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Articles by Chris Dohl
Are You Using Your Sales CRM to Its Potential?
Are you using your Customer Relationship Management system (CRM) to its fullest potential? I can almost guarantee the answer is “No.” One of the most critical processes in today’s B2B sales strategy development is how sales teams use CRMs. Everyone has heard of the old computer adage “Garbage In, Garbage Out.” If you input bad data into any software system, bad data will come back out.
Discover New Value from Outbound Sales Calling
There is no doubt that inbound marketing can achieve many things and generate leads with little physical effort. There’s also no doubt that inbound marketing will continue to evolve and adapt to new online paradigms. Yet, it’s also true that the payoff of digital marketing matches the hype less and less. It often feels like the marketers keep moving the goal posts just to show value where little may exist. Sure, digital marketing can reach audiences in ways that other marketing simply can’t.
6 Ways to Compress Sales Client Onboarding
It is understandable that many companies are skeptical when engaging a new relationship for outsourced inside sales. Management naturally assumes that all their years of industry experience and product familiarity cannot be transferred over to a new person very quickly. I often think about how NFL players are able to adapt quickly to new teams after a trade. After all, every team has its own systems and playbooks. And those playbooks can be ginormous! So how do they do it?
4 Essential Processes for CRM Success
One of the most important things that I’ve learned as a swim coach of over 25 years is the importance of having confidence in your structured swim season plan. As I developed confidence in our coaching staff’s processes and stuck to the effective structures of previous seasons, our team consistently performed better than the year before.
DIMER program gives Delaware doctoral students a reason to stay
Frank Mayer, 39, has a wife, two young children and a goal to practice emergency medicine in Delaware. Now in his third year at Philadelphia College of Osteopathic Medicine (PCOM), the Newark native is set to make that dream a reality. “It’s something I have wanted to do for a long time,” he said. “I didn’t think I would have the opportunity.” After graduating from the University of Delaware more than 15 years ago, Mayer became co-owner of a business.
Eastern Millwright Regional Council
WHO WE ARE The millwrights are an elite group who work primarily on machinery and equipment requiring precision while maintaining a high level of safety. The millwrights are members of the (UBC) – a proud organization that has given men and women an excellent quality of life since 1881. The millwrights are precision craftsmen who install, upgrade, maintain, diagnose, and repair industries’ most complex and intricate machinery to ensure they operate in perfect working order.
Walter's Steakhouse celebrates 25 years of classic dining
John Walter Constantinou is celebrating Walter’s Steakhouse’s 25th anniversary with the same thing that brought him into the business in the first place: good quality beef. For the celebration, he’s cooking up classic cuts of his signature prime rib. After a quarter-century in the business, he has the same spark as the day he founded Walter’s in September 1993. “It’s the people. It’s hospitality.
UD professor awarded patent in ceremony with Sen. Coons
UD professor awarded patent in ceremony with Sen. Coons By Roger Morris Special to Delaware Business Times To celebrate the role of the American patent system in promoting innovation, U.S. Sen. Chris Coons and Andrei Iancu of the U.S. Patent and Trade Office this morning presented University of Delaware professor Dr. Siu-Tat Chui with U.S. patent #10,018,507. The patent was for an improved electromagnetic detector.
Delaware Coastal Airport awarded $5.5 million grant for improvements
The Federal Aviation Administration (FAA) has awarded a $5.5 million grant to the Delaware Coastal Airport in Sussex County. The grant will support the construction of a parallel taxiway designed to improve the approach system for landing aircraft. The improvements are part of a long-term expansion plan to bring larger aircraft into Sussex County. U.S. Senators Tom Carper and Chris Coons and U.S. Representative Lisa Blunt Rochester visited the airport Wednesday to celebrate the federal support.
Belgian crop-protection company chooses Wilmington for HQ
By Jon Hurdle Special to Delaware Business Times A European company seeking to build a presence in the U.S. market for crop-protection chemicals might be tempted to base its operation in farm-belt states like Kansas or Iowa.
