How do you convince foreign companies to bank in

F!RST Business: A World of Help in Business

How do you convince foreign companies to bank in

It was not a good day at New Castle-based Kapejo Inc. when president Peter Martinez learned that he was being ripped off 7,000 miles away.

An employee of one of Kapejo’s Chinese distributors had started a competing company. The upstart claimed that he used his own fiber product-reinforced asphalt for several construction projects that, in truth, had used Kapejo’s trademarked BoniFibers.

Years ago the specialized polyester replaced asbestos in asphalt applications for road and bridge surfaces. Because building highways had become a national obsession in China, there was a lot of business at stake for Kapejo. But grappling with the problem long distance—and in unpredictable China—was a daunting prospect for Martinez, though he was no stranger to the country.

Then he met with a trade representative from Hong Kong, who was visiting the World Trade Center Delaware. The trade rep referred him to the right people in Beijing to pave the way for prosecution. It took a few years, but Kapejo won its trademark infringement case.

In business, as in other endeavors, it’s often who you know that counts. Hence the World Trade Center Delaware. “It’s like having a business office wherever you go around the world,” Martinez says.

The center may be a low-profile operation, but it has a very high impact.

The local offices are in a three-story building on Seventh Street in Wilmington, where WTC provides a window on the wider world for Kapejo and other Delaware companies who seek exposure overseas. In some ways, the view is just now coming into focus.

“A lot of companies don’t know we exist,” says executive director Rebecca Faber, who calls her organization “a chamber for international businesses.” A busy slate of programs covers everything from export financing to keeping shipments safe from terrorism. Most members are small and medium-sized firms that are expansion-minded but need some guidance. “New hires of companies attend our events,” says business development director Meg Bhatt. “Many of them have no clue [about international business].”

WTC becomes their pathfinder, schooling them in logistics, recommending foreign trade shows, identifying key contact people in other countries.

“Companies may have perceived risks such as, ‘How do I get paid?’” says Faber. Enter the recent seminar “ABCs of Importing and Exporting,” which addressed, among other topics, payment options. Other seminars featured a U.S. Export-Import Bank officer who spoke about working capital and credit insurance, trade specialists who explained the thickets of cargo insurance and “merchandise passports,” and U.S. customs officials who discuss trade and terrorism.

During a WTC foreign policy luncheon early this year, DuPont Co.’s chief international counsel, Geoffrey Gamble, assessed the 2005 World Trade Organization talks in Hong Kong, and a foreign policy forum explored U.S. policy in Latin America. Last year the Korean, Bulgarian and Pakistani ambassadors made stops at WTC. Last spring, timed for World Trade Week, the Egyptian ambassador paid a visit.

But special events are just part of the picture. With a small, energetic staff buttressed by a few interns, WTC reduces the world to a local phone call, an invaluable resource for small businesses with big dreams. Tailored research (for a fee) is available in-house. A Delaware International Business Directory has been compiled. As the administrator of the Port of Wilmington Maritime Society, WTC understands the flow of commerce from outposts as distant as Australia. As part of the 300-member World Trade Centers Association, it can help business negotiations in other states and countries.

And it’s not just for the little guy. “It’s a natural, cost-effective conduit for our marketing activities in Delaware,” says Luis Clay, manager of the Wilmington branch of British megabank HSBC, a corporate sponsor of WTC. Clay characterizes the Delaware banking community as “still quite insular” and says that, though HSBC is “conservative, we understand risks other banks won’t touch.” The implication is that, if international spells risk, there are ways to avoid or lower it.

Many market analysts suggest that the real risk in the 21st century is not to go global, and indeed, there is two-way action at WTC: Delaware companies casting their eyes across the oceans, and foreign companies seeking a foothold in the States.

“For overseas companies looking to do business in the United States, the first step is to incorporate,” says Faber. “We want to help them incorporate in Delaware.”

Delaware’s ability to expedite the incorporation process is well known here and abroad. “The law is a big Delaware export,” says HSBC’s Clay. For foreign firms looking to import, WTC can help “source U.S. products in Delaware.” 

