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'AMIERICJI),N GRADUATE SCHOOL OF INTERNATIONAL MANAGEMENT • "1 see Latin America forming virtual alliances, achieving economies of scale that were not apparent before." Alejandra Beracha '83 THE AMERICAN GRADUATE SCHOOL OF INTERNATIONAL MANAGEMENT • VOLUME 51, NUMBER 1. 1997 COYEH STOHY FEATl'HES 2 COVER STORY 1 PAGE ONE Fiery Future for Latin America Latin America is slipping the shackles of the past and resolutely 8 seeking its place in the global market. Five experienced T'birds explain why Latin America deserves world respect. The new Barton Kyle Yount Centre ALUMNI LEADERS Advertising queen Carol Schuster '83 and coupon king Sam Garvin '88 explain their global success 16 SPECIAL 10 F~C ULTY IDEAS 12 39 52 57 58 Armual Report and Honor Roll of Donors "We have set six goals for the institution over the next five years." -Looking Toward 2001: The President's Report DE PAHTl\l E NTS NEWS UPDATES NETWORK NEWS LETTERS TO THE EDITOR READING Bribes and the FCPA are serious business, says Professor Robert Tancer 11 EYES AROUND THE WORLD Bruce Harris '83 is protecting Central America's street children 14 HISTORY How Thunderbird's language program began 54 PHOTO SPECIAL: HOMECOMING '96 A 50th Anniversary celebration and reunion like no other! 60 LETTER FROM ELSEWHERE A visit with a Mayan god in a cowboy hat PAGE ONE Technology Shaping School's Success Videoconferencing is bringing European corporations closer to Thunderbird Recent graduate Ron Okenfuss '96 owes a great deal to the Class of 1986. In February, Okenfuss was one of the first T'birds to use the Class of 1986 Videoconferencing Room, located inside Thunderbird's new Barton Kyle Yount Centre, to interview for a job with SmithKline Beecham Consumer Healthcare in Gennany. "I got a call the night before to interview," says Okenfuss. "The next morning I'm sitting at a table in the new Yount Centre, speaking in German via videoconference with SmithKline Beecham's finance director, who's using similar equipment in his office in Biihl. " Within a few days Okenfuss received a fly-back to Europe, and within another week, was offered a position with the company in Gennany. Says Reinhold Mesch, SmithKline's finance director: "Video interviews let us reach a wide selection of candidates with different cultural backgrounds in an efficient manner." Video interviews are also letting Thunderbird reach a wider corporate audience. Not only has videoconferencing increased the number of European companies recruiting for jobs and internships (double compared to a year ago), but companies are also visiting campus for the first time as a result of videoconferencing experiences. facility of its kind in graduate business education today," according to Interim CIO Bill Gillis. For example, the Yount Centre's distance learning facility is helping Thunderbird's Executive Education Program close deals quickly with large global corporations scrambling to find customized electronic business training. "Sometimes I don't even get to finish showing corporate clients what is possible here before they say, 'yes, we want to do business with Thunderbird,' " notes Gillis. The old Yount "library" is now a powerful multimedia, distance learning, and technology center. In the classroom, the new technology is proving its worth many times over. "The use of multimedia and other technologies has allowed me to become the mentor and facilitator," says professor Bill King, "and has put the students in the middle of the learning environment." Alumni are benefiting as well. DISTANCE LEARNING. What is driving this fresh approach to recruiting is the new Barton Kyle Yount Centre. The building many alumni remember as the "library" has been remodeled into a powerful multimedia classroom, distance learning and technology center, arguably "the most advanced, practical learning T'birds Erika Wolfgram '96, Ron Okenfuss '96, and John Besides offering T'birds continuing access to business training and lifelong learning, the Yount Centre is home to the School's Internet development efforts. In the next six months, Thunderbird expects to launch significant Internet services, such as an "alumni locator" that will allow T'birds worldwide to network better. "Our Web site is going to be an invaluable source of business information and networking opportunities for alumni," says Joy Lubeck '86, Director of Alumni Relations. • "INTERACTIVE" TRADE AND FINANCE Crosby '96 (on video monitor) used the new Class of 1986 Videoconferencing Room to interview with SmithKline Beecham in Germany. Thunderbird's first in a series of international business CD-ROMs lets you learn-without leaving the office. Product: The Fundamentals of International Trade and Payments, an interactive CD-ROM Supplier: Produced by Thunderbird's International Trade & Finance Center (IT&FC) and Bank One Corporation Users: Managers in the international banking arena Small and medium-sized import/export firms International trade organizations that train members Contents Preview: Review concepts of international financing methods, learn specific tools for assessing and limiting financial risk in international transactions, evaluate progress through practical skills assessments System Requirements: Windows 95, Pentium processor, 4x CD-ROM, 16MB RAM, 16-bit sound board, 256 colors minimum monitor with 640x480 resolution Cost: $59.95 For information and to order, call (U.S.) 602-978-7352, fax 602-978-7724 • Latin America Deserves World Respect ANNETTE CAZENAVE '79 President, Skylark Partners Inc., an international investment firm based in New York City • Member; Thunderbird Alumni Association Board (TAA) Experience: President and Vice President/Regional Manager for the Americas, £.D. & F. Man International Securities; Founder; CVR International Trading Corp. and Select Shipping, Inc.; Sugar Trader, Farr Man & Company Constant change has always been a characteristic of Latin America. From the time I grew up in Central and South America through the 18 years I have been doing business in the region, I can say with authority that Latin America is not the same place it was 18 years ago. For that matter, it is not the same place it was even two years ago. Change in Latin America used to be defined by constant government and political changes. If you remember, in the early '80s Bolivia went through a period where every six months they had a new administration. That kind of change, with the recent exception of Ecuador, has been replaced with stability. Today change revolves around the opening of markets. Latin America is not just playing catchup, either, but truly becoming more global. In the past six years they have had to really grow. Why? Because all of a sudden they realized that if they only had the skills to work their own markets, they were going to be in a losing position. What has really helped Latin America bridge the gap with the rest of the world is communi- cations-better phone systems, better infrastructure, and now the internet. What I see that has not changed-and I believe that's a good thing-is the business culture in Latin America. While Latins have become more sophisticated in international business, they still have the same wonderful way of doing business Latin-style. They are very thorough in terms of conducting due diligence-transparency of business and character is of utmost importance to them. They are also very focused on knowing the person before they will make a business decision. One time I was giving a slide presentation in South America to a group of bankers. I went to tum off the lights so they could see better, but one of the gentlemen said "no, leave the lights on because we want to be able to see your face when you are talking." That's the part I think I er\ioy the most, the one-to-oneness. I think the greatest lesson I have learned is that to develop any kind of bus iness in Latin America, you have to view it as an investment of time and money. It takes a while to really isolate what is important to them. For example, the Latin concept of time is completely different. It is not so much how "long" something takes, as long you come through on what you say you are going to do and that the processes keep on track. Ironically, while Latin Americans accept trip-ups on a daily basis in their own countries, the level of expectation when dealing with someone outside their own culture is much higher. Unfortunately, I think investors have placed Latin America last on the emerging markets list. Annette Cazenave '79 Everybody went running to Eastern Europe, the Far East, Indonesia, Indiabut the line down to Latin America has been short. I think that is a really big mistake. Latin America has hugely underutilized resources , both natural and intellectual. Maybe what deters people is they go in for six months and nothing happens, so they give up. But if you go down there, show patience and genuine interest, Latin America is very, very loyal. I see other countries where as soon as someone else comes in with a better price, they go with them. Latin America is loyal to the business relationship. Mexico Is a Leader CARLOS VALDERRAMA '79 Director of Latin American Operations, Carlsmith Ball Wichman Case & Ichiki (International law firm, Los Angeles, CAY, responsible for structuring strategic alliances and business relationships between u.s. and Latin American firms. Experience: Born in Bolivia; General and Marketing Manager for GTE Overseas Group in Latin and Central America; Appointed by both Governors Deukmejian and Wilson as the California Trade Representative for Mexico; Director of Export Development Office, State of California; u.s. & Foreign Commercial Service. Ihave been doing business in Latin America for a long time, and too often I find that this market is heavily underestimated by the United States. In particular the United States does not take Mexico seriously. Americans believe that it's a poor country, and that you can do business very rapidly there. Perhaps people Overall, what I perceive is a region very serious about developing its economy's huge potential. What I don't see is the region getting the full respect it deserves from the rest of the world. I've often said you could take two astute financiers from the U.S. and Europe, put them in Latin America for a decade, and they wouldn't survive. And if While the U.S. debates NAFTA's expansion, Latin America is moving ahead with international trade relationships. they did survive, they would not fare that well in the environment of constant change. Latin Americans are prepared every day to do business in a completely different way. That skill deserves the world's respect. did this in the '40s and '50s, when U.S. companies used to go to Latin America and say to a potential partner, "Look, here is my business card, this is my price. You call me when you are ready?" Don't laugh. Even today, I find a lot of small and medium-size companies in the United States are not really trained to do international trade. Sometimes they are "involved" in international trade because overseas clients are buying from them. THUNDERBIRD 51 I 1 I 1997 But these companies are not practicing international marketing. Most of them lack the basic elements all T'birds know to be successful in foreign markets: language capabilities, cross-cultural awareness, and market knowledge. For example, holding the stereotype that Mexico is a developing, unsophisti-cated country and that Carlos Valderrama '79 of companies in Mexico that, as a result of the peso devaluation in 1994, have serious financial difficulties. Some have gone bankrupt. But the majority are looking for capital investments. Now, it would seem obvious that because of proximity the companies reacting to this opportunity would be U.S. companies. Not so. The companies that are benefiting from the fact that you can go and buy small and medium-size companies in Mexico acquiring market share is relatively easy will undermine all your business and marketing activities in Mexico. These companies in the U.S. must understand that European and Pacific Rim competitors are successfully developing the Mexican market with the skills and intensity of any other sophisticated market. Here is a good example of how the mentality of international companies functions in Mexico. There are a number at a very low rate are companies in the Pacific Rim. Why? Because the international mentality and commitment in the Pacific Rim are stronger and better. They have more sensitivity towards culture, they have the language. They also have a completely different philosophy of foreign investment. You won't believe how many companies from the Pacific Rim are operating in Mexico right now. How is Mexico preparing for its own future? I think Mexico has done a fantastic job positioning itself for the global economy. Before "Pacific Rim and European companies are looking NAFTA, trade between the U.S. and Mexico was almost driven by accident. Now it's by design-it's the first time we've had rules based on principles of commercial exchange. Because of NAFTA the 4 at Mexico as the main distribution center for Latin America." THUNDERBIRD 51 / 1 / 1997 international community reacted very quickly in support of Mexico's economic crisis in 1994. Mexico has also been busy building trade relationships with the Pacific Rim countries, and it has signed a number of trade agreements with Europe. But more important, Mexico is very active in Latin America Mexico has over 10 trade agreements in Latin America. When you look at that level of trade activity, it is very clear for me to say that Mexico is positioning itself as the country in the middle of the region, with the U.S. to the north, Latin America to the south, Europe to the east and the Pacific Rim to the west. This is important, because a lot of Pacific Rim and European companies are looking at Mexico not only as a country to do business in, but also as the main distribution center for Latin America. The fact is, Europe and the Pacific Rim look at Mexico as the leader in Latin America; and South American countries have always seen Mexico as the leader in Latin America But back in the United States, Mexico is viewed as unstable because of the devaluation and political issues. But when you ask an executive in Latin America about Mexico, in their own experience, in their own beliefs, they will tell you that Mexico is stable. The United States does not see that yet. Perhaps it should. "It is very important t Brazil trade with the rest qf world." . ! .... tR'""I ..... r..