthy recipient of our contribution,” said Daryl Graham, head of Corporate Responsibility for JPMorgan Chase in Delaware. “We’re proud of our Delaware employees’ generosity and are excited to help support CFF.”

CFF Director of Development Elizabeth Dougherty thanked the Delaware employees and leaders of JPMorgan Chase. “We work hard to give our kids a better chance at growing up safe and flourishing, and we rely on partnerships with organizations like JPMorgan Chase, that are committed to enriching the communities their business serves,” Dougherty said.

JPMorgan Chase’s gift will directly help many children throughout Delaware whose families are overcoming adversity through the practical help and support of more than two dozen programs staffed by caring and competent nurses, social workers, counselors and educators, Dougherty said.

CFF is a statewide leader in implementing programs proven effective in addressing difficult social challenges facing children and families, like improving early childhood education in underserved neighborhoods, reducing the number of babies born addicted to drugs, eliminating

coming soon Rotary TEDx projectThe Rotary Club of Wilmington is working in partnership with TEDx Wilmington for a separate TEDxSalon on July 21st. The event will advance the organization’s theme of Expanding Employment in Wilmington

This 90-minute event will feature up to four distinguished speakers delivering a TEDx Talk on an idea Wilmington could

consider for expanding employment opportunities. Two pre-recorded TED Talks from the TED YouTube library will also be shown during this session.

Speakers and tentative topics so far are:

• Sebastian Kretschner, Program Director Organic Agriculture, Philadelphia Prison System -- “ A different kind of million dollar block—outgrowing recidivism through urban agriculture.”

• Harold Lathon, Housing, Economic and Community Development Subject Matter Expert Department of Homeland Security/FEMA -- “Self-sufficient Economic Empowerment — the sustainable alternatives to a career in illegal drugs.”

• Bryan Tracy, CEO Elcitron -- “The next big Biotech/Chemical company could just be on the horizon.”

• Francisco Castellanos -- “Helping 1 Billion People with software—and I don’t need a 4-year degree to do it.”

Advance reservations and payment for the event at the Hotel du Pont are required. More information call the Rotary Club of (302) 655-6025.

DELAWARE BUSINESS TIMES MARCH 1, 2016 23www.DelawareBusinessTimes.com

MARKET WATCHA sampling of what’s for sale in the First State

readers’guide

Allan AshAssociate Publisherallan@delawarebusinesstimes.com

Stacy AmonAccount ExecutiveStacy@DelawareBusinessTimes.com

Charlie TomlinsonVice President of Business Developmentctomlinson@todaymediainc.com

Robert F. MartinelliCEO/PresidentPublisherrmartinelli@todaymediainc.com

Greg MathiasDirector of Digital Strategy gmathias@todaymediainc.com

Michael J. MikaExecutive EditorMike@DelawareBusinessTimes.com

Avie SilverDirector of AdvertisingAvie@DelawareBusinessTimes.com

Kathy CanavanSenior ReporterKathy@DelawareBusinessTimes.com

Christi MilliganSenior ReporterChristi@DelawareBusinessTimes.com

Monica WeberDirector of Marketingmweber@todaymediainc.com

Lisa FleetwoodAccount ExecutiveLisa@DelawareBusinessTimes.com

Regina KeichlineArt Directorrkeichline@delawaretoday.com

Our Staff

NEWS TEAM

ADVERTISING AND MARKETING TEAM

Sam WaltzFounding PublisherSam@DelawareBusinessTimes.com

City office buildingLocation: 833 N. Washington St.Price: $465,000Size: 4,658 square feetPrice per square foot: $99.83 Setting: Located in a Hub Zone.Features: Well-maintained office building with adjacent nine-car parking lot, with easy access to I-95.Contact: Susan Miller at Gioffre Commercial Realty at (302) 223-5225.

Family-owned business award nominees sought

Today Media and Delaware Business Times are seeking nominations for the second annual Family Owned Business Awards to be presented June 23.

Awards are presented to businesses in three categories (small, medium and large) based on number of employees. Eligible businesses must be based in Delaware and have been active in business for at least two generations.

Finalists from the 2015 awards may submit nominations if they did not win the top award last year. All nominations must be submitted online and received by noon on March 18.

You may also nominate your business for one of four specialty awards by explaining how the company

demonstrates traits for that award.The Community Service Award is

given to that business which shows excellence in its level of community service.

• The Customer Service Award is given to that business which shows excellence in dealing with customer service.

• The Innovation and Technology Award is given to that business that is doing something different or modernizing its operations to better serve customers and clients with the use of technology.

• The Emerging Family Business Award is given to the business that is showing remarkable growth or market share.

Finalists will be published in the May 24 issue of Delaware Business Times, with the awards presented June 23 at the Christiana Hilton Hotel. Event details and nomination form can be found at http://www.delawarebusinesstimes.com/event/family-owned-business-awards/ n

DELAWARE BUSINESS TIMES MARCH 1, 2016 24www.DelawareBusinessTimes.com

“We were very impressed with the seamlessness and simplicity of the process. Working with the DESEU we’ve targeted two schools for energy saving upgrades: Glasgow High School and Gauger-Cobbs Middle School. A recent American Federation of Teachers study on green schools revealed that sustainable educational institutions have 5 to 17 percent higher student achievement levels. Coupled with $7 million in guaranteed energy savings, this is a win-win for everyone.”

- Demeter Picciotti, Facilities Services Manager, Christina School District

Through Energize Delaware’s Performance Contracting program, Christina School District received a loan of $5.3 million for energy efficient capital improvements. Projected guaranteed savings will be more than $7 million over the next 20 years, and will reduce annual energy consumption by more than 32%.

Energy Saving Performance Contracts (ESPC) are available to public agencies and schools. ESPC’s use utility cost savings to finance construction through pre-qualified Energy Services Companies (ESCO) that offer guaranteed energy savings.

Call (302) 883-3048 today to get started on the path to savings!

Visit our website for more information: www.EnergizeDelaware.org

EnergizeDelawareAn initiative of Delaware’s Sustainable Energy Utility

businesses • public sector • non-profit organizations • homeowners

Energy Efficiency Savings for Delaware Schools