But WTC’s primary goal is to “create jobs through exports,” according to chairman Henry Beckler—local jobs, that is. “We can help Delaware companies expand their employment,” he says.

Though productivity and technology make a less-than-perfect correlation, when companies sell more products, they tend to hire more people. That’s been an important part of the mandate since WTC Delaware activities began in 1988 under the direction of the State Economic Development Office. The two agencies continue to work closely together.

“It’s a sort of public-private partnership to strengthen the state’s business community,” says Faber, who was an intern at DEDO before moving to WTC seven years ago. A non-profit organization since 1997, WTC receives an annual grant from the state legislature, and raises additional monies through membership dues and program fees.

In Faber’s public-private model, WTC offers an appealing balance.

“Some companies don’t like to work with the government,” says John Pastor, international director at DEDO. Pastor says that WTC provides flexibility, which can mean expanded opportunity. “Let’s say a construction company wants to build a facility overseas. I can help the ones in Delaware, but if there’s a Pennsylvania company involved, too, World Trade Center could help both.”

Selling Delaware is the broader mission for WTC, says Pastor. He lists a mix of poultry companies, legislators and university officials that he gathers for annual trade trips to Taiwan. Build relationships and the business will follow, he says. “We convinced them to buy Delaware poultry.”

The WTC led a similar delegation to Shanghai and Hong Kong, but usually stays on the home front to help educate the next batch of travelers.

HSBC’s Clay says that Delaware has a “viable future as an offshore financial center” for overseas customers. Meanwhile, World Trade Center Delaware will be preparing homegrown businesses to spread their wings. 

 

 

DT

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February 2016

Delaware State University will feature the following events and exhibitions during its 2016 Black History Month celebration: Wednesday, Feb. 3 Black Lives Matter Symposium Documentary...

Cost: FREE and open to the public

Where:
Delaware State University
1200 N DuPont Highway
Dover, DE  19901
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Cost: Free

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First State Heritage Park
121 Martin Luther King, Jr. Blvd N
43 The Green
Dover, DE  19901
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Sponsor: First State Heritage Park
Telephone: 302-739-9194
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The Station Gallery
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Hagley Museum
201 Hagley Creek Rd
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Sponsor: Rehoboth Beach Film Society
Telephone: 302-645-9095
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Cost: Free

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Kennett Township Building
801 Burrows Run Road
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Our Winter Group Show features oil paintings by Rosemary Castiglioni, Jim Gears and Mary Ann Weselyk. Still-life paintings with subtle color variations by...

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The Station Gallery
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View map »


Telephone: 302-654-8638
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Delaware State University will feature the following events and exhibitions during its 2016 Black History Month celebration: Wednesday, Feb. 3 Black Lives Matter Symposium Documentary...

Cost: FREE and open to the public

Where:
Delaware State University
1200 N DuPont Highway
Dover, DE  19901
View map »

More information

Explore some of the diverse ways that human beings have understood sex and sexuality, gender and gender diversity in this small but broad new exhibition, presented in conjunction with the 2015-2016...

Cost: Free with Museum Admission.

Where:
Penn Museum
3260 South St.
Philadelphia, PA  19104
View map »


Website »

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Two-hour guided tours are offered at 10:30 a.m. and 1:30 p.m. Monday through Friday. Guests will visit Eleutherian Mills Residence, the first du Pont family home built in America; the First Office...

Cost: $0-14

Where:
Hagley Museum
201 Hagley Creek Rd
Wilmington, DE  19807
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Contact Name: Meg Marcozzi
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Delaware State University will feature the following events and exhibitions during its 2016 Black History Month celebration: Wednesday, Feb. 3 Black Lives Matter Symposium Documentary...

Cost: FREE and open to the public

Where:
Delaware State University
1200 N DuPont Highway
Dover, DE  19901
View map »

More information

Our Winter Group Show features oil paintings by Rosemary Castiglioni, Jim Gears and Mary Ann Weselyk. Still-life paintings with subtle color variations by...

