Claris "Don" Donelson, former Sales Promotion Manager

Interviewee was a qualified, practising pharmacist before joining the company in 1948 as a sales representative. In 1954 he moved to head office and was responsible for hiring sales representatives. In 1959 he came a district sales manager and in the 1960s became a regional sales manager. He retired in the 1980s.

Topics discussed include:

* impressions of BW

* digoxin/ digitoxin

* hiring of sales representatives: move from hiring pharmacists to non-pharmacists; training; education required

* product line rationalisation

* competitors, and BW reputation

* Bill Creasy's approach to sales

* Fred Coe

* organisation of sales team

* restructuring under Peter Howsam

* Garth Quinn

* staff retention, benefits, further training and education, promotion

* Empirin and Tylenol

* Bill Sullivan and McKinsey report

* Zovirax.

[Recording ends abruptly]

7 May 2001

2 audio tapes and transcript Tape 18

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