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MARCH 29, 2016 • VOL. 3 • NO. 7 • $2

Inside

Everybody needs a little spaceCo-working becomes the business normPage 4

All hail the QueenMusic venue lights up Market for five years0

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

Business News ............ 4-11

Viewpoint ................... 12, 13

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

DBT Book of Lists: Health Care .......................19Smartboard ......................22

Readers Guide .................23

Tech Forum’s Idea ChallengeDo-gooders, tech geeks put heads togetherPage 23

Spotlight: Health CareACA gets its six-year checkup

Page 17

Drones overheadDemos draw pilots, experts to Del TechPage 22

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Roy & Donna Richardson at their Royal Pest corporate office

Port fumigation contracts propel exterminator’s regal rise

A Royal success story

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VOL. 2 NO. 15 JULY 21, 2015 FIRST LOOKVOL. 2 NO. 17 AUGUST 18, 2015VOL. 3 NO. 7 MARCH 29, 2016

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spotlight Health CareWhen Delaware hospital officials looked at the sweeping changes in delivery and pay models demanded by the Affordable Care Act, they wanted a seat at the table. Nearly six years into the Affordable Care Act, officials say patients are benefitting from a streamlined coordination of care and a host of follow-up initiatives to thwart dreaded readmissions. They’re also well on top of the mammoth task of building an infrastructure for care management, and shifting the fee for service to a pay-for-value system advanced by Accountable Care Organizations and bundled payments ...... 17

Spring training: Eternal hope for Philly’s boys of summer

Baseball is yet more proof that God loves us.

That’s one reflection from my eighth annual talent evaluation project in Clearwater, Fla., otherwise known as Phillies’ Spring Training.

First, for the “hard news” angle, yes, the Phillies do look better, and surely will be better than their historic 99-loss 2015 season. I’d hope to see them break even, at least, at 81-81. Given the time frames for rebuilding in baseball, that would be an enormous improvement.

Supporting that is that the youngsters the Phils are developing as position players show some great promise, the kind that could get the Phils — with some breaks — back into the playoffs in three years or so. That’s the good news. More good news is that 2016 will be the last year hopefully that the Phils are stuck with Ryan Howard’s albatross of a contract. Question mark, though, is pitching.

Now, that being said, since this is a business paper, not a sports column, let me move on to that connection.

Baseball, once America’s national pastime, still appears to remain so among the business community. Although baseball’s following on a game-by-game basis may be less than football (where every one of the 16 NFL games or every one of the 11 or so college games mean so much more to the season), it’s still not as bad as NBA basketball, which is becoming more and more a niche sport.

But, as I sit in the stands in Spring Training — 10 games (eight with the Phillies) in 12 days in five ballparks this year, up from nine games in 11 days in 2015 — I see fans who look a lot like me. Many are more senior business guys

and gals, although of course many are retirees (saw a favorite retired Milford physician and his wife there) and many are blue collar (sat at two games with a UPS Teamster driver from Chicago).

But disproportionately, the crowd seems to be professionals and business people.

Among the attractions, I think, are: • Tradition, and history, although

replay has been accepted, and the clock has been added for between-inning changes, the designated hitter still is seen by many fans as usurping history.

• Complex variables, although football has 11 players on the field versus nine for baseball, the range of variables that invoke strategy seem infinitely more complex. A 2-1 count for a hitter is dramatically different than a 1-2 count, and those multiply if a runner is on first, second or third bases.

• The juxtaposition of the individual player and the team in the success profile of any game, and any season, that is, just how little, or how much, difference just one player can make.

One of the real beauties of baseball is its nuance, the finite difference between success and failure.

And most business people and professionals see that as a metaphor for business.

Just look at batting averages. A hitter with a .300 average will be an All-Star, one with a .250 average will be barely average, and one with a .200 average will be back in the minor leagues next season. What does that 100-point swing between outstanding success and mediocrity represent??

Just one extra hit in 10 at-bats. A .200 hitter gets four hits in 20 at-bats. A .250 hitter gets five hits in 20 at-bats. A .300 hitter gets six hits in 20 at-bats. Yes, the difference between great success and abysmal failure is a narrow and fine as that.

“For Love of the Game” (1999) is the

third in Kevin Costner’s baseball trilogy, one of the finest, a washed up pitcher in his last game pitching a perfect game, the game of his life. One of the great baseball quotes comes from that. (Kevin Costner is Detroit Tigers’ pitcher Billy Chapel, and Kelly Preston plays love interest Jane Aubrey, a reluctant entry-level baseball fan.)

Jane Aubrey: Do you lose very much? Billy Chapel: I lose. I’ve lost 134 times.Jane: You count them? Billy: We count everything. Baseball, like life, has much room for

forgiveness, but, at the end, our legacy is about what we’ve done, how we’ve performed, the choices we’ve made, and the impact it has left.

Baseball indeed is a metaphor for life. And its lore in some 150 years or so of history is great.

One of the great stories, by the way, is one of baseball’s great “characters, Moe Berg (1902-72). Google “Berg” and you’ll find a great book, and story, of Berg. Nicholas Dawidoff’s “The Catcher was a Spy” is one of the best-written.

I’m presenting a 40-minute talk “Catcher, Scholar, Spy: The True Story of Moe Berg” about 6 p.m. on April 12 at the University & Whist Club, no charge, and you’re welcome to attend if you RSVP Jenn at [email protected] . And attendees are invited to stay and enjoy dinner.

A Jewish baseball player before Hank Greenberg pioneered for his faith in baseball, and a Princeton grad when few baseball players even were high school grads (many having not finished the eighth grade yet), Berg spent almost 20 years as a major league catcher before going on as a World War II spy for the Office of Strategic Services, the forerunner to the CIA.

Casey Stengel said of Berg, “He can speak 12 languages, but he can’t hit a baseball in any of them!” n

Sam WaltzFounding Publisher

CO-WORKING IS THE NEW NORMAs more and more entrepreneurs, start-ups, freelancers and contract workers flood the market, the notion of co-working space has gone from “new” to “normal,” particularly in downtown Wilmington ...................4

GRAYLING RETURNS TO MEXICOGrayling Industries, the industrial packaging company that moved from Juarez, Mexico, to Seaford in 2013, is moving back. Grayling, a subsidiary of ILC Dover, is moving

primarily because of higher U.S. wages. Grayling’s move to Delaware had been heralded as coup for American manufacturing in 2013, and the company says the American workers turned out better products. But in the end, the decision to return to Mexico came down to price ................................9

HAIL THE QUEENThe Queen music and arts venue has spearheaded a commercial renaissance on Market Street .....10

CHAMBER OF COMMERCE DINNERTony Allen and The Wilmington Education Improvement Commission (WEIC) and U.S. Rep. John Carney are New Castle County Chamber of Commerce ..................................14

TECH FORUM’S IDEA CHALLENGESix teams (Do-Gooders and Tech Geeks) generate ideas to make Wilmington a better place to live ..........................................23




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WORKSPACESFor entrepreneurs, co-working is the new norm

By Rob KalesseSpecial to Delaware Business Times

As more and more entrepreneurs, start-ups, freelancers and contract workers flood the market, the notion of co-working space has gone from “new” to “normal,” particularly in downtown Wilmington.

In 2010, the coIN Loft opened on Market Street, offering Delaware’s first co-working space, where independent workers and thinkers could come together to share ideas and collaborate on projects. Since then, 1313 Innovation, at Hercules Plaza, and now The Mill, at the Nemours Building, offer more options for those looking to branch out on their own.

Mona Parikh, managing director and community mnager of Start It Up Delaware, the First State’s preeminent start-up hub for young entrepreneurs, has called the coIN Loft home since early 2013. Although co-working spaces seemed to get off to a slow start in Wilmington, compared to nearby cities like Philadelphia and Baltimore, Parikh is happy to see her hometown catching onto the trend, and is excited about the collaborative future the three co-working spaces have together.

“Wilmington didn’t have that density to start at the beginning of the decade, but now we’re getting there, said Parikh. “The thing about the newer spaces, like 1313 and The Mill, is that they aren’t competitors, but collaborators and communicators. Each space has its own strengths and can be an attractive draw

to different clients. It’s our goal to all do our best to give the community the resources they need.”

Robert Herrera, a Caesar Rodney High School graduate and visionary behind The Mill, is planning a grand opening for his co-working space on April 1. As the finishing touches are put on the fourth-floor space at the Nemours Building at 1007 N. Orange St., Herrera hopes to target small businesses, freelancers and entrepreneurs.

“I envision co-working as the future of doing business, because the old model of filling an office building with hundreds of employees — for a lot of people and a lot of small companies — is a thing of the past,” said Herrera. “For me, work takes place almost exclusively on my laptop, so while I might not need a physical office every day to conduct my business, I still need to collaborate, connect, and have human interaction in a space where I can share ideas.”