Cost: Free

Where:
The Station Gallery
3922 Kennett Pike
Greenville, DE  19807
View map »


Telephone: 302-654-8638
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Cost: Call for information.

Where:
Nanticoke Memorial Hospital
801 Middleford Road
Seaford, DE  19973
View map »


Telephone: 302-629-6611x2446
Contact Name: Nanticoke's Diabetes Education Department
Website »

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Explore some of the diverse ways that human beings have understood sex and sexuality, gender and gender diversity in this small but broad new exhibition, presented in conjunction with the 2015-2016...

Cost: Free with Museum Admission.

Where:
Penn Museum
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Hagley Museum
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Cost: Free

Where:
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Cost: Depends on what you purchase

Where:
East Coast Garden Center
30336 Cordrey Rd
Millsboro, DE  19966
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Sponsor: Garden Center
Telephone: 302-945-3489
Contact Name: Valery Cordrey
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Join us every Tuesday for this fun and educational enrichment activity. Students will learn to draw pictures from a variety of themes, including woodland animals, creatures by the sea, creepy...

Cost: $10

Where:
Red Clay Creek Presbyterian Church
500 McKennans Church Rd
Room 206
Wilmington, DE  19808
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Join us every Tuesday for this fun and educational enrichment activity. Students will learn to draw pictures from a variety of themes, including woodland animals, creatures by the sea, creepy...

Cost: $10

Where:
Red Clay Creek Presbyterian Church
500 McKennans Church Rd
Room 206
Wilmington, DE  19808
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Participants must be at least 18 years old to register and be able to attend all sessions. For more information, contact Terry Towne, RN, at 744-6724, or teresa_towne@bayhealth.org...

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Bayhealth Kent General
4th-Floor Conference Room
640 S. State St.
Dover, DE
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Our Winter Group Show features oil paintings by Rosemary Castiglioni, Jim Gears and Mary Ann Weselyk. Still-life paintings with subtle color variations by...

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Where:
The Station Gallery
3922 Kennett Pike
Greenville, DE  19807
View map »


Telephone: 302-654-8638
Website »

More information

Delaware State University will feature the following events and exhibitions during its 2016 Black History Month celebration: Wednesday, Feb. 3 Black Lives Matter Symposium Documentary...

Cost: FREE and open to the public

Where:
Delaware State University
1200 N DuPont Highway
Dover, DE  19901
View map »

More information

Explore some of the diverse ways that human beings have understood sex and sexuality, gender and gender diversity in this small but broad new exhibition, presented in conjunction with the 2015-2016...

Cost: Free with Museum Admission.

Where:
Penn Museum
3260 South St.
Philadelphia, PA  19104
View map »


Website »

More information

Two-hour guided tours are offered at 10:30 a.m. and 1:30 p.m. Monday through Friday. Guests will visit Eleutherian Mills Residence, the first du Pont family home built in America; the First Office...

Cost: $0-14

Where:
Hagley Museum
201 Hagley Creek Rd
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View map »


Telephone: 302-658-2400
Contact Name: Meg Marcozzi
Website »

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Cost: Free

Where:
, DE


Sponsor: Rehoboth Beach Film Society
Telephone: 302-645-9095
Contact Name: Jeri Kaplan
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Cost: Free

Where:
Kimmel Center - Commonwealth Plaza
300 S. Broad St.
Philadelphia, PA  19102
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Sponsor: Kimmel Center
Website »

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A successful writer of Broadway thrillers is struggling to overcome a dry spell when he receives a script from a student —a potential Broadway hit. Thereafter suspense...

Where:
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Where:
, DE

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Where:
, DE

More information

Show More...
Show Less...

Delaware State University will feature the following events and exhibitions during its 2016 Black History Month celebration: Wednesday, Feb. 3 Black Lives Matter Symposium Documentary...

Cost: FREE and open to the public

Where:
Delaware State University
1200 N DuPont Highway
Dover, DE  19901
View map »

More information

Our Winter Group Show features oil paintings by Rosemary Castiglioni, Jim Gears and Mary Ann Weselyk. Still-life paintings with subtle color variations by...

