Title and Description Page
Family Background and Education 1
Growing up in Big Stone Gap, Virginia. Early interest in journalism. Decision to major in industrial engineering at North Carolina State University; school career.
Early Career 4
Early career in technical selling at SOHIO. Decision to move to Nalco at Houston, Texas. Evening courses at the Marshall Law School.
Early Development at Nalco 7
Various aspects of technical selling. Nalco organizational hierarchy. Nalco's philosophy of sales representation and on-site problem solving. On-the-job travel. Career goals.
Management Career at Nalco; Management Perspectives 11
New product development based on meeting customer needs. Views of management and sales opportunities. History of Nalco. Views on maximizing employee creativity and communication. Views on chemical industry changes. Nalco's handling of new government environmental regulations and relations. Views on optimal upper-level managerial decision-making and delegation. The effects of Bhopal on the chemical industry. Views and experiences concerning OCITA, NAFTA, and GATT.
Views of Industry 27
Technical selling: the need for college-level training and promotion as a career choice. The future of U.S. chemical innovation. Nalco's future. The need for a strong ethical stance in companies.