Winter 1996

The Wharton School University of Pennsylvania

LINKING MEDICINE

TO MANAGEMENT

WHARTON’S PRESCRIPTIONFOR HEALTHCARE:

A l u m n i M A G A Z I N E

LONDON

Wharton European Forum

March 28, 1996: Welcome DinnerKeynote Speaker: Peter D. Sutherland, Chairman ofGoldman Sachs International

March 29: Day-long Conference on European Competitiveness

Location: Claridge’s Hotel

For more information, contact:Cynthia Alers, WG’88President, Wharton Club of LondonPO Box 3000, London, SW6 4SXEnglandFax: 44-171-584-5935

HONG KONG

3rd Asian Regional Alumni Meeting

May 23-26, 1996

Events Include:

• Day-long Symposium on “Business Leadership in Asia— Profit and Responsibilities”

• Luncheon with Keynote Speaker Anson Chan, Chief Secretary of the Hong Kong Government

• Presentation by Wharton Dean Thomas P. Gerrity of the Dean’s Medal of Honor

For information and registration, contact Karen Changin Hong Kong: T: 852-2805-1218 F: 852-2543-3534

I N V I T A T I O N S T O J O I N T H E

IN

P H I L A D E L P H I A

Wharton Alumni WeekendFriday, May 17; Saturday, May 18; Sunday, May 19, 1996

Registration materials will be mailed in late winter. For more information, call Alumni Affairs at (215) 898-8478.

• MBA Reunion Dinners for the Classes of 1991, 1986, 1981, 1976, 1971 and 1966

• Executive Education Session• Gala Dinner

• Alumni/Faculty Exchanges• Wharton Town Meeting• Parade of Classes• Picnic Lunch• Farewell Brunch

IN

IN

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C O V E R A R T I C L E

The pace of change

in health care deliv-

ery is accelerating as

new relationships

spring up between

hospitals, physicians

and third-party

payers.

Illustration by

Jonathan Carlson 6

EDITOR

Robbie W. Shell

STAFF WRITERS

Tom McMahonMike BaltesMickey Lynch

EDITORIAL ASSISTANT

Michael Reda

DESIGN

Warkulwiz Design Associates

EDITORIAL OFFICE

344 Vance Hall, 3733 Spruce St. Phila, PA 19104 (215) 898-7967

F e a t u r e s

6 T H E B U S I N E S S O F H E A L T H C A R E ;Since its Founding 25 Years Ago, Wharton’s Health Care Systems Department Has Led the Way in Bridging the Disciplines of Medicine and Management

12 A L I V E A N D W E L L A N D W O R K I N G I N . . .Miami

16 C A N D L E P O W E RHow Robert Goergen, WG’62, Turned a $25,000 Hobby Investment into a $300Million Manufacturer of Candles, Fragrance Products and Candle Accessories

D e p a r t m e n t s

2 S C H O O L U P D A T ERecord Number of New Alumni Find JobsManagement Education: On Site and Up-to-DateUndergrad Program Focuses on Emerging Economies

21 R E S E A R C H W I R E

22 A L U M N I P R O F I L E SIwao Tomita, WG’63: Career EntrepreneurSuzanne and Beth Peck, WG’66 and WG’95: Family TiesSteve Polsky, W’86: New Voice in Telecommunications

25 A L U M N I L E A D E R S H I P C O N F E R E N C EStrengthening the Wharton Community

A l u m n i M A G A Z I N E

THOMAS P. GERRITY

Dean and Reliance Professor of Management and Private Enterprise

JORDAN E. TANNENEBAUM

Associate Dean for External Affairs

MARTI HARRINGTON, WG’76Director of Alumni Affairs

HAROLD W. MCGRAW III, WG’76President of McGraw-Hill Financial Services Company, chair

JOHN C. GOODCHILD, JR., WG’69President and Chief Operating Officer Weightman, Inc.

CONSTANCE FORCHHEIMER HELLER, WG’74Principal at Towers, Perrin, Forster, & Crosby

JOHN A. LUKE, JR., WG’79President and CEO Westvaco Corporation

DAN ROTTENBERG, C’64Freelance Writer and Editor

Editorial Staff Administration Advisory Board

Winter 1996

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JOBS, EVERYONE?RADS HIT THE CAREER TRACK RUNNING

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Continued on page 5

Wharton’s Career Development & Placement Officereports a record year in the number of 1995 MBAgraduates who have found jobs.

According to CD&P, 94.8 percent of the 769graduates received job offers as of August 1, com-pared to 92.8 percent in 1994 and 84.1 percent in1993. The average number of offers was two pergraduate.

The median compensation for WG’95 gradu-ates came in at $90,000, a figure that includes base salary andsign-on bonus.

Broken down by industry, 27.7 percent of the classaccepted positions in consulting, compared to 23.5 percentin 1994, and only 9.4 percent 10 years ago. The second mostpopular industry was investment banking/brokerage, with17.6 percent of the students accepting jobs there as com-pared to 19.8 percent in 1994.

Sixty-two percent of the students accepted offers withinternational responsibility—a percentage that has grownsteadily over the last 10 years to set a record high this year—and 24.6 percent accepted positions overseas.

REGLUS

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The top recruiter was McKinsey & Co., fol-lowed by Booz Allen & Hamilton, A.T. Kearney,Bain & Co., Boston Consulting Group, MerrillLynch & Co., J.P. Morgan and Co., AndersenStrategic Services, Morgan Stanley & Co. andCoopers & Lybrand.

Eight students indicated they are entering afamily business, and 11 students noted that theyare starting their own company.

Meet Reggie Reglus, founder of Reglus & Associates, acomputer consulting and training company in Queens, NY.Like most entrepreneurs, he enjoys the freedom and auton-omy that comes with being self-employed at the same timethat he worries about making ends meet. As Reglus puts it,“Running the business is not difficult. Surviving is.”

Originally, Reglus focused on fast-food restaurant owners,and his major client group today remains McDonald’s fran-chisers, both single-store and multi-unit operators. Heresearches the existing software, matches it to the operator’sneeds and in some cases customizes the programs to address

MCALLISTER

STANDING, FROM LEFT TO RIGHT: NESSEL, MASSARO, SINGAL;SEATED, FROM LEFT TO RIGHT: JAKUBOWSKI, BERGHEISER,

LACOMBE. MISSING FROM PICTURE: MORILLON

GRUSS FELLOWS CHOSEN

Three MBA students and four Executive MBA (WEMBA) stu-dents celebrated their selection as 1995 Gruss Fellows duringa luncheon in November held by Wharton’s Public Policy andManagement Department.

The fellowships are funded by a $1 million gift from Mar-tin D. Gruss, W’64, senior partner of Gruss & Co., a privateinvestment firm in New York. The gift allows PP&M to extendfellowships to current and prospective government managerswho have demonstrated their commitment to public service.It also funds new PP&M courses as well as a range of educa-tional activities, lectures and annual forums on major publicpolicy issues.The 1995 MBA fellows and their areas of interest include:■ Lara Jakubowski, a 1989 Penn graduate and former finan-cial analyst at Lehman Brothers, interested in the managementof government in economically distressed communities■ Rachna Singal, a 1992 Penn graduate and former intern atthe World Bank, interested in USAID or the World Bank■ Matthew Bergheiser, a 1991 graduate of Princeton and for-mer policy analyst at Lewin/Value Health, interested in therevitalization of depressed urban areas.

The 1995 WEMBA fellows include:

■ Patrick LaCombe, country analyst for Poland and Hungaryat the U.S. State Department■ Richard Nessel, chief financial officer for the New York CityDepartment of Transportation■ Lawrence Massaro, supervisory commodity business spe-cialist for the Defense Department’s Industrial Supply Center■ Anne Morillon, engineer/technical manager for the Depart-ment of Energy ”

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S C H O O L U P D A T E

NEW VENTURES IN MANAGEMENT EDUCATION

Del ivery By Sate l l i t e

Interested in taking a class on “Finance and Accounting for the Non-Financial Major” without leaving your officebuilding?

Beginning last fall, companies such as Disney, Hewlett-Packard, Texas Instruments and EDS are downlinking live,interactive executive programs via satellite from var-ious business schools, including Wharton. Inaddition to the finance/accounting class, Whartonis offering “Creating Customer Value: TheEssential Principles of Marketing.”

Ten courses in all are on thenew Executive Education Network(EXEN) developed by WestcottCommunications in Dallas, Tex.

“The network gives executivesat different levels of managementthe opportunity to receive effectivetraining and education on sitefrom top business school facultyaround the country,” says RobertE. Mittelstaedt, Jr., vice dean ofWharton’s Aresty Institute of Exec-utive Education.

Executives enrolled in Wharton’scourses will be able to participate ininteractive class discussions withfaculty and peers via two-way audioand microphone-equipped keypads. Faculty will be able tomeasure a participant’s attention and comprehension, andthen alter the approach or pace accordingly. Participants canreceive special attention from the faculty member, just asthey would in a campus classroom.

For information, call 1-800-255-3932, ext. 1577 (U.S. andCanada); or 215-898-1776, ext. 1577.

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”

Sign of the Times

Readers of the UK edition of the Financial Times are gettinga weekly course in management.

On October 27, the newspaper launched what it calls an“unprecedented joint venture” between itself and three lead-ing international business schools — Wharton, the International

Institute for Management Development in Switzerlandand the London Business School. The joint venture

comes in the form of a weekly supplement“introducing readers to the main con-

cepts of modern management,exploring the latest thinkingin each area and examiningbest practices in a range of

international companies.”The series, called “Master-

ing Management,” is looselybased on the core curriculumof a typical MBA course andhas been written by more

than 50 professors, includ-ing 15 from Wharton.

It covers 19 subjects ranging from finance, oper-

ations and marketing toethics, leadership and organiza-

tional behavior. The lead-off article, written by Ross A.

Webber, professor of management at Wharton, was entitled“Introduction to General Management: Modern Impera-tives.” Other Wharton professors contributing to the seriesinclude Michael Useem (“Building High Performance Sys-tems”), Thomas W. Dunfee (“Social Cause Marketing”), andPeter Cappelli (“Distinctive Human Resources Are the Com-petitive Advantage of Firms”).

”

SCHOLARSHIP FUND HONORS A PROFESSOR AND A PROGRAM

A respected professor, an admiringalumnus and a new program in inter-national studies and business have allcombined to create a scholarship fundfor students interested in earning adual degree in management and lib-eral arts.

James W. Zucker, W’70, a partner inthe New York firm of Lawrence,O’Donnell, Marcus & Co., has pledged

the initial $25,000 to set up the J.K.S.Ghandhi Scholarship in honor ofJamshed Ghandhi, associate professorof finance and director of the Programin International Studies & Business(IS&B).