Cost: Free

Where:
The Station Gallery
3922 Kennett Pike
Greenville, DE  19807
View map »


Telephone: 302-654-8638
Website »

More information

Explore some of the diverse ways that human beings have understood sex and sexuality, gender and gender diversity in this small but broad new exhibition, presented in conjunction with the 2015-2016...

Cost: Free with Museum Admission.

Where:
Penn Museum
3260 South St.
Philadelphia, PA  19104
View map »


Website »

More information

Two-hour guided tours are offered at 10:30 a.m. and 1:30 p.m. Monday through Friday. Guests will visit Eleutherian Mills Residence, the first du Pont family home built in America; the First Office...

Cost: $0-14

Where:
Hagley Museum
201 Hagley Creek Rd
Wilmington, DE  19807
View map »


Telephone: 302-658-2400
Contact Name: Meg Marcozzi
Website »

More information

This art exhibit features fine art works and three dimensional pieces that embrace the subject “red.” Artist are free to use their imagination and creativity, so works will include...

Cost: Free

Where:
The Gibby Center for the Arts
51 W Main St.
Middletown, DE  19709
View map »


Sponsor: The Gibby Center for the Arts
Telephone: 302-449-5396
Contact Name: Caroline Zeitler
Website »

More information

For more information, please contact: Dave Ruffner ​Rehoboth Beach Film Society 107 Truitt Ave. Rehoboth Beach, DE 19971 302-645-9095, ext. 4 administrator@rehobothfilm.com...

Cost: Free

Where:
, DE


Sponsor: Rehoboth Beach Film Society
Telephone: 302-645-9095
Contact Name: Jeri Kaplan
Website »

More information

Nanticoke Memorial Hospital offers childbirth classes on Thursdays from 6:30 p.m. to 8:30 p.m. in the Ground Floor Conference Room. The class will meet each Thursday for a total of five...

Cost: $50

Where:
Nanticoke Memorial Hospital
801 Middleford Rd.
Seaford, DE  19973
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Telephone: 302-629-6611 ext. 2540
Contact Name: Maternal Child Health Clinical Educator
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Regional artists Carol Tippit Woolworth, Catherine Drabkin, Pahl Alexander Hluchan, Colleen Randall and Dan Jackson explore the concept of place—physical, emotional and spiritual—in...

Where:
, DE

More information

Ditch the winter whites for a world of dazzling color at Longwood Gardens, where you can stroll through thousands of orchids in bloom. Kennett Square, www.longwoodgardens.org 

Where:
, DE

More information

A successful writer of Broadway thrillers is struggling to overcome a dry spell when he receives a script from a student —a potential Broadway hit. Thereafter suspense...

Where:
, DE

More information

Show More...
Show Less...

Our Winter Group Show features oil paintings by Rosemary Castiglioni, Jim Gears and Mary Ann Weselyk. Still-life paintings with subtle color variations by...

Cost: Free

Where:
The Station Gallery
3922 Kennett Pike
Greenville, DE  19807
View map »


Telephone: 302-654-8638
Website »

More information

The Philly Home Show will inspire your inner HGTV star at the Pennsylvania Convention Center in Philadelphia from Feb. 12–14 and 19–21. The show will feature highly interactive...

Cost: $13

Where:
Pennsylvania Convention Center
1101 Arch St.
Philadelphia, PA  19104
View map »

More information

Explore some of the diverse ways that human beings have understood sex and sexuality, gender and gender diversity in this small but broad new exhibition, presented in conjunction with the 2015-2016...

Cost: Free with Museum Admission.

Where:
Penn Museum
3260 South St.
Philadelphia, PA  19104
View map »


Website »

More information

Two-hour guided tours are offered at 10:30 a.m. and 1:30 p.m. Monday through Friday. Guests will visit Eleutherian Mills Residence, the first du Pont family home built in America; the First Office...