Herrera’s facility, which pays homage to the Du Pont powder mills and the “entrepreneurial spirit of the city,” offers members a common space for as little as $45 per month, or an office with a desk for $1,200 per month. Common space members will have access to a bookshelf-lined gaming lounge and library, a 28-foot-long docking station made of American chestnut and designed by JKB Design, complete with docking stations and USB ports, with seating for up to 25. A full bar area with a kegerator featuring two Dogfish Head beers on tap is accessible for an

additional price.Just across town at 1313 Innovation,

new plans of expansion are also taking place. An additional 1,200 square feet of space is being unveiled this spring it will allow event planners at 1313 to offer more co-working space, while also holding various networking events for their clients.

“Since we opened in the summer of 2014, it’s been a constant growth process, to the point that we were running out of office space for our small businesses,” said Megan Anthony, community manager at 1313. “With additional space, we’ll be able to host events where our members can interact and find more opportunity, while still allowing current members their own working space during events.”

Two small, local businesses that have found a home at 1313 include Carvertise, a firm that matches brands with high-mileage car owners who want to travel with an ad decal on their car (for profit), and the Delaware Sports League, a co-ed, recreational sports league.

Bob Downing, president and founder of the league, says he switched from a permanent office due to rental fees, but really liked the energy he felt at 1313 the first time he visited. The existence of collaborative opportunities and the idea of “not working in a bubble,” he says, was the key.

“In our old space, the rental expense just wasn’t feasible, and it was only us, so collaboration was slow or non-existent,” said Downing. “But since we’ve started

here in October, the ideas seem to flow naturally, and having conversations with other business was a big part of it. As a small business owner, it’s been the right medicine, and it allows my staff to come together on a regular basis without reporting to a dreary office.”

While the space at 1313 is owned and operated by McConnell Johnson Real Estate, a regional property management services firm for office and warehouse space in Delaware, the coIN Loft and The Mill spaces are owned by Buccini-Pollin Group, a privately held, real estate company, based in Wilmington.

For Herrera, Buccini-Pollin is a collaborative partner as much as they are a landlord, so much so that he says it is not uncommon to find Rob and Chris Buccini randomly walking the floor of The Mill since renovations began. Herrera feels that the Buccinis are as excited as he is to launch.

“They’ve been very supportive,” said Herrera. “In the grand scheme of things, this is such a small project in their overall portfolio, but I really feel like they understand how much of a game-changer this can be for Wilmington, if executed properly.”

The Mill is set to open its doors for official business on April 1, while renovations at 1313 will be completed this spring. When finished, co-working clients of all shapes and sizes should be able to pick and choose which of the three spaces works best for their small businesses or entrepreneurial enterprises. n

Robert Herrera, a Caesar Rodney High School graduate, opens The Mill, at the Nemours Building on April 1st. The Mill joins the growing number of new work environments in Wilmington.

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BUSINESS PROFILERoyal Pest Solutions celebrates 40 yearsThey’re now in the top 40 in a field of 18,000 specialistsBy Joyce CarrollSpecial to Delaware Business Times

It was literally a chance encounter: A 20-something young man conflicted over his professional future collided with an entomology professor while pacing the halls of the University of Delaware. What followed was a lifelong mentoring relationship between Roy Richardson and department chair Dr. Dale Bray.

Today, Roy and his wife Donna are among the top 40 integrated pest management experts in a national field of 18,000 specialists. Their expertise revolutionized the way the Port of Wilmington makes imported produce safe for families to eat. Founded in 1976 in New Castle, Royal Pest Solutions now services ports in close to a dozen states.

Roy remembers growing up in an age where neighborhood kids would bicycle through the fog that lingered as trucks sprayed DDT into the streets. His, like many neighborhoods, participated in the then-popular mosquito-control program. His adulthood would be shaped by a more environmentally responsible attitude: Rachel Carson’s “Silent Spring” would change the prevailing thinking about the ways in which pesticide use had negatively impacted humankind.

“We were green before green was green,” Roy said. As exterminators doused homes and businesses with odorous oil-based insecticides, Roy was experimenting with his own formula. Upon evaporation, his mixture of a powdered chemical and water left behind no nasty smell, allowing Roy to eradicate pests in a more environmentally sound way. The technique was one of a handful of innovations the Richardsons would implement, several of which they’d go on to patent.

Having moved up the ranks at Happy Harry’s to management level, Roy realized he didn’t want to stock shelves forever. However, he had a young family and was making a decent living. As he learned about insects through Dr. Bray, he also knew he didn’t want to go into research.

“I told my family I was leaving Happy Harry’s to kill bugs for a living,” he said. Donna, and his family, stood behind him.

Roy spent six months learning the

Dozens of display cases showing insects line the Royal Pest conference room.

In 1976, Roy Richardson and his wife Donna founded Royal Pest Solutions in New Castle. They developed expertise to revolutionize the way ports make imported produce safe for eating.

Continued on page 8

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12604_Delaware Business Times / 10”w x 13”h

Getting serious about play.

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Natalia ArbelaezFOUNDER BUSYBEES

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ROYAL PESTContinued from page 6

ropes from Tony Durante, a local exterminator, and continued his tutelage under Dr. Bray. While residential clientele were a part of the Richardson’s eventual business, commercial opportunities proved to be the couple’s bread and butter. Happy Harry’s was among their first. From there, the Richardsons acquired a contract for 157 7-Eleven stores in New Jersey and Delaware.

“This was the first bit of business that actually set me up as a legitimate business,” he said. Large contracts, like Delmarva Power & Light and, soon Gore Industries furthered Royal’s success. Hospitals and museums would follow. Roy said he developed a reputation as someone who took an analytical approach, investigating the cause of his clients’ problems. But the real feather in their cap would come when Donna fielded a call from a produce giant that was among the companies utilizing the Port of Wilmington as an entry point for its fresh pineapples.

“I was excited, needless to say. They asked, ‘Do you fumigate fruit?’ I said, yes!” she said, confident that even though Royal’s experience to date had been structural fumigation, they’d figure it out. While extermination creates a preventative barrier and

kills insects once they’ve infiltrated an area, fumigation, said Roy, doesn’t involve spraying, but instead treats the environment that harbors the insects.

“I called everyone I knew,” Roy continued, referring to the experts he consulted. Through clandestine observation, Roy realized that the fumigators were damaging fruit by trampling on the crates in order to do their jobs. He knew he could improve efficiency. He invented and patented an elevated tarp system, specialized tubing, and an automated weighting system to anchor the tarp — technologies that would reduce manpower and cost while resulting in less product damage. His innovations eventually secured Royal’s position as king of the hill when it came to fumigation. Soon, Royal would be fumigating Chilean fruit along with securing other lucrative contracts.

“When a ship comes in, it costs $30,000 to $50,000 a day just to maintain the ship. Previously, it took three days to fumigate. I was doing it in 24 hours,” he said.

Social mission is a strong part of Royal’s business practice. Roy and Donna are known in the community for their charitable endeavors. Among them: free pest control to Ronald McDonald House of Delaware, a one percent of net revenue contribution back to their community through a National Pest

Management Association program and numerous other sponsorships.

The couple recently retired and has turned the reins over to Roy’s brother Roger, who has worked alongside Roy since the beginning. With Donna and Roy’s son-in-law and Roger’s son and daughter now involved in the family business, Royal Pest Solutions is enjoying second-generation longevity.

The pride Roy and Donna share with

regard to the success of the business

they have built is a reflection of the

admiration and faith they have in each

other. When asked what the most

rewarding aspect of their business has

been, Roy responded, “On a personal

level, I’ve gotten to work with my best

friend for the last 40 years.” n

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Ron

Dub

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“We were green before green was green,” Roy said. His company has innovated and patented a handful of earth-friendly solutions.


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JOBSGrayling Industries heads back to JuarezAmerican wages make products too expensive By Kathy [email protected]

Grayling Industries, the industrial packaging company that moved from Juarez, Mexico, to Seaford in 2013, is moving back.

Grayling, a subsidiary of ILC Dover, is moving primarily because of higher U.S. wages.

Grayling’s move to Delaware was heralded as coup for American manufacturing in 2013, and the company says the American workers turned out better products. In the end, it came down to price.

“Our employees in Seaford are turning out product that is superior in quality to the product that we were turning out in Juarez,” Kenneth Elston, chief financial officer of ILC Dover, said. “It was just a combination of our hourly workers and our management team figuring out a way to make the product better. That said, the Grayling business was all premised on low-cost product. So,

even though we were making a better product, we weren’t able to charge customers any more for making it in the U.S. Unfortunately, our customers have alternative approaches to their packaging needs. So we were not able to sell our products. We’re losing money. As a result, we have to move it back down to Juarez.”