Zucker, a former student of Ghand-hi’s, describes him as “an inspiringand challenging teacher ... who is alsoa classicist, opera critic and self-taught

M N I M A G A Z I N E

master of Dante (in the original clas-sical Italian).”

The IS&B program offers 40 select-ed students a unique undergraduatecourse of study which integrates busi-ness and professional skills withadvanced language training and a lib-eral arts education which includes anarea study specialization. Graduates

Continued on page 5

S C H O O L U P D A T E

NEWSCampus

■ Reflecting a growing interest amongundergraduates in emerging and tran-sition markets, Wharton has estab-lished The Undergraduate EmergingEconomies Fellows Program to studysuch areas of the world as Eastern andCentral Europe, Latin America, India,China and Southeast Asia. Studentswho choose to focus their studies in thisarea must complete a summer internshipin an emerging economy and demon-strate proficiency in the language oftheir target region.

The academic theory component ofthe program — which offers a “focus”rather than a distinct major or minor —is drawn from the existing undergradu-ate curriculum, including electives thatdeepen students’ knowledge of the tar-get area. Students are also required totake a course entitled “InternationalIndustrial Development Strategies.”

This initiative, which hopes to attractapproximately 15 sophomores eachyear, is modeled closely on the MBAEmerging Economies program estab-lished last year.

JUNE O’NEILL

■ To help boost the ranks of highlytrained African-American and Hispan-ic-American business leaders, a con-sortium of five business schools, ninemajor corporations and seven predomi-nantly minority colleges and universitieshave created a nonprofit organizationcalled the Management EducationAlliance.

The goal is to create centers of excel-lence in business education at African-American and Hispanic-American col-leges and universities in ways that willhelp these institutions develop a par-ticular competence in some aspect ofmanagement education. The centerswill also better prepare their graduatesfor the rigors of a competitive globalmarketplace.

The alliance has already initiated anumber of projects, including corpo-rate internships and executive edu-cation seminars targeted to facultymembers at minority colleges who typ-ically don’t have access to executivesin their field or may lack the practicalexperience needed to further theirown understanding of business.

W I N T E R 1 9 9 6

4

Among the participating businessschools are Wharton, the Harvard Busi-ness School, the Darden School andEmory University. Kenneth Shropshire,associate professor of legal studies andreal estate, is Wharton’s liaison to theconsortium.■ Shiv K. Gupta, a professor of Oper-ations Research and Marketing atWharton from 1966 to 1992 andchair of the School’s operations researchprogram from 1971 to 1984, died inJune in Delhi, India.

Over his long career, Gupta pub-lished more than three dozen pro-fessional articles on topics such as bal-listics, estimation theory, marketing,logistics, system theory and casinooperations. He also authored threebooks, the last one entitled “Funda-mentals of Operations Research forManagement”.

In Gupta’s memory, a loan fund tohelp Indian graduate students attendWharton has been established throughWharton’s development office. ”

Guest speakers from the business, government and education sectors visited campus last fall to share their opinions and experiences with Wharton students.

The speakers included, among others: ■ Paul M. F. Cheng, WG’61, chairman ofthe Hong Kong-based Inchcape Pacific Ltd. and N. M. Rothschild & Sons (Hong Kong) Ltd. ■ Gail Dudack, chief investment strategist,UBS Securities■ Rajat Gupta, managing director, McKinsey& Co.■ Raul Sanabria Tirado, dean of the University of Los Andes in Bogota, Colombia■ June O’Neill, director, Congressional Budget Office ■ Shaun F. O’Malley, W’59, former chairman and CEO of Price Waterhouse■ Arifin M. Siregar, ambassador of Indonesia to the U.S. ”

SPEAKING OUT

PAUL M. F. CHENG, WG’61

SCHOLARSHIPContinued from page 3

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a particular function, like cash man-agement or accounting.

Over the past few months, he hassubcontracted himself out to CompUSA and the Learning Annex, where hedoes training for company customers,and he recently began to research theidea of expanding into Internet con-sulting and systems integration.

Reglus, who works out of his homein Queens, majored in physics and eco-nomics at Bowdoin College in Maine.He became a computer expert duringhis five years as a budget analyst at ConEdison before coming to Wharton.

On the undergraduate side of thejobs picture, Penn’s Career Planningand Placement Service reports that26.14 percent of its Wharton studentstook jobs in investment banking, 26.14in consulting, 12.45 percent inaccounting and 12.03 percent in otherfinancial services. Undergraduates had9,301 interviews with 365 differentcompanies. The average number of job

JOBS, EVERYONE?Continued from page 2

offers was three per student. The overall mean salary for under-

graduates was $35,437, compared to$33,900 in 1994.

Mary K. McAllister, W’95, looked atconsulting companies and investmentbanks before signing on as a marketingmanagement trainee with E.& J. GalloWinery in Modesto, Calif. She and astudent from Dartmouth are the firsttwo undergraduates hired by Gallo forits training program.

McAllister spent her first six monthson different marketing projects for oneparticular brand—Peter Vella box wine(named after a winemaker at the com-pany). “I’ve been involved in pricesensitivity issues, consumer research, adirect mail project and packageredesign,” says McAllister. “I’ve alsoworked on lists of names for possiblenew products. You contribute to thecreative side of things here as well as thebusiness side.”

This month, McAllister moves to SanFrancisco for a six-month trainingcourse in sales. After that she will return

W H A R T O N A L U M N I M A G A Z I N E

5

to the marketing department and hopeseventually to work abroad.

After a few years at Gallo, she plansto get her MBA, a move that Gallo bothencourages and supports, in return fora three-year commitment to the com-pany after graduation. “One of thereasons I chose Gallo was that it’s clearthe company wants to keep the peopleit hires,” says McAllister. “They want along-term relationship.” ”

receive a BA in International Studiesfrom the School of Arts and Sciencesand a BS in Economics from Wharton.

Zucker’s gift has already inspiredtwo other alumni and former studentsof Ghandhi — Stephen Utkus, WG’84,and Steven Markel, W’70 — to con-tribute to the IS&B scholarshipprogram. Notes Utkus: “It is programssuch as these that I believe truly distinguish Wharton in the area ofinternational business and finance.”

WANTED: FOLLIES ALUMNI TO HELP CELEBRATE 20TH ANNIVERSARYWANTED: FOLLIES ALUMNI TO HELP CELEBRATE 20TH ANNIVERSARY

Fans of the Wharton Follies, take note: This February’sperformance marks the 20th anniversary of a Whartontradition that started back in 1977 with “A PlacementLine” and has been followed up by such memorable pro-ductions as “Shall We Vance?” (1979), “Follies the

Thirteenth: Night-mare on SpruceStreet” (1989) and“Heaven Can Wait-list” (1995).

In honor of the20th anniversary,Follies coordinatorsare trying to contactalumni from allshows, whether it was“Vancin” (1980),

“Pirates of Penn Vance” (1982), “Between theBalance Sheets” (1988) or “Alice in Wharton-land” (1991). Coordinators are especially interested inhearing from anyone who participated in the first fewshows and who will be attending this year’s performancein Philadelphia or New York.

To celebrate 20 years of success, a reception for Folliesalumni will be held prior to the New York show on February 23, 1996. Contact Lesley MacLean at (215) 545-6330 or e-mail her at maclea02@wharton.upenn.edu tobe included in a database of Follies alumni or for addi-tional information.

A f t e r a l l , w h o can forget: “Willy Wharton and theM B A F a c t o r y ”(1990), “CLUEless,or Death of a Cur-riculum” (1993), and“As Wharton Turns- the Young and theJobless” (1994)?

Or “Ain’t Calcu-latin’” (1981), “ET - The Economy’s Terrible”(1983), “Retained Yearnings” (1985), “Publishand Perish” (1987) and “Yield to Maturity” (1986)?

Or “Harry, Is This Wharton?” (1978), “BigDeal: A Dramatic Offering” (1984), and “TheWharton Television Network” (1992)?

1996 FOLLIES: THURSDAY - SATURDAY,

FEB. 15-17, 1996 AT 6 AND 9 P.M.MANDEL THEATER, DREXEL UNIVERSITY

FOR TICKET INFORMATION, CALL JOHN SWEENEY AT

(215) 928-9884

ALSO PLAYING IN NEW YORK

FRIDAY, FEB. 23, AT 6 AND 9 P.M. THE SYLVIA AND DANNY KAYE PLAYHOUSE

HUNTER COLLEGE, 68TH STREET

BETWEEN PARK & LEXINGTON AVES.FOR TICKET INFORMATION,

CALL SECIL TABLI AT

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F E A T U R EF E A T U R E

d by physicians who had no economics back-d and no training as managers.”r area of interest to LDI founders in the lateas universal insurance coverage for health careMedicare and Medicaid together covered aboutof the population while private employer-basedead rapidly to most employees and their depen-illions of other Americans who didn’t qualify

id but couldn’t obtain health insurance felle cracks. Although Congress gave serious con- to national health insurance in 1974 and again

, no legislation was approved and universal cov-emains an elusive goal. fall, the health care systems department cele- its 25th anniversary. Cost containment and care for the uninsured are still two of the major

nges facing the industry, but they have been by the equally important issues of qualitynce and technology assessment. Meanwhile,s used by Wharton planners in 1970 to frame

John Ferry, MD, WG’82, presi-dent and CEO of SouthamptonHospital in Southampton, NY.

Southampton Hospital is a 194-bed community hospital in asemi-rural resort area known as The Hamptons on Long Island, NY.Because of its location, “we have oneof the wackier staffing and organiza-tional problems I’ve heard of,” noteshospital president and CEO JohnFerry, WG’82.

Year-round, the population isabout 80,000, consisting mainly of retirees, farmers, fishermen andservice people for the local econo-my. In the summer, the population bulges to 300,000, including actors

thoughts on health care:“I have a lot of hope for the idea

of provider-sponsored networks,” henotes. These networks, composed ofdoctors and hospitals, would start tak-ing on some of the financial risk ofproviding health care, “which is whatthe insurance companies are trying toget us to do anyway, except that theywant to take some of the profits.”

Working with insurers, Ferrynotes, does have benefits: Insurersoffer marketing, which hospitals“don’t exactly excel at,” and theyoffer information systems that areclinical and claims-based, and relatespecifically to physician activity. Thisallows insurers to sift through infor-

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overning. “And it was ho decided early on that if the institute was going to

redibility in Wharton it had to have an educationalnent.” That meant an MBA program — and later under-te and doctoral programs — with the specific goal ofg managers and analysts of health care systems. 70, the Wharton faculty approved the creation of a

te health care management program at Wharton. Ate, says Mark Pauly, Bendheim Professor of Health

the issues are now common language in thehealth care debate: Patients are referred to

as consumers of health care; doctors and hospitals are referred to asproviders; managed care is a rel-atively new term that holds out

the promise of controlling healthcosts through the use of provider-target-

ed incentives and directives. The rationale for placing a health care program in a busi-

ness school — essentially linking medicine to the disciplinesof economics and management — has clearly been justified.“Our program exists because health care does respond to mar-ket forces,” says Patricia Danzon, Celia Z. Moh Professor ofHealth Care Systems, professor of insurance and risk man-agement, and chair of the health care systems department.“Competitive pressures have become much more aggressiveand management skills have become essential.”