-,- In Brazil, Economic Perception is Reality SANDY SALGADO '85 Regional Director, Corporate Banking, Citibank s.A., Rio de Janeiro, Brazil Experience: Director of International Capital Markets, Citibank Sao Paulo, responsible for the telecommunications, pulp and paper, metals and mining and information industries; Citibank Argentina, Corporate Finance; Chubb Corporation, New York Since perception is often reality, to be accepted by the international investment community a country and its markets need to be perceived as under control first and foremost. What must Brazil do to be perceived as under control? The most important issue in Brazil right now is the re-election of President Fernando Henrique Cardoso in October 1998. In order for the stabilization program and privatization to continue, it is critical Cardoso be re-elected and his policies continued. The truth is, in Brazil policies are linked to the individual and not to the institution. If Cardoso is not allowed to continue, any new Sandy Salgado '85 president will have to begin a completely different set of negotiations with all the different political parties. This would essentially derail Brazil's current progress. Do I think Cardoso will be reelected? Yes. I also believe that foreign investors have come to the same conclu-sion, since direct foreign investment in Brazil is at an all-time high right now. Another critical measure for Brazil's success is trade alliances. It is very important that Brazil trade with the rest of the world. The bigger the market you have to sell your goods, the better off you are. Thus, I believe trade alliances like Mercasur are critical to Brazil's future. Perhaps even more important is the need for the United States to perceive Latin America as one big geographical trade unit. When viewed as a region, Latin America can negotiate better terms and conditions in other larger markets. After all, a market of 500 million people is better than a market of 50 million people, no? The opportunities will be greater, the inefficiencies removed, tariffs eliminated-basically there will be more transparency between the producer and the buyer. I personally believe that in the future , all of the regional alliances in Latin America will eventually merge into an "Americas" alliance, not NAFTA, but "AFTA." While the re-election of the president and the growth of trade alliances are obvious keys to Brazil's success, a not-soobvious one is the distribution of wealth. In Brazil you have 160 million people, of which 75 percent earn $500 dollars or less annually. That must change. The underclasses in Brazil must become middle- and upperclasses, thus increasing the availability of income in the market. In order for that to happen, structural reforms must take place, such as social securities reform, fiscal reform, and privatization. Reform is tricky business, however. Latin American Curriculum Below is a sample of Thunderbird courses and programs that specifically prepare students for business in Latin America and related regions: Courses • Regional Business Environment: Latin America • Emerging Markets of South America: Business-Relevant Issues and Practices • Modem Brazil • NAFfA in Global Commerce • Modem Mexico • Political Economy in the Caribbean Basin • Spanish Language, including Advanced Commercial Spanish and Economic Spanish • Portuguese Language, including Advanced Business Portuguese Winterim Programs • Wmterirn in Chile and Peru • Wmterirn in Mexico • Marketing to U.S. Hispanics Corporate Consulting Projects (1996-97) • AlG Insurance-Brazil and Argentina • Lucent Tectmologies---Latin America • Government of Sonora, State of Mexico- Mexico • Transitions Optical-Brazil • Vega Investments-Peru (Contact: Dr. Krishna Kumar at 602-978-7193) InterAd Frequently handles marketing projects in Latin America; recent examples include launching school notebooks in Peru for Kimberly Clark, and marketing computers in Brazil for Dell Computers. (Contact: Professor Frank Callahan, 602-978-7917) Overseas Programs/Exchange Programs • Mexico: Universidad Aut6norna de GuadalaJara (ten-week program) • Brazil: Universidade Federal do Rio de Janeiro (Coppead/UFRJ); Universidade de sao Paulo CUSP) • Chile: Pontificia Universidad CatOlica de Chile (PUC) • Costa Rica: Instituto Centroarnericano de Adrninistraci6n de Empresas (INCAE) • Mexico: Instituto Tecnol6gico y de Estudios Superiores de Monterrey (lTESM) NAFTA Center Thunderbird's North American Free Trade Center is a resource for companies adapting to the new rules of business between the U.S., Canada, and Mexico. The center accepts contracts for business research, offers consulting services, provides information and referral services, and develops seminars addressing specific NAFfA concerns. (Contact: Dr. Shoshana Tancer, Director, 602-978-7194) THUNDERBIRD 51 11 1 1997 Compare social and economic reform in Brazil and Argentina. In a country like Argentina, where you have less of the population at poverty level (which means fewer people going hungry) you can be a little more aggressive in your austerity programs. But austerity can be tough: Argentina has roughly a 19 percent unemployment rate. In contrast, Brazil's economic reforms are closely linked to social reforms. When you need to tighten your belt, the first thing you do is layoff people. The problem is, if Brazil would fire all of the people that are not adding value, there would be a serious social problem. Brazil couldn't stand 20 percent unemployment. Too many people would go hungry, and that would cause serious social strife. In the investment business, we must consider worst-case scenarios. What is the worst-case scenario for Brazil? If the current real plan is not successful, it's going to be very bad for Brazil, and very bad for the region. But I don't think it's going to fail. I think President Cardoso will be re-elected. I think the structural programs will continue, especially over the next two years. If there was a risk you would see the stock market become jittery and you would see businesses hedging themselves, buying dollars. Of course, anything is possible. But if you believe, as I do, that the market is efficient, then the outlook for Brazil is positive. And remember, perception is reality. Internships in Latin America Important to Students' Training INTERNSHIP: MERCK SHARP a DoHME STUDENTS: BRENT SOtWARTZ. MELANIE MARKS Thunderbird students Brent Schwartz and Melanie Maries parlayed a six-month internship with Merck Sharp & Dohme pharmaceuticals into the launch of a new HIV drug in Latin America. Schwartz first spent six months in Venezuela doing pre-marketing work for the new HIV drug, but ended up staying another five months to manage the drug's launch. Marks, who began in Merck's worldwide headquarters in New Jersey, transferred to the regional office in Costa Rica where she developed a 12-country regional symposium for the top infectologists treating HIV. Says Marks, U As interns, we could not believe the enormous amount of responsibility we were entrusted with in the launch of a new product.· Merck's drug has proven the most successful in the Latin American market. THUNDERBIRD 51 I 1 I 1997 Electronic Cormnerce in Latin America ALEJANDRA (FIKSMAN) BERACHA '83 Partner/General Manager, Arroba Digital Marketing (http://www.arroba.com.ve) Caracas, Venezuela Company Background: Arroba Digital Marketing is a joint venture between CANTV Servicios (national telephone company) and a leading Latin American corporate communications company, Graform. Client sample-Mobil, J. Walter Thompson Portugal/Espana, EI Universal Newspaper, Avensa Airlines, Venepal, Conapri During the last couple of years, I have constantly been struck by the differences between how information technology and electronic commerce are being used in the U.S. and Latin America. It is often very easy to assume that Latin America is just following along, watching and copying what is happening in North America. While there is obviously much truth in this viewpoint, I believe that there are three profound differences that have become apparent in the last year or so. These differences will influence how each market uses electronic commerce. 1. National VS. International Markets In the U.S., with its large and sophisticated markets, few companies need to expand internationally in their early years Latin America forming virtual alliances." in order to survive. In Latin America, no country (except for Brazil) offers companies a home market big enough to achieve the economies of scale that are needed to become world-class competitive. In fact, until recently poor infrastructure, non-existent postal services and deficient telecommunications trapped many companies into a single market or group of countries. This situation is rapidly changing, however, with the growth of technology. E-mail, Internet, and intranet technologies now allow companies to completely rethink how they manage and market a portfolio of regional businesses. We are seeing a trend within the best companies to move from a country-centric focus to a category-centric focus , achieving economies of scale across the region that were perhaps impossible only three years ago. 2. Businesses Demographics A recent study estimated that, in the whole of the European Union, there are only 12,700 companies with more than 500 employees, but more than 13 million with less than 20 employees. This bottom- heavy balance is even more true in Latin America. Here, very few companies have the size or resources to be able to compete against large sophisticated multinational companies with regional resources and long time horizons. Many small regional companies are therefore being forced to form cross-border alliances or joint-ventures to achieve the economies of scale needed to survive and compete. Where does technology play a role in this revolution? Electronic media and commerce are offering many of these Latin American companies an easy first step to get together under collective marketing and sales umbrellas. 3. Transaction Costs The extremely high price of most prod- ucts and seIVices in Latin America can frequently be traced to the cost of managing the indirect transaction costs of doing business. Telephones don't work properly. Information is in English, which employees do not always speak. Catalogs are out of date. Inventory is badly managed because we don't have a proper computer system. Spare parts take weeks to ship from some distant port. The point is this: All these little details conspire to increase costs and decrease efficiency. The growth of electronic commerce means that it is easier to manage and distribute information about products quickly and efficiently using online catalogs and company information over the Internet and intranet. This shift in delivery mechanisms is having a dramatic effect on cost structures and working methods, where some companies are deploying new systems between themselves and key suppliers and distributors. An Example Take the case of one of our clients, the national airline Avensa. On a weekly basis, the airline had to distribute their materials about special offers, updates of tariffs and schedules, etc., to approximately 700 travel agencies across the country. They did this through a sales force of 20 people and the use of printed material delivered by fax or courier. With their new Web site, they are able to reduce almost completely the need for sales personnel, and significantly lower the costs of national and international communications. Web commerce also allows them to render a better service to the travel agencies by not having to depend on traditional office hours. Overall, I see Latin America Alejandra Beracha '83 moving from a local to a regional focus, forming regional physical and virtual aUiances, achieving economies of scale that were not apparent before, and being driven by dramatic business-to-business cost savings. The companies who understand now how to correctly build and use electronic commerce systems will achieve a tremendous competitive advantage when doing business in Latin America. • KEN LAMBERT '77 Executive Vice President, D'Arty. Masius, Benton & Bowles Inc., Managing Director DMB&B/Americas, covering South America, Central America, Mexico, Puerto Rico, and the U.s. Hispanic Markets Background: 1977-89 Young & Rubicam Inc., New York. Spain, Australia, Thailand; 1989-1993 Ken Lambert Partners (KLP) Asia, Thailand; 1994-present DMB&B/Americas. • How hot is the latin American advertising market? Very hot. Latin America and Asia are the two fastest growing regions in the world today in terms of advertising development and consumer marketing investment. Latin America is particularly exciting due to its huge population base coupled with increasingly stable economic and political local market environments. Countries like Brazil, Mexico, Argentina, Chile, and Peru can now provide marketers with wonderful opportunities to sell their products to consumers who, for the first time, have the disposable income to buy them. It is still not risk-free, but it is certainly a better bet than it was even just five years ago. Many of our multinational clients are investing heavily in Latin America. • Is your advertising approach different in latin America, than say Europe or Asia? From my experience of having lived and worked on all three of these continents, the one thing I believe really differentiates Latin America from Europe and Asia is its relative cultural homogeneity. The customs, languages, and lifestyles in Asia and Europe vary enormously from country to country. Yet in Latin America, including the U.S. Hispanic market, there is continuity of language, history, religion, and many other factors that must be considered when creating multinational advertising campaigns. Our approach to creativity, consequently, is to build on these common denominators and to celebrate them. • Are you advocating multinational advertising? The company I work for, DMB&B, is one of the leading agencies in the world in the area of multinational advertising development, and, yes, I am a big advocate of this trend in our industry. In fact, I was at Thunderbird just a few months ago lecturing on the subject. I find it fascinating and incredibly challenging to work with multinational clients such as Procter & Gamble, Coca-Cola, Mars, and Philips to create marketing communication campaigns that will effectively motivate consumers across a wide geographical region, yet still capture the tremendous synergies and economies that come from a well managed ·centralized-copy process. At DMB&B/Americas, we are increasingly involved with centrally produced multinational advertising campaigns. This has required new approaches to the copy process. For example, last year we introduced a innovative technique called ·The Instant Feedback Modeln which allows the client, the strategist, and the creative people from each country that will use the advertising to work together simultaneously to create the campaign. It gets pretty wild at times, but the results can be stunning. • What are some of the hurdles of multinational advertising? Well, there are Nhurdles- and there are -challenges.