Cost: $0-14

Where:
Hagley Museum
201 Hagley Creek Rd
Wilmington, DE  19807
View map »


Telephone: 302-658-2400
Contact Name: Meg Marcozzi
Website »

More information

This art exhibit features fine art works and three dimensional pieces that embrace the subject “red.” Artist are free to use their imagination and creativity, so works will include...

Cost: Free

Where:
The Gibby Center for the Arts
51 W Main St.
Middletown, DE  19709
View map »


Sponsor: The Gibby Center for the Arts
Telephone: 302-449-5396
Contact Name: Caroline Zeitler
Website »

More information

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Cost: Free

Where:
, DE


Sponsor: Rehoboth Beach Film Society
Telephone: 302-645-9095
Contact Name: Jeri Kaplan
Website »

More information

This art exhibit features fine art works and three dimensional pieces that embrace the subject “red.” Artist are free to use their imagination and creativity, so works will include...

Cost: Free

Where:
The Gibby Center for the Arts
51W Main St.
Middletown, DE  19709
View map »


Sponsor: The Gibby Center for the Arts
Telephone: 302-449-5396
Contact Name: Caroline Zeitler
Website »

More information

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Cost: $15–$18

Where:
The Secret Garden
47 W Main St.
Middletown, DE  19709
View map »


Sponsor: The Everett Theatre
Telephone: 302-540-8561
Contact Name: Chris Everett
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Cost: 0.00

Where:
Bayhealth Kent General Hospital
640 S. State Street
Private Dining Room #3
Dover, DE  19901
View map »


Telephone: 800-855-2CALLGA
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Cost: Free

Where:
First State Heritage Park
The Old State House
25 The Green
Dover, DE  19901
View map »


Sponsor: First State Heritage Park
Telephone: 739-9194
Website »

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Cost: $40

Where:
Humpty's Dumplings
277 N Keswick Ave
Glenside, PA  19038
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Sponsor: Creative Paint Nites
Telephone: 267-312-8339
Contact Name: Charisse R McGill
Website »

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Ditch the winter whites for a world of dazzling color at Longwood Gardens, where you can stroll through thousands of orchids in bloom. Kennett Square, www.longwoodgardens.org 

Where:
, DE

More information

Regional artists Carol Tippit Woolworth, Catherine Drabkin, Pahl Alexander Hluchan, Colleen Randall and Dan Jackson explore the concept of place—physical, emotional and spiritual—in...

Where:
, DE

More information

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Where:
, DE

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A successful writer of Broadway thrillers is struggling to overcome a dry spell when he receives a script from a student —a potential Broadway hit. Thereafter suspense...

Where:
, DE

More information

Show More...
Show Less...

Our Winter Group Show features oil paintings by Rosemary Castiglioni, Jim Gears and Mary Ann Weselyk. Still-life paintings with subtle color variations by...

Cost: Free

Where:
The Station Gallery
3922 Kennett Pike
Greenville, DE  19807
View map »


Telephone: 302-654-8638
Website »

More information

Features activities and crafts that help visitors learn about local and national political roles in environmental conservation. Visitors can learn about the battle that politicians fought for a...

Cost: Free with admission

Where:
Delaware Museum of Natural History
4840 Kennett Pike
Wilmington, DE  19807
View map »

More information

The Philly Home Show will inspire your inner HGTV star at the Pennsylvania Convention Center in Philadelphia from Feb. 12–14 and 19–21. The show will feature highly interactive...

Cost: $13

Where:
Pennsylvania Convention Center
1101 Arch St.
Philadelphia, PA  19104
View map »

More information

Explore some of the diverse ways that human beings have understood sex and sexuality, gender and gender diversity in this small but broad new exhibition, presented in conjunction with the 2015-2016...

Cost: Free with Museum Admission.

Where:
Penn Museum
3260 South St.
Philadelphia, PA  19104
View map »


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What was behind the legendary story of King Midas and his golden touch? That is the question to be answered—not with chests full of gold, but with a spectacular array of ancient artifacts,...