Getting Started: Your Options for Career and Technical Education
High school programs There are three different technical high schools in Delaware, all of which are in New Castle County: Howard High School of Technology, Delcastle Technical High School and Hodgson Vocational-Technical High School. They offer several different construction programs for students, including sheet metal, welding and electrical trades to name a few.
Gov. John Carney signs agreement leasing Port of Wilmington
Gov. John Carney on Tuesday finalized an agreement to lease the Port of Wilmington to GT USA Wilmington, LLC, the local subsidiary of global shipping company Gulftainer. The agreement lays out a plan to construct a new container shipping facility on the Delaware River, create jobs and bring $600 million in new investment over the next decade.
ALOFT AeroArchitects
STUFF WE MAKE We design, build, install and certify VIP aircraft interiors to the highest standards of luxury, capability and comfort. Our signature Auxiliary Fuel Systems (manufactured, assembled and installed on-site) allows our customers to travel non-stop nearly half way around the world, saving our customers, time and money! Besides, what billionaire wants to stop in London for gas on the way to Dubai?
State Chamber announces Superstars in Business award winners
The Delaware State Chamber of Commerce’s (DSCC) Small Business Alliance (SBA) Thursday announced this year’s Superstars in Business award winners. The lineup will be recognized November 7 at the Hotel du Pont. Scott Kammerer, president of SoDel Concepts, will keynote the ceremony. The Marvin S. Gilman Superstars in Business Award, celebrating its 20th anniversary, honors businesses and nonprofit organizations for their achievements and model approaches to business and management.
Home-Related Tax Breaks
Home ownership is a key element of the American dream for many, and the U.S. tax code includes many tax breaks that help support this dream. If you own a home, you may be eligible for several valuable breaks when you file your 2017 return. But under the Tax Cuts and Jobs Act, your home-related breaks may not be as valuable when you file your 2018 return next year. This is what 2018 will look like: Here’s a look at various home-related tax breaks for 2017 vs. 2018: Property tax deduction.
Amid lawsuits, Millsboro residents hold out for changes
Heather Swartley has been drinking bottled water for almost a year after being told that her private well was contaminated with pollutants from the nearby Mountaire Farms chicken plant outside of Millsboro in Sussex County. The regular deliveries, paid for by the company, give her a clean source of water for drinking, cooking and washing dishes, and allow her to use her well water just for showering and doing laundry.
Carper-Harris matchup highlights Delaware primary elections
(AP) — A battle between Delaware’s senior senator and an upstart challenger riding an antiestablishment wave within the Democratic Party highlights the state’s primary elections Thursday. Sen. Tom Carper, 71, has never lost a race in more than four decades in politics. Carper’s primary challenger is political newcomer and community activist Kerri Evelyn Harris, 38.
Building a Sales Team
It is that time of year again, the beginning of the football season, and for 59.3 million people, that also means it’s the beginning of Fantasy Football season. Fantasy Football creates a time to get together with friends and become the general manager of your own NFL team. While eating pizza and drinking a beer or two, you have the sole responsibility of selecting a team of NFL players to compete for [insert funny team name here].
Judge refuses to overturn convictions of former bank execs
(AP) — A federal judge on Thursday refused to overturn the fraud and conspiracy convictions of four former executives for the only financial institution to be criminally charged in connection with the federal bank bailout program. In a 56-page ruling, Judge Richard Andrews refused to enter judgments of acquittal for the former Wilmington Trust executives. He also rejected their alternative request for a new trial.
Pulse Dream Cars brings luxury car sharing to Delaware
Jerry Seinfeld starts each episode of Netflix’s “Comedians in Cars Getting Coffee” driving a unique automobile. Long before he introduces his famous companion, he runs down the details about the car. He drove a 1969 Jaguar XKE to pick up Sarah Silverman and a 1969 Lamborghini P400S Miura to fetch Chris Rock. “It’s incredibly masculine and incredibly feminine at the same time,” Seinfeld said of the Lamborghini.