THE ISSUE SKissick compares today’s health care industry to an onion.

and actresses, movie directors, WallStreet investors, models and so forth.Finally, about a mile from the hospi-tal is an Indian reservation.

If that sounds complicated, the challenges are only beginning.Southampton Hospital is about tomerge with two others “to allow us tosurvive,” says Ferry, who has beenCEO of the $55 million facility forapproximately two years. “Before Icame here, the hospital was losingclose to $3 million a year. Last yearwe lost about $643,000. This yearwe will make a profit. But I don’t feela false sense of security because Ican’t tighten the belt anymore.”

Add to that the likelihood that thehospital will take a multimillion dollarhit from Medicare/Medicaid reform,“and you can see why economies ofscale” are appealing, he notes.

Still unclear is who will be CEO of

mation systems to come up withtrends, develop profiles on patientsand doctors, and so forth.

“But the technology is trans-portable,” Ferry says. “Insurancecompanies don’t have a lock on it.Provider networks could very welldevelop this on their own.”

Another implication of these net-works is that physicians over 40 whowent into medicine to be their ownbosses will no longer be practicing theway they expected to,” Ferry adds.“Instead, they will work in groups.Also, patients will have less choice,which they will come to expectbecause they will be paying less, andthey will also have to drive farther toget services.

“It’s a disruptive scenario, but inthe end will we be much worse off?No, not in terms of what people callmedical care. And there may well be

understand why Wharton’s health care management pro-m was first established in 1970, and why it has been socessful in educating undergraduate, MBA and doctoraldents, it helps to know some of the history. For example:

In 1965, the year Medicaid and Medicare were passed,alth care represented six percent of the Gross Domesticduct. Today, it is a trillion dollar industry — the largest

the nation — totaling 13.9 percent of GDP.In 1967, the Leonard Davis Institute of Health Econom-

LDI’s gboardEilers whave ccompograduatrainin■ In 19graduathe tim

A REST FALL, WHARTON’S HEALTH CARESTEMS DEPARTMENT CELEBRATED ITS 25THNIVERSARY. FACULT Y AND ALUMNI HAVE LEDE EFFORT TO LINK THE DISCIPLINESECONOMICS AND MANAGEMENT TO THE

ACTICE OF MEDICINE

was established with a gift from Leonard Davis, founderColonial Penn Insurance Co. LDI’s mission was, and is,serve as a multidisciplinary research institute focused on economic, behavioral and public policy aspects of healthe delivery and financing. The visionary behind LDI, which is recognized as the pre-r

Care Systems and vice dean of doctoral programs at Whar-ton, health economics in the minds of Leonard Davis andmany others meant cost containment. The passage ofMedicare and Medicaid two years earlier had unleashed thepayment of billions of dollars in state and federal reim-bursements to hospitals and doctors who provided health

“Every time you peel something away, there is another layer... and the more you peel, the more layers there are,” he says.“In 1965, I totally understood the American health careenterprise — its system, the financing, everything. I had myarms around it. I can’t do that today. It is so complex andit is changing so rapidly.”

iggest drivers of this change has been thece products with different kinds of incentives

of physicians and patients. These can rangepitalization testing that some insurers requireHMO where physicians are employees of theendent Practice Association (IPA) where physi-tract with an outside carrier.

“Back in 1970, cost containment looked like an insuper-able problem,” says Pauly. “But with the spread of managedcare, there seems to be evidence that costs are, at the very

the newly merged entity and where itwill be located — in one or more ofthe existing facilities or on a totallynew site.

In the midst of this uncertainty,Ferry, who was trained in medicalschool as a pediatrician, offers some

pluses, such as an emphasis on out-comes measurement, which meansthat as physicians we can no longersay we are doing a good job, we haveto prove it .”

W H A R T O N A L U M N I M A G A Z I N E

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sor to the health care systems department, was foundingector Robert Eilers, professor of insurance at Whartond of community medicine in the School of Medicine until death in 1974 at age 43. “Eilers more than anyone established LDI as a university-de institute specifically with the mission of bridgingdicine and Wharton,” says William Kissick, chairman of

care to the poor, elderly and handicapped. By 1967, lack ofeffective constraints on these programs had caused health-related inflation to skyrocket.

“Health care was a non-system,” says Arnold Rosoff, pro-fessor of legal studies and health care systems. “All theelements were functioning separately. The delivery of carewas not linked to the payment of care. Medicine was dom-

W I N T E R 1 9 9 6

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One of the badvent of insuranfor the behaviorfrom the pre-hosto a staff model plan to an Indepcians groups con

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least, increasing at a slower rate, that insurers aren’t payingfor unnecessary procedures and treatments, and that wasteand inefficiency have been reduced.”

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The managed care revolution is part of an ongoingrestructuring that has turned the whole health care deliv-ery system on its head. Added to the recent increase inhorizontal mergers — between hospitals, managed care sys-tems and insurers, for example — has been an even morepronounced interest in vertical mergers, where a continu-um of care is provided through the merger of, for example,a hospital system, a physician practice, a nursing home anda home health facility.

“This is a new level of integration,” Danzon says. “What’sgood is that it’s being driven by pressures in the marketplace,not by the political system. The physician group that wantsto hold out as an independent practice is going to lose mar-ket share. The reason hospitals are buying physician practicesand setting up feeder networks is so that they can play in thisnew arena. You have to participate if you want to survive.”

A key concept in health reform is the idea that risk oughtto be shared by those who provide the service. Many physi-cians groups are already operating under incentive systemswhere they promise to deliver whatever care is needed for apre-determined capitation fee per patient, notes June Kinney,associate director of the health care systems department since1981. “What’s new is that hospitals are beginning to have tocapitate care [beyond primary care] for specialized services,such as radiology, and for products, such as pharmaceuticals.”

The new system raises many questions for those in chargeof running the enterprise. “Working out how to manage theplayers within those organizations, and how to design theinformation systems so that you can deliver high qualitycare at lower costs and also provide solid evidence on healthoutcomes ... is the major challenge facing the delivery sys-tem now,” says Danzon.

Part of that challenge concerns capitalizing on thepromise of new technologies, not just sophisticated medicaladvances like gene therapy and tissue engineering, but infor-mation technology. “Health care is basically an informationindustry,” says Kissick. “We collect, interpret, store, retrieve,analyze and apply information. We can do so much nowthat we couldn’t 25 years ago.”

New and more sophisticated software has led to a growingindustry in technology assessment. Evaluating the cost vs. theeffectiveness of new techniques will most likely become anincreasingly important component in decisions about whatshould and should not be covered by health plans.

“You frequently hear that health care is more like otherindustries,” notes Danzon. “I think that is true, but never-theless there will always be significant differences, partlybecause health care matters so much to people and becausequality is so intangible, but also because there will alwaysbe significant third party payments. When there is thirdparty payment, and consumers are not going out and pay-ing with their own money, then they will behave differently.

“This means that management techniques and controlsin health care have to be quite different.”

Lynn C. Bongiorno, WG’95,manager, medical delivery sys-tems, Oxford Health Plans

Lynn Bongiorno chose to work forOxford Health Plans because, shesays, “HMOs are driving where thehealth care dollars are being spent.”

Oxford has 3,000 employees andclose to one million members in Con-necticut, New Jersey and New York.The organization, based in Norwalk,Conn., recently expanded into NewHampshire and Pennsylvania. Bon-giorno is in charge of negotiatingcontracts with ancillary vendors suchas laboratories and home care com-panies. “I’m trying to change thewhole contracting system to bringcost, access and quality into the nego-tiation. It will allow us to make betterdecisions about what services to bringinto our network, in what geograph-ic region and at what price,” she says.“Ultimately we are trying to use ana-lytical techniques to link the wholesystem back into quality.”

From Bongiorno’s perspective, thetwo biggest issues in health care thesedays are the unchecked use of med-ical technology and the inevitability of rationing care. “Technology is amajor culprit behind the cost increas-es,” she says. “The challenge is to fig-ure out the appropriate use of tech-nology by applying statistical analysisto determine the best outcomes. Italso means working with doctors aspartners and trying to educate themregarding our results.”

In the area of rationing, Bon-giorno says, “HMOs are trying toaccomplish it in a logical and efficientway. You put together a list of pro-tocols so that clinical judgments canbe made about what to cover andwhat not to cover. When is somethingexperimental, when is it medically

unnecessary, and so forth. Our goalis not to give directives to physicians,but to capture information and domore outcomes measurement so thatwe can then inform and educate doc-tors about the appropriateness ofcertain types of care.”

Another target of health carereform, says Bongiorno, is the typicalhospital system which “isn’t yet runlike a business. Hospitals tend tohave too many people doing veryfinite tasks with an inordinate amountof equipment. They don’t crosstraintheir employees to do different jobsin ways that would create a morepatient-focused environment.

“Until hospitals can run them-selves more efficiently, we don’t wantto share risk with them,” says Bon-giorno. “They are too expensive.”

As part of its own health carereform efforts, Oxford three yearsago developed a concept called grouppractices without walls. It calls forthe establishment of private practicepartnerships in which doctors remainindependent and have their ownoffices, but also agree to share therisk with Oxford of providing care.

“For every member who signs upwith a primary care physician in oneof these partnerships, we put an actu-arially determined number of dollarsinto a fund. The physician keeps whatis left in the fund at the end of thequarter. We don’t police the physi-cians. They make all their owndecisions, and they operate indepen-dently, but they have the same incen-tives we do. They assume some of the risk.”

Oxford now has about 120 ofthese physician practice partnerships,each with 25 to 50 doctors. Theywork “astonishingly well,” says Bon-giorno.

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THE PROGR A MEach year, 40 MBA students with backgrounds in all seg-ments of the industry — pharmaceuticals, hospitals,consulting companies, medical practices, insurers and thepublic policy arena — enter Wharton’s health care manage-ment program. Approximately 15 percent of those arephysicians, and three to four each year do a joint MBA-MDprogram with Penn’s medical school.

Between 15 and 20 undergraduates a year concentrate inhealth care, and three to four candidates enter the doctoralprogram.

The MBA students are required to take the same corecourses as the other MBAs, as well as five health care majorcourses plus electives. The program also includes anadvanced study project and a summer internship at a healthcare organization.

During its 25 years, the curriculum has continuallychanged to reflect the evolution of health care delivery. Butover the past decade, that pace ofchange has accelerated as new rela-tionships have formed amonghealth professionals, hospi-tals and third party payers.