Cost: Adults $20; seniors $18; students (with ID) $15; children (ages 6–17) $15

Where:
Penn Museum
3260 South St.
Philadelphia, PA  19104
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Guests can explore three floors of exhibitions in the Visitor Center, stroll along the river through dozens of historic structures from the Industrial Revolution, and explore the gardens and...

Cost: $0-14

Where:
Hagley Museum
201 Hagley Creek Rd
Wilmington, DE  19807
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Telephone: 302-658-2400
Contact Name: Meg Marcozzi
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Penn Museum opens the world premiere exhibition The Golden Age of King Midas—featuring ancient treasures on loan from the Republic of Turkey—with a spectacular daylong public...

Cost: $15

Where:
Penn Museum
3260 South St.
Philadelphia, PA  19104
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This art exhibit features fine art works and three dimensional pieces that embrace the subject “red.” Artist are free to use their imagination and creativity, so works will include...

Cost: Free

Where:
The Gibby Center for the Arts
51 W Main St.
Middletown, DE  19709
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Sponsor: The Gibby Center for the Arts
Telephone: 302-449-5396
Contact Name: Caroline Zeitler
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For more information, please contact: Dave Ruffner ​Rehoboth Beach Film Society 107 Truitt Ave. Rehoboth Beach, DE 19971 302-645-9095, ext. 4 administrator@rehobothfilm.com...

Cost: Free

Where:
, DE


Sponsor: Rehoboth Beach Film Society
Telephone: 302-645-9095
Contact Name: Jeri Kaplan
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The Rehoboth Beach Film Society and CAMP Rehoboth will co-present "Tab Hunter Confidential" and "Portrait of a Serial Monogamist" as part of its annual Another Take...

Cost: $8

Where:
Metropolitan Community Church
19369 Plantation Rd.
Rehoboth Beach, DE  19971
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Sponsor: Rehoboth Beach Film Society
Telephone: 302-645-9095
Contact Name: Jeri Kaplan
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"La Sylphide" shares the beautiful and romantic story of our hero, James—a young Scottish farmer who, on the eve of hid wedding, abandons his betrothed, Effie, after being...

Cost: $25

Where:
Salesanium School
1801 North Broom St.
Wilmington, DE  19802
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Sponsor: Academy of International Ballet
Telephone: 1-866-908-5666
Contact Name: Denis Gronostayskiy
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Venture back with us for an evening where we re-imagine the Victorian Industrial Age as seen through our steam-powered, futuristic goggles.  Our biggest fundraiser of the year and all proceeds...

Cost: $100-$110

Where:
Smyrna Opera House
7 West South Street
Smyrna, DE  19977
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A spoiled orphan girl is sent to live with her uncle on the Yorkshire moors and discovers renewed life, for herself and her sickly cousin, in bringing her dead aunt’s secret garden back to...

Cost: $15–$18

Where:
The Secret Garden
47 W Main St.
Middletown, DE  19709
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Sponsor: The Everett Theatre
Telephone: 302-540-8561
Contact Name: Chris Everett
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Location: St. Mark’s High School, 2501 Pike Creek Road, Wilmington Time: Registration: 11:30 a.m. Race: 12:30 p.m. Fee: $25 (until Thursday, Feb. 11), $35 after and day of event...

Where:
, DE

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Location: Beebe Healthcare’s Medical Center, 424 Savannah Road, Lewes Date: Saturday, Feb. 13 (and the second Saturday of each month) Time: 9 a.m. Fee: Free For more...

Where:
, DE

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Ditch the winter whites for a world of dazzling color at Longwood Gardens, where you can stroll through thousands of orchids in bloom. Kennett Square, www.longwoodgardens.org 

Where:
, DE

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A successful writer of Broadway thrillers is struggling to overcome a dry spell when he receives a script from a student —a potential Broadway hit. Thereafter suspense...

Where:
, DE

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Regional artists Carol Tippit Woolworth, Catherine Drabkin, Pahl Alexander Hluchan, Colleen Randall and Dan Jackson explore the concept of place—physical, emotional and spiritual—in...

Where:
, DE

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