The future of transportation in the First State
Transportation planners and experts are careful about predicting how Delawareans will get around in 30 years, but they’re more certain about how they won’t. Many argue that building more roads, highways and parking lots is a trend in need of reversal. “Building new roads is not where the country is,” said Jennifer Cohan, secretary of the Delaware Department of Transportation.
Chemical company seeking almost $4 million in taxpayer money
Chemical company seeking almost $4 million in taxpayer money (AP) — A specialty chemicals company is seeking almost $4 million in taxpayer money from Delaware officials. Solenis LLC is asking for $3.9 million from the Delaware Strategic Fund for retaining and growing its headquarters and research and development operations in New Castle County. The Council on Development Finance will consider the request Monday.
Delaware officials approve ACA rate request
Delaware officials approve ACA rate request (AP) — Delaware regulators have approved a 3 percent rate increase for the lone insurer offering coverage under the Affordable Care Act in Delaware. Highmark Blue Cross Blue Shield of Delaware initially sought an average rate increase of 5.7 percent for individual plan coverage next year. The request was revised to 3.7 percent because the initial filing erroneously contained a risk adjustment factor.
Poultry producer seeks change to Delaware facility demands
Poultry producer seeks change to Delaware facility demands A poultry producer is asking for a change to the decision that grants it a special use exception for a deboning facility in Delaware. An Allen Harim spokesperson tells WBOC-TV the company found the condition that its spray irrigation system must be upgraded, approved, permitted and operational before the Millsboro facility is operational too restrictive.
Delaware Congressional Delegation hosts veterans job fairs
Delaware Congressional Delegation hosts veterans job fairs U.S. Senators Tom Carper and Chris Coons and U.S. Representative Lisa Blunt Rochester partnered to host two job fairs for veterans. The first took place in Dover on August 20, and 34 employers participated. “As a 23-year veteran of the Navy and Navy Reserve, I’m proud to once again host a job fair to give back to those who have done so much for our country,” Carper said.
The promise and peril of Fort DuPont
After more than four years of planning, construction will begin in the coming months on the first new homes at the Fort DuPont Complex in Delaware City. It’ll be the latest and most concrete sign of what developers are hoping will be a massive redevelopment project along the Delaware River. With a grand vision that includes a 120-slip marina, 150-room hotel and about 400 new homes, the 400-acre complex has natural advantages.
McDonald's invests $14 million to modernize 20 locations in Delaware
McDonald’s invests $14 million to modernize 20 locations in Delaware McDonald’s franchisees are investing $14 million in Delaware throughout 2018 and 2019 on the construction and modernization of 20 restaurants. The local investment comes as franchisees across the country invest $6 billion to modernize U.S. restaurants by 2020. Improvements include modernized dining rooms and refreshed exterior designs, some of which will reflect local styles.
Wedding planners at Secretariat celebrate 70th anniversary
Secretariat, a wedding and event planning company based in Wilmington, will celebrate its 70th anniversary this September. Founded by Kathryn “Dit” Buchan and Mary Hynson, Secretariat opened on September 25, 1948. “Secretariat is going strong as one of the top companies in the area planning both weddings and all types of events, despite a heavily saturated market,” said Samantha Diedrick Harris, owner of Secretariat.
A Voice for Innovation in Dover and Beyond
The Delaware State Chamber of Commerce (DSCC) has represented the First State’s business community since 1837, and is now serving more than 1,000 members. “Our goal is to help create an economic environment that encourages growth, competitiveness and stability for all businesses,” says DSCC President Michael Quaranta.
Leading the Way on Promoting Delaware's Assets
The Delaware Prosperity Partnership (DPP) is a public-private partnership created in 2017 to lead the state’s economic development efforts. Its mission is to both attract new businesses to the state and engage existing businesses as they make plans for expansion.