· The main obstacle to the development of multinational advertising is a parochial attitude we sometimes get from clients and agency people called -the not invented here syndrome. N It essentially means that some people will resist anything that wasn't created specifically in their own country. It can be a real block to achieving good regional advertising. The challenges are more in the area of commercial production; the ability to cast talent that works across the entire region, adapting copy to reflect local dialogues, etc. Multinational advertising requires a great deal of flexibility to work effectively in different markets. • Still, what are the secrets to successful advertising in latin America? I certainly don't know all the secrets to doing business in Latin America, but here are a few insights I have gained while working in this region. First, Latinos seem to place enormous importance on personal relationships. These form the foundation of professional associations. The Latin executive wants to know you, your family, and will take time to do so. If they like and trust you, working together can be a wonderful experience. Second, while there are indeed many similarities among people in Latin America, you still must recognize the differences. For example, a Brazilian does not want to see on television a Mexican selling toothpaste, and vice versa. Three, the Latinos are the most passionate and emotional people on earth. Be it football, cars or even laundry detergent, they get excited about it. It can make doing business very interesting and, if properly harnessed, this passion often results in great advertising. Latin America is a fun place to work. THUNDERBIRD 51 / 1 / 1997 ALUMNI LEADERS Instincts for Global Branding Carol Schuster '83 built DMB&B Advertising's A Poland office into a regional powerhouse lways Coca-Cola." Always. "Every year we grew in double digit num- Relying on instinct is what helped Especially if you're taking a product with a bers," says Schuster. "We built a highly Schuster to secure the Bonaqua campaign, strong brand identity to the global market. creative organization. We built an excel- a bottled water product made by Coca- So says Carol Schuster '83, Executive lent client roster with Cola. The client had Vice President and Managing Director of new business growth a piece of advertising DMB&B Advertising/New York, the flag- rates that were also out of Latin America ship office of D'Arcy, Masius, Benton & double digit. And we that they wanted to Bowles Advertising. started to make a use to launch Bon- "There is definitely a move in advertis- profit in year three." aqua in the Polish ing toward large global campaigns that Between 1991 and market. But Schus-can go across any border," says Schuster, 1995, Schuster's cre- ter's gut told her dif-who until November of last year was ative and strategic ferently. regional managing director of DMB&B focus was responsible "When I looked at Central Europe. "Marlboro was always for winning many key the advertising, I one. Now you see Coca-Cola has taken accounts for the said, 'It's good adver-their campaign 'Always Coca Cola' all Warsaw office, includ- tising, but it's not over the world. You see Procter & Gamble ing Coca-Cola's total going to sell water in brands such as 'Always' feminine prod- business. She was also Poland'," she remem-ucts going all the way around the globe. In responsible for launch- bers. The slant of the each case, you've got same concept, same ing P&G brand's Crest, Latin American cam-strategy, same look and feel of advertis- Always, and Clearasil paign was one of ing.Nomatterwhereyoulookaroundthe products in Russia, GUTSY APPROACH 'lifestyle'. But in world, you get a sense that you know this Poland, Hungary, the "You have to rely a lot on your Poland, bottled brand." Czech/Slovak Repub- water was more than POLAND POWERHOUSE. You also get the lics, and Romania own instincts," says Schuster. a lifestyle choice, it sense Schuster instinctively knows global Today, as a result of was a luxury. brands. In the early 1990s, as the walls of Schuster's aggressive leadership, DMB&B Because no other bottled water prod- Communism came turn- currently employs approxi- ucts had entered the Polish market and bling down in Central mately 180 people and bills truly created a strong brand identity, and Eastern Europe, the about $90 million annually Schuster saw an opportunity. '83 T'bird found herself in the Central and Eastern "We developed a very strong piece of in the right place at the European region. advertising based on the idea of "purity," right time. In 1991, A big part of DMB&B's which built Bonaqua to the number one DMB&B offered her the success in the region, brand in the marketplace. Today DMB&B opportunity to start up according to Schuster, has the global assignment on Bonaqua," their operations in War- came as a result of getting she states proudly. As evidence of her saw, Poland. back to basics in a market accomplishments, in 1995 DMB&BI "I was eager, as a that essentially had no his- Warsaw won Poland's prestigious Dea Thunderbird always is, tory. Award for agency of the year. to go to new places," she "You have to rely a lot on What does Carol Schuster's success in says. "We needed people your own instincts," she Central Europe prove? When launching a to go into these markets explains. "Basically, you're product in a new foreign market, you've and help get our clients going into a white space got to know the business, the demograph-off the ground." market, and your guess is ics, the culture. Most of all, though, you've Starting from scratch, as good as anyone else's. got to know when to follow your T'bird Schuster quickly built That was the exciting part instincts. • the Warsaw agency into at that time. Because you -Jessica McCann is a Phoenix-based one of the region's lead- really got to think for your- freelance journalist and stringer for ing advertising forces. self." Business Week magazine. THUNDERBIRD 5 1 I 1 I 1997 A Rebate Worth $57 Million? Mail-in promotion whiz Sam Garvin '88 likes coupons and rebates-a lot Sam Garvin '88;g glarl you use Dial. And he's really glad Dial uses him for all its consumer product promotions. Garvin's company, Continental Promotion Group, handles the rebates, coupons and other mail-in promotions offered by major manufacturers like Dial-from coupons for free soap to cash rebates on computer software. The market has proven very lucrative: Last year Continental Promotion Group grossed about $57 million in revenue and is on pace to clear about twice that for 1997. Garvin's startup beginnings in 1989 were humble, however. Based in Phoenix, and not having a lot of RECORD REVENUES resources to travel and solicit clients "All the growth was really by in the early days, Garvin identified the word-of-mouth," says GalVin. Dial Corp. as the plum client in Arizona that could get his company off the ground. He confidently approached the manufacturing giant with his ideas, but met with little success in the beginning. "Basically they said, 'We don't take chances on start-ups or people in their 20s,'" Garvin remembers. But, after nearly nine months of persistence, someone at Dial took an interest and gave Garvin one small promotion to handle. Then, they gave him another ... and another. "Our business with them grew and now we have an exclusive con-the company processes more than 25 million rebate envelopes a year. It does business in 18 countries and employs about 150 people at its three facilities in the United States, Canada and Ireland. Continental's growth can also be attributed, in part, to the changes in the marketing industry during the past decade. One of the most notable changes is a significant shift in the marketing budget mix. "When I worked at Heinz our budget was 70 percent advertising and 30 percent promotion, " explains Garvin. "Now, like at Dial, it's reversed. It's 85 tract," says Garvin. "Then as the marketing managers at Dial moved on and went to Nestle and Disney and Microsoft and other places, they would call us up. Up until six months ago, we really didn't have a sales force. All the growth was really by word-of-mouth." 'f' SALES GROWTH $254,000 in 1989; $35 million in 1995; $57 million in 1996; expects to break $100 million in 1997 percent promotion, 15 percent advertising." Garvin says this change occurred for two reasons. First, promotions are more effective than advertising. When a brand manager invests $1 million in advertising, he knows very little about what that investment does for him. On the other hand, if that same $1 million is invested in a This word-of-mouth helped Garvin grow his company from the one-man start-up it was in 1989 to the multi-million- dollar international success it is today. On average, 'f' INTERNATIONAL GROWTH Does business in 18 countries; new facilities in Canada and Ireland 'f' BIG NAME CLIENTS Microsoft, Dial Corp., Walt Disney, Warner Home Video, Hewlett Packard, Nestle rebate promotion, he'll get much more data for the money. Who bought the product? How much did they pay? Where and when did they buy it? What other products did they also purchase? The second reason promotions have become so popular is that most public companies live quarter to quarter. While advertising is more long term, promotions allow brand managers to get a quick bump in sales and meet their numbers. Recently Garvin's company took the leap into Europe, prompted by clients like Microsoft and Verbatim that wanted to launch promotions overseas. With recent changes in the European Community that legalized mail-in promotions, a whole new opportunity presented itself. Garvin was ready to seize that opportunity, and even credits a great deal of his readiness to Thunderbird. "I picked Thunderbird because of the tripartite curriculum-the language, the business and the culture," says the 1988 grad. Even after leaving with his diploma, Garvin still "exploits" the school's resources as much as possible-from quizzing former professors to locating student interns. With the increased popularity of product promotions, coupled with Garvin's approach to customer service and reporting, Continental is succeeding as a small fish in a very big pond. And the best news is Garvin sees nowhere to go but up. "Out of the total promotion fulfillment industry, we figure we currently have about a two percent market share," emphasizes Garvin. "So there's a lot of growth opportunity here in the United States. Canada is also booming for us. Then of course Europe is just a seed in its infancy right now." Based on Garvin's record so far, chances are that seed stands to yield a record crop. • By Jessica McCann THUNDERBIRD 51 11 1 1997 Don'tMakeA Wrong Guess Bribes may be part of "doing" business, but violation of the Foreign Corrupt Practices Act is serious business By Robert S. Tancer In theory, the word "bribe" has similar meaning the world over: money or favor promised to a person in a position of power to influence judgment or conduct. In practice---especially in the practice of doing business abroad-a bribe can and does mean many different things. In some countries it is part of local business. In other countries, a bribe means legal violation, heavy fines-and even jail time. The latter penalty is especially true if you work for a U.S. company or majorityowned subsidiary. Under the antibribery provisions of the Foreign Corrupt PractiCes Act (FCPA) of 1977, U.S. firms are prohibited from paying or offering to pay a foreign official for assistance in obtaining or retaining business. At some point almost all companies doing international business are faced with a questionable situation. So how do you keep your company on the side of the law? Answer: know the rules. • Know who the law applies to. Under the FCPA, a "foreign official" is any officer or employee of a foreign government or department or agency or any person acting in an official capacity. The FCPA also prohibits payments to third-party individuals in such cases where the payer lmows that all or part of the payment will eventually go to a public official. The term "payer" doesn't just refer to the company either-it also includes you. Under the FCPA both corporations and executives are criminally liable for bribery. Foreign nationals are at risk as well: the law includes extraterritorial application of U.S. law so that a foreign national in a foreign country is also held liable. • Know the reporting requirements. The FCPA states that all publicly held corporations must make and maintain records accurately reflecting transactions 10 THUNDERBIRD 51 I 1 I 1997 of their assets. This means a company must maintain a system of internal Professor Robert S. Tancer, International Studies accounting controls sufficient to show that all transactions are authorized and that access to assets is identifiable. "Ignorance" is no excuse either. FCPA accounting requirements apply even to those facts that a prudent investor in company "should" lmow. Enforcement of these accounting controls by the Security and Exchange Commission (SEC) can be severe and broad as well. For instance, there have been cases where the SEC prosecuted parties that did not engage in bribery of foreign officials per se, but did violate FCPA accounting requirements. • Know what constitutes a bribe. According to the FCPA, a bribe is any pay- • POLITICAL CORRUPTION has a significant impact on foreign companies' ability to conduct business. Here are the most and least corrupt countries, based on surveys of businessmen by Transparency International. (scale: "0" most corrupt, "10" least corrupt) Country 1996 Score MOST CORRUPT ... 1. Nigeria 0.69 2. Pakistan 1.00 3. Kenya 2.21 4. Bangladesh 2.29 5. China 2.43 ... LEAST CORRUPT 1. New Zealand 9.43 2. Denmark 9.33 3. Sweden 9.08 4. Finland 9.05 5. Canada 8.96 Source: New York Times, 11-28-96 ment in which "the purpose is to expedite or secure the performance of a routine governmental action." Routine actions include, among others, granting of qualifications to do business, processing of visas, providing police and mail services, and providing basic utilities or transportation services. On the other hand, "token gifts" to officials who have no control over influencing decisions does not violate FCPA. Making the correct assessment about what is and isn't "routine" requires a large amount of discretion on the part of corporations or executives. A wrong guess could land your company-or yourself- in serious trouble. Be safe: Those who have questions about whether proposed activities violate the FCPA can request a written opinion from the U.S. Department of Justice. • Fastidiously follow due diligence. Companies must use due diligence in choosing relationships with representatives and distributors. Remember that by law a representative is authorized to act on behalf of your company, so under FCPA rules a company has a duty to monitor actions. To make sure you are in compliance, contract clauses should include language whereby: (1) the representative or distributor is aware of prohibitions contained in the FCPA; (2) the contract provides for immediate termination of relationship if the FCPA is violated; and (3) the representative or distributor verifies that none of his employees are government officials or other parties who may assert undue influence. Bottom line is, violation of the FCPA is serious business. It carries civil penalties up to $2,000,000 against domestic concerns, as well as criminal penalties up to $100,000 and five years imprisonment for individuals acting on behalf of domestic concerns, including officers, directors, employees or agents (individual criminal fines cannot be paid by the company either.) Given these punishments, in matters of the FCPA an ounce of prevention is worth a pound of cure-maybe more. • - This article does not in any way consti-tute legal advice in matters of the PCPA. EYES AROUND THE WORLD "Same old story, they shoot the messenger." Bruce Harris '83 is mobilizing the world against the torture of Guatemala's street children Bruce Harris '83, executive director of Covenant House Latin America (Casa Alianza) in Costa Rica, was recently awaTded the 1996 Olof Palme Ptize fOT his defense of street children in Centml AmeTica. The pTize, one of Sweden's highest honors, memorializes the late Swedish prime minister who was assassinated in 1986. Six years ago Harris and Casa Alianza won the conviction of four Guatemalan National Police officers who kicked to death 13- year-old Nahaman Carmona Lopez, a street child. It was only the second time in Guatemalan history that public officials were convicted for human