Last year, for example, acourse was added on collab-orative structures in healthcare delivery in response tothe creation of integrateddelivery networks and newalignments of doctors andhospitals. The course looksat the complex organization-al designs and managementchallenges of these new entities.

In 1990, says Kinney, the department added a course onthe pharmaceutical industry. “Pharmaceutical companiesused to focus mainly on just marketing their products. Nowthey are concerned with cost effectiveness, price pressuresand the challenges of having to sell in a managed care environment.”

“Many of our courses evolve as the environmentchanges,” adds Danzon. “For example, the course on HMOsand managed care used to be called health care financingand it looked at employer considerations in choosing a health plan. While that is still covered, the course now looks more at management and internal controls within HMOs.”

Running throughout the program is the theme of shar-ing risk among different payers, hospitals and physicians,says Kinney. “That involves much more complicated infor-mation systems that look at such things as data on medicaloutcomes, cost benefit and cost effectiveness analysis anddisease management.”

Pauly: “You can never hope

an HMO or Medicare to [cove

some good. So the challen

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The issue of access to health care for the uninsured,among other policy issues, is covered in health economics,while a course on comparative health systems looks at howcountries like England, Germany, Canada and Japan financeand manage health care.

The success of Wharton’s program is indicated by its highrankings in national polls and its ability to draw top healthcare students. “Because of our positioning — in a businessschool, with a strong insurance and economics base in ourfaculty and with strong ties to the medical, nursing anddental schools — we attract business talent which may nothave gone into this field otherwise,” notes Kinney. “Theseare the kinds of people you need to accomplish this task ofintroducing market concepts into a field that has been dom-inated by the old values, which were to spend and not takeaccount of efficiency.”

When the health care program went from being a unit toa full-fledged department in 1983, it also meant the additionof faculty whose primary appointments were in health caresystems. Several of these faculty have been involved inhealth care issues in the national arena: During the debate

over universal health insurance in theearly 1990s, Danzon and Pauly wrote aproposal with two colleagues for nation-al health care reform that would obligate all Americans topurchase basic health insurance and make such insuranceaffordable to all income groups, regardless of their employ-ment status.

Danzon also has done research on Canadian health careand has analyzed pricing systems for pharmaceuticals. Paulyis writing a book on the impact of business on the healthreform debate and, in a separate project, is analyzing HMOs’treatment of new technology and how that influences which kinds of insurance people buy. With a colleague, heis conducting a study on the cost of hospice care for peoplewith AIDS.

Lawton Burns, associate professor of health care systemsand co-author of a recent book called Health Care Management,is part of a four-university research team studying integrateddelivery systems in 10 hospitals. “Right now,” he says,“nobody knows what impact these systems will have. The

Danzon: “Our program exists because health care does respond

to market forces. Competitive pressures have become much more

aggressive and management skills have become essential.”

anymore that you will have enough resources in

all the medical procedures] that can possibly do

e is to decide which are the most worth doing.”

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diseases.

industry is pursuing them with the hope that they will savemoney and improve quality, but nobody has figured out theright questions to ask or the right information to gather.”

Kissick, who is also the George Seckel Pepper Professor ofPublic Health and Preventive Medicine and professor ofhealth care systems, recently published a book called Medi-cine’s Dilemmas: Infinite Needs Versus Finite Resources and isworking on several others. He has also done extensive workwith the state of West Virginia on the cost of medical education.

Skip Rosoff is researching the legal implications of usingclinical practice guidelines in court cases. If a doctor treatspatients according to guidelines laid down by a managedcare organization, for example, and if one of the patients suf-fers damage because a more costly, more invasive procedurewas not used, “one of the key legal questions is: Can the doc-tor defend the treatment by saying that he or she was relyingon the guidelines set by the managed care organization?”asks Rosoff. “To what extent will the courts allow these clin-ical practice guidelines to be used as a defense?”

Faculty research aside, the reasons students choose thehealth care major vary. For students who are doctors, themotives are clear: “One of the spurs to our program was thatphysicians saw these changes in health care coming andthey didn’t want be managed by non-physicians,” saysRosoff. The majority of students, however, aren’t doctors.For them, suggests Pauly, “the intellectual, managerial andinterpersonal challenges of managing our health care systemseem more immediate than doing a deal on Wall Street.”

THE SUCC E SSE SThe complexity of our health care system, and the debateover how much health care should be provided, for whom,and at what price, leads to what Kissick calls the Iron Trian-gle of health care — “the tension in our society betweenaccess, cost and quality, and our inability to balance allthree, or even two.”

The consensus among many educated observers is thatthe successes already achieved by managed care in holdingthe line on costs are an excellent start, although for con-sumers the changes bring certain restrictions, including amore limited choice of doctors and hospitals and closermonitoring of the services covered by their insurance plans.

The whole subject of restrictions leads to the increasingrole that rationing, or as some would prefer to call it, resourceallocation, may inevitably come to play in health care deliv-ery choices.

“Managers need to be taught to ration properly,” saysPauly. “You can never hope anymore that you will haveenough resources in an HMO or in Medicare to do all themedical things that can possibly do some good. So the chal-lenge is to decide which are the ones that are most worth

Mark D. Smith, MD, WG’89:executive vice president, TheHenry J. Kaiser Family Foun-dation

One of the reasons Mark Smithwent to Wharton was because he sees“business as both the culprit and thesolution” in the health care crisis.

“The country is profoundly ambi-valent about the corporatization ofhealth care services,” he says. “Cer-tain aspects of health care havealways been part of the corporate for-profit culture, such as pharmaceuticalcompanies and X-ray machines. Butwhat is new is the increasing num-ber of hospitals, HMOs and physi-cian service corporations that are now for profit.

“People aren’t sure how to feelabout that. We want health care tobe more business-like, more account-able, more efficient, and we want itto have an ethic of customer servicein ways it certainly doesn’t now. Butit makes us a little queasy to thinkabout return on investment when tak-ing care of people with AIDS, forexample.”

Smith is an internist who continuesto do clinical work at San FranciscoGeneral Hospital and has a facultyappointment at UCSF. He also serveson the anti-viral advisory committeeof the FDA, and has chaired the CDC’sHIV prevention advisory committee.While earning his MBA from Wharton,he ran the Philadelphia Commissionon AIDS, and after graduation, wasdirector of outpatient services atJohns Hopkins.

He is now in Menlo Park, Calif., atthe Kaiser Foundation, an indepen-dent health care philanthropy whosefocus is the care of low-income andunderserved Americans and alsoSouth Africans. One of the founda-tion’s grant-making priorities is HIV

The foundation has recently fund-ed a series of patient education factsheets, provider fact sheets, an inter-active CD-ROM for AIDS patients, andneedle exchange and condom distri-bution programs.

One of the issues in the healthcare dilemma that should be moreprominently debated is professionalethics, Smith says. “Part of the prob-lem lies in the realm of public policy.How do you establish a public policyenvironment that rewards the best ofthe business model and restricts itsworst, in an industry that does not actlike other industries?

“Also, there are clear indicationsof market failure in, for example, thefact that 31 million Americans areuninsured. Unless we curb some ofthe unraveling of the traditionalinsurance markets so that there is aplace for spreading risk, these peoplewon’t get cared for very well. Youcould end up with a system that isgreat as long as you are healthy.

“The issue of providing coveragefor the uninsured involves politicaland financial will. There is not a tech-nical solution, no magic bullet way todo it. The question is, do we haveleadership in the political process thatwould make this a priority and builda consensus to handle it? I don’tknow that I see that right now.

“People in almost every aspect ofhealth care, including doctors, nurses,consultants and health policy ana-lysts, have lived through 50 years ofan uninterrupted bull market—always more money, bigger hospitals,higher salaries, higher premium lev-els, more jobs, bigger slices of GNP.That bull market is now over in manysegments. It behooves people all themore to think about what kind of con-tribution they want to make.”

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doing, which is what your patients and members want youto do. Your HMO could pay for bone marrow transplants,but your premiums would be higher. What should be theprotocol for very low birthweight babies? A lot of HMOs aretrying to adopt clinical pathways or guidelines.”

Kissick’s image of health care is as a “quasi-regulated mar-ket system with certain checks and balances ... where healthcare institutions develop budgets, receive capitation payments,and then allocate those funds based on input from consumersas well as providers.” Pauly sees a supply and demand systemwhere health care providers such as HMOs closely monitortheir physicians and reward those who are responsive topatients. Patients for their part choose a health plan based onthe plan’s cost, the services covered and its reputation.

All observers agree that whether the debate is aboutrationing or cost containment or better service, one of thegreat promises for improvement lies in information tech-nology and its potential for better allocating resources,measuring quality and conveying information to buyers andconsumers — ideally with the goal of using informationmore wisely to improve care as well as hold down costs.

“The systems and incentives are right, provided we havegood measures of outcomes,” notes Danzon. “We still havea long way to go before we have reliable report cards [to helpus] compare plans on both outcomes and costs.

“At the same time, there has been enormous growth inthis industry. It’s a very exciting development and the U.S.is leading the world.”

THE A LU M NIAccording to figures from the health care systems depart-ment, alumni of the program fall into the followingcategories: Approximately 30 percent work in health caredelivery organizations, including hospitals, managed care,long-term care and clinical practice; 21 percent in consult-ing; eight percent in pharmaceuticals, biotechnology firmsor equipment manufacturers; six percent in financial ser-vices and insurance; eight percent in educational or researchinstitutions or foundations; three percent in federal, state orlocal government, and the remainder in other health-relat-ed positions.

As a group, Wharton’s health care alumni graduates arean unusually cohesive and activist bunch. Two years ago,for example, 10 alumni and students spent a week in Beijingoffering quality management training to 60 administratorsfrom China’s preeminent teaching hospitals.

In addition, the health care alumni make up one of onlytwo alumni clubs based on industry (rather than geogra-phy), and they sponsor numerous symposia, lectures andconferences, including October’s three-day celebration ofthe department’s 25th anniversary entitled “RedesigningOur Future.”

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At that event, the Robert D. Eilers Memorial Lecturer wasJohn Eisenberg, WG’76, chairman of medicine and physi-cian-in-chief at Georgetown University. The speaker istypically an individual who is distinguished and visible inthe field of health care. “That we have someone of that cal-iber in our own alumni ranks is a sign of the program’ssuccess,” says Rosoff.

“We were the first and the biggest program to train physi-cians in management,” notes Pauly. “Many of them wentoff to be leaders in managed care plans. And we also creat-ed a kind of fifth column in medical schools, people like JohnEisenberg who are spreading the word that physicians haveto start thinking about management issues.” ”

N I

Lisa David, WG’84: partner,APM Inc.