Grayling moved from Atlanta, Ga., to Juarez in 1990, but it returned to the U.S. shortly after it was acquired by Behrman Capital, the New York private equity firm that owns ILC Dover, the manufacturer of NASA space suits and engineered fabrics and films.

“There was a desire to move jobs from Juarez to the United States, and we, through ILC Dover, spent quite a bit of money doing that — moving to Seaford,” Elston said. “The employees were fabulous. They did a great job down there in Seaford. The county was very supportive of us, and the state was supportive as well. We spent a lot of money trying to make it work. We just couldn’t make it work. It was ultimately an economic decision.”

Grayling’s brands include Guardia IBC container liners for liquid and dry applications, PaperIBC containers, Avail

glovebags, Contro chemicals, D-Con disposable showers and Durapax disposal bags for asbestos abatement.

Grayling, which operates as the packing products line of ILC Dover, moved to Seaford with a promise of 115 jobs eventually, and, in return, the state offered the company incentives worth $552,360.

Delaware Economic Development Office Director Bernice Whaley said the company has agreed to repay the incentives. “I would much rather have the jobs than the money back,” she said.

Elston said the plant will be shut in stages over the next 12 to 15 months. About 70 employees will lose their jobs. Elston said those employees would certainly be considered for any openings that occur in ILC’s Frederica plant.

The company is leasing 90,000-square-foot facility in Seaford and a warehouse. Elston said ILC spent “a lot” of money on improvements and is hoping to find a lessee for both buildings.

“I was told they were really happy with the efficiencies they received from the Seaford staff,” Whaley said. They were really happy with the City of Seaford, the county and the state. There was nothing we could have done better, but, when it came right down to it, this particular

operation was losing money here.”“We’re hoping some of the employees

may be absorbed in Frederica,” Whaley said. “I’m sure they are working through all that.”

Gov. Jack Markell said the news is unfortunate. “Our Department of Labor, along with our Economic Development Office, are committed to doing everything we can to assist the employees and families impacted by this decision. Seaford and its residents have a proud legacy of manufacturing success driven by its skilled and dedicated workforce and high quality of life. We will continue to work with Seaford and Sussex County to attract employers to the area.” n

“Our employees in Seaford are turning out product that is superior in quality to the product that we were turning out in Juarez.”

– Kenneth Elston, chief financial officer of ILC Dover,



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For five years, Queen is Market Street’s crown jewelMusic and art venue becomes focal point of urban renaissanceBy Rob KalesseSpecial to Delaware Business Times

On April 1, World Café Live at the Queen Theater will celebrate five years since first opening its doors for business in 2011. An anniversary blowout will include a Free at Noon concert featuring Grammy Award-winner Ben Harper, followed by a full day of events that concludes with performances from local acts Spokey Speaky and Universal Funk Order.

For Hal Real, founder and president of World Café Live, the past half-decade has been filled with ups and downs, and challenges and successes. The end result, however, is a far cry from where the building — and Market Street itself — was in 2007, when he and his staff first walked through the dilapidated doors at 500 N. Market St.

“Since it had closed in 1959, all the way up to 2011, this building was really a symbol of the urban decay and

blight that had fallen on Wilmington’s landscape,” said Real. “The city has changed, Market has changed, and so have we, all for the better, I believe, despite a recession that really threatened all of it in 2009.”

Equally important to the success of

the World Café Live franchise, which Real first opened in Philadelphia in 2004, has been the addition of new businesses on Market Street. Real says the Queen’s renovation — from its state-of-the-art sound and lighting to funky aesthetic and charming interior — has

been a big part of convincing more people to come downtown.

“Sure, we were cautiously optimistic when we were first approached about opening in Wilmington,” said Real. “But our goal was to make this a place where people could hold not just concerts and performances, but also weddings, corporate functions, you name it. If people came here and saw what we were capable of, we knew they’d come back.”

Front-of-house manager Pam Owens has been on the job since day one, although at first in a part-time capacity. She remembers the old days of Market Street, when getting a hot dog and an orange soda at the old Woolworth’s was a highlight of her childhood. Since the Queen has opened its doors, however, she’s gotten a front-row seat for the nearby renaissance.

“This started out as a second job for me, and I’ll admit I was skeptical as to how things would go when I first got here,” said Owens. “Then I met Hal and the rest of the staff, and got this feeling that everyone was really committed to doing great things here. In the past five years, I’ve seen the Sneaker Villa, LOMA Coffee, Bain’s Deli and now the Merchant Bar open all around us. It’s been great to watch.”

World Café Live brings world-class musicians and artists to Wilmington’s Queen Theater on Market Street.

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Will Minster, director of business development for Downtown Visions, a local nonprofit focusing on small business recruitment, marketing and promotion in Wilmington, shares

Owens’s sentiment. Minster gives credit to Real and the World Café Live crew for sticking with their plan, and helping reinforce the once-depleted “spine” of Market Street.

“That area of Market — especially around Fifth and Sixth streets —had always been a dead zone. There was no real connection between the businesses at the north end of Market and lower Market,” said Minster. “Now, even on days when the Queen is dark, it creates a visual aspect that connects things and lets people know that cool stuff is happening down here.”

Minster says not only has World Café Live helped to bring world-class musicians and artists to Wilmington, but local musicians as well. Part of the relationship between World Café Live and the Queen Theater lies in the commitment to become a “community clubhouse,” promoting civic engagement, while partnering with the Light Up The Queen Foundation to offer programs to thousands of Wilmington students.

Gable Music Ventures, a local concert and events promoter, is a direct benefactor of World Café Live’s commitment to the city. Co-founder Jeremy Hebbel, along with partner Gayle Dillman, will also celebrate their fifth anniversary in business together with the Queen. Hebbel, in looking back at the past five years, had difficulty putting

into words just how much World Café Live has meant to his business, as well as the local music scene.

“In terms of our business, they’ve taken us in and offered us a home and allowed us to give the Upstairs Live show to local bands that are just getting started,” said Hebbel. “Through our Wilmo Wednesdays program each week, we have a platform that allows a lot of local musicians the chance to play their first gig on a real stage. The importance of the Queen to the local music scene is huge.”

Minster says that “off-peak” programming, like Wilmo Wednesday and the family-friendly Peanut Butter & Jams on Saturday mornings, is helping to drive business to Market Street during hours other than Friday and Saturday nights. Those programs are part of the reason nearby restaurants like La Fia Bakery + Market + Bistro and its newly opened sister restaurant, Merchant Bar, can rely on customers throughout the week.

“I have to give them credit; what they’re doing has really brought a lot of momentum in terms of bringing in other business to the downtown area,” said Minster. “Just this morning, I received two calls regarding new businesses who want to develop in that area of the neighborhood. It’s no mystery that World Café Live and the Queen are the draw.”

After 1,800 performances, more than

200,000 tickets sold, and over 500,000 guests welcomed through the doors of the Queen Theater, Real can look to the future of Market Street and World Café Live with confidence. The challenge to get people downtown still exists, but the businesses on Market feel like they are finally winning the battle.

“I think we all expected Wilmington to be where we are now even before the recession hit, but we’re finally like, OK, the seeds are planted, and we’re watering and nurturing the landscape with restaurants, bars and boutiques,” Real said. “The time is now: we’re in the throes of a renaissance on Market Street, and it’s a great feeling.” n

The Ben Harper Free at Noon show requires an RSVP. All other events on April 1 are free to the public. David Falcone starts things off at Upstairs Live during the lunch hour with a performance at 1 p.m., followed by a string of Shine A Light musicians playing the rest of the day in support of the Light Up the Queen Foundation. Donations to the non-profit, which is dedicated to the revival of the Queen Theater through community-building events and programming, will be accepted at the door.

“Since it had closed in 1959, all the way up to 2011,

this building was really a symbol of the urban decay and blight that had fallen on Wilmington’s landscape. The city has changed, market has changed, and so have we, all for the better, I believe, despite a recession that really threatened all of it in 2009.”

– Hal Real


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VIEWPOINTPlacemaking opens door to economic development

Placemaking isn’t a new concept. It is both a philosophy and a process that has been a driving force for neighborhood change — and particularly urban neighborhood change — for more than 50 years. What’s new is that people now recognize that

when artists and creatives are at the table for placemaking and urban planning initiatives, they bring skills that can not only visually transform an area, but can also give that area a new identity, a pride of place and a renewed energy, making it more livable — and more lovable.

The National Endowment for the Arts’ definition, as developed by authors Ann Markusen and Anna Nicodemus, states that “in creative placemaking, partners from public, private, nonprofit and community sectors strategically shape the physical and social character of a neighborhood, town, tribe, city or region around arts and cultural activities. Creative placemaking animates public and private spaces, rejuvenates structures and streetscapes, improves local business viability and public safety, and brings diverse people together to celebrate, inspire and be inspired.”