rights violations. Q: Why is this international award important for the children of Central America? Harris: If we put it into the perspective of our work on the local level in Central America, we are not particularly cared for by the government. We are raising in the public arena social issues the government would rather not have raised, like the murder of street children. The fact is we investigate each of the murders and tor-tures, and we document the evidence and point fingers at the perpetrators, which in Guatemala are the police and the military. At the present time we have over 300 criminal cases pending in Guatemala's judicial system. So, in a country that is trying present an image of a beautiful country to tourists, it helps the children when groups like us are raising these issues. Q: Will this award help you fight the Guatemalan government? Harris: The award is important to us because it is a way of improving the safety of the staff. The government will understand that the political cost of doing anything to us is far higher since other groups worldwide know about us. It is also important to us because Olaf Palme was always renowned for being on the side of those who suffered most from iI'\justice. To be recognized in that way is a privilege. Q: You had to flee Guatemala four years ago. Why? Harris: Instead of looking at how to : . • • Q: Fourteen years ago you were awarded the Barton Kyle Yount Award, Thunderbird's highest honor. Does that seem worlds away from your present struggle? Harris: Thunderbird was a wonderful experience for me, and the degree is very valuable. But I still think that Thunderbird as a business school-apart from being a leader in the field of business-needs to be a leader in the field of ethical business. It is very important that the corporations make money; I am not against the fact that people are in business to make money. But I do get upset when money is made at the expense of others. I think you can do business and be fair at the same time. Q: What does "fair" mean? Harris: I would say in some cases this whole ethical image thing is done as a public relations tool, and is not part of the true corporate culture. If people in a company really feel that something is right, they should do it worldwide, whether or not other countries require it. For example, one U.S. comBruce Harris '83, Executive Director, Covenant House Latin America pany continued to make leadbased paints in Central America up until two years ago. That same paint had been banned in the U.S since 1978. We all know that the people most affected by leadbased paints are children. When you brush up against a wall little particles go up into 1983 MIM Thunderbird, Barton Kyle Yount award winner 1983-85 Assistant Director, Save the Children, Mexko 1985-1989 Director, Save the Children, Bolivia 1990 the air and are inhaled, and the lead accumulates in the Executive Director, Covenant House Latin America body causing irreversible problems. Should it come down to profits before peo-resolve these problems, the government looks at us as the problem. Same old story, they shoot the messenger instead of listening to the message. The problem is they take that phrase very literally. That is why I am not living in Guatemala now, because three armed men came looking for me. I had to move out with my family, otherwise we would probably have ended up dead like so many other people. ple? Apart from being unethical, I think that is criminal. Q: Why do you fight for children? Harris: There was a priest in Brazil who summed it all up with this statement: "If I feed the hungry they call me a hero; if ask why people are hungry they call me a communist.» Unless we start to question why things are the way they are, we will never find out what is truly going on. -Iriformation on Casa Alianza is available at www.casa-alianza.org, or by calling Costa Rica +506-253-5439. THUNDERBIRD 51 11 1 1997 11 (Below) Citibank Funds Emerging Markets At the 50th Anniversary Reception held in New York City January 16, Citibank's David Roberts '73 0), vice president, and Peter Thorpe (c), vice president of Corporate University Relations, presented Thunderbird President Roy Herberger with a $50,000 check, part of a total $220,000 grant from Citibank and the Citicorp Foundation. Citibank's gift will be used to develop new academic initiatives related to emerging markets, a special focus of concern for Roberts. T'bird alumni within Citibank are also embarking on a major campaign to raise funds (to be matched by Citibank) in support NEWS of scholarships and academic initiatives. "Thunderbird is rated as one of the top suppliers of international candidates to Citibank,» says Roberts. More than 400 T'birds attended the NYC event. Anniversary receptions have also been held in Los Angeles, San Francisco, Chicago, Houston, Miami, and Washington, D.C. Former vice president of the United States Dan Quayle is teaching a course on global competitiveness this spring semester at Thunderbird. Quayle is pictured here with International Studies professors Femi Barbarinde (r) and Yahia Zoubir (c) during a welcoming reception attended by alumni. faculty. students. and local dignitaries. Thunderbird Managing $12m Moscow Training Center 12 Thunderbird has assumed management of the Center for Business Skills Development (CBSD) in Moscow, Russia, a $12 million joint-training project begun in 1994 between the U.S. government and a global telecommunications company. The CBSD-the only organization of its kind licensed to train in Moscowoffers custom and open enrollment courses, including finance for non-fmancial managers, pro- THUNDERBIRD 51 I 1 I 1997 ject leadership, marketing, fundamentals of business, business planning, customer focus, personal effectiveness and selling skills. Major corporations already using the CBSD include CocaCola, British Petroleum, Ernst and Young, General Electric, Hewlett Packard, Pharmicia & Upjohn, as well as numerous Russian companies. Under Thunderbird's management the CBSD recently moved to a new western-style training facility on Ismailovo Island, once the boyhood home of Peter I. The 1260-square-meter facility has undergone extensive renovation to include state-of- theart training equipment, modern classrooms, conference and food service facilities. The center also provides country-specific services to Russian and foreign companies, including business planning, needs assessment, strategic planning, and performance management. For information contact CBSD president Dennis Hopple at the Moscow office, 7095-234- 0767, fax 7095-234-0768; 01- contact ThunderbiTd at 602-978- 7400Jax 602-978-7724. Herberger to Head AACSB Thunderbird President Roy Herberger will assume the presidency of AACSB (the American Assembly of Collegiate Schools of Business) beginning with the 1998-99 academic year. The AACSB is the main accreditation body for U.S. business schools. Dr. Herberger's election marks the first time in the organization's history that a chief executive offi-cer of an institution has been named to the senior leadership position. President-elect Herberger has long been a popular presenter on business school strategic planning at AACSB seminars, and has been a strong advocate for the globalization of the organization. Herberger is currently a vice president of AACSB. "QUOTE" "Business in the emerging economies of East Asia is not an entirely rational process. It needs to deal with human emotions. Unlike the West. the dominant culture in East Asia is "shame" culture. not "guilt" culture. A key requirement for success therefore is a high emotional quotient, as we have to constantly deal with emotions like "xinyong" (trustworthiness). "renqing" (humanized obligation). "quanxi" (connection or relationship) and "mianzi" (consideration forface)." -Dr. Y Y Wong. Founder and Chairman. The WywyGroup. delivering the keynote address at the 1996 Thunderbird Asian Reunion and Business Forum held in Singapore last September. Mexican leader and Thunderbird parent: Dr. Rafael Rangel (r), President of the I nstituto Tecnol6gico y de Estudios Superiores de Monterrey, the largest and most prestigious university system in latin America, was commencement speaker at December's graduation. His daughter Christina Rangel '95 and son Rafael Rangel '96 are both T'birds. (photo r-I: Dr. Rangel, wife Margaret, Rafael, Christina) New Head of European Program European T'birds can assist Woolverton by notifying him of internships and corporate contacts, and by steering experienced students to Thunderbird. Woolverton can be contacted in Ar-champs, France at (33) 45031 56 53, 01' mwoolveT@cuTaTchamps. jr: Building long-term relationships with European alumni and corporations is key to educating Thunderbird students, says the new director of Thunderbird's European program, Professor Michael Woolverton. "Internships, visits to company sites, and European job opportunities are a very important part of a Thunderbird education," says Woolverton. "We also need to keep in mind the critical role European business practices pia s in developing Thunderbird's cUniCUlunl." Woolverton is a world authority in agribusiness and holds a chaired professorship from Continental Grain Corporation. Woolverton is also addressing the needs of European alumni. "We live in a world where executives must continually update skills, and there is no reason why Thunderbird can't provide that service directly to European alumni." Regional Alumni Councils Professor Michael Woolverton The Thunderbird Alumni Association Board is creating a series of regional alumni councils, starting in EW'ope, that will open new opportwlities for T'birds to share information across the globe. "We want to capture the cultural and business richness from alunmi in one region, then transport that richness into other regions," says T.A.A. Board president Chris J o hnson '86, Bank of Nova Is Paris Ready for T'bird Invasion? Alumni are expected to descend en masse on Paris this summer for Thunderbird's 22nd annual European Reunion and Business Forunl. Highlights of the June 12-15 event include Thunderbird 's trademark European Business Forum on Friday (The Death of Distance: Bor-der-less Business and Education), a Gala Dirmer Friday evening in the elegant Grand Hotel Intercontinental, and a party Saturday night at the famous French country club Le Polo de Bagatelle. The rewlion is expected to draw T'birds from around the globe because of Paris's central location. A prereunion event featuring sightseeing and winetasting is being hosted by David Carpita '67, owner of the Mas de Cornud Cooking School and Country Inn in St. Remy de Provence. European alunmi planning the rewlion include John Cook '79, Jerome Kuehn '91, Et ienne Soulhiard '91, and Eric Delhaye '89. Last year the Budapest Rewlion Comnlittee raised over $14,000 for the European scholarship fund. For reunion information visit the T'bird web site at www.t-bird.edu, or contact Alumni Relations at 602-978-7135 or fax 602-978-6814. Scotia. An inlPOrtant function of the European council will be to commwlicate specific interests of European alumni directly to Thunderbird, so that the School can deliver more targeted regional services. The first meeting of the Euro Council will be held on June 12 in Paris, France. Councils in Asia and Latin America will fo llow in the next three years. Survey Report Barriers to Emerging Markets Red tape, politics, and money are the biggest stumbling blocks in emerging markets, according to a survey of T'birds who use the Thunderbird Forum on CompuServe. Respondents were asked to name the "top five barriers to investing in emerging markets." The survey pool included alumni doing business across Latin America, Asia, Eastern Europe, and Africa. Barriers to Emerging Markets % selecting 1 Financial Risk 73% 2 Bureaucracy 70% 3 Political Instability 66% 4 Legal Infrastructure 48% 5 Availability of Information 45% Others Commercial Infrastructure 44% Local Interference 41 % lack of Distribution Channels 37% Tax Regime in Emerging Market 31 % Local Inflation 22% Survey pool: 145 members of the Thunderbird Forum on (ompuServe; Response rate: 44% Ranked #1 Again by Us. News For the second year in a row U.S. News & WOTld RepOTt magazine has ranked Thunderbird first in the U.S. in International Business. The March 10 issue of the magazine listed the top five international business schools, includ-ing Thunderbird, South Carolina, Wharton, Colwnbia, and Harvard. The ranking is based on admissions and placement statistics as well as reputational surveys of corporate recruiters and business school deans. THUNDERBIRD 51 I 1 I 1997 13 An Extraordinary Effort In the summer of '46, nothing would hold back the language department's success-including caterpillars A By Marjorie Johnston, Language Department Chair, 1946-1949 t age 92, I am one of the few sur- dents had two years of Spanish in high lost on the students either. When firms viving members of Thunderbird's original school or college, but were unable to and agencies sent representatives to inter-teaching staff. I joined the school during speak and understand the spoken lan- view them for jobs, almost without excep-the summer of 1946, with the mandate to guage. Two of the students had lived in tion the students did well. One student plan an instructional program for Spanish Argentina and spoke fluently using only who had entered with no previous foreign and Portuguese. I will declare this from the verb infinitives! language study was able to sustain con-the start: Never before or since have I The biggest challenge, however, was versation for an hour with the representa-known such unified dedication and extra- General Yount working the language tive of the Mene Grande Oil Company ordinary effort by a group of faculty and department to our very limits. For exam- from Venezuela He got the job at a salary students alike. pie, the administration didn't want the stu- of $12,000, which in 1947 was very good. Our task was formidable-transform dents to leave the field between semesters. Of course, there were numerous prob-an abandoned air field into a much We would finish exams one day and regis- lerns, many of them unanticipated. At one needed new type of school, the American ter for the next semester the next day. I point there was a plague of caterpillars Institute for Foreign Trade. There was a remember working all night grading that lasted nearly a week! Caterpillars great sense of urgency, since it had to be exams and trying to place the students in piled up a foot deep, and two or three feet accomplished in a few months' time. the right level of the classes. We were then high against buildings. Roads became slip- The first obstacle was that General expected to be fresh as a daisy for classes pery. When reaching into a desk drawer, a Yount wanted me to develop the language the next day. handful of caterpillars would be encoun-program using the Army method-simply Despite his demands, General Yount teredo Even the cafeteria floor had to be listening and repeating, not necessarily was immensely proud of the school. Soon scrubbed before and after every meal. In knowing what the words were. I had after the opening he began inviting his Air the end, a trench filled with water all taught language for ten years, and I had Force friends-famed around the field eventually stopped learned what worked and what didn't. WWII pilot Jimmy Doo- ''Never before them. While some