“Everyone involved with servingpatients recognizes that we are in fora period of tumultuous change,”notes Lisa David, a partner in the consulting firm of APM, Inc., in Man-hattan. “As a consultant, there is a lotmore intensity and pressure in whatwe do, but in many respects it’s easi-er because you don’t have to sellanybody on the need for change. It’sa matter of helping them come upwith the right answer.

“We are doing more to improvebasic care than we did eight yearsago,” adds David, who has been with APM since 1985. “The interestsof doctors, hospitals, alternativeproviders and so forth are comingtogether. So you start to get wholeanswers instead of improving thingson the margin. And for people withgood business training there are bet-ter career opportunities than everbefore, including all kinds of new busi-nesses as well as new roles in all thetraditional health care organizations.”

APM works mostly for health careproviders, including hospitals, largemedical groups and institutionalprovider networks. “We are lookingfor cost efficiencies, better coordina-tion of services from the patients’perspectives, and the delivery ofhigher quality, more proactive care,”

M A G A Z I N E

David says. This could mean design-ing a provider network’s relationshipwith managed care companies and/orhelping decide the network’s organi-zational structure. APM also looks athow hospital processes are configuredto deliver care, and analyzes infor-mation systems to determine appro-priate technology use.

In some respects, David says, “thedelivery structure is being redesignedby the health care providers them-selves. What is not being answeredare the policy issues of who is coveredand how many standards of care wehave in this country. The current dia-logue will get worse in terms of whatwe are willing to pay for. We willhave more uninsured, and there willbe a greater discrepancy betweenwhat those with coverage will haveaccess to, and what those who don’t,won’t.”

There are reasons for concernover health care, David says, “but thepotential for doing the right thing isthere ... For every company I seecoming in to make money, there isanother company that is getting paidto do it better from a patient’s per-spective. A good number of managedcare companies do well because theyactually are doing a better job ofworking with the patient, not justrestricting access. There are modelsout there to follow.”

F E A T U R E

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CARLOS M. DE LA CRUZ, W’62, WG’63CHAIRMAN AND CEO, DE LA CRUZ COMPANIES

Strategically speaking, Carlos M. de la Cruz has the ability tolook into the future and determine how the forces of compe-tition will shape his business and career.

For example, in the early 1980s as a banker in Miami, de laCruz looked around him and realized that however much heloved the city, “it was not a headquarters town for large bankholding companies. To stay in banking would have meantmoving, most likely to Charlotte or New York City.

“Also, I didn’t see that the industry would permit a smallbank to survive. When I got into banking 30 years ago, therewere about 15,000 banks in the U.S. How many are there

now? Local banks had a role toplay in the old economy. Sincethen, Eurodollars, the globaliza-tion of the economy, the loweringof tariff barriers and the inter-change of data have altered thewhole financial picture.”

In 1984, de la Cruz saw an oppor-tunity to change careers and still use his expertise in sales andfinance. He bought Eagle Brands, Inc., the Anheuser-Buschbeer wholesale distributorship for Dade County. Two yearslater he acquired the adjoining distributorship [from MichaelCameron, WG’76], more than doubling the company’s size.Today Eagle Brands has sales of $100 million. In addition, dela Cruz has three car dealerships — Miami Honda, CentralHyundai and Sunshine Ford — with combined sales of approx-imately $200 million. And last month he purchased Coca-Cola’s Puerto Rican bottling operations.

A strategic issue that every company should always con-sider, de la Cruz notes, is “what kind of value your service willhave in the future from the point of view of the economy. Forexample, as retailers get larger and the Walmarts of this worldstart selling more and more of your products, does that alterthe role of the wholesaler vis a vis the market?”

While de la Cruz is well-known in the Miami business com-munity, he is probably equally well-known among the city’scivic organizations, many of which have benefited from hisphilanthropy. Although de la Cruz recently cut back on hisvolunteer activities — choosing to focus primarily on the Unit-ed Way of Dade County and the University of Miami where heearned a law degree in 1968 — he has been involved over theyears with Mercy Hospital, the Greater Miami Visitors andConvention Bureau, Miami Partners for Progress, GeorgetownUniversity and Florida International University (serving thereas founding co-chairman of the Black Educational ScholarshipTrust), among others.

Civic responsibility is part of a family tradition. In Havana,Cuba, where de la Cruz and his wife Rosa were born, the de laCruz family founded La Liga Contra el Cancer, Cuba’s largestcharity, in 1926. “My grandmother was president of the vol-unteer organization for years and I remember visiting it as a

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child. Basically I have always thought that if you have the abil-ity and time to get involved, you should. It was alwaysexpected of me.”

After graduating from Phillips Academy, Andover, in 1959and Wharton, de la Cruz worked for Citibank in New York,then moved to Spain and ran a mutual fund for the Rockefellerfamily. In 1970 he joined a merchant bank company andheaded its portfolio management department. He moved backto the U.S. in 1975 and continued his career in banking. From1982 to 1984 he was president of the Spanish-owned MiamiNational Bank.

De la Cruz and his wife have five children and six grand-children and live in Key Biscayne. Throughout their home isan extensive contemporary Latin American art collection which,de la Cruz says, has been tended to primarily by his wife. “Heragenda dovetails with mine in the sense that we only collectworks by artists of Latin American origin,” says de la Cruz. “Weare trying to give them access to museum shows and help thembe seen and considered. Rosa and I work closely with PatrickMurphy, director of the Institute for Contemporary Art [at Penn],and he has shown several of the artists in our collection.”

JOSE ANTONIO BALTODANO, W’73CHAIRMAN AND CEO, MERCON COFFEE CORP.

If you want to start your own company, says Jose Antonio Bal-todano, work for one or two years for another company so thatyou learn the systems, and don’t try to save money on people:Hire the best available.

Baltodano, who started Mer-con, the second largest coffeeimporter in the U.S. with salestoday of about $280 million, fol-lowed half his advice. The qualityof Mercon’s 35-person workforceis “better than average,” Balto-dano notes, adding that he makes a point of compensatingemployees well and working hard to create an entrepreneurialenvironment in his 14-year-old firm. As for the other sugges-tion, “the first four years were difficult. I worked very longhours developing new systems — control systems, accountingsystems, and so forth. I think it is probably better to learn exist-ing systems and improve them so that you don’t have to startout designing everything on your own.”

But that was back in the ‘80s. Today, Mercon imports cof-fee from all parts of the world, including the Far East, Vietnam,Indonesia, Thailand, Africa and all Latin American-producingcountries, and sells it to roasters in the U.S., Canada and Japan.Its 11 percent market share is second only to Cargill’s. Com-pany headquarters and traders are in New York, whileBaltodano operates out of the company’s management officein Miami.

Baltodano was born in Managua, Nicaragua, but left tocome to Wharton for two reasons: The reputation of theundergraduate program and his family connections to Penn.

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His father and two brothers went to Wharton and his grand-father went to Penn’s medical school in the late 1800s. In 1973,Baltodano returned to Nicaragua and worked for the family cot-ton and coffee business until most of their property wasconfiscated by the Sandinistas. “Business conditions were suchthat the best option was to emigrate,” says Baltodano.

He returned to the U.S., graduated from Harvard BusinessSchool in 1982 and then started Mercon in New York. Thecompany is private, with 60 percent of the shares owned bythe family.

Baltodano and his wife, an architect, live in Coconut Groveand have two daughters, 13 and 9.

“Coffee consumption in the U.S. dropped about seven per-cent during the last 12 months due to the high prices ofcoffee,” says Baltodano. “What has gone up has been sales ofspecialty/gourmet brands. Coffee shops have basicallyincreased their share of the U.S. market, which means thatconsumers drink a better coffee today than they used to drinkfive years ago.”

JAIME ALVAREZ, WG’87DIRECTOR, A&M INTERNATIONAL

Being successful, Jaime Alvarez has found out, means that youhave to work more, not less. At least that’s been his experi-ence as director of A&M International, a globalcargo/transportation company started in 1992 by Alvarez anda friend from high school days.

Today, A&M has 18 employees and $7 million in sales. Itships vehicles, containers, heavy equipment, whole industri-al and asphalt plants and other loads from sellers in the UnitedStates to buyers throughout South America. Among A&M’sbiggest clients are IBM, Hewlett-Packard and Caterpillar.

“We’re getting into the major leagues,” says Alvarez. “Itused to be that we competed with small companies, but nowit’s the bigger companies, who are very professional and haveyears of experience and good reputations. We have to makesure our service is better than theirs, which is a very big chal-lenge. But I think we are succeeding little by little.”

Alvarez was born in Lima and earned a degree in industri-al engineering from the University of Lima. After graduatingfrom Wharton he returned home and worked first forGoodyear Co. and then for an insurance brokerage. He sub-sequently spent five years as finance manager at PanAmericana, the largest television network in Peru.

While still at Pan Americana, he helped his friend and nowpartner start up A&M International. In 1993 it became a fulltimejob. Alvarez, who lives in Miami Beach, works about 12 hours aday, and travels about 50 percent of the time to visit clients.

“We first started in Peru, then expanded to Ecuador, thenChile, Argentina, Brazil andBolivia, and now we are movinginto Colombia and Venezuela.There is the potential for the wholeSouth American market.”

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YASMINE ZYNE, W’76ASSISTANT GENERAL COUNSEL, RYDER SYSTEM, INC.

As a member of Ryder System’s law department, one of YasmineZyne’s areas of expertise is employment law. She reviews thecompany’s human resource policies, monitors employee legalissues, researches changes in employment law and does whatshe can to ensure that “employees like working here,” saysZyne.

If her own work history servesas an example, she must be doingsomething right. Zyne first joinedthe Miami headquarters ofRyder— a $4.7 billion transporta-tion and business servicescompany with 43,000 employeesscattered around the U.S., Canada, Western Europe, Mexicoand recently, South America—as a summer employee duringhigh school in Coral Gables. After graduating from Wharton,she went to Georgetown Law School, where she worked sum-mers as a law clerk for Ryder. In 1980, she was hired fulltimein the general counsel’s office.

In addition to employment law, Zyne, who is one of fiveassistant general counsels in a 21-lawyer department, super-vises the environmental lawyers to ensure compliance withenvironmental laws and to negotiate contracts with environ-mental vendors. She also oversees lawyers involved in thepurchase, sale and leasing of real estate.

Ryder System, says Zyne, is considered both an innovativeand civic-minded employer. It recently built a daycare centerthat offers subsidized care and preferential placement to Ryderemployees, and a year ago contributed money to establish theRyder Trauma Center at Jackson Memorial Hospital. For herpart, Zyne recently served on the board of directors of theYoung Leaders Group of the American Red Cross. She and herhusband and their two daughters, ages 8 and 10, live in BocaRaton, 55 miles north of Miami.

“As a city, Miami has a lot to offer,” says Zyne. “A new performing arts center is being built that will bring alot of new talent. And tourism is starting to rebound.”