First Look: Bob Piane Sr. passing marks end of a era
The passing in mid-July of Bob Piane Sr., 87, a pioneering caterer for more than a half-century, marks the end of an entrepreneurial generation. Piane put himself on the national map at least three times. First was Piane Catering’s selection in 1986 by an industry trade group as the first-ever 5-star off-premise caterer. Second was his invention of the “double wok,” a double-bowled kitchen appliance that came out just at the peak of the wok-cooking craze.
Belfint, Lyons & Shuman honored among top 300 firms
Belfint, Lyons & Shuman honored among top 300 firms The Delaware-based certified public accounting firm, Belfint, Lyons & Shuman, CPAs (BLS) was ranked in the Top 300 firms in North America by INSIDE Public Accounting (IPA) for the fourth consecutive year. The INSIDE Public Accounting’s Survey and Analysis of Firms measures the overall health, challenges and opportunities of the profession.
Chesapeake Utilities reports second quarter earnings
Chesapeake Utilities reports second quarter earnings (AP) – Chesapeake Utilities Corp. (CPK) on Thursday reported second-quarter net income of $6.4 million. On a per-share basis, the Dover, Delaware-based company said it had profit of 39 cents. Earnings, adjusted for non-recurring costs, were 48 cents per share. The energy and utility company posted revenue of $136.7 million in the period. Chesapeake Utilities shares have increased slightly more than 6 percent since the beginning of the year.
Civic groups call for investigation of Delaware LLC law
Civic groups call for investigation of Delaware LLC law AP) — Civic groups in Delaware are pushing for the reform of the state’s popular system for limited liability companies. The News Journal reports the Delaware Coalition for Open Government was joined by several other groups in asking Attorney General Matt Denn to appoint an independent counsel Monday.
InterDigital reports second quarter earnings
InterDigital reports second quarter earnings (AP) – InterDigital Inc. (IDCC) on Thursday reported second-quarter earnings of $10.7 million. On a per-share basis, the Wilmington, Delaware-based company said it had net income of 30 cents. The wireless research and development company posted revenue of $69.6 million in the period. InterDigital shares have risen 7 percent since the beginning of the year. The stock has risen 13 percent in the last 12 months.
Delaware officials revise proposed ACA rate request
Delaware officials revise proposed ACA rate request (AP) — Delaware’s insurance commissioner says there was an error in the proposed rate increase request from the lone insurer offering coverage under the Affordable Care Act in Delaware. The Department of Insurance announced last month that Highmark Blue Cross Blue Shield of Delaware was seeking an average rate increase of 5.7 percent for individual plan coverage for next year.
Apply for the 2018 HR Awards in Partnership with Delaware SHRM
About the Program The HR Awards program honors executives, partners and companies that have demonstrated a commitment to their employees or clients through leadership, innovation and achievement in Delaware. Through these programs, today’s companies are investing in not only the strength of their business’ future but also the futures of employees and their families. A judging committee of local business leaders selects honorees based on engagement, effectiveness and ROI.
Know how: How to promote a learning culture in your company
Changing an organization’s culture is never easy. So here are five tips to help you create change and inspire a learning culture in your organization that will promote success for years to come. 1. Get senior leadership involved In order to start an organization-wide culture shift it is essential to have your executives on board supporting the endeavor from day one. This is doubly important when it comes to transforming a company culture.
Local schools step up to train restaurant workers
As Delaware employers in the hospitality industry struggle to find trained staff, programs to alleviate the shortage have cropped up across the state. These range from training part-time teenage workers to turning out professionals at the graduate-school level. “We have hired and continue to recruit employees from several programs,” said Xavier Teixido, owner of Harry’s Savoy Grill and Kid Shelleen’s Charcoal House and former chairman of the National Restaurant Association.
Grotto Pizza in West Bethany updates look
Grotto Pizza in West Bethany updates look Grotto Pizza in West Bethany last week celebrated the completion of a new look. The renovations included new paint, flooring, tables, chairs, booths and televisions. The Bethany-Fenwick Area Chamber of Commerce held a ribbon cutting to celebrate the changes. The company plans to apply the new style to the other 11 locations in Sussex County.