When people consider this definition, they often overlook or undervalue creative placemaking’s impact on “business viability and public safety.” Countless examples from across the country have demonstrated that when people implement a creative placemaking strategy in challenged neighborhoods, the two most positive residual effects — and the two that are

perhaps the most difficult to quantify immediately — are an increase in private investment and a decrease in criminal activity. While it’s difficult to statistically show cause and effect, most communities understand that were it not for the creative placemaking strategy employed in that neighborhood, there would be no new residential, retail and commercial developments, as well as the resulting improved sense of safety.

In Wilmington’s Creative District, where we’re now implementing a creative placemaking strategy — first through the 7th Street Arts Bridge and Veterans Freedom Mural projects — we are already starting to see the positive economic development impacts. At the end of 2015, NextFab Studio, a makerspace headquartered in Philadelphia, announced its plans to open a location in the Creative District. NextFab CEO Evan Malone valued the Creative District plan and wanted to be part of the pioneering efforts to push investments west of the Market Street corridor, while also creating new training and making opportunities for local residents and working artists, tech innovators and creative hobbyists.

What Evan knew, based on his experience in Philadelphia, is that other investments would also follow; and he valued the opportunity to help prime the area for further economic development investments. When NextFab moved to its current location on Philadelphia’s Washington Avenue, it was tucked among a variety of commercial construction and trade businesses, with virtually no food and beverage or retail options in sight. In the three years since it first pioneered its operation there, the neighborhood has diversified greatly. While the existing residents and businesses are still there,

there’s also a blossoming restaurant and retail environment that never existed before. Evan knows it’s hard to claim that NextFab was the cause for that change, but it’s hard to deny the two are inextricably linked.

And NextFab isn’t the only organization that has been inspired to invest in the Creative District. At the end of 2015, two pioneering creative entrepreneurs, John Naughton and Jason Aviles, opened the doors to Wilmington’s first co-working space for artists. Artist Ave. Station, located at 800 Tatnall St., houses two live-work apartments geared toward artists, a gallery, and work spaces where artists will be able to collaborate and create new works. In addition, Artist Ave. Station is already serving as a special event space for educational and community gatherings. While John and Jason had been formulating the idea of Artist Ave. Station

for quite some time, they are certainly also excited about being close to the energy that NextFab will undoubtedly bring with it.

Examining the commercial corridors of West Ninth Street and North Tatnall Street, it is easy to see how the scattered empty storefronts could soon be filled by businesses similar to those near NextFab in Philadelphia. The opportunities are there. What’s needed are more entrepreneurial spirits like Evan, John and Jason to bring their ideas to life. The Creative District — and its many partners in government, nonprofit and community organizations — stands poised at the ready to help make that happen. The result? A more livable, lovable neighborhood where residents, creatives, downtown workers and visitors alike will want to spend their time. And that’s a win for everyone. n

Carrie W. Gray is the managing director, Wilmington Renaissance Corp.

Carrie W. Gray Guest Columnist

If there’s one sure thing in divorce, it’s taxesWhile many

people may not realize it, a divorce raises multiple tax concerns both during the process itself and in the long term. Oftentimes, this complex process can become even more troublesome for those in the middle of a divorce

or for people filing during the first tax year after a marriage has ended. While each case brings with it its own unique marital estate, there are a number of key reoccurring issues individuals should be aware of.

Exemptions for Children of Divorced Parents – When parents no longer live together, they frequently want to know who gets to claim the dependent child exemption. First, parents should

check to see if there is a court order specifying which parent may claim the exemption(s). The Delaware Family Court has held that the dependency exemption is part of the marital estate and may be divided as part of a divorce. If there is no court order, the IRS has specified that a child who qualifies to be claimed as a dependent may typically be claimed by the parent who has primary placement (the most overnights) of that child during the calendar year. If the child spends an equal number of overnights with each parent, then the parent with the higher adjusted gross income is allowed to claim the dependent child. If, either by court order or agreement, the custodial parent is not claiming the dependent child, he or she will need to complete a written declaration (Form 8332) waiving the deduction. That form should be completed and provided to the non-custodial parent prior to filing.

Alimony/Spousal Support – Alimony/

spousal support may be deducted from a payor’s income and included in the recipient’s income. To be considered alimony/spousal support for these purposes the payment must meet seven criteria: (1) the payment is in cash, check or money order; (2) the payment is received by or on behalf of the recipient spouse under a divorce or separation instrument; (3) the instrument does not state that the payment is not deductible by the payor and includible by the recipient; (4) the payor and recipient are not members of the same household when the payment is made; (5) the payor is under no obligation to make any payment after the death of the recipient; (6) the payor and recipient may not file joint tax returns with each other; and (7) the payment is not fixed by the divorce or separation instrument as child support. Alimony can be complicated to classify so former spouses who wish to have payments considered alimony for tax

purposes should work with their tax adviser(s) and attorney to ensure that all the necessary prerequisites are satisfied.

Legal Fees – Legal expenses may be deductible as miscellaneous itemized deductions, subject to the two-percent-of-adjusted-gross-income floor if they are paid or incurred for the management, conservation or maintenance of income-producing property or for the production of income. Therefore, expenses attributed to producing or collecting alimony may be deductible.

Additionally, there are many tax issues that may arise in divorce -- both on large and small scales. Divorced or divorcing spouses would benefit by consulting with tax advisers and legal counsel early in the process to ensure that they are well informed with regard to their specific questions. n

Leslie B. Spoltore is a partner with Fox Rothschild LLP and a member of the Family Law Department. She can be reached at [email protected] or (302)-622-4203.

Leslie B. Spoltore Guest Columnist




VIEWPOINTDelaware’s money migrating out of NCC, into Sussex

The objective of ECONOMIC INSIGHTS is to bridge the gap between the latest economic data and what it means for Delaware businesses.

What’s happening?According to

IRS data, Delaware gained $1.42 billion in adjusted gross income (AGI) through migration of households between 1992 and 2014.

The results vary widely across the state, with New

Castle County losing AGI from net migration (-$1.5 billion) and Sussex County being a substantial winner ($2.4 billion).

Why is it happening? Overall households and their AGI are

migrating to Delaware from states with higher property, personal income and sales taxes. This includes New Jersey, New York and Pennsylvania. Households are net migrating from Delaware to warmer states with lower or no personal income tax (e.g., Florida, Texas) and states with low taxes and a low cost of living (e.g., North and South Carolina).

The loss of AGI over time due to net outmigration from New Castle County is explained primarily by households with school age children moving to Chester County, Pa., and Cecil County, Md.

At the other end of the spectrum, the substantial gains in AGI from net in-migration in Sussex County is driven by the beach and by Delaware’s tax environment for retirees. Not only does Delaware have low property taxes and no sales tax, Social Security payments are exempt from state personal income taxes and there is a circuit breaker on pension income.

The implications for business? The impacts on Delaware business

from the differences in AGI from net household migration vary substantially by county.

Businesses in New Castle County should adopt strategies to attract customers from the daytime commuters who work in the county but live outside of Delaware. Each year the county sees a net out-flow of over $3 billion of wages earned in the county by out-of-state residents. If effective action is not taken to improve Delaware public education, businesses should consider branch locations in Chester County.

Businesses along the beach in Sussex County are disproportionately dealing with wealthy retirees ages 55 and older from such high-income places of origin as Montgomery and Anne Arundel counties in Md., and Fairfax County, Va. The spending of such households tends towards country clubs and golf, boating, quality health care, full-service restaurants and financial advisors.

There is little prospect at the current

time of real reform of public education that would make New Castle County an attractive local for young professionals with children. And the substantial crowding among the Delaware beach communities will lead retirees to nearby locations such as Milton. n

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

Dr. John E. StaplefordGuest Columnist

Entrepreneurs prepare for Great Dames battle Women

innovators hoping to secure big seed money and services will compete in the second Great Dames Remarkable Ideas Competition on April 11.

In the first competition, 41 women from seven states presented in a

positive “Shark Tank” atmosphere, with the prize ultimately going to Delawarean Tanya Whye. Her company, Delaware Green Mattress Disassembling and Recycling, intends to dismantle used mattresses and box springs to recover nearly 95 percent of recyclables.

This year’s contest, already heating up after DEDO Director Bernice Whaley helped initiate an ideation session on March 14, promises to be a nail-biter. Five candidates chosen from dozens of applications will pitch their ideas to a panel of judges who will seek innovative ideas for heath and wellness solutions. Secretary of Health & Social Services Rita Landgraf will announce the winner on May 9.