people learn by ear, most peo- little was one-to come or since have Our task was formidable. At pie have to see it on paper to really learn it. visit. Frequently at a times, in spite of our hard work So I designed a program where students moment's notice the lan- I known around the clock, mere survival would have small groups with native guage department was h j-fi d seemed uncertain. Fortunately, the speakers for five hours a week, practice in asked to place a conversa- SUC un'?; r.B vision and enthusiasm of the the laboratory for three hours a week, and tion class on stage to dedication." founders were contagious. The then learn grammar for two hours a week demonstrate how stu- importance of our mission would It worked quite well. In fact, the AIFT lan- dents were learning the always overcome discouragement. guage lab, which was created from army language. Emilio Sar- Oh, the two beautiful swimming surplus equipment, was one of the first of miento, a Bolivian diplo- pools and the abundance of fresh its kind in the country. mat whose political party orange juice helped too. • The second obstacle was that the stu- was out of power, was dents' prior language preparation varied our star faculty demon-greatly. Nearly all who elected Portuguese strator. were beginners. Many of the Spanish stu- Our efforts were not 14 THUNDERBIRD 51 111 1997 EDITOR'S NOTE: Adaptedfrom a letter Thunderbird received from Dr. Mar'jorie Johnston in December 1996. PRESIDENT'S REPORT Looking Toward 2001 By Roy A. Herberger, Jr. President Thunderbird, The American Graduate School of International Management As we look toward the year 2001, it is apparent that much of what we do will be driven by trends in technology, lifelong learning, and increased globalization. As many corporations are discovering, it is more important than ever for us to focus on our core competencies. Thunderbird's vision is to be and be known as the world's premier graduate school of international management and a leading source of talent and information for global managers; and to be recogni z ed for substantial contributions to the promotion of international understanding and economic progress by significantly improving the practice of management across international borders. In order to bring that vision into reality, we have set six goals for the institution over the next five years, focusing on quality, diversification, technology, globalization, lifelong learning, and enterprise linkages. The result will be an increased brand recognition oj Thunderbird. QUALITY. To prepare for the year 2001 and meet the competition, we must put a high priority on quality. This means a strong focus on both our student "customer" and our hiring "customer." We are committed to operational and pedagogical excellence in everything we do-in the quality of the "products" we deliver, the way we produce them, and the price/quality ratio we deliver. We fully expect to raise the level of quality among our incoming students, while also increasing the size and diversity of our applicant pool. This emphasis on quality extends throughout the School to include our standards of practice, our executive education program, and our service to students and hiring organizations. We have every reason to expect that the result of this emphasis on quality will be an increased brand recognition of Thunderbird. We expect to place major emphasis on technology-based educational products. DIVERSIFICATION AND ENHANCEMENT OF REVENUE SOURCES. We know that we cannot continue our dependence on M.I.M. tuition, and we cannot continue to raise tuition each year and still remain competitive. That means we must look for new initiatives- new ways of delivering our product. In addition, we must operate even more efficiently and must strengthen the School's capital base. We expect to place major emphasis on new degree programs, executive education, technology-based educational products, and fund-raising. The alumni network will playa key role in this direction, as will strategic alliances with international organizations and corporations. The result of this financial diversification should be to make the financial health of the institution even stronger. Alumni relationships will be an important aspect oj our outreach. DISTANCE LEARNING AND TECHNOLOGY ApPLICATIONS. In both the application of technology on the campus and the education of our students for the technology of the 21st century, We have set six goals for th focusing on quality, diversification, leamillg, and enterprise linkages. 16 THUNDERBIRD 51 11 1 1997 Thunderbird must move forward aggressively. We will continue to monitor and analyze external trends to determine our capabilities and areas where we have a competitive advantage. Nevertheless, because we cannot become technology leaders in all areas overnight, we will set clear priorities for the development and introduction of technology and we will develop the capability of faculty and staff to support our effort. Alumni relationships will be an important aspect of our outreach, both in service to our alunmi and in communication with them. This focus on technology will also mean that we will identify outside partners that can complement our own capability. We will identify key gions of the world d establish plans develop programs there. GLOBAL OUTREACH. Thunderbird has always been international, but it must also be a truly global institution. To do that, we expect to strengthen our knowledge base and our activities as well as our recognition in key areas of the globe. We will focus first on our current overseas operations to make them more cost effective and consistent with the mission. We will also identify key countries and regions of the world, such as China and India, and establish plans to develop programs for each of the opportunities. Lifelong learning will become a distinctive Gharac teris tic Gf Thunderbird's vnwge. LIFELONG LEARNING. In the fast-moving world of global commerce, Thunderbird is in an excellent position to develop a portfolio of programs that will help the managers of the 21st century continue the learning process throughout their lives. New distance-learning products will emerge, and we will put major emphasis on executive education and on our relationships with alumni. It is expected that this lifelong learning will become a distinctive characteristic of Thunderbird's image both to serve the needs of our graduates and to provide a significant source of income through service to the corporate world in general. Targeted linkages with corporate enterprises will b mutually beneficial. ENTERPRISE LINKAGES. Because of Thunderbird's unique international characteristics and defined focus, linkages with targeted corporate, educational, and other global enterprises will be mutually beneficial. Those linkages will provide opportunities for enriching the student curriculum, creating stronger partnerships with corporate recruiters, expanding the successes of executive education, and increasing overall financial support for the school, particularly in the areas of scholarships and special programs. • • titution over the next five years, ~echnology, globalization, lifelong THUNDERBIRD 51 1 1 1 1997 17 18 The 1995-96 fiscal year was extremely productive and successful in terms of technology, facilities, student participation, executive education, academic excellence, and financial development. As a result, the School received recognition from a number of sources, including the media. THE VERY BEST. Thunderbird was ranked as the number one graduate school of business for international management in the March 11, 1996, issue of U.S. News & World Report. The School was also featured in numerous national and international media, including major articles in The International Herald Tribune, The European, The Los Angeles Times, and Management Review. TECHNOLOGY IN THE DRIVER'S SEAT. Some notable trends emerged during the 1995-96 year. Certainly technology headed the list with new developments at every tum. Of particular importance was the development of our web site, on-line class registration via telephone, and distance learning. Trustee Bill Gillis was "TH.-U-N-D.,E-R..B.I.R..D-THUNDER81RD 51 I 1 I 1997 I I' ....... a.-.. •• C ..... (ABC.) iftRuHi. ctB!Rkmttw.. named by President Herberger as Interim Chief Information Officer with the mission of putting Thunderbird on the fast track for technology. By June 30, 1996, Thunderbird technology included: • An Internet site on the World Wide Web • Campus-wide electronic mail using Groupwise • Dial-in access to the Thunderbird on-line catalog • CD-ROM access to hundreds of databases through the Merle A. Hinrichs '65 International Business Information Centre (!BIC) • Student access to e-mail and on-line e-mail in the new residence halls • Distance learning courses by satellite to the Instituto Tecnol6gico y de Estudios Superiores de Monterrey (ITESM) • Telephone on-line registration • An alumni forum on CompuServe • A requirement that all students have access to a personal computer • Electronic library reserve system • A multimedia laboratory • Standardized Microsoft Office software across campus • A course in Global Information Management • An electronic resume database (PRISM) • A touch-screen information kiosk for visitors 1 f) n :) -n () E \ H () L L \1 E \ T Fall 96 SpriDg96 8Umlner96 1bta1 Enrolhnent 1458 1439 D85 Female 551 518 316 Peroent qf7btal 3896 3tYI6 ~ Foreign Studen1B 451 433 308 Percent qf7btal 3196 3fIIO - U.s. Undergraduate Institutions Represented 421 Foreign Jnstitutions Represented 179 Class of '96 gift STUDENTS: A SERIOUSNESS OF PURPOSE. An important trend for 1995-96 was the increasing level of seriousness and dedication among Thunderbird students. This was especially evident in the fund-raising effort of the Class of '96. By June, 30, 1996, the class had raised more than $87,000 in pledges toward their goal of $100,000 for an endowment for technology. This seriousness was also shown in the types of programs the students put their energies into-seminars on important topics like the global environment and international marketing management, plus speakers ranging from ambassadors to a U.S. Supreme Court Justice [see page 25]. As a reflection of the mood of change, the Associated Students Legislative Council voted to change its name to Thunderbird Student Government. The student pictorial roster, formerly known as Fortune, became The Globe in an updated more professional format. The Student Handbook took on an expanded new look incorporating a daily calendar and comprehensive orientation information. Orientation for foreign students also expanded into a full weekend of activities. A grant from NAFSA, Association of International Educators provided funds for a program in which foreign students at Thunderbird could learn how American businesses connect to their communities through benevolent service. Interfest, the student-run program of attracting local school children to a day-long intercultural education program reached more than 1800 children during the spring and fall presentations. In addition, the student Outreach program went into more than a dozen local classrooms to teach children about other countries. Thirteen Thunderbird students were selected Winterim on to participate in the fourth annual World Econ- Wall Street omic Development Congress in October 1995 in Washington DC, serving as volunteer liaisons to visiting international executives. The Thunder-bird contingent was the largest single group selected from the top U.S. business schools. Other student activities included • A group of students produced an ethnic music CD as well as an accompanying concert, all using student talent, with proceeds going toward technology for student use on the campus. • A symposium on "The Business of Art" was held in coI\iunction with ajuried exhibit of art created by Thunderbird faculty, staff, students, and alumni. • Students also organized an exhibit of black ethnic art. • The student chapter of Toastmasters was awarded national recognition. • Students also worked with the Alumni Relations staff to start an alumni-student mentoring program. • A chapter of Beta Gamma Sigma, national scholastic business honorary, was started on the Thunderbird Campus, joining two other honorary societies: Pi Sigma Alpha, the international studies honorary, and Phi Sigma Iota, the language honorary. THUNDERBIRD 51 / 1 / 1997 19 20 A TIME OF CHANGE. The 1995-96 year was also a period of major change in other areas. The Balloon Race found a new home in Scottsdale at WestWorld, providing a new audience and a substantial increase in revenue for scholarships. The old Dining Hall prepared to take its place in history as construction began on a new food services facility. With the new facility came a contract with an outside firm, Aramark, to manage all of the food services on campus. The building that once housed the Barton Kyle Yount Library also underwent major change with a complete renovation into a technology center for distance learning, on-campus audio visual support, and educational technology. A new "B" Residence Hall was completed in time for spring 1996, with architecture matching the two-story 5-year-old "A" Residence Hall. The two buildings next to the swimming pool replace former single-story buildings that had been in use since the School's founding. Residence Halls E & F were demolished to make way for a new executive education facility scheduled to open in 1997. The building will consist of a two-story residence hall with 64 rooms, classroom space for 75 students, and support facilities. The new Barton Kyle Yount Centre: The building many T'birds remember as the "library" has been remodeled into a powerful multimedia classroom, distance learning and technology center. THUNDERBIRD 51 I 1 I 1997 1996 Faculty Awards Publications: Min Chen, China specialist, for publication of five books in the past three years and more than 45 articles. Christa Britt and Lilith Schutte for Wiley's English-Gennan, GennanEnglish Business Dictionary containing 16,000 business terms. Classroom Innovation: Bill King for his use of technology and cutting edge instructional methods. His students meet in the computer lab where they communicate with businesses and conduct research over the Internet. Distinguished Service: Jorge Valdivieso for his years of contribution to Thunderbird as a department chair, senate chair, senator and continuing promotion of the School's mission Joaqulm Duarte for 35 years of services to the School, including establishing the International Studies Research Center/ Dom Pedro II Center, services as department chair, activities with the Newman club and chapel Marshall Geer for his continued support of the School including services as Academic Vice President, chair of the Faculty Senate, leader of the accreditation team and chair of various committees. Interdepartmental Cooperative Projects: Jorge Valdivieso and Joaquim Duarte for their Wmterim program in Spain started in 1988. Bill King Joaquim Duarte Yahia Zoubir New Faculty and Administration Starting in 1995-96 Melvyn Copen, Senior Vice President for Academic Affairs Carl Chapman, Associate Director for Instructional Technology Carol Hammond, Director of the mIC Joy Lubeck Director of Alumni Relations Ann Thlzman Instruction Coordinator for themIC Terry Meyer, Electronic Resources Librarian Richard Thllefson Associate Vice President and