BERNARDO LOREDO, WG’79MANAGING DIRECTOR, FIRST CAPITAL ADVISORS;

ENTREPRENEUR

Bernardo Loredo’s life is an interesting mix of portfolio man-agement and Cuban sandwiches.

He has spent the last two years in Miami managing high networth individuals for First Capital Advisors, a minority-ownedinvestment boutique whose main business is merchant bank-ing. The majority of the firm’s members are Hispanic orAfrican-American.

At the same time, he and a partner, Rinaldo Cartaya, WG’79,opened their first Cuban sandwich restaurant—Bocatidos—ayear ago in Coral Gables, and a second one in November.

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“Its a brand new fast food concept,” says Loredo, noting thatCubans have a reputation for making the best sandwiches inLatin America. Bocatidos offers a varied menu, but its mainattraction is a ham, swiss cheese, pickles and pork sandwichthat has been popular enough with consumers to allow theCoral Gables restaurant to break even within six months. “Theidea is to go public, but we need to open six restaurants andraise more money before we can consider this,” says Loredo,who already has the backing of one major investor and sever-al smaller ones.

Loredo was born in Cuba and moved with his family toPhiladelphia when he was eight. He graduated from Villano-va in 1973, then spent four years at Ernst & Young beforeentering Wharton. In 1979 he worked at Booz Allen & Hamil-ton for one year, then at Citibank for five years, where he wasan investment advisor to wealthy Latin American clients, pri-marily from Mexico.

He moved from Citibank to become president of LadenburgThalmann & Co. and start their asset management business.After four years he left to join First Capital Advisors. Loredo ismarried, has a three-year-old son, and lives in Key Biscayne.

“Miami is the perfect place for meat this juncture in my life andcareer,” says Loredo. “All the LatinAmerican countries are pursuingfree market policies. It started inChile and Mexico and is nowmoving to Argentina. At somepoint Brazil will get its act togeth-

er too. Eventually these markets will be integrated with theAmerican market, which for me means being exposed to a lotmore entrepreneurial opportunities.”

KEVIN MAY, WG’92PRIVATE CLIENT SERVICES, GOLDMAN SACHS

Although he has been out of Wharton less than four years,Kevin May already feels like he has experienced a major careershift, or as he puts it, a “major detour” from where he started.

In 1992 he joined McKinsey & Co. in Caracas, where heworked on a Latin American entry strategy for a U.S. consumergoods company, domestic and international growth strategiesfor a Colombian apparel producer, and turnaround strategiesfor a Venezuelan poultry producer and plastics manufacturer,among other projects.

Two years later he moved to the private client services areaof Goldman Sachs, where he spent seven months in their train-ing program in New York and London before settling down inMiami last March. May, who speaks Spanish and Portuguese,manages portfolios for wealthy individuals throughout LatinAmerica, primarily in Venezeula, Peru and Brazil.

It’s significantly different from what he was doing at McK-insey. “Both McKinsey and Goldman Sachs are veryrelationship-driven, but here it is much more portfolio man-agement-oriented rather than project-oriented. I really enjoy

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being in the markets day in andday out. I am managing invest-ments as opposed to helpingorganizations ...

“In a way, I am in business formyself in that I have to build myown portfolio of clients. I have tobe a self-starter every single day, although I also work with ateam in Miami and have contact with people in New York andLondon and throughout the rest of the firm.”

May, whose father was an Air Force pilot, was born in Sacra-mento, graduated from high school in Rogers, Ark., and wentto Washington University in St. Louis, where he met his wifewho is Venezuelan. They live in Coral Gables. “Miami is agreat city,” he says. “It is the port of entry to Latin Americafor the U.S. and vice versa.”

TED MILLER, WG’74SENIOR VICE PRESIDENT/MANAGER,

ATLANTIC SECURITY BANK

“If you are going to do business in Latin America, Miami is theplace to be,” says Ted Miller, senior vice president/manager forAtlantic Security Bank. “The staff one can assemble here is bi-or tri-lingual, and they are familiar with the markets. I can beat the airport in 20 minutes on board a non-stop flight to anymajor city in Latin America. It’s enormously convenient.”

Miller should know, since he travels constantly around theU.S., Latin America and Europe in his position as head of lend-ing for Atlantic Security Bank, which he describes as a “veryprofitable, small merchant trade finance bank” with about$650 million in assets and net worth of $250 million. Thebank, whose president is Carlos Munoz, WG’74, is owned bya Bermuda holding corporation called Credicorp Ltd., whichalso owns the largest private bank and largest private insurancecompany in Peru. The bank, Banco de Credito Del Peru, is runby Raimundo Morales, WG’70.

“Also, one of Atlantic’s directors, Fernando Montero,WG’69, is a Wharton graduate,” adds Miller. “Credicorp hasone of the largest contingents of Wharton graduates in LatinAmerica, eight to ten at any one time, maybe more. There arefive in Atlantic Security alone.”

As head of lending for the bank, Miller is responsible fortrade transactions that have their origin or destination in LatinAmerica. “For example, we have financed shipments of wheatfrom Argentina to Belgium, theimportation of hops from Aus-tralia to Colombia and phonesystems from Canada to Peru.We are generally short-termlenders,” says Miller, who speaksSpanish, Portuguese and under-stands French.

Miller was born in Syracuse, N.Y., grew up in Whittier, Calif.,and attended the University of Southern California. He flew

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According to Robert B.Goergen, turning a busi-ness around isn’t exactlyrocket science. “I wasinterviewed once by a reporter from Fortune magazine aboutwhat I had done to resurrect a household consumer prod-ucts company back in 1986. The reporter’s reaction was:Isn’t that what management is supposed to do? I said yes,but they weren’t doing it.”

Goergen should know. Not only is he an ex-nuclearphysicist, but an entrepreneur’s entrepreneur who hasearned his money the hard way — by running the compa-nies he buys.

Goergen is currently chairman, CEO and president ofBlyth Industries, Inc. Over the course of 18 years, he has

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taken the company froma $2.8 million regionalmanufacturer of grocerystore and religious candles

to a $300 million industry leader that designs, manufac-tures and markets an extensive line of candles, fragranceproducts and candle accessories. Sales for 1996 are project-ed at $400 million. Current market value is $800 million.

Goergen owns more than ten million shares of commonstock in Blyth, which went public in May 1994 at $8.25 ashare and was recently trading at $27 (adjusted for a December 1995 100% stock dividend). It’s a stunningly successful illustration of a formula that Goergen has adher-ed to since his first “hobby investments” of the mid 1970s: Freedom = net worth.

N , WG ’ 6 2 , T U R N E D A

E S T M E N T I N T O A $300E R O F C A N D L E S , F R A -

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T H E RO C K ’ N ’ R O L L Y E A R S Goergen didn’t start out planning to be an entrepreneur. Hegrew up in a working class suburb of Buffalo to parents whodivorced shortly after he was born. His mother’s firm beliefin the importance of education, plus his own aptitude formath and science, led him to a scholarship at the Universi-ty of Rochester where his initial plan was to study nuclearphysics. It took a summer job researching the field of air-borne radioactivity to convince him that he wanted a careerwith more people interaction.

“Friends suggested I might like to be president of a com-pany. Okay, I said, how do I do that? The answer was getan MBA.” With the bulls-eye determination that wouldcharacterize his later business dealings, Goergen applied toWharton, was granted a fellowship, finished the courseworkin 18 months and landed a job with Procter & Gamble for$7,600 a year.

At P&G, after taking a long look up the brand man-agement career ladder, he decided to move on to TheMcCann-Erickson advertising agency. Among his successesas a senior account executive for Coca-Cola was persuadingthe company to switch its ad music from the sedate rhythmof The Limelighters to the rock ’n’ roll beat of Diana Ross,Tom Jones and the Beach Boys.

In 1966, Goergen joined McKinsey & Co. and worked pri-marily with large consumer goods companies like Heublein,PepsiCo and Mobil Oil. Within four years, he was made aprincipal, one of a select group that included, among oth-ers, future IBM chairman/CEO Louis V. Gerstner, Jr. andAmerican Express chairman/CEO Harvey Golub. Three yearslater, he was ready to move again.

“McKinsey tended to work with big companies. I wasinterested in small companies,” says Goergen. “And at McK-insey, no matter how well you did, you were paid a salary. Iwanted significant equity.”

At age 35, Goergen landed a venture capital position withDonaldson, Lufkin & Jenrette and after several years becamethe managing general partner of three private equity capital partnerships. He did so well on one of his firstinvestments — putting $500,000 into a fledgling citizensband radio company early in 1973 and selling out two yearslater at a profit of nearly $7.5 million — that Forbes maga-zine wrote a two-page feature on his successes in 1977.

Ironically, by the time the Forbes article appeared, Goer-gen had already made decisions that, unbeknownst to him,would result in his leaving Wall Street and his home inGreenwich for a new job in Chicago and a room at theChicago Athletic Club.

L O O K I N G F O R E Q U I T YWhile still at DLJ, Goergen had begun a series of “hobby”investments with several partners who, like himself, were itch-

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ing to make money on their own. He put $7,000 into DeltaFilter Corp. of Albany, N.Y., and $35,000 into the Ham-merBlow Corp., a Wisconsin manufacturer of couplers foragricultural and off-road vehicles.

Sandwiched between those two was Valley Candle Co., amanufacturer of church and grocery candles based in Brook-lyn, N.Y. Goergen, his attorney and two entrepreneurs eachcontributed $25,000, borrowed the rest and bought the com-pany for approximately $1 million.

Goergen spent his weekends advising Valley Candle man-agement, and within one year the company had acquiredCandle Corp. of America (CCA), a Chicago-based manufac-turer serving the restaurant and Hispanic markets.

The deal changed Goergen’s life. Valley Candle borrowed$3 million to meet the purchase price and, in a characteris-tically bold move, Goergen personally guaranteed the loan.

Back then, it didn’t seem like much of a risk. “Every timewe made an acquisition and had to borrow more money,”Goergen says, “I guaranteed it. I was confident these com-panies were so mismanaged that we could turn themaround.” CCA, however, was different.

Within several months, it became clear to Goergen thatthe management team in Chicago was not up to runningwhat was now an $11 million company. Suddenly it lookedas if the whole operation might fail. “I went to the boardof directors and offered, under certain conditions, to comein full-time as CEO,” Goergen says, noting that the $3 mil-lion guarantee was a “significant motivating factor” in hisdecision. “But I also saw this as an opportunity to turnaround the company and build up equity. My theory — andI have nuclear physics examples of what I mean — is thatreal freedom and independence is a function of net worth,not salary or income. And so I left Sprout to focus on Candle Corp.”

Goergen moved into a rented room at the Chicago Ath-letic Club and began the long, slow business of “doing whatmanagement is supposed to do.”