Meaningful, written feedback will

come from the Great Dames audience, all of whom will be invited to offer their contact information to each candidate for further interaction, support and mentorship. The same audience votes for the winning presentation, then competition judges count the ballots in the ensuing weeks to identify the winner.

“We’re trying to be a catalyst for women entrepreneurs to come together to collaborate and create new offerings and businesses from their innovations,” says Great Dames President Sharon Kelly Hake. “We’re also providing a platform for women to articulate their big ideas.”

Some 3,000 women globally have become engaged in Great Dames initiatives since it launched in 2009. More are signing up on a consistent basis, embracing the nonprofit’s one-on-one coaching, mentoring, high-impact interviewing training, personal branding workshops and inspirational speaker series. Its services are designed to help people achieve their leadership potential, explore their passions and honor their personal and professional commitments in meaningful ways. And since one of the Great Dames tenets is to encourage women to collaborate for

better outcomes, the nonprofit connects women to communities of like-minded people and Delaware resources such as The National Association of Business Owners (NAWBO), the Women’s Business Center, and SCORE, a nonprofit that helps small businesses achieve their goals through education and mentorship.

But for now, all eyes (and wallets) are on the $25,000 prize. It will be anyone’s game. n

Maria Hess is a communications executive and media relations consultant at Wilmington University. She is editor-in-chief of WilmU Magazine.

Maria Hess Guest Columnist

EVENT INFORMATIONSeats are available for the April 11 and May 9 events, both held at Pizza by Elizabeths in Greenville. For information or tickets, visit Great-Dames.com/events.

Participants in the idea competition talked through ideas as a team.

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Chamber recognizes Carney and WEICBy Christi [email protected]

Tony Allen and The Wilmington Education Improvement Commission (WEIC) and U.S. Rep. John Carney were recognized for their contributions to Delaware at the annual dinner hosted by the New Castle County Chamber of Commerce this month.

Allen, who insisted that the WEIC be included in the recognition, said that much of the work of improving public education in Wilmington still remains.

The commission was established under Gov. Jack Markell, and is charged with enhancing educational opportunities for Wilmington’s public schools.

“At some point it’s not enough to know that our own kids are doing well, while the other 50 percent are living in poverty,” told the audience. He added that fixing the problems does not rest solely on the teachers or principals or even parents, but rests on “ … men and women of good conscience.”

Carney received the Free Enterprise

Award from the chamber for his policies that support large and small business, particularly the JOBS (Jumpstart Our Business Startups) Act, IPO legislation introduced by Carney that makes it easier for emerging growth companies to go public.

Carney, who is also running for governor of Delaware, also noted the changes at DuPont.

“We are no longer a single company town as we were for years and years,” said Carney, who called the news about DuPont a “punch in the gut.”

The chamber’s 2016 annual dinner, “Celebrating Success” gave more than 350 attendees an update on the chamber’s work, which includes a focus on legislative advocacy and business development, according to President Mark Kleinschmidt.

He said the NCCCC continues to work as a change agent for the business community, focusing on building its membership, particularly among millennials, and fortifying its economic development programs. n




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DHIN may be antidote to the rising cost of careBy Sam WaltzFounding Publisher

DHIN — the Delaware Health Information Network — may be the antidote that improves health-care outcomes and reduces costs for Delaware consumers, according to Dr. Janice Lee, president.

Dr. Lee, a former US Air Force physician and medical educator, heads the quasi-state authority set up to design and implement what has become America’s first statewide electronic health records (EHR) platform.

Rolled out in 2007, and substantially completed by 2014, DHIN has received very little visibility among the health-care customers as the health-care establishment that sells services has come to rely more and more on it.

“I’m not certain why we don’t have the awareness yet among the health-care consumers,” said Dr. Lee, “but we’re seeing more and more acceptance and — importantly — usage among providers. We’d like to see greater awareness, too, among consumers, because it’s an important tool to improving their healthcare that they need to understand and use!”

Talked about for nearly a quarter-century, since the emergence of the Internet in the early 1990s, EHRs have been regarded as a panacea to improving health care, replacing actual file cabinets full of paper-laden files with digital files that can offer health-care providers quicker and easier assessments of a patient’s medical history, including recent treatments.

With the emergence of “the cloud” over the last 10-15 years, the vision — along with the tools to implement it — evolved to the concept of an integrated cloud-based system where all of an individual health-care customer’s providers had access to the data, and to store the latest updates.

“On a scale of 1 to 10, where our system is now, we’re about an 8,” she said. “We have all of Delaware’s hospitals, the three Maryland hospitals adjacent to Delaware, and hospitals in the District of Columbia on our platform. We have the chemistry labs, the imaging centers, and a variety of other producers on the system. And we have the ambulatory medical practices, the primary care providers, as well.”

The DHIN system, Dr. Lee said, has enormous potential to improve health-care outcomes via improved patient-monitoring at the micro-level, as well as in an epidemiological sense at the aggregated level statewide. In addition, by bringing those efficiencies, among them increased use of telemedicine, it will also hold potential to decrease costs.

The General Assembly in 2015 approved legislation increasing access to telemedicine services from Delaware

providers, assuring that healthcare insurers will pay for them, although some of the implementation details still are being ironed out.

“We don’t have a lot of information yet coming from the individual providers, although we do have about 100,000 care summaries from individual practices, so we’re seeing inroads,” she added.

Admittedly, some MDs resist EHRs for a variety of reasons, among them, lack of familiarity with usage, lack of confidence that they’re as good as paper-based records, and even some fears of increased liability if a lawsuit were to occur. “What happens if I’m checking off a template, and one of the details in the template is something that was not done in that patient visit, but my completion of the form implies that I did it?” asked one primary care physician.

Nevertheless, as such resistance gradually is replaced by increased

provider compliance, perhaps encouraged if not required by insurance companies and accountable care organizations (ACOs) mandated under Obamacare to work on quality and cost issues, Dr. Lee is confident that the system will become more robust in usage for virtually every patient.

Improved epidemiological assessments in terms of community health are an added benefit. While individual EHRs remain confidential within the system for the patient and her providers, the system does have enormous potential to aggregate health-care data for news and trend analysis, she said.

That way, the State of Delaware can learn in real time about important emerging diagnoses, e.g., the infection of a patient with a Zika virus, or the rate of STDs in the population, or new flu cases, even health-care trends like smoking incidence and morbid obesity.

Development of the system has taken years and years and benefitted from the help of dozens of health-care and technology professionals, among them Randall Gaboriault, chief information officer (CIO) of Christiana Care.

“DHIN was effectively established as a public-private partnership, chartered by legislation out of the Delaware General Assembly, as a statewide health information exchange,” said Gaboriault. “Dr. Lee is our staff head, and we have a unique governance system with representatives of health systems, private practitioners, representatives from the State Office of the Budget, the Chamber of Commerce, and even Highmark as our state’s largest health insurer.”

“We started it with $7 million to $8 million in funding, using original federal grant dollars,” added Gaboriault who played a critical role in helping lead and manage the DHIN design. “Ninety-eight percent of our state’s providers are registered with their own unique passwords for DHIN. For security purposes, we have a ‘break glass’ setting, because it’s a crime to look at data that you’re not supposed to see, and all ‘broken glass’ triggers an audit review.”

“This really is part of the ‘Internet of things’,” he said. “It will deliver value-based medicine by assuring that the patient has a successful outcome,” bringing together the various suppliers into a unitary system.

“Navigating health care really is hard. I went through it with my own father, for his back paid, orthopedic issues and neuropathy,” Gaboriault said. “His PCP referred to orthopedic surgeon for spinal fusion, and the complexity of trying to navigate this is hard, and it’s hard for people.

“At Christiana Care, with our hubs, guardian angels and navigators, with this network now, we’re helping organize the clinical network around the progression of disease.” n

HEALTH CARE

Dr. Jason Silversteen, D.O. is seen at his desk with the DHIN electronic network info on his computer screens.Dr. Silversteen is a board-certified neurologist with Christiana Care Neurology Specialists.

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“DHIN was effectively established as a public-private partnership, chartered by legislation out of the Delaware General Assembly, as a statewide health information exchange.”

– Randall Gaboriault, Christiana Care



Join us as we honor Delaware’s outstanding family owned businesses!

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.

This elegant evening event will include cocktails, hors d’oeuvres, a sit-down dinner and an awards ceremony.