Director of Development James Grant, Assistant Vice President for Public Affairs David B. Dlouhy, Diplomat in Residence Alfonso Sapia Bosch, Adjunct Assistant Professor of International Studies Yahia Zoubir, Associate Professor of International Studies Christine Sagnier, Instructor of French Lena Chua, VISiting Assistant Professor of Finance Robert A Howell, Clinical Professor of Management Accounting Krishna Kumar, Director of Corporate Consulting and Professor of World Business Graeme Rankine, Associate Professor of Accounting Kathleen Friedel, Director of Operations, Executive Education Charles Gibson, Director, Executive Education Todd Harvey, Network Engineer To acquaint community leaders with the changes that have occurred at the School and inform them of the ways Thunderbird can serve the business community, the School developed a program of weekly tours (affectionately called "Thundertours") that incorporated faculty lectures and visits to various departments. THE 50-YEAR ANNIVERSARY The 50th anniversary of the School provided an important focus for the year as the School began to examine its past, celebrate the present, and plan for the future. The kick-off for the 18- month celebration was an all-school picnic featuring two student parachutists flying the 50th anniversary flag onto the campus. Alumni receptions in San Francisco and Los Angeles began a series of similar events planned for seven U.S. cities and other reunion sites around the globe. The European Alumni Reunion in Budapest in June 1996 attracted nearly 250 attendees and presented a panel discussion on the transition of the Hungarian economy featuring the individuals most responsible for effecting that transition. The 1995 Homecoming celebration attracted twice as many attendees (450) as the previous year, and a traveling alumni message book went to other alumni events around the world. A 50th anniversary video and colorful banners also traveled to alumni events, along with souvenir pins, mugs, booklets, and pens that were given as mementos of the historic year. Alumni Reception THUNDERBIRD 51 I 1 I 1997 21 22 RECOGNITION OF ACADEMIC EXCELLENCE. The 50th anniversary was also a time to focus on faculty quality, including the adoption of a Faculty Awards program [see list page 20]. As further evidence of academic excellence the U.S. Department of Education continued to recognize Thunderbird as a Center for International Business Education and Research (CIBER) with enhanced funding for a three-year period. dents also participated in a Chief Financial Officer Conference in Phoenix sponsored by Forbes magazine Enhancing the IBIC international resources was a donation from Sarah and David Roberts for a special collection of materials on Big Emerging Markets SERVICES TO BUSINESS. The Thunderbird Executive Education program was recognized in the October 23, 1995, issue of Business Week as one of the 20 largest and fastest growing university executive education programs in the nation. The program began its third International Consortium, consisting of GM Powertrain Group of General Motors Corporation, The Goodyear Tire & Rubber Company, Solar Turbines, Inc., Teleflex, Inc., Pharmacia & Upjohn, and Coming Inc. In addition, the fifth Executive MIM degree program was started, providing a two-year program in a weekend end format for career executives to receive their master's degree. Total revenue from executive education was $6,857,689. Thunderbird served business in other ways as well. The American Business Centers program, operated under a grant from the U.S. Department of Commerce, helped many American businesses enter the Russian market by providing office support, marketing assistance and trade missions to Volgograd and Nizhny Novgorod. As part of the program, three Thunderbird faculty members presented seminars to the Russian business community in those cities. E ~I P L( ) Y\ I E \ T PH () F I L E F () H 1n n .' ) - !)() Winterim once again proved its value with a total enrollment of 656 in the 15 courses offered on campus and 13 offered elsewhere. A highlight of Winterim in Peru, was a visit with Peruvian President Fujimori at the National Palace of Peru. Winterim in Washington, D.C. experienced its flfth successful program and a new program Number of employers recruiting on campus 271 this year was a highly successful 455 Winterim on Wall Street in New York. The 1996 Winterim also marked the third year for the Faculty Development in International Business program, which in 1996 brought 39 faculty from other universities to the Thunderbird Campus to learn about teaching international business. Representatives from business schools throughout the Pacific Rim attended the ninth annual meeting of the Pacific Asian consortium for International Business Education and Research hosted by Thunderbird in May 1996. President Herberger, Thunderbird faculty, and stu- THUNDERBIRD 51 I 1 I 1997 Number of employers recruiting off campus Salary Range* 9Ql10th Percentile of Salary Offers Average Salary** Median Salary Average Work Experience $ 17,5()()...$144,000 $ 65,800-$35,000 $50,319 $48,000 3.8yea1'S Employment i1iformation 1'fders to data compUedjrrYm summer and.faJl1995 and spring 1996 Thunderlri:rrl graduates. */Awer saJ4ries representforei.gn cu/fTrnW1/ tmnsID.tett into U.S. dollars and. do not nt/fR;ct additWnal stipends fqr housing and. other befudUs. .. The 0/IJe1'fJ(Je salary is an 8 percent increase jrrYm 19911-95. The Thunderbird Fund 1995- 96 Total $2,573.433 Trustees $214,075 Faculty/Staff $11,819 Alumni $347,208 Corporations $533,149 Gross Revenue $44,608,481 93-94 $38,004,940 92-93 $32,233,422 $30,874,088 A BRIGHT FINANCIAL PICTURE. For 1995-96, unrestricted revenue totaled $44,608,481. Revenue exceeded expenditures by $4,091,861. Total assets as of June 30, 1996, were $71,837,813, for a 17.9 percent increase. Fund-raising efforts during the fiscal year resulted in total contributions of $2,573,433, reflecting more than $1.1 million in government grants and $533,149 in corporate contributions. [See chart. ] Donations from 2,822 alumni amounted to $347,208. THE JOB MARKET. The employment market in 1995-96 remained stable for Thunderbird graduates. Recruiting efforts resulted in 271 employers on campus to interview students, the same as the previous year. (See page 22.) Finance and marketing each attracted 31 percent of the students who reported jobs, while the other 38 percent went into areas as diverse as not-for-profit, consulting, information systems, and communication. By industry, manufacturing took the largest share with 48 percent of the reporting students; financial services took 16 percent. Most students (76 percent) took positions in the U.S. while 24 percent went abroad. The average accepted salary reported by graduates was $50,319, up 8 percent from the prior year, and the average work experience was 3.8 years. In 1995-96, Career Services had 148 students on academic internships. THUNDERBIRD 51 / 1 / 1997 23 If your companys name isn't on this list, A.O. Smith Corporation Chevron products Co. Household International Inc. Phoenix Motor Company ABN AMRO Bank N.Y. Chevron USA Inc. Hughes Aircraft Company Premark International Inc. AG Communication Systems Chiquita Brands Hughes Space & Procter & Gamble Foundation Corporation Citibank NA Communications RJR Nabisco Foundation AON Foundation Coca-Cola Company IBM Corp Reader's Digest Association AT&T Foundation Consular Corps of Arizona ITT Corp. Foundation Inc. Abbott Laboratories Fund Conwed Plastics Industrial Bank of Japan Reliance National Insurance Air Products & Chemicals Inc. Cooper Industries Foundation Interpublic Group Company (UK) Ltd. All the Kings Discount-Flags Cox Communications J.P. Morgan & Company Rubbermaid Inc. AlliedSignal Foundation Dekalb Genetics Corp. Johnson & Higgins STRATCO Inc. AlliedSignallnc. Foundation Johnson & Johnson Company Salt River Project Allstate Insurance Corporation Deluxe Corporation Johnson Wax Assoc. Inc. Sandoz Pharmaceuticals American Express Company Dun & Bradstreet Corp. Kellogg Company Sanford C. Bernstein & American Golf Travel Club Foundation Kemper Securities Group Inc. Company Foundation American International Group Echo Canyon Electric, Inc. Kennecott Corporation Sara Lee Corporation Inc. Elbridge & Evelyn Stuart KeyBank Saturn Corporation American President Foundation KeyCorp Seafirst Bank Companies Foundation Eli Lilly & Company Landis & Gyr Foundation Speedfam International Anheuser-Busch Company Equitable Life Insurance Leo Burnett Co. Inc. Sprint Foundation Argonaut Group Inc. Company Markem Corporation St. Jude Medical Inc. Arizona Business Leaders Exxon Corporation Medtronic Foundation St. Paul Companies Association FNB of Chicago Mellon Trust State Farm Companies Arizona State University Fidelity Investments Mercury Marine Foundation Arthur D. Little Inc. First Bank Systems Merrill Lynch State Farm Insurance The ASM Group NBD Bank, NA Mitsubishi IntI. Corp. Company Avery Dennison First Interstate Bank of CA Mitsui & Company USA Inc. Sun Microsystems Jnc. Bank One Arizona NA Fisher-Price Inc. Mobil Foundation Inc. Thunderbird/Norway Chapter Bank of America Fleet Bank of RI Monsanto Fund Thunderbird Alumni Club/New Bank of Boston Fluor Corporation Motorola Inc. York Bank of New York Fluor Foundation NationsBank N.A. Thunderbird/ASLC Bank of Nova Scotia Friends of Thunderbird National Association of THINC BankAmerica Foundation G.D. Searle & Company Women Business Owners Teledyne Industries Bankers Trust Company Gates Rubber Company National City Bank Dayton International Bankers' Association for General Electric Company Nordson Corporation U.S. Dept. of Education Foreign Trade General Motors Corporation Northeast Utilities U.S. Dept. of Commerce Barclays Bank Pic The Geon Company Northwestern Mutual Life US WEST Inc. Baskin-Robbins International Gillette Company Norwest Bank Minnesota N.A. USG Europe Ltd. Company Glaxo Inc. Oral-B Laboratories UST International Bayer Corporation Globe Foundation Pacific Bell United Parcel Service Inc. Burns Family Foundation Goodyear Tire & Rubber Palm Springs Golf Company United Technologies Campbell Soup Company Company Perkins Loan Fund Corporation Cargill Inc. The Guardian Life Ins. Pharmacia & Up)ohn, Inc. United Way Celia M. Howard Fellowship Company Phelps Dodge Varian Associates Fund Hallmark Cards Inc. Philadelphia National Bank W. Randolph Hearst Chase Manhattan Bank NA Harris Bank Foundation Philip Morris USA Foundation Chela, Inc. Harris Corporation Philip Morris KK Whirlpool Foundation Chemical Bank Hewlett-Packard Company Phoenix Art Museum White Consolidated Industries \l"OER 8, ~at we'd like to change that. {!'!J Thunderbird is proud to recognize the valuable ffnancial support these 165 companies and foundations provided the School during the 1995-1996 ffscal year. As the number one school of international business in the world, we are equally proud of the valuable beneffts we provided back to them. To ffnd out how your organization can benefft from a partn.ership with Thunderbird, contact Corporate and Foundation Relations at 602-978-7641. Sandra Day O'connor US. Supreme Court Justice "International Implications for the US. Supreme Court" Ambassador Clayton Yeutter Former U.S. Secretary of Agriculture and Former US. Trade Representative "International Trade and Regulation" Millard Fuller Chairman of the Board Habitat for Humanity International "A Simple, Decent Place to Live" Art Laffer Chaimlan A.B. Laffer, V.A. Canto and Associates "U.S. Economic Policy Under the Clinton Administration" Merle A. Hinrichs '65 Founder & Chairman Asian Sources Media Group "Electronic Commerce & Communication" John Berndt President, New Business Development AT&T "Electronic Commerce & Communication" Soren Sondergaard Director of Press & Information European Delegation "European Monetary Union" David Reimer Sr. Vice President J. Walter Thompson "Nextgen Marketing: Marketing in the Future of Interactive Multimedia" Hon. Ekwow Spio-Garbral1m Ambassador of Ghana to the US. "Business Opportunities in Ghana and West Africa" Hon. Ghayth N. Armanazi Ambassador of the League of Arab States to the United Kingdom "Political & Economic Change in the Arab World" 1995-96 SPEAKERS Millard Fuller George N. Fugelsang '63 Ruth R. Harkin Steve Thornton President Schein-Bayer Pharmaceutical Services "Strategic Alliance: Experience Gained in International Partnership Between a U.S. Generic Firm and a Major European Firm" Robert Richard Consul for Political and Economic Relations and Public Affairs Canadian Consulate of Los Angeles "Consequences of the Quebec Sovereignty Vote" Dr. Wieslaw Czyzowicz Polish Consul General for Commercial Affairs "Poland, East-West Trade and Foreign Investment" Diane Hakala Investment Manager Friess Associates of Delaware "Finance & Investment" Anne Swan, Design Director Gina Lalli, New Business Development Manager Desgrippes Gobe Interactive "Internet Design & Marketing Issues" Dwight H. Mensinger Former President The Anlerican Banking Association "International Consulting" Lawrence H. Mirel Executive Director & General Counsel District of Columbia Insurance Federation "Coming to Grips with an Aging Population: Ethical Choices and Considerations" David Wastchak Rotary Past District Governor Chairman "Be Wise Immunize" Program for The Phoenix Area "Childhood Immunization Against Five Diseases" Franklin W. Hobbs, IV President & CEO Dillon, Read & Co., Inc. Dianna L. Last President Last Concepts "Competing in China: The World's Fastest Growing Market" Antoine Dernis Director of Human Resources Bull Information Systems "Creating Cultural Synergy within a Global Enterprise" Katherine Brucker '93 Foreign Service Officer "Foreign Service Careers and the State Department's Recruitment Process" Mark Thatcher Teva Sport Sandals "Whitewater Rafting Business" Pat Criscito President & Founder Protype, Ltd. "Designing the Perfect Resunle" Ms. G. Kohler Executive Recruiter Harbour Consultants "Resume Presentations" Panel on "Global Entertainment Careers: The Business of Making Movies" Todd Koerner Writers & Artists Agency Neil Mcdermott Vice President 20th Century Fox Home Entertainment Kenneth Barrett, ill Regional Director for Latin America Retail Marketing for Disney Consumer Products International Panel on International Marketing Mary Doan '80 CEO and President Saatchi & Saatchi Kieran Hannon Account Director J. Walter Thompson Terisa Monroe Senior Account Executive Leo Bumett Ken Lanlbert '79 Managing Director DMB&B Americas Opening Ceremonies ChristopherJohnson'86 RepresentativeiVice President for Corporate Banking Nova Scotia Bank, San Francisco Opening Ceremony, Fall 1995 Wendy Black '77 Former International Hotel Executive Best Western Corporation Opening Ceremony, Spring 1996 Francis Najafi '77 Founder & Managing Partner Pivotal Group Opening Ceremony, Sunlffier1996 Commencement Speakers George N. Fugelsang '63 Chief Executive, North Anlerica and Senior General Manager Dresdner Bank AG, New York Commencement, Summer 1995 Ruth R. Harkin President & CEO Overseas Private Investment Corporation (O.PI.C.) Commencement, Spring 1996 Edward M. Carson Retired Chairman & CEO First Interstate Bancorp Commencement Speaker, Fall 1995 THUNDERBIRD 51 I 1 I 1997 25 Global Advisory Council Klaus E. Agthe, Ph.D. North American Liaison VIAG Gabe E. Aguirre Chief Executive Officer Aguirre Group JamesAlbo Executive Vice President Bank of America Wayne