T H E L E A N T E A MThe headquarters of Blyth Industries is spare. A no-frillsindustrial carpet winds throughout plainly decorated officesand ends up in a conference room furnished with a tablebought at Drexel Burnham’s bankruptcy auction. The officesite was chosen primarily for its proximity to the Greenwich,Conn., train station 200 yards away.

Blyth Industries has 1,700 employees, 800 of them locat-ed in and around Chicago, the seat of the company’sfinancial and administrative functions and major manufac-turing and distribution centers.

The Greenwich headquarters, by contrast, houses a leanteam of five professionals and three support staff. Its loca-tion reflects Goergen’s desire to stay in the community wherehe and his family have lived since 1977.

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Blyth is, in fact, the parent company of two subsidiaries— Candle Corp. of America and PartyLite Gifts. It designs,makes and sells candles, scented candles, outdoor citronel-la candles and fragrance products, including potpourri, andmarkets a broad range of related accessories. Products aresold under the brand names Colonial Candle of Cape Cod,Mrs. Baker, Carolina Designs, Ltd., Old Harbor, Gardens &Groves, Aromatics, PartyLite Gifts, Candle Corp. of Ameri-ca and Eternalux.

The company’s operating strategy has been, and contin-ues to be, growing through new product development aswell as acquisitions.

Over the past 18 years, that strategy has gone throughfour phases, beginning in 1977 with Goergen’s decision to camp out in Chicago for as long as it took to turn CCA around.

“At the time we were very bootstrapped. One of our ven-dors announced to me in 1978 that he had more money viaaccounts payable in the company than I did. But that yearwe managed to acquire a $2 million high-end candle com-pany called Charmwick based in Santa Cruz, Calif., and in1981 bought $1 million Best Candles Florida in Miami.”Candle Corp. of America (formerly Valley Candle) began toexpand into the mass market.

From 1982 to 1985 — phase two — CCA focused mainlyon new products, including the development of outdoorpatio candles (citronella). “The key was introducing newproducts with relatively high gross margins, increasing salesvolume, lowering manufacturing and purchasing costs, andat the same time constantly adding new people in sales,manufacturing, marketing and the creative end.”

Meanwhile phase two also coincidedwith what Goergen calls “a

diversion,” referring to athree-year period when he

and two partners boughtand ran Rayovac Corp.,a $160 million batterymanufacturer thatwas then losing about$25 million a year.

Unlike other in-vestments, however,

Rayovac called for a full-time commitment.

Goergen and his two part-ners divided and conquered —

Goergen in charge of Rayovac’s Euro-pean operations plus the financial and human resourcedivisions, another partner in charge of the U.S. operation anda third partner in charge of Japan and Mexico. Within sixmonths operations were at break even and Rayovac was wellon its way to becoming a profitable battery company.

In 1986, Goergen and his partners sold the company tothe management team, and Goergen spent the next year as

“I ESTABLISHED MARKETINGROFIT CENTERS SO THAT PEOPLERKING IN FOOD SERVICE CONCEN-

ATED THEIR EFFORTS ONLY IN THATREA AND DIDN’T WORRY ABOUT ALMART OR BLOOMINGDALE’S OR

THE CATHOLIC CHURCH.”

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interim CEO of Clopay, a household consumer productscompany based in Cincinnati that had been one of theSprout deals back in the 1970s. Clopay was sold that yearthrough a tender offer.

“There I was in 1986. My partners and I had made a lotof money in Rayovac. I could have retired,” Goergen says.“I thought about working on my squash game and becom-ing a regional amateur.” Instead, he decided to direct hisenergies back to the candle business.

Enter phase three. From 1986 to 1991, Blyth acquiredthree companies, all in the consumer area, all of them los-ing money. The expansion brought CCA to $50 million insales and added growth in the mass market area, in inde-pendent gift stores and department stores and, withPartyLite, in the direct selling area. “We picked the bestmanagers and built up strong teams. That was the key,”Goergen says.

All along the way, Goergen was continuing his philoso-phy of converting from low gross margins to high grossmargins in order to have money for marketing and adver-tising, and in order to keep bringing out new products.“While I was doing that, I had to build up critical mass,which meant we always had to bootstrap and leverage.”

It was around this time that Goergen started selling stockin the company at book value to senior managers and plantmanagers. “We offered options that were very affordablebecause we wanted to encourage people to participate. Ithink it’s important to have stock in something you go toevery day,” Goergen says. Since the company’s IPO in 1994,all the management stockholders have become millionaires,in some cases several times over.

Goergen was also emphasizing his market segmentationphilosophy of selling candles. “I established marketing prof-it centers so that people working in food serviceconcentrated their efforts only in that area and didn’t worryabout Walmart or Bloomingdale’s or the Catholic church.”In 1990 he started a brand management system, workingwith his managers to create pricing policies, product poli-cies and distribution strategies. “I feel that most peopledon’t start out as superstars. So if you can channel themwith a strategy and help them focus on certain goals, thechances of their becoming a superstar are much higher.”

The road to stardom for Blyth employees is clearly linedwith market fundamentals, including constant marketresearch into what consumers — both the retailer and enduser — want in terms of color, price, fragrance and packaging. “Our strategy has always been to have the rightproduct at the right price in the right channel of dis-tribution,” says Goergen.

T H E R O A R I N G ‘ 9 0 SPhase four, from 1992 until the present, has brought anoth-er round of expansions. Among them, $12 millionAromatic Industries in Rancho Cucamonga, Calif., a pot-

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pourri company bought in1992 because Blyth’s marketresearch showed that pur-chasers of fragrance candlesalso bought potpourri. In thetraditional Goergen style,Blyth bought the ailing com-pany for well below bookvalue, turned it around, andintegrated it into Blyth withina year. Blyth has also steppedup its exporting efforts, pri-marily in Canada and Europe.

In May 1994, when saleswere at $157 million, BlythIndustries went public, offering3.7 million shares and raising$33 million for the company. “We were leveraged, andgoing public would pay off our debt,” Goergen says, whichit did, although the company recently took on another $25million in a private placement note to build a plant outsideof Chicago and double the size of a distribution center in Ply-mouth, Mass. About 30.7 million shares are currentlyoutstanding. Forty-six employees have stock options, andall employees can buy stock through a company profit shar-ing plan.

Going public was also an opportunity for Goergen tomake his fortune, again and in bigger numbers. Blyth stock— of which 5.6 million shares were owned by Goergen —opened at $18.50 the day of the offering, making Goergena millionaire a hundred times over. Within approximatelyone year, the share price had doubled; recently it tripled andin December it split two for one.

It’s not only the stock price that is impressive. The $300million in sales which the company had logged by the endof 1995 is an increase of 39.5 percent over 1994 sales of $215million. The current growth rate of the $1 billion candlemarket is estimated by Blyth managers at 15 percent.

The company’s gross profit margin is 50 percent, up from30 percent in 1990. Operating profit margins are slightlymore than 10 percent. Return on equity is 30 percent, approx-imately double that of other consumer goods companies.

Meanwhile, the company continues not just its phe-nomenal growth, but also its evolution. Discussion duringa management meeting in August focused, in part, on repo-sitioning Blyth over time more as a home fragrancecompany than just a candle and candle accessories compa-ny. “Consumer research tells us that candles are growing somuch because they are a convenient way, and an emotion-al way, to deliver fragrance in the home,” says Goergen.“Not in dining rooms where you don’t necessarily want ascent, but in living rooms, bathrooms, bedrooms, kitchensand outdoors. A lot of products are already geared to this— sachets, potpourris, air fresheners, and so forth. That’swhere the market growth is.”

A FORMER MANAGEMENGOERGEN IS AN ACTIVE M

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T H E R I G H T S T U F FInside Goergen’s Greenwichoffice is a plaque given to himby a business colleague whenBlyth went public. The dedi-cation ends with the words:“... to a man who has figuredout a new use of the term ‘Liv-ing By Your Wicks.’”

Clever, but it doesn’t quitecapture Goergen’s ability toconcentrate with razor-likeintensity on the particularoperational problem at hand.Or, as he did once during the

‘80s, to juggle the management of five different companiesat once.

“When I go into a company, I’m very analytical. I lookfor the jugular issues,” says Goergen. “I ask tough questionsand then I don’t forget the answers. Partly it’s a result of mytraining at P&G, McCann-Erickson and McKinsey.”

Many times “people do dumb things,” says Goergen.“Someone is looking for volume instead of for profitability.Or someone says they are spending according to budgeteven though the sales aren’t there to justify it. Or a compa-ny has two different sales forces even though combiningthem clearly would reduce costs, simplify communicationsand increase effectiveness.”

The challenge is locating the “right” companies — low-tech businesses that sell low-ticket, consumable items, “likerazor blades” — buying them at the “right price”, i.e. at orunder book value, and doing the necessary homework.

“My partners and I always made sure that when webought a company from a larger one, we knew more aboutthat company than the owner. And we always came intothat company on day one with a game plan.”

Goergen’s acquisition strategy has been “to build networth and keep every tub on its own bottom. Each com-pany would be separate. If one went down the tubes, itwouldn’t kill me financially.

“I was always investing and trying to help these compa-nies, because I didn’t know what was going to happen atCandle Corp. Would it grow or not? Someone asked meduring the IPO in 1994 if I always knew that this was goingto be a terrific company. The answer is no.”

To hedge his bets, Goergen in 1979 set up The RopartGroup to handle his investment, as opposed to his manage-ment, activities. The group typically has focused on privateequity investments, turnarounds and acquisitions, but for thelast three years has been relatively inactive. In the late 1980s,Goergen sold out several of his earlier investments, includ-ing Delta Filter and The Hammerblow Corp., to concentratemore heavily on Blyth, and in 1994, when the company

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went public, he ratcheted his commitment to Blyth evenhigher. It now takes up about 90 percent of his time.

Today The Ropart Group has 10 private equity invest-ments, including, most recently, ownership in two smallspecialty finance firms. Goergen has a multiple stock port-folio which he manages himself. He also owns 56,928 sharesof the Xtra Corp., one of the largest trailer leasing compa-nies in the U.S., and is chairman of the board but plays norole in the day-to-day operations of the company.

“My style was always to put a lot of energy into the deals,negotiate some equity for the management — I considermyself the key manager — get the company on course andthen back off. Except with Blyth.”

S T O C K T I P S A N D N E G O T I AT I O N A D V I C EIn a speech he gave to the William Simon Graduate Schoolof Business Administration at the University of Rochester in1991 on “Financial Entrepreneurship in the 1990s,” Goer-gen named five key factors to success. One of them was “thevalue of an understanding spouse.”

Goergen met his wife Pamela, a graduate of ImmaculataCollege, in New York City when she was working as a

management consultant. The couplemarried in 1968, and now have

two sons, ages 25 and 23, oneof whom works at

McCann-Erickson andthe other at DLJ.