For more information: Visit DelawareBusinessTimes.com/events

June 23 | Christiana Hilton, Newark Delaware | 5:30 – 9:00pm

For advertising and sponsorship information contact Allan Ash 302-656-1837 or [email protected]

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Short-term courses • Long-term career benefits

Clinical Trials Management Certificate OnlineTransition from the bedside to the exciting field of clinical researchpcs.udel.edu/ctm • Offered in Fall 2016

Elder Abuse and Exploitation ConferenceA multidisciplinary conference for professionals, advocates, and the communitypcs.udel.edu/elderabuse • May 12, 2016

Health Care Risk Management Online CourseInfluence change through patient safetypcs.udel.edu/elderabuse • Offered in Fall 2016

Improving Health Care ProcessesTools to improve service and increase capacity in the health care environmentpcs.udel.edu/health-process-improvement • August 2–5

RN Refresher OnlineReinstate your license or earn contact hours for license renewalpcs.udel.edu/rnrefresher • Starts September 7

Senior Fitness Training Specialist CertificateJoin a growing field of exercise and fitness professionals serving older adultswww.pcs.udel.edu/seniorfitness • Offered in Fall 2016

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spotlight Health Care

When Delaware hospital officials looked at the sweeping changes in delivery and pay models

demanded by the Affordable Care Act, they wanted a seat at the table.

“We did not want it to unfold from edicts from the bowels of bureaucracy,” said Wayne Smith, president of the Delaware Healthcare Association, who joined with health-care reps from across the spectrum to weigh in on the State Innovation Model that sought to put the ACA mandates into practice.

“If we were going to put our money at risk we wanted to make sure we had the chance to deal some of the cards.”

Nearly six years into the Affordable Care Act, officials say patients are benefitting from a streamlined coordination of care and a host of follow-up initiatives to thwart dreaded readmissions.

They’re also well on top of the mammoth task of building an infrastructure for care management, and shifting the fee for service to a pay-for-value system advanced by Accountable Care Organizations and bundled payments.

In Delaware, the number of uninsured dropped from 10.5 percent in 2013 to 9.9 percent in 2015, according the most recent Gallup poll. Delaware also expanded Medicaid under the ACA, with 12,451 gaining Medicaid or CHIP coverage since the beginning of the Health Insurance marketplace first open enrollment period.

“The fact is that access has been improved for people who did not always enjoy easy access,” said Smith.

It also produced a 7 percent jump in emergency room visits since 2010, an unintended consequence for supporters of the ACA, according to Smith, who touted a decrease in indigent care as a major underpinning of the health-care overhaul.

But while increased ER visits may have been a paradoxical result of the ACA, officials say the focus on coordinated, streamlined care has been very intentional and is generating results both within the ACA mandate and in

the community they serve — just as they had hoped.

Overseeing delivery“This is a sea change for all health-care providers, but

many hospitals, including those in Delaware have anticipated it,” said Julane Miller-Armbrister, executive director of the Delaware Center for Health Innovation (DCHI).

The nonprofit is basecamp for implementation of the state’s Healthcare Innovation Plan operating with a $130 million budget and a $35 million grant from the Center for Medicare & Medicaid Innovation (CMMI).

Its charge is to manage the plan designed to achieve the federal “Triple Aim” of improving population health, improving health care, and reducing costs through a system of delivery models.

“There is a rapid change in the landscape and DCHI is facilitating a plan that brings stakeholders around to table to drive consensus on what change should look like,” said Miller-Armbrister. “It’s driving everybody toward the same goal at the same time but in a new way.”

Managing their populationIt’s a familiar scenario: a patient with a chronic illness

gets discharged only to find himself with a handful of prescriptions he can’t afford or discharge instructions he doesn’t understand.

Years ago, he also stood a good chance of being readmitted.

In January, Christiana Care Health System launched Care Link as the technical platform for Christiana Care Quality Partner — an Accountable Care Organization —that connects a network of medical specialists who focus on Medicare’s populations with clinical and financial risks.

As part of the Medicare Shared Savings program, ACOs are rewarded if they lower their growth in health-care costs while meeting performance standards.

Longitudinally following patients with chronic diseases is the key to decreasing readmissions, according to Sharon Anderson, senior vice president for quality,

By Christi [email protected]

Wayne Smith is President and CEO of the Delaware Health Association, a statewide trade and membership services organization that represents hospitals and health systems in providing cost-effective, quality care.

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THE ACA GETS A

CHECKUPIncentives to streamline

delivery reshape the system




spotlight Private Schools

The Delaware Economic Summit will be held on Wednesday, April 20, 2016 and

Thursday, April 21, 2016 at World Cafe Live at The Queen.

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Delaware’s premier event for Business Owners and Key Executives to get

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Wilmington Mayoral Candidate Forum: Business in the City

(Election)Thursday, April 21, 3:30pm-4:45pm

Robert Marshall

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All candidates have been invited.

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patient safety and population health management at Christiana Care.

Focusing their efforts on “bundle populations” like pulmonary or joint replacement patients, specialists track them from discharge to their transition home, assisting with everything from prescriptions to living conditions.

It’s a multi-disciplinary team that includes nurse care coordinators, social workers, respiratory therapists and physicians who work in a virtual hub with electronic feeds from the Delaware Health and Information Network to manage the program, according to Anderson.

“It gives us real time clinical information about where the patient is — are they in the hospital or emergency department? — if they’ve had lab work, radiology reports,” said Anderson. “We’re addressing a full gamut of issues that impact health, it’s a totally different model for us coming from an acute care hospital.”

In its first eight months, the Care Link team served more than 1,040 Medicare joint replacement and cervical spine patients. Patients discharged to the community (home or home health services) increased by 9 percent for the three populations combined and discharges to skilled nursing facilities decreased by 7.5 percent.

In addition to increasing patient satisfaction, these results reduced Medicare expenditures in the 90-day post-discharge period. Thirty-day and 90-day readmission rates decreased by about 26 percent overall, said officials.

Internal financial analyses show savings of $850,000 for joint replacement and cervical spine procedures in the first six months, officials said. The successful methodology was expanded to four more bundle populations in 2015: lumbar spine and coronary artery bypass surgery in July, and heart failure and stroke in September.

Incentives“Because there are financial penalties

for missing readmission targets, there is a greater incentive,” said Smith of the ACA’s readmissions reduction program. “Providers are investing in things like personnel investing with people at discharge, checking in with them via phone; working closely to make sure they follow discharge instructions.”

An outlier when it comes to the ACA mandates applicable to other hospitals, Nemours/Alfred I duPont Hospital for Children is nonetheless seeing similar trends thanks the ACA, like an uptick in ER admissions, according to president Paul Kempinski.

As the only children’s hospital for the state of Delaware and a regional referral for tertiary and quaternary referrals, Kempinski said the philosophy has always been to keep care local.

That means that while hospital had seen an increase in acuity and complexity of the cases they see, satellite sites are handling a significant number of general care cases, thanks in part to a delivery system that relies on the primary care physician as the organizer and navigator of Nemours services.

Volume to valueBut Kempinski said that hospital

organizations and health-care systems as a whole are experiencing the beginning

of a momentous change, as they move from fee for service to value-based reimbursements.

“For example, as reimbursement changes we will be involved in more risk-based reimbursement relationship with payers in Delaware and outside the state,” said Kempinski. “The criteria we’re paid for will be based on quality outcomes, our safety record. And in turn, we’ll need to reduce the overarching cost of care.”

That’s the plan, according to ACA parameters. By lowering payment rate increases in Medicare, hospitals and healthcare providers, by design, must become more efficient.

“Hospitals will get paid less for the care they provide but the expectations for quality care will always be there and will grow,” said Kempinski. “We have to look at ways of managing the cost of care in ways that will not jeopardize care of the child.”

According to Miller-Armbrister, “We’re working with the payers as well. One of our goals is to drive outcome based models across the state so at least 80 percent of the state’s population is taken care of with value-based payments and service delivery models.”

“We know there’s going to be a decline in Medicare reimbursements,” said Arek Tatevossian, senior vice president of strategic planning at St. Francis Healthcare, also a participant in an ACO as part of a Medicare Share Savings Program. “We know the outlook is going to be reimbursement from all sources. But it’s a learning process, a new way of operating.” 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

4/12 Family Farms 3/29

4/26 Commercial Real Estate/Developers 4/12

5/10 College & Universities 4/26

5/24 Restaurant Groups/Breweries 5/10

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.


