Gail E Schrader, Manager Photographic Section

Interviewee joined BW in 1966 as a sales representative. In 1971 he came to head office as part of the TOPS programme and from there moved into the photographic section.

Topics discussed include:

* training for sales representatives

* management of sales reps in the field and performance evaluation

* sales budgets

* TOPS, and the role of s product manager

* Photographic Section: role and functions; structure; reporting structure; advertising work

* management of BW

* Research Triangle Park, North Carolina, inc architecture

* Fred Coe, management style and personality

* Tuckahoe and the move to North Carolina

* morale amongst sales reps

* Bill Sullivan, personality, staff reaction to his appointment, McKinsey Report

* Peter Howsam's departure, Pedro Cuatrecasas, Ted Haigler

* Retrovir, pricing

* flotation

* merger

* comparison of BW and Glaxo, and Glaxo Wellcome

* working atmosphere of BW.

18 May 2001

2 audio tapes and transcript Tape 29