Sallie Mae reports second quarter earnings
Sallie Mae reports second quarter earnings (AP) _ SLM Corp. (SLM) on Tuesday reported second-quarter net income of $109.8 million. The Newark, Delaware-based company said it had net income of 24 cents per share. Earnings, adjusted for non-recurring costs, came to 25 cents per share. The results beat Wall Street expectations. The average estimate of six analysts surveyed by Zacks Investment Research was for earnings of 23 cents per share.
WSFS: second quarter earnings snapshot
WSFS: second quarter earnings snapshot (AP) WSFS Financial Corp. (WSFS) on Monday reported second-quarter earnings of $28.7 million. The Wilmington, Delaware-based company said it had profit of 89 cents per share. Earnings, adjusted for non-recurring costs, came to 90 cents per share. The bank holding company posted revenue of $107.1 million in the period. Its adjusted revenue was $96 million. WSFS shares have risen 15 percent since the beginning of the year.
Keep it in the Fairway
On June 17th, the PGA’s US Open ended with Brooks Koepka defending his championship with a one over par four round total score. One over par is very high four round total on the PGA tour, indicating just how difficult Shinnecock Hills Golf Club’s course played. PGA professionals had difficulty with the courses fall away greens, high crosswinds, and very difficult rough. On courses like Shinnecock Hills, it's best to keep the ball in the fairway. There are similar principles in sales.
New Castle County holding session on Concord Pike Corridor master plan
New Castle County holding session on Concord Pike Corridor master plan The New Castle County Department of Land Use, Delaware Department of Transportation and Wilmington Area Planning Council (WILMAPCO) are partnering to produce a master plan for future land use on Concord Pike (U.S. 202). The dense commercial corridor stretches north out of Wilmington to the Pennsylvania border.
Guardrails sought after fatal crashes on Delaware highway
Guardrails sought after fatal crashes on Delaware highway (AP) — A recent fatal crash on Delaware’s main north-south highway is raising questions about the need to install guardrails. Five members of a New Jersey family were killed earlier this month on Delaware Route 1 after a pickup truck crossed the median and struck the family’s minivan as they returned from a beach vacation.
Delaware Community Foundation awards $298,000 in grants
Boys & Girls Club at H. Fletcher Brown, which received $15,000. The Delaware Community Foundation (DCF) last week announced $298,000 in capital grants for a mix of 18 nonprofits and community groups throughout the state. The grants target improvement projects with a lasting impact on the populations served by the organizations. These could include land purchases, new construction or the renovation or repair of existing buildings.
Study: Most tax-friendly places in Delaware for retirees
Study: Most tax-friendly places in Delaware for retirees SmartAsset, a New York-based financial technology company, released a study ranking the most tax-friendly places in Delaware for retirees. The study tracks property tax and sales tax rates, taxes on Social Security benefits and other financial factors crucial to retirees. Southern and northern Delaware communities made the list. A number of benefits, including no sales tax or taxes on Social Security, are statewide advantages.
First property to accept bitcoin in Delaware, $1.75 million home in Newark sold
First property to accept bitcoin in Delaware, $1.75 million home in Newark sold A $1.75 million home at 93 Wedgewood Road in Newark — the first property in Delaware to accept Bitcoins as a form of payment — has sold, according to a Facebook post by Michael Kelczewski, a real estate broker for Sotheby’s International Realty. The house sits on a 4.2-acre property and boasts amenities such as a five-car garage, backyard pool, wrapping staircase and marbled bathroom.
Cover & Rossiter moves office to Little Falls Centre
Cover & Rossiter moves office to Little Falls Centre Cover & Rossiter, a full-service CPA and advisory firm, has moved from its Rockford Road office to the first floor of Little Falls Centre One in Wilmington between Lancaster Pike and Faulkland Road. “We recognized that in order to be a CPA and advisory firm positioned for growth well into the future, we needed a new location to support our expanding client base,” said Managing Director Marie Holliday.
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