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F150 to 750: One Stop Shopping for Commercial Trucks

SPECIAL SERVICE HOURS: 7:00 am - 12 midnight M-F 7:00 am - 4:00 pm Saturday

Sales: 7:30 am - 8:30 pm Monday-Friday | 7:30 am - 5:00 pm Saturday

4003 N DUPONT HWY., NEW CASTLE, DE 302-656-3160 • BAYSHORETRUCKS.COM

Serving the tri-state area since 1976200TRUCKS IN STOCK

NearlyThe Truck Store

BOOK OF LISTSHome Health Services ProvidersRanked by No. DE Employees

Rank Company Phone / Fax No. DE Employees Person in charge (Title) Year Founded

1CHRISTIANA CARE VISITING NURSE ASSOCIATIONOne Read's Way, Suite 100New Castle, DE 19720www.christianacare.org/vna

(302) 327-5200(302) 325-7075 670 Lynn C. Jones (President, VNA; SVP, Post Acute Care

Services) 1922

2EASTER SEALS DELAWARE & MARYLAND'S EASTERN SHORE61 Corporate CircleNew Castle, DE 19720www.de.easterseals.com

(302) 324-4444 295 Ken Sklenar (President and CEO) 1948

3HOME INSTEAD SENIOR CARE1701 Shallcross Ave., Suite AWilmington, DE 19806www.homeinstead.com/492

(302) 654-4003(302) 654-5509 250 Bob Bird (Owner)

Allison Sullivan (Director of Business Development) 2003

4BAYADA HOME HEALTH CARE32 Reads WayNew Castle, DE 19720www.bayada.com

(302) 322-2300 210 Patty Watson (Division Director) 1975

5GRISWOLD HOME CARE - SUSSEX/KENT COUNTY16698 Kings Hwy.Lewes, DE 19958www.griswoldhomecare.com/sussex-kent-county

(302) 644-6990 170 Beth Copeland (Director)Maryanne Murray (Owner)

6GRISWOLD HOME CARE — NEW CASTLE COUNTY5145 W. Woodmill Rd., Suite 22Wilmington, DE 19808www.griswoldhomecare.com/new-castle-county

(302) 456-9904 170 Anne Eidschun (Director, Co-owner)Maryanne Murray (Co-owner) 1982

7COMFORT KEEPERS92 Reads Way, Suite 207New Castle, DE 19720greaterdelaware.comfortkeepers.com

(302) 322-6717(302) 322-6487 135 Jamie Ramage (Owner) 2002

8ADDUS HEALTHCARE3521 Silverside RoadWilmington, DE 19808www.addus.com

(302) 995-9010 120 Mark Heaney (President and CEO) 1979

9HOMEWATCH CARE GIVERS OF DELAWARE5560 Kirkwood Hwy.Wilmington, DE 19808www.homewatchcaregivers.com

(302) 442-4260 100 James J. Nacchia (President) 2008

10SEAFORD CENTER1100 Norman Eskridge HwySeaford, DE 19973www.genesishcc.com

(302) 629-3575(302) 629-0561 100 Carol Leashefsk (Executive Director) 1976

11SENIOR HELPERS OF NORTHERN DELAWARE726 Yorklyn Road, Suite 410Hockessin, DE 19707www.seniorhelpers.com

(302) 234-1274(302) 234-1364 80 Barbara A. Hartz (Vice President) 2007

12BEEBE HOME CARE SERVICES232 Mitchell St., Suite 200Millsboro, DE 19966

(302) 934-5830(302) 934-5835 66 Dana Warrington (Director) 1985

13APRIA HEALTHCARE225 Lake DrNewark, DE 19702www.apria.com

(302) 737-7979 1-4

14CHEER546 S Bedford StGeorgetown, DE 19947www.cheerde.com

(302) 856-5187 100-4991 Arlene Littleton (Executive Director) 2004

15GENERATIONS HOME CARE2 Penns Way, Ste 303New Castle, DE 19720www.ghcde.org

(302) 322-3100(302) 322-2730 100-4992 Paulette Austin (Executive Director) 1968

1 Editorial Estimate; 2 Editorial Estimate.Source: Individual company survey responses. 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.


http://www.christianacare.org/vna

http://www.de.easterseals.com

http://www.homeinstead.com/492

http://www.bayada.com

http://www.griswoldhomecare.com/sussex-kent-county

http://www.griswoldhomecare.com/new-castle-county

http://www.addus.com

http://www.homewatchcaregivers.com

http://www.genesishcc.com

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http://www.apria.com

http://www.cheerde.com

http://www.ghcde.org

http://www.bayshoretrucks.com


PEOPLE ON THE MOVE & ACHIEVEMENTS

EXECUTIVE CARDIOVASULAR

CARE

ardiologyWCestover

(302) 482-2035

REDEFINING

PRIVATE

PRACTICE

Middletown Offce

222 Carter Drive

Suite 22

Middletown, DE 19709

George D. Moutsatsos,M.D., FACC

Fellowship: Georgetown University

Ajith Kumar,

M.D., FACCFellowship: University of Pennsylvania

Ad:2482318; Format(260.29mm x 152.38mm)

Date: 10/17/2014 06:52 EST

ardiologyWCestover

(302) 482-2035

REDEFINING

PRIVATE

PRACTICE

Middletown Offce

222 Carter Drive

Suite 22


George D. Moutsatsos,M.D., FACC

Fellowship: Georgetown University

Ajith Kumar,

M.D., FACCFellowship: University of Pennsylvania

Ad:2482318; Format(260.29mm x 152.38mm)

Date: 10/17/2014 06:52 EST Wilmington Office2700 Silverside Rd Ste 3A

Wilmington, DE 19810

Middletown Office222 Carter Drive, Suite 22


Strongpoint Marketing names two senior execsMichael Graves has joined Strongpoint Marketing as senior account executive. Graves joins Strongpoint after leading the “Partnering In Prevention” program at The Redwoods Group Foundation, a national initiative aimed at preventing the sexual abuse of children through education and public policy initiatives. Graves was president and chief executive officer of YMCA of Delaware for 26 years, during which time the organization grew from $6 million to $37 million in revenue, serving one-in-four families statewide.

Laura Stimson, former executive producer of the MidAtlantic Wine + Food Festival, joined the firm as senior account manager. Earlier in her career, Stimson served as marketing and sales manager at the Marple Sports Arena. Stimson has a B.A. in marketing from the University of Delaware.

CALL (302) 656-2020 TO SCHEDULE A CONSULTATION

• No Cutting• Custom correction• Perfect for those

with an active lifestyle

TAKE A CLEAR LOOK AT LASIK

1207 N Scott St, Wilmington, DE 19806 • eyephysicians.com

Jeffrey B. Minkovitz, M.D., First Surgeon in Delaware to perform Laser Vision Correction

• VISIT OUR NEW OPTICAL DEPARTMENT

Wohlsen Construction Co. names mechanical estimatorJames R. Parker has joined Wohlsen Construction Co. as mechanical estimator. Parker will provide anticipated costs for the mechanical portions of projects and will coordinate the HVAC, plumbing, and fire protection assuring complete scope coverage.

Parker’s construction industry experience includes work as a foreman, project manager, and estimator at UGI HVAC Enterprises Inc. for 24 years. Additionally, he was the self-proprietor of Parker Sheet Metal, an HVAC contractor.

Montessori Works Delaware appoints new exec directorTrish Hermance has been chosen by Montessori Works Delaware as its new executive director.

Hermance has worked in Delaware public schools for more than 20 years as both a teacher and school leader. Her work has been in both district and charter schools, focused on providing non-traditional, high-quality educational programming.

Most recently, she was the regional director for a national nonprofit focused on dropout prevention. During her tenure, she procured

grants, engaged community partners and worked to ensure Delaware’s youth had access to resources to enable them to overcome barriers to academic success.

Hermance earned a bachelor’s degree in elementary education from State University of New York, Plattsburgh, and graduated summa cum laude with a master’s in instruction from the University of Delaware.

Jewish Federation of Delaware honored as 2016 Top-Rated NonprofitJewish Federation of Delaware has been honored with a prestigious 2016 Top-Rated Award by GreatNonprofits, the leading provider of user reviews about nonprofit organizations.

Volunteers, donors and clients based the Top-Rated Nonprofit award on the large number of positive reviews that Federation received that were written.

In addition to the GreatNonprofits 2016 Top-Rated Award, Federation is also a Charity Navigator Four-Star Rated Charity and a GuideStar Exchange Gold Level Participant, the other key industry evaluators’ top recognition for being a trusted and transparent organization.

Entrepreneur Magazine recognizes LINE-XEntrepreneur Magazine has named LINE-X, a global leader in high performance protective coatings an automotive aftermarket accessories, a Top 500 Franchise.

LINE-X was recognized for its low franchise fees; network strength and stability; and franchising history. LINE-X has two franchise locations in Delaware.


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B e t t e r B u s i n e s s

B u r e a u S e r v i n g

D e l awa r e

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April 28, 2016 | 5:30pmWorld Cafe Live at the Queen

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A n n u a l C e l e b r a t i o n

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Leadership Delaware Inc. announced the appointment of four new members of its Board of DirectorsPeter Atwater is the president of Financial Insyghts, where he advises asset managers, corporations and public policymakers on the role of confidence in decision-making. He is the author of “Moods and Markets” and has written articles for the World Policy Institute, Fortune and Time. He is an adjunct professor at the University of Delaware and is a member of the New America Foundation World Economic Roundtable. A graduate of the College of William and Mary, he is a trustee of the Tatnall School.