Although PamelaGoergen left her jobshortly after her children were born, the MBA degree she

earned at night atBaruch College in New

York City has been use-ful: She is an active mem-

ber of Blyth’s board, and isoften recruited to be president or

treasurer of fundraising committees forlocal schools, libraries, hospitals and museums. She is a pastdirector of the United Way of Greenwich. She also managesthe couple’s three homes in Greenwich, North Palm Beach,Fla., and Quogue, New York.

Goergen seems to have passed the investment gene on tohis children. During one particular day last summer, two ofthe phone calls into his office were from his sons: One hada new stock issue to suggest, the other asked for advice onnegotiating the purchase of an apartment.

Goergen, 57, has continued a strong relationship with hisalma mater, The University of Rochester, and currently servesas chairman of the board of trustees. In 1993 he was headof Rochester’s presidential search committee. His belief thateducation can make a difference in the quality of people’s

“I DON’T WANT A HULA HOOP OR THE TROLL DOLL —IVIDUAL PRODUCTS THAT SUDDENLY

OUBLE OR TRIPLE YOUR SALES ANDEN CRASH. IT ’S NOT HEALTHY. WHATWE NEED IS TO CONSTANTLY DO

THINGS A LITTLE BETTER.”

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lives is reflected in his establishment of The Goergen Foun-dation in 1986, a charitable giving vehicle for his family thathas a heavily educational orientation.

The other keys to financial success cited by Goergen inhis 1991 speech included: ■ Learn on other people’s money. “No one is born an entre-preneur; on-the-job operating experience will lay the basicfoundation.”■ Real time performance: “Whatever your job, do not simply meet expectations. Rather, perform very well andexceed others’ expectations. Credibility is more importantthan capital.” ■ Omphaloskepsis. (Read on.)

When Goergen decided not to pursue a career in physics,he realized he had missed out on a significant amount of lib-eral arts education. To fill in the gaps he took French lessonsand art history courses and began to build up his vocabu-lary by writing down interesting words on 3x5 note cards,words like “jejune,” “turbid,” and “omphaloskepsis.”

A literal translation of “omphaloskepsis” is the philoso-phy of studying one’s navel. Goergen translates it as thepractice of looking inward periodically to examine yourselfand your long-term goals. “I don’t recommend doing it everyweek or every month, or using it to make peer group com-parisons. Once a year is okay, but no less than five years.

“I decided in 1993 to make a five-year commitment to beCEO of Blyth. In 1998 I’ll be 60, and I’ll take another look.Will I want to continue on here? Will I start planning formy successor? What are my interests and do I want to devotemore time to them? How healthy am I? I don’t know theanswers now. What’s important is the process of settlingdown and examining your goals.”

There are two other words that Goergen frequently usesto make his point, and both are featured in Blyth’s 1995annual report. “‘Meliora,’ which means never being satis-fied, because as soon as you are, you will be killed by thecompetition. And ‘kaizen,’ or making progress in smallsteps. I don’t want a hula hoop or the troll doll — individ-ual products that suddenly double or triple your sales andthen crash. It’s not healthy. The only sustainable item likethat has been the Barbie doll. What we need is to constantlydo things a little better.”

“It’s more fun to make money than to have it,” says Goer-gen. “Having it can be a burden. It means you need to startdealing with lawyers and thinking about estate planningand municipal bonds. You worry about preserving, ratherthan creating or building or growing.”

Goergen is clearly not done with the creating and build-ing part. “Maybe I’ll be sitting here five years from now andmaybe we’ll be doing a billion dollars in sales along withmore acquisitions, greater expansion into Europe, more newproducts. Whatever the future brings, we’ll be helping thiscompany grow.” R.W.S.”

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RESEARCH WIREBELOW IS A SUMMARY OF SEVERAL RESEARCH PROJECTS RECENTLY COMPLETED BY WHARTON FACULTY.

R E S E A R C H W I R E

DO GROWTH STOCKS ULTIMATELY

JUSTIFY THEIR PRICE?

onventional Wall Street wisdom echoes Graham andDodd, who asserted more than 50 years ago that

investors paying more than 20 times average earnings for astock typically stand to lose considerable money in the longrun. But according to Wharton Finance Professor Jeremy J.Siegel, this conventional wisdom is wrong.

In a recently published study in the Journal of PortfolioManagement, Siegel analyzed the subsequent returns of the“nifty-fifty,” a group of highly capitalized growth stockswhich were touted in the early 1970s, but crashed in the1973-74 bear market. He found that the long-term perfor-mance of these stocks often justified price-to-earnings ratiosof 40, 50, or even higher. And, contrary to popular wisdom,these stocks as a whole were not overvalued relative to themarket at their 1972 price peak. “Investors should not fearhigh-cap growth stocks which sell at 30 or more times earn-ings,” Siegel says. “Many of today’s star performers, such asCoca-Cola, Disney and McDonald’s, were members of thenifty-fifty.”

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Jeremy J. Siegel; The Nifty-Fifty Revisited: Do Growth Stocks Ulti-mately Justify Their Price?

CEOS HIRED FROM OUTSIDE EARN MORE

THAN THOSE PROMOTED FROM WITHIN

EOs hired from the outside earn salaries and bonusesaveraging 13 percent more than those promoted from

within, a Wharton study has found. And when factors suchas firm size, profitability, age, and influence over the boardof directors are controlled for, the study found that externalsuccessors’ salaries soar to as much as 36 percent more thanthose of their internally promoted counterparts.

Evidence from a sample of 305 CEOs analyzed for thestudy validates the hypothesis that external CEOs who lackfirm-specific skills earn more than CEOs promoted fromwithin. The study’s authors suggest that in some situations— particularly when there’s a desire to forego the ways of thepast — firm-specific skills may even be undesirable.

$4

Dawn Harris and Constance Helfat; Specificity of CEO HumanCapital and Compensation

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HOW TO GAIN A COMPETITIVE ADVANTAGE

IN THE BANKING INDUSTRY

s mergers, downsizing and regulatory changes contin-ue to reshape the banking industry, a new Wharton

study has quantitatively identified several areas in whichbanks can gain competitive advantage: managing risk,increasing customer satisfaction, and exercising prudence incapacity management (for example, adding new branchesand new employees).

The study, sponsored by the Wharton Financial Institu-tions Center, analyzes 219 large banks between 1984 and1992 and finds that while banks differ widely in their abilityto manage risk, large banks take on relatively more risk asmeasured by the stock market’s assessment of their risk. Thestudy’s author, Gerald R. Faulhaber, also found that if a bankimproved its customer satisfaction ranking by 10 percent(based on a nationally-recognized index), it could expect itsearnings to increase by 4 to 6 percent. As for expansion, thestudy found that, on average, banks over-estimated demandby 10 percent, resulting in a 25 percent earnings decrease.“This study shows that the three factors of managing risk, cus-tomer satisfaction and capacity management are the keys tocompetitive success in the banking industry,” Faulhaber said,“Those banks which fail to focus on these areas — and thereare many — are leaving money on the table.”

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Gerald R. Faulhaber; Banking Markets: Productivity, Risk, andCustomer Satisfaction

HOW COMPANIES DETERMINE EXECUTIVE BONUSES

he merit of basing a CEO’s annual bonus contract on thefinancial performance of a company has long been ques-

tioned. But financial performance remains the basis used bythe vast majority of firms.

A study conducted by Wharton researchers ChristopherIttner, David Larcker, and Madhav Rajan has found that only36 percent of firms use alternative performance measures,such as customer satisfaction or product quality, to deter-mine executive bonus pay. Many argue that financialperformance-measured bonus pay is detrimental to a firm’slong-run performance, while others consider alternative per-formance measures subjective and easily manipulated toboost bonuses. Nevertheless, the study finds no evidence ofabuse of alternative performance measures. The researchersalso found that firms pursuing strategies based on innova-tion and new product development are most likely to use

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A L U M N I P R O F I L E S

IWAO TOMITA, WG’63: CAREER ENTREPRENEUR

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in Tokyo. In 1968 he foundedTohmatsu Awoki & Co. — nowTohmatsu & Co. — for what was thenTouche Ross & Co. Tomita is cur-rently a senior partner and memberof the board of Deloitte ToucheTohmatsu International.

Tohmatsu, with $300 million inrevenues, 2,300 professionals and 18offices, is the largest accounting firm inJapan, and has as clients many of thecountry’s major trading companiesand international banks. Approximately 100 Japaneseaccountants and consultants work in 45 locations worldwide.

Tomita himself spends one third of his time in the U.S., onethird in Japan and Asia and one third in Europe. “One of mydaughters lives in New Jersey, and I have condominiums inBermuda and in San Diego, but mostly I stay in hotels,” hesays. “I am used to it.” He and his wife, whom he marriedin 1944, have three daughters and a home in Tokyo.

Although Tomita considers himself “Americanized” byhis education and work experience, he is not a big fan of theU.S. economic system. “Americans concentrate on short-term profits and making money for their shareholders.Otherwise they get fired. Japanese think longer-term, whichmakes them more competitive. And Americans have lessloyalty to their company. If they don’t get enough moneythey just quit and go somewhere else, even the partners.”

As for US-Japan trade, “it takes time for Japanese businessstructures to change. The U.S. government pushes theJapanese government to change now. It will happen, butgradually.” ”

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one black and a lot of white males.”Which was okay with Peck, becauseshe went to Wharton with one goal inmind: To find a husband.

“You have to remember that backthen the term ‘women’s lib’ hadn’t yetbeen coined,” says Peck, who earnedher BA from the College of NotreDame of Maryland and graduatedfrom Wharton with honors. “Wordswe have today — like mentor andempowerment — didn’t exist, at leastnot in the blue collar section of Wilm-ington where I grew up.

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“I saw [husband] Paul’s picture in theMBA face book, targeted him and gothim,” she adds. “He didn’t have achance. We were married before wegraduated.”

The punch line is not just that Peckand her husband celebrated their 30thwedding anniversary in December, butthat Peck went on to have a success-ful career in a non-traditional field —software technology. She is currentlyvice president of marketing andregional operations for Systems and

In describing the long arc of his professional career, IwaoTomita talks about milestones. The first was his decision in1940 to enter Japan’s selective Naval Academy one yearbefore Pearl Harbor. “I never thought at the time that Iwould be involved in a Pacific War,” says Tomita, who wasborn in 1924 in Tokyo.

He served as a supply officer on a battleship carrier anda frigate in the merchant marine from 1943 to early 1945.By the time the war was over, 20 of his 50 classmates fromthe Naval Academy were dead. For two months at the endof 1945, Tomita was chief administrative officer on twominesweepers, one of which was sunk when it hit a mine.

A second milestone occurred in 1947, when Tomitafounded Yuka Industries, a company