Anderson Tony Astorga Senior Vice President, Chief Financial Officer and Treasurer Blue Cross and Blue Shield of Arizona Walter Atkinson '76 Executive Vice President Oregon International Airfreight Frederick F. Avery President and Chief Executive Officer Avery Abbey Ltd. Richard H. Baer Managing Director, North and South America International Division The Dial Corp R. Jerry Baker, C.P.M. Executive Vice President National Association of Purchasing Management, Inc. Dennis Belcher Executive Vice President The Bank of Nova Scotia Marvin B. Berenblum Partner/Director Heidrick & Struggles Dorothy Bigg Assistant Deputy Commerce Director Trade & Finance Group Arizona Department of Commerce Seth D. Blumenfeld President MCI International, Inc. Stephen R. Bova Bova and Associates Carole Brookins Chairman and Chief Executive Officer World Perspectives, Inc. William R. Brown '67 President Latin American Operations Carrier Corporation Dr. Adil Ahmed Bushnak Consultant Dr. Adil A. Bushnak Consulting Leon Chester Vice President, International Operations NCH Corporation Charles A. Clogston Vice President, Sector Controller Cargill, Inc. HughK Coble Vice Chairman Fluor Corporation Dwight Coffin Vice PreSident, Human Resources Continental Grain Company Patrick Connolly Executive Vice President Dresdner Bank, AG Ross F. Crawford President Ruska Instrument Corporation Vincent S. Daniels '74 President Certified Training and Consulting, Inc. Dieter Diehn Senior Vice President and Chief Financial Officer Siemens Stromberg-Carlson Robert A. Dilworth '60 Vice President and Managing Director USG Europe, Ltd. Jeffrey Duxbury Director of Global Transportation Management NCR Corporation J. Melville Engle President and Chief Executive Officer Anika Reserach R. Timothy Epps Vice President, People Systems Saturn Corporation Diana B. Fahey Vice President and Director International Human Resources Arthur D. Little International, Inc. Gene Famula Senior Director International Human Resources and Benefits American International Group, Inc. John Flasco '75 Financial Consultant Merrill Lynch Aldo Fozzati, Ph.D. Vice President and General Manager Delco-Remy International (Europe) GmbH James H. Fuller President Allergan Latin America Theodore J. Fuller '72 Director Johnson & Higgins Richard Gallio Group Vice President and General Manager Customer Services Division Toyota Motor Sales Donald Gee '77 Miles R. Greer '75 Executive Director, Corporate Development Sara Lee Corporation Thomas O. Harbison President Communications Industry Group Electronic Data Systems 26 THUNDERBIRD 51 I 1 I 1997 James C. Harding Vice President, Human Resources Uncle Ben's, Inc. R. Sam Hawkins President Asia Pacific Region Honeywell Asia Pacific Peter A. Henggeler Senior Manager Estate and Tax Planning Department Bank Leu Jack A. Henry Managing Partner Arthur Andersen MichaelJ.Hickey Vice President, Human Resources Nabisco International Fitzroy Hilaire Director of External Development Avon Products, Inc. Aleana Hiles '78 Senior Vice President Bank of America Illinois Anne Hill Director International Human Resources Planning and Development Baxter Worldtrade Gilbert Jimenez Senior World Banking Representative Norwest Bank Arizona Henry Kay Vice President, International Marketing Meadox and Medi-tech Divisions Boston Scientific Corporation Allyn W. Keiser '73 President CapMAC Financial Services PaulL. Kelly Senior Vice President Special Projects Rowan Companies, Inc. Fuad E. Khadder Executive Director and Regional Treasurer American Express Bank, Ltd. William Kimmins Treasurer Anheuser-Busch Companies, Inc. George M. King, Jr. '62 Corporate Vice President/General Manager Latin American Region Eastman Kodak Company Robert F. Kistinger Senior Executive Vice President Chiquita Brands, Inc. Monika H. Kroener, Ph.D. Managing Partner Crown Management D. Larry Kroh '69 Vice President, Human Resources American Express Travel Related Services Michael C. Kwee '70 Chairman and Chief Executive Officer Prudential Asset Management Asia Limited Fernando Leal Senior Vice President and President AsiaiPacific Phanna Market Region Phannacia & Upjohn, Inc. Tony LeDinh Vice President, International Landis & Staefa, Inc. Thomas W. Lehmer Chairman and Chief Executive Officer InterBrands, Inc. Robert Londono '69 President RCMS Corporation Michael Longua Director, International Recruiting and Personnel Development Johnson & Johnson Clint J. Magnussen Private Investor Richard Mallery Attorney Snell & WIlmer Robert H. Manschot Chairman RHEM International Enterprises, Inc. Juan M. Martinez Director Latin American Marketing HAS Corporation Jack Massimino '74 President and Chief Executive Officer Talbert Medical Management Corporation Vincent J. Masucci '71 Senior Executive West Coast Operations American International Companies Chris J. Matlon '66 Senior Advisor Sunchi Capital Corporation James A. McClung, PhD. Vice President FMC Corporation Jon McGarity President PMSI Allen T. Mcinnes President and Chief Executive Officer Tetra Technologies, Inc. DonaldJ. McLane '74 President, Pacific South Division Nordson Corporation The Honorable Clayton E. McManaway, Jr. '59 Vice President, International The Fairfax Group, Ltd. Richard G. Meise President and Chief Executive Officer MicroTest, Inc. Ruben Mendez '78 President EEB, Inc. McDiarmid Messenger '72 Jean-Pierre Millon PeterJ. Solomon, PhD. Tore Diskerud Dr. Paul F. Oreffice President and Chief Executive Managing Director Chairman Chairman of the Board (Retired) Officer International Resources Desert Troon Companies Dow Chemical Corporation PCS Health Systems, Inc. Consultants Pty., Ltd. Jack E. Donnelly '50 The Honorable L. Roy Papp James F. Mooney Scott M. Spangler President President Chief Financial Officer President Bailey & Donnelly Associates L. Roy Papp and Associates IBM Corporation First Phoenix Capital, Inc. Bennett Dorrance James G. Parkel Brian Murphy '80 Allan H. Stefl. General Partner Consultant, President/CEO Business Development Manager Senior Vice President DMB Associates (Retired) CIGNA International Nestle USA, Inc. Cyrus F. Freidheim, Jr. IBM International Foundation Darin Narayana John Stuart '66 Vice Chairman Bernard G. Rethore President and Chief Executive Senior Vice President, Marketing Booz-Allen & Hamilton, Inc. President and CEO Officer Rural/Metro Corporation AnnM. Fudge BWIIP International, Inc. Bank One International J. Taft Symonds President, Maxwell House Coffee Michael E. Rossi Corporation Chairman of the Board Executive v.P., Kraft Foods, Inc. Vice Chairman DennisJ. O'Brien Mawlce Pincoffs Company, Inc. George N. Fugelsang '63 Bank of America Advisor to the Chairman Cecil B. Thompson Senior General Manager, J. Kenneth Seward '57 Caltex Petroleum Corporation Managing Director Chief Executive North America, Senior Vice President (Retired) Robert O'Connell Cygnus Corporation Dresdner Kleinwort Benson North Johnson & Higgins President Peter Thomson America William J. Sharp Edelman Associates Director General Dr. Thomas D. "Tommy" George President, Global Support George O'Keeffe '77 The Chartered Institute of President and General Manager Operations General Manager - Services Purchasing & Supply Motorola Semiconductor Products Goodyear Tire & Rubber Company IBM Greater China Group Holly H. Vene Sector Richard Snell Robert G. O'Malley Executive Director, Europe/Africa William F. Gillis Chairman, President, CEO President Searle President Pinnacle West Capital Corporation MicroAge, Inc. Martin S. Vogt '70 Parent Care Donald L. Staheli James H. O'Neal Director, International Personnel Dr. Ronald 1. Goode Chairman and CEO Chairman and Chief Executive Alcon International CEO Continental Grain Company Officer Roger W Wallace Pharma-Links Charles M. Stockholm '56 Pepsico Restaurants International Director General William H. Grumbles, Jr. Managing Director Christopher Pawlowicz Investamex Chairman Trust Company of the West Director, Staffing P. Newton White '65 Turner International Inc. The Honorable William C. Turner Monsanto Company Senior Vice President Gary K Herberger Chairman Daniel Prescott Away-From-Home President Argyle Atlantic Corporation President Scott Paper Company Herberger Enterprises, Inc. H. Gene Wick (TAA Ex-Officio) The Prescott Company Clarence H. Yahn, Jr. '62 Merle A Hinrichs '65 v.P. Operations (Retired) Richard E. Ragsdale '68 President Chairman R.J. Reynolds Tobacco Company, Chairman Ajay Leisure Products, Inc. The Asian Sources Media Group International Community Health Systems, Inc. James Young Alain Labergere Nick Renna '72 Assistant to the Chairman President Thunderbird Vice President, Finance and Electronic Data Systems CPCEurope Administration Harry M. Zachem Richard J. Lehmann Alunmi Source, Inc. Senior Vice President President Bernard G. Rethore Public Affairs Banc One Corporation Association President and Chief Executive Ashland, Inc. Dr. The Honorable David K P. Li, Officer C.B.E. (TAA) Board BWIIP International, Inc .. Emeritus Members Director and Chief Executive Stephen Rizley '93 Michael Boyatt '50 The Bank of East Asia, Limited Chairman of the Board General Manager David C. Lincoln Fund Raising Committee Cox Communications John C. Cooper '61 President H. Gene Wick '60 David H. Roberts '73 Noe Kenig Arizona Oxides, Inc. Vice President of Operations Vice President William Schoppenhorst Ernesto Martens (Retired) Global Relationship Bank Board of Trustees Chairman of the Board RJ. Reynolds Tobacco International, Citibank, NA Aerovias de Mexico, SA de C.v. Inc. Dan Robinson Barbara Barrett Dr. James A McClung Seattle, WAIPhoenix,AZ Manager, Market Access, International Business and Vice President, International President of the Board Corporate Strategic Services, Aviation Law FMC Corporation Self-GoverruJnce Committee Global Purchasing John E. Berndt Allen T. McInnes Christopher P. Johnson '86 Xerox Corporation Senior Vice President (Retired) President and CEO Sr. Relationship Manager Jean-Claude Saada Lucent Technologies, Inc. Tetra Technologies, Inc. Bank of Nova Scotia Chairman and Chief Executive Geoffrey C. Bible The Honorable Clayton E. San Francisco, California Officer Chairman and CEO McManaway, Jr. '59 Cambridge Holdings, Inc. Philip Morris Companies, Inc. Vice President, International Vice President Harwood Shepard, Jr. David A. Brooks Operations Direct Delivery Committee Managing Director Exec. v.P., Market Development The Fairfax Group, Ltd. Vickie A Austin '93 GT International, Inc. Visa U.S.A. Clarke A. Nelson Director of Marketing Dennis A. Sokol '74 Edward M. Carson Chairman Modem Healthcare, Crain Chairman and Chief Executive Chairman and CEO (Retired) Landmark Genetics, Inc. Communications, Inc. Officer First Interstate Bancorp E. V. O'Malley, Jr. Chicago, Illinois First Medical Corporation Chairman of the Board (Retired) The O'Malley Companies THUNDERBIRD 51 I 1 I 1997 27 Vice President Chapter Development Committee Thomas L. Guetzke '86 Director of Global Business Development Pentair Corporation Minneapolis, Minnesota Vice President Student Progmms Committee Carolyn Polson O'Malley '71 Executive Director Desert Botanical Garden Phoenix, Arizona Vice President Fund Raising Committee Mike A. Santellanes, Sr. '60 Sr. Partner/Chair (Retired) Price Waterhouse Interamerica Phoenix, Arizona Annette A. Cazenave '79 President and Prutner Skylark Partners Inc. New York, New York Beatrice E. Cueto '87 Vice President Bankers Trust Company Miami, Florida Michael T. Dillon '78 Executive Vice President KeyBank Indianapolis, Indiana Stephen J, Doyle '82 President Integrity International New York, New York Marcos R. Gru'ay '79 Managing Director Bancomer SA Mexico City, Mexico Bruce B. Olson '82 Manager of Trade Credit and Joint Venture Equity Sumitomo Corpol'ation of America San Francisco, California Joseph A. O'Neill '80 Director, Western Hemisphere Jergens International Cincinnati, Ohio Lydia Middleton Reed '91 Director of Development Association of University Programs in Health Administration Washington, D.C. Michael L. Stitt '89 International Banking Officer First Union National Bank, Headquarters Charlotte, NOIth Carolina Thunderbird International Symposium Members Roberta Aidem Mru1rume Almquist Barbara Barrett Regina Bidstrup Betty Bool Jane Buffmire Mary Bunyrul SUSrul Case Margaret Craig Chrisman Karen Clements Patricia G. Crews Carol Crockett Kishore Dash Cruldace Deans Geri DeMuro Renee Donnelly Kay Driggs JOaquinl Durute Bob and Marcella Greening Jeanne Herberger !\ax Herberger Roy and Pam Herberger Evelyn Leonard Higgins Sue Huck Toby Jones Lyn Laflin Sally Lehmarm Evelyn "Pit" Lucking Audrey T. Magnussen Suzan Makaus Doris Mason Sharon DuPont and Robert McCord Carol McCl'ady Betty Miller Barbara O'Malley Suzan O'Neill DorisOng Marilyn Papp Vel'aReidy Irene Ringdahl Vada Roseberry Mary Ell Ruffner Jelmy St. Jolm Steve and Sue Ann Scott Jeannette Seward Patty Simmons Alice Snell Jean Sprulgler Bruce and Betsy Stodola Nancy O. Swanson Shoshana TaIlcer Betsy Taylor Arlene Tostemud Cynthia Turner 28 THUNDER81RD 50 11 1 1997 1995-96 Honor Roll of Donors We thank these generous individuals, corporations, foundations and organizations who have donated to Thunderbird, The American Graduate School of International Management, during the fiscal year ending June 30,1996. In particular, we thank our alumni, who continue to contribute in increasing numbers. These outstanding philanthropic leaders are applauded for their foresight, enthusiasm and generous support. These investments enable Thunderbird to develop high-potential individuals to serve the advanced management needs of international enterprises. KACHINA CLUB Alumni andfrielJ(ls who donated $5,000 and up John E. Berndt Geoffrey C. and Sara C. Bible John G. CuJlen '68 Robert A. Hohmann '49 (Estate) Joan and David C. Lincoln Gary L. Pacific '72 Vinson Perkins David H. and Sarah Roberts '73 Richard B. Snell EXECUTIVE CLUB Alumni and friends who donated $2,500·$4,999 Robert A. Dilworth '60 Berger Erickson (Estate) Timothy John Polland '87 Sam D. Rosenbalm '95 Joel A. Stead '85 Valelie Tognazzini and Jolm Kieser '60 Diego J. Veitia '66 Mavis Voris Bruce Gregory and Isabel M. Stainow Wilcox 'SO NOTES M indicates partiripation in the COlllOrate Matching Gift program * indicates membership in a gift club T indicates a trustee of thE' School Boldface indicates a consecutive donor who made a contribution in 1994-95 and in 1995-96. PRESIDENT'S COUNCIL Alumni and friends who donated $2,500-$10,000 in special unrestricted funds Mark J. Belisle '72 Patricia A. Burns Boyd David A. Brooks W.L. Lyons Brown Jr. '60 John F. Burlingame James G. Coatsworth II '47 John Cotton Jack E. Donnelly '60 George Nels Fugelsang '63 BertGetz Merle A. Hinrichs '65 Thomas Dudley Hobson UI'79 Joseph M. Klein '47 Thomas W. Lehmer '71 L. RoyPapp Richard E. Ragsdale '67 J. Phillip Samper '61 Mike A. SantelIanes Sr. '60 J. Kenneth Seward '57 James P. Simmons Fred M. Smoot '66 William C. Turner William Voris H. Gene Wick '60 Bruce Gregory and Isabel M. Stainow Wilcox '80 LEADERSHIP CIRCLE Alumni andfriends who donated $1,000+ in unrestricted funds Paul LaVern Brassard '85 Clifton B. Cox William Montague Ferry '51 Daniel J. Goldsmith '57 Stephen D. Hall '79 Scott Hanies '84 Mitsunori Hashimoto '94 RobeltA. Howell Nobuyuki Kondo '83 Susan D. Libera Knust '77 George R. Lindabl Jr. '54 Merrie S. Martinson '85 Yvette B. Morrill '83 Michael Nissman '70 Carolyn Polson and Mark E. O'Malley '71 Bernard G, Rethore Alban W. Schuele '70 James C. Schwartz '70 Marcia A. Shelton Crumley '76 W, John Short '76 .John E. Tubelty '60 Thomas D. Yates '75 Jojiro Yoshida 'SO AMBASSADORS CLUB Alumni and friends who donated $1,000-$2,499 James Evert Anderson 'SO Frederick .F. Avery David A. Brooks J. P. Bryan '66 John R. Buclde '92 NUchaeIT.Dillon'78 David G. Fisher '67 Chlistopher J. Fussner '82 George E. Grady '57 NUchael H. Gross '66 Tracy K. Hastings '48 Roy A. Herberger Jr. Darrell D. Johnson '81 Wallace F. Life '60 Marianne McDvaill Spalding '79 McDiarmid Read Messenger '72 lrenemae Mosford IssaPeters Frederick B. Stambaugh '79 Paul Robert Tillman '86 Martha R. Von Hillebrandt '80 James Alan Weybret '79 THUNDERBIRD FOUNDERS CLUB John G. Comfort '68 Stephanie Lee Gorsuch '92 Marie Gerianne Kissel '85 Ricardo Moreno-Campoy '79 CLUB Alumni andfriemls who Stephen M. Conger '50 Jeffrey B. Gould '82 Leonard J. Kistner '74 John D. Mon'ow '80 Robert C. Conklin '76 Alfred J. Goytia '66 Yoshimasa Kitajima '81 Paul Whicker Mortensen '90 Alumni andfriends who donated 8150-8499 Jerry Douglas Conner '73 Linda M. G rapengeter '79 Curtiss KIus '61 J. Merritt Mount '89 donated $500-$999 James C. Adamany'71 John C. Cook '79 Peter Grassl '67 Ann E. Koerner '90 John P. Moynier '67 Frederick William Adams Hilary Whitaker Allen Jr. Ronald G. Cook '77 Cali Michelle Groman-Shian James G. Kohl Jr. '71 Janet Mruie Mueller '81 '92 Donna M. Ambrose '81 Roger L.P. Coombs '57 71 '82 David Christopher Ted O. Mullen II '71 Nancy Carol Adams '81 Peter Rene Amrein '83 Elisabeth M. Cor jet-Cole Theresa Marie Gruber Kotheimer '82 Patty Jo Murphy '75 James Evert Anderson '80 Gabriele Amtmann '94 '89 Tapsoba '85 Curtis L. Kovach '91 RobertJ. Murray III '75 Carl Lee Bach Jr. '74 Robert Ernest Anderson '47 Robert W. Courtney '88 Samuel J. Guruino '70 George D. Krempley '77 Caroline Musgrave McClurg Brian Bates Douglas McDonald Amold Renee Crews '87 Thomas Lorin Guetzke '86 William C. Kristy '72 '88 Gonzalo M. Bustillos '95 Robert R. Crigler Jr. '55 Margaret Gumerlock Mihoko Kushida '92 Vincent Melchor Mut- James R. Calvert '95 '74 Randall Wayne Crow '83 Thomas '81 Steven Joseph Kutcher '82 Tracy '92 Janet R. Caristo-Venill '82 Julie Arnold Fitzgerald John S. Cullison '72 Geraldine Gurley Charles Francis LaFond Darin Narayana Douglas A. Cheline '95 '85 Elizabeth Rachel Atkins '92 Richard Lee Cununings Lamonica '70 '80 Victolia Neilson '82 Jay R. Colvin Ali Mohammed Bahaj '79 '57 Carolyn E. Gutbrod '80 Charles A. Lagergren '64 David R. Nelson '82 Edward H. Danse '77 Robert B. Cummins '75 Thomas George Hackim Mjchele Ruth Landa Brooker John F. Nielsen '47 Jarulv G. Egeland '55 George Barley '47 Paul C. Davis '55 '77 '86 Nona Patrice Niner '81 Mkhael J. English '68 Elizabeth A. Barnes '78 Edgar W. Davy '57 Philip W. Hagenah '70 Drutiel J. Laraway'80 KaI\ii Noji '94 Douglas B. Fencl '76 Joseph E. Brunes '78 W. Donald DeMoss '69 Michael B. Hamilton '78 Howard Lasser '78 Heather Nordlinger '84 Kenneth Fenis Patlicia Powell Baynhanl '78 Jill Marie DeSanto '90 Christopher Allen Hargitt HlUlItis T. Latham III '71 Jeffrey S. North '92 Paul S. Fitch '86 Robert 1. Bean '48 Carl John Deddens '81 '82 Robert G, Lees '77 Joseph P. O'Dowd '81 Barton A. Francour '72 Randall E. Beaty '73 Philippe J. Deyrnes '75 Benson I. Hattem '53 Cynthia A. Leidner Muller Earl T. Oliver '57 (the Edward Richard Gentile '79 GIeml A. Beck '56 John J. Di Fazio '66 John C. Hay '57 '76 Estate of) Lms A. Gimenez '95 Christopher Keeney Beebe K. Mia Diekemper '78 Jolm C. Hay '81 Martin M. Lentz '65 Ernfred Michael Olsen '81 Edward N. Harriman Jr. '59 '85 Ellen Marie Dieringer '81 Susan Hayes '72 Evelyn Leonard-lliggins Stephen K. Orl' '79 Susan R. Harriman '59 John Whiting Beebe '87 Mary F. Doan '80 Thomas J. Hedges '75 Mjchelle Yvonne Levesque Javier F. Ortiz '92 William Michael Hayes '72 Michael Barton Benedict '94 Mrutin Jess Dobyns 'SO Virgil E. Heidbrink '50 '92 Barbara Jean Owens '86 Druin Edmund Heisterkamp Aaron Elic Bemoor '85 Lisa A. Donnan '86 Barry L. Heimbigner '74 HruTY V. Lewis '47 WilJianl Norman Parker '66 '89 Thilo David Best '84 Lisa M. Doty Osmon '85 Kenneth James Kathryn Dawn Lindqrnst Jerome Kay Pascoe '65 Margaret Hornigold Albert M. Biedenhrun III '75 Joaqnim M. Duarte Jr. Heldenfels '91 '84 Stllrut J. Per.kins'63 Kettlitz '87 Wesley D. Bigler '79 Richard K. Dukes '84 Amaury Marc Helssen '86 Bill Tak-M;ng Ling '73 William Alan Perry '92 Steven L. Horton '78 Douglas B. Dunsmore '74 Richard A. Hemmelgarn Gregory L. Linker '78 Gloria G. Peterson Shuman Peter S. Houseknecht '70 Elic E. Bjerke '74 Robert R. Edsall '57 '75 Gerru'do A. Llanes '91 '55 Farnham J. Johnson '50 Fiona C. Black Jackson Stephan Juerg Egli '87 William E. Henley '48 NicllOlas R. Lubar '74 David Jolm Piccuta '87 M;chael F. Kendall '58 '83 Murray F. Ehlers '57 John Denver Henson '48 Andrew J. Lubin '75 Edmund O. Piehler Jr. '68 Nicola M. Kettlitz '86 Robert D. Blackburn '93 Mark A. Emkes '76 Shauna Heran '86 Phillip M. Lunn '68 Joseph A. Piela '72 Nicola Alexander KIutho George B. Blake '59 James A. Emslie '77 Gary K. Herberger L. Shippen LuqueI' Jr. '57 Mjchele Pieropan '87 '83 Jeffrey A. Bloch '83 MUle Rebecca Boer '83 Scott J. Engers '82 Pamela Herberger Adam C. Lynch '95 Charles A. Platt '66 J. Richard Krause '69 Walter C. Boice '64 Robert C. English '76 Paul L. Hertenstein '64 Thomas A. Lynunl '84 Kristanne Pond '80 Richard Lannin '70 Craig Willianl Bond '88 A. Ronald Etickson '70 George L. Hiller '72 R. Alan Magnuson '78 Timothy Franklin Popper Teri L. Lasley '95 Arne Erickson Thomas B. llitchcock '53 Mary Lyon Manning '86 '88 David Mjchael Leech '72 John L. Borden '80 Francoise Bourdormec '90 Alfred T. Fagerburg ill '73 Philip D. Hoffman '58 Lowell K. Marcus '48 John Bradley Powell '90 Mads Lillelund '87 Richard D. Boyles '80 Brian T. Farmer '79 Thomas A. Hoover '69 Bruce A. Martin '90 Amelia Powers Sandler Barry J. Mason '58 Warren E. Feller '74 Bryan T. Horney '66 Jeannie Martin Harbottle '86 John R. McDermott Jr. '81 John F. Brady '74 Kenneth Edwru'd Felt '82 John L. House '69 '87 Catharine E. Prein '83 M;chacl P. McTigue '70 Richard J. Breit '73 Bruce A. Fiell '85 Richard Allen Howell '86 Robert H. Mason '78 Javad Ra'ed '81 Hru'old R. Miller '56 Thomas J. Brennan '79 Maarten W. F1eurke '79 Paul Henry Hnibers '90 VincentJ. Masucci '71 Reed Charles Ramlow '88 M;chael H. Moffett Bradford Guy Brooker '86 Gerald David F1int '90 Arthur F. Humphrey ill Gruy J. Matus '72 Tod S. Rankin '78 Keith J. Parker'68 David L. Brothers '78 Andrew Franklin Forbis '79 Laverne C. May '60 Theodore Joseph William H. Parker '65 Brent Lee Brown '85 '89 David Charles Hunt '88 Thomas M. McCaffrey '76 Rectenwald Jr, '78 KID'I Heinz Pisec '94 Judy Brown '80 Charles H. Fowler '76 Mikako lnamasu '91 T James A. McClung Brian J DIm Reed '84 Roberta Poritsky '80 William R. Brown '67 Mark S. Fi'ancis '79 Charles L. uby '77 Ian C. McCluskey '82 Robin Reynolds '89 Douglas Lee Red '81 Peter D. Browne '77 Robert M. Franko '79 Blake Alan Jackson '88 David B. McCracken '67 Andrew James Riebe '86 George L. Reeves '59 Tracey A. Bnunfiel Nelson Julie Ann Franz '88 Damel T. Jacobsen '59 James William McDonald '86 Angela Elgin Righter '89 William H. Ryrul '55 '81 Robert M. Frehse Jr. '50 James Fleming Johnson William M. McDougal '79 Rodney F. Ritchle '52 Michele Marie Samuels James K. Bruton Jr, '76 Marcia A. Futter '81 '85 Tracy K. McHale '86 Christopher Peter Ritten '84 Gwen M. Buerkle '93 Marc David Galligan '81 Ted Johnson '54 John William McRandal '87 Alexander I. Schwartz '80 Richard R. Bupp '50 Jay Gangi '92 RosaJje L. Jolmson-Fogg '84 Barbara V. Rivera '77 C. L. Stickland Jr. Peter D. Burgess '60 Lnis Andre Garcia '93 '79 Tom J. McSpadden '65 Donald B. Roberts '57 Kathryn Strate Smith '81 David Stalder Burks '85 Lynn M. Gruney '78 Keith K. Kaneko '66 George L. Miller '79 Alvin G. Robins '50 Eugene C. Sullivan II '67 Bruce H. Burlington '76 Rachel Gettman Susz '79 Robert Kaplan '85 Jeannette Lytm Miller '90 Fred Rodenhausen '78 James O. Sullivan '59 Ann Marie Burniston '91 M;chaeIL. Butler '78 CarlL. Georgeson '68 H. C. Karpf Jr. '57 Pamela Elizabeth Minish '85 Dennis Alan Roper '80 Tab T. Tsukuda '95 Phillip R. Cabrera '78 Anita Rose Gettleson '91 Karen Elaine Keese '86 Alfred F. Miossi '48 Robert F. Rose '73 John E. Tuberty '60 Jonathan R. Giddings '66 Allyn W. Keiser '73 Alejandro Mirkow '95 Vada S. Roseberry Timothy Crrug Walker '68 Donald J. Caldwell '79 Peggy Ann Gitt '80 M. Regan Kelley Orillac Muzzafar Mirza '82 David D. Rotchadl '75 Anne Webster Hayden '69 Timothy P. Callaghan '94 Christopher Joseph '88 Luis Molinar-Sanz '76 Thierry 1. Rouvier '75 Allan P. Welch '72 Jolm E. Calley '53 Glasow '83 Joseph M.A. Khan '81 F. Van Dorn Moller '61 Antoruo G. Ruocco '88 James M. Whitman '59 Kenneth D. CanlpbeU Jr. '74 Gregory G. Goff '83 Deborah Marie Kielty '81 Samuel P. Moncw'e '78 Pamela K. Ryan '79 Henry H. Windsor III '60 Mjchael J. Camptin '78 Don Cru'lson Rebecca Lytllle Golden '89 Terence King '81 Garry S. Moore '64 John Rickey Sample '77 Joseph Wollmering '75 Phillip E. Casey '71 Paul G. Gomez '78 Georg Alexander William. G. Moore '70 Cliff Joseph SanlUelsen '81 Clarence H. Yahn Jr. '62 Walter R. Gonzales Jr. '80 Kirchgaesser '89 Gilbert G. Morales '67 Jose M.S. Santos '74 Osrunu Yanlada'83 Jose Carlos Castellanos '88 Robert B. Gooden '52 William G. Kirkman '62 Andrea B. Sargent '82 Rosa J. Castiel '89 Robert J. Saum '91 Chenta Chen '82 Anne Patricia Saunders '79 John William Citti '81 W. Todd Savidge '87 Lloyd C. Clark '49 Susan Carla Scheller Neil M. Clark '49 Arsht '87 Steven D. Clarke '77 Ulrich Scherbeck '91 Don S. Coatsworth '56 Deborah R. Schiller '77 Bradley Andrew Cole '90 Robert E. Schlegel '68 Paolo E. Colombi '75 Steve A. Schieisman '72 Karl P. Schnell '79 THUNDERBIRD 50 I 1 I 1997 29 Denis W. Schreiber '79 Daniel B. Wittner '92 * Sue Ann Scott Company M Johnson Wax Assoc. Inc. U.S. Dept. of Education Gerard C. Scott '57 Georgia Ray Wolfe * Steve Scott Bayer Corporation M Kellogg Company U.S. Dept. of Harold B. Shaeffer '63 Henry P. Wlight '68 Glenna Shapiro BUllls Family Foundation M Kemper Securities Group Commerce Robert L. Shanks Jr. '76 Takehiko Yamada '89 Susan Shultz M Campbell Soup Inc. M US WEST Inc. Steve Richard Shanks '93 Randi Susan Yoder '85 :}.: James P. Sinunons Company M Kennecott Corporation. M USG Europe Ltd. James Townsend Shelby Alexander W. Zecha '90 Patricia Simmons Cargill Inc. M KeyBank MUST International '85 M. Mike Zhang '91 * Alice W. Snell Celia M. Howard M KeyCorp M United Parcel Service Inc. Mathis H. Shinnick '81 Rene Armin von * Betsy Stodola Fellowship Fund M The Landis & Gyr M United TeelUlologies Douglas H. Short III '75 Rautenkr811z '88 * Nancy O. Swanson M Chase Manllattan Bank Foundation Corporation Robelt A. Shuman '56 * Shoshana B. Tancer N.A. M Leo Burnett Co. Inc. M United Way Ronald V. Sigler '58 * Betsy Taylor Chela, Inc. M Markem Corporation M Varian Associates Charles Signer '79 THUNDERBIRD * Naomi Thomas M Chemical Bank M Medtronic Fowldation W. Randolph Hearst Merlin A. Simons '67 INTERNATIONAL * Jane W. Thome M Chevron Products Co. M Mellon Trust Foundation James Gerry Sittler Jr. '85 SYMPOSIUM * Kathy K. Tobin M Chevron USA Inc. M Mercury Marine M Whirlpool Foundation Alex Charles Smith '82 * Arlene G. Tostenrud M Chiquita Brands M Merrill Lynch M White Consolidated Lawrence F. Smith '63 Alumni andfriends who * Cynthia Turner M Citibank N.A. M Mitsubishi Intl. Corp. Industries Sheldon L. Snook '85 donated to the * Georgia Ray Wolfe M Coca-Cola Company M Mitsui & Company USA Robert J. Snyder '66 Thunderbird lnter- Consul3l' Corps of Inc. William Edward Sparks '80 national Symposium Arizona M Mobil Foundation Inc. FACULTY, STAFF & Carol Mae Stauter '91 scholarship fUlld IN MEMORY OF M Conwed Plastics M Monsanto FWld FRIENDS Emmett D. Steed '75 * Roberta Aidem Gifts donated III memory M Cooper Industries M Motorola Inc. M*Frederick F. Avery Dwight A. Steffen '49 * Mari81Ule Almquist of the follOWing Foundation M NationsBank N.A. " Brian Bates Gregg M3ltin Steinberg '84 * Barbara McCollllell individuals Cox Commlmications National Association of M*John E. Berndt Joy L. Stevenson '85 Barrett Mabel and Berger Erickson M Dekalb Genetics Corp. Women Business M*Geoffrey C. 81ld Sara Martha I. Stewart de Leon Betsey Bayless Robert Fogelsong Foundation Owners C.Bible '87 Gary Bayless William E. Insch M Deluxe Corporation M National City Bank W. Richard Bossert Cassandra D. Stiles '76 Carol G. Bidstrup * Michael Milbul1l M Dun & Bradstreet Dayton * Patricia A. Burns Boyd Lee Charles Stinson 'SO Regina L. Bidstrup * Barbara Boltz Kathym M. Parker Corp. Foundation M Nordson Corporation * David A. Brooks Rich3l'd A. Storch '75 William L. Schurz Echo Canyon Electric, M Northeast Utilities * BettyBool M*John F. Burlingame Sheldon S. Sturgis '77 Frank Snell Inc. M Northwestern Mutual • Don Carlson Toshiya Sugiyama '81 * Judit.h D. Bowe Silvana Thalheimer Elbridge & Evelyn Life * Jay R. Colvin Thomas Franklin Surrency " Helen II. Brewer KatlU)'Tl J.F. Brown Stuart Foundation Norwest Bank Minnesota " John Cotton '62 * Joan Buchanan CORPORATIONS M Eli Lilly & Company N.A. * Clifton B. Cox W. Allen Taft '72 M Equitable Life Insurance M Oral-B Laboratolies Coumba N. Diom Leigh Anl1 Talmage Perez '84 * Jane Bnffrnire M A.O. Smith Company M Pacific Bell * Joaquim M. Duarte Jr. Tadaaki Tanaka '83 Dennis J. BUllyan Corporation. M Exxon Corporation Palm Springs Golf Ch3l'les G. Dyce Shoshana B. Tancer * MalY Bunyan M ABN AMRO Bank N.V. M FNB of Chicago Company * Arne Erickson Juan A. Tapia '77 Sam K. Campana M AG Communication M Fidelity Investments Perkins Loan Fund , * Margaret Craig Berger Erickson Constance L. Thatcher '76 Systems Corporation. M First Bank Systems Phanllacia & UpJolm, (Estate) Mary E. Thome '73 Chrisman M AON Foundation * Amy S. Clague M NBD Bank, NA Inc. • Kelmeth Fenis Willi3l11 R. Tiernay '56 M AT&T Foundation M First Interstate Bank Phelps Dodge BertGetz Tanlara Lynne Tiffany '87 * Karen J. Clements M Abbott Laboratories ofCA M Philadelphia National Barry D. Halpern Roger W. TiUey '75 * M3lilYll Cox Fund M Fisher-Price Inc. Bank Cynthia A. Halpern Kathy K. Tobin '75 Louise G. Crawford M Air Products & Chemicals M F1eet Bank of RI M Philip Morris USA • Gary K. Herberger Christine Topoulos '72 * Patti cia G. Crews Inc. F1uor Corporation M Philip Morris KK • Pamela Herberger Ricardo Juan Torres '81 " Carol B. Davidson All the Kings Discount - Fluor FOlmdation Phoenix Art Museum • Roy A. Herberger Jr. Agnes Maria Toth '89 McCrady F1ags Friends of Thunderbird Phoenix Motor Company Paul D. Hogan R. Mason Truluck '70 * Geraldine DeMuro M AlliedSignal M G.D. Searle & Company M Premark International " Robert A. Howell Norval O. Tyler '64 * Anne B. Donahoe Foundation M Gates Rubber COmp3lIY Inc. Dolores Klausner (Deceased) " Kay Driggs M AIliedSignallllc. M General Electric M Procter & Gamble * Joan and David C. Nils A. Urman '77 Barbara M. Dyce M Allstate Insurance Company Foundation LincoIn Theodorus C.M. Van der Loo * Alice K. Froeb Corporation M General Motors M RJR Nabisco Gregory A. McClell3lld '79 Judith A. Glaser M AmeriC3ll Express Corporation. Foundation M' James A. McClung David Cameron Vaughn '88 * Diane Graham Company The Geon Company M Reader's Digest , Michael H. Moffett Ger3l'd II. Vehmeijer '81 * Marcella Greening American Golf Travel M Gillette Company Association Inc. · Irenemae
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