Lamont W. Browne is an educator and certified principal with 12 years of experience in education. In January 2015, he began leading Delaware’s first multi-charter partnership. He is the executive director of three schools: EastSide Charter School, Family Foundations Academy Elementary School and Family Foundations Academy Middle School.

Andrew M. Lubin retired from the University of Delaware after five years as the director of real estate for the University. He was responsible for the development of the former Chrysler assembly site into the University’s Science, Technology and Advanced Research (STAR) Campus. In addition to the STAR Campus development, he was also responsible for all university campus and academic real estate. He is also the president and founder of Delaware Financial Group.

David Ripsom retired in 2015 as president & CEO and board member of Nuclear Electric Insurance Limited (NEIL), which, with $5 billion in assets, insures all the nuclear power plants in the United States.He received a juris doctorate from the University of Virginia School of Law and a bachelor of arts degree from Lafayette College.

James and Mary Marshall honored as 2016 DSU distinguished alumniJames F. and Mary J. Marshall, of Dover, were honored as the institution’s co-representatives of the 2016 class of Distinguished Alumni of the Mid-Eastern Athletic Conference (MEAC).

The Marshalls were recognized along with alumni honorees of other conference schools on March 10 at the Scopes Arena in Norfolk, Va. during the MEAC Basketball Tournament.

James graduated with a bachelor’s degree in biology from Delaware State College in 1962 and his wife Mary graduated with a bachelor’s degree in sociology in 1975.

The Marshalls have worked to help further their alma mater’s mission to graduate first-rate students and advance the prominence of the institution. They have established an endowed scholarship in their name; also as charter members of the DSU Boosters, the couple was instrumental in the group’s donation of $50,000 towards DSU athletics scholarships.

Left: Dr. Ethel Jones, representing the Mid-Eastern Athletic Conference, presents the 2016 Distinguished Alumni Award to Frank and Mary Marshall during the MEAC Basketball Tournament on March 10 in Norfolk, Va.


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smartboardTECH | PLUGGED IN | BIZ PIC | NOW OPEN

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 [email protected])

tech Drones

Pilot Jordan Bates talks about the ATOM 4000 Drone. ATOM = Aerial To Online Media. A few minutes later the attendees posed for Drone Selfie.

Delaware Technical Community College, drone pilots/professionals, and industry experts gathered earlier this month for presentations and live indoor drone flight demonstrations.

The event informed attendees about the future and promise of small Unmanned Aerial Systems (sUAS) or “drones” in Delaware. Witness the power of UAS technology and its potential and application in commerce, agriculture, government and consumer usage.

Guest speakers for the event included: Jordan Bates, aviator, UAS pilot and expert, former NASA research consultant and develop lead; Shyam Chidamber, Ph.D., business executive, entrepreneur and educator; founding director of the Center for Information Technology and the Global Economy at American University, Christopher Quick, robotics engineer, founder and CEO of Realbotics Inc., and Mark Ryan, of Ryan Media Lab Inc. who conducted its #DronesForDelaware program at each of DTCC campuses on March 14.

For more information check out the social media posts #DronesForDelaware.

plugged in Navient student loan calculatorCalculating expected monthly payments and likely interest to be paid are important factors in determining an effective budget for paying off

student loans. Navient, the nation’s leading loan management, servicing and asset recovery company, today launched an online student loan repayment calculator to help customers better understand how they can pay less interest and payoff student loans faster.

The new interactive tool enables users to model a standard repayment plan that shows how they could save and how much faster they could pay off their loans by paying extra each month. Borrowers can estimate daily and total interest, as well as calculate their debt to income ratio.

“We help more than 1,000 Navient-serviced customers to pay off their loans every day,” said Patricia Nash Christel, vice president, Navient. “This new, free calculator is designed to help any student loan borrower who aspires to achieve that milestone faster and cheaper than ever.”

Explore the Navient student loan repayment calculator at navient.com/repaymentcalculator.

now openNanofabrication center opens at STAR campus.

The University of Delaware Nanofabrication Facility (UDNF) opened this month at the STAR campus. The 8,500-square-foot clean room facility houses the most advanced nanotechnology machinery in the Philadelphia and Baltimore regions, with capabilities to create devices that are hundreds of times smaller than a human hair, according to UD officials. UDNF will be available for use by UD researchers and students, as well as industry partners, government partners and entrepreneurs.

biz pic

Harry Virk, CEO of Alpha Technologies, (left) welcomes Gov. Jack Markell, U.S. Rep. John Carney and DEDO Secretary Bernice Whaley to the grand opening of Alpha Technologies’ new Wilmington offices and global headquarters in the One Customs House building at 704 N. King St. Virk bought the six-story, 86,000-square-foot structure behind the DoubleTree Hotel last year for a reported $1.85 million.

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navient.com/repaymentcalculator



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Do-gooders and tech geeks work as oneBy Michael J. [email protected]

Websites that serve as portals of information, a Delaware-based medical school, and cancer research centers were among suggestions generated during Idea Challenge 3.0 sponsored by Technology Forum of Delaware earlier this month.

The idea brought together six teams of so-called Do-Gooders (civic and nonprofits) and Tech Geeks (technology experts), to see how the intersection of their ideas could make Wilmington a better place to live.

The plans suggested by the six teams were different yet each embraced the core of the idea to make Wilmington a better place to live. The judges were not able to select one winner, instead saying that pieces of each idea could all have a positive impact.

“In the third annual idea challenge, ‘Do-gooders’ and ‘Tech Geeks’ worked together to create new ideas, new applications for technology and new concepts to address issues that were raised in Tech Forum’s State of the Delaware Technology Community report,” said Rick Sommer, Tech Forum president.

Last year, the forum published The State of the Delaware Technology Community, and cited four factors critical for creating a thriving tech community. They used those factors — technology talent, community

support structure, venture funding, and reputation — as the basis for this year’s Idea Challenge.

The six teams reviewed the report and selected one area of concern to address. More than 40 technology and community leaders participated in this year’s challenge. Some of the ideas included:

• Downtown Visions suggested creating a Digital Diamond of tech resources to use.

• Great Dames suggested a not-for-profit approach to obtaining grant money to create a Silicon Valley of the East environment in Wilmington.

• Greater Wilmington Convention and Visitors Bureau suggested Joe Knows Delaware, a new portal website named after the state’s favorite Joe, that would offer information about events, jobs and Wilmington. Audience attendees were able to vote with a text vote, and 32 percent selected the Joe Knows Delaware.

• Small Business Administration create the Beau Biden Center of excellence that could become a medical school.

MySherpa and Capital One sponsored the March 16 event held at the Hercules Building in downtown Wilmington. Greg Gurev, head of Sherpa and past president of the Tech Form, told the more than 150 attendees that forums like the Idea Challenge are one of the best ways to see great ideas grow into reality. n

Six teams worked presented their ideas during the Idea Challenge hosted at 1313 Innovation. Proposal for a Joe Knows Delaware website by Greater Wilmington Convention and Visitors Bureau won audience text vote for best idea.

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SEPTEMBER 29, 2015 • VOL. 2 • NO. 20 • $2

Inside

New kind of treasurerKen Simpler behind the scenesPage 4

Powering UpMiddletown’s data center faces fewer hurdles Page 9

$3.2 million questionDelaware farmers hope to duck the avian fl uPage 6

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

Columnists .......................14

Spotlight ...........................16

DBT Book of Lists: Manufacturers ...........19, 20, 21Smartboard ......................26

Readers’ Guide ................27

Market Watch ...................27

Startup No MoreCnvergeexpands to Austin

Page 26

Bragging RightsDelaware’s home to more than Joe BidenPage 11

Manufacturers go high-tech

Phot

os b

y Br

ian

Harv

ath

Sam Ellers at work at Miller Metal Fabrication in Bridgeville, one of several Delaware companies that employ lean manufacturing techniques.

SEPTEMBER 29, 2015 • VOL. 2 • NO. 20 • $2

Inside

New kind of treasurerKen Simpler behind

the scenes

Page 4

Powering UpMiddletown’s data center

faces fewer hurdles

Page 9

$3.2 million questionDelaware farmers hope to duck the avian fl uPage 6

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

. 3

Columnists .......................14

Spotlight ...........................16

DBT Book of Lists:

Manufacturers ...........19, 20, 21

Smartboard ......................26

Readers’ Guide ................27

Market Watch ...................27

Startup No MoreCnvergeexpands to Austin

Page 26

Bragging RightsDelaware’s home to

more than Joe Biden

Page 11

Manufacturers go high-tech

Phot

os b

y Br

ian

Harv

ath

Sam Ellers at work at Miller Metal Fabrication in Bridgeville, one of several Delaware companies that employ lean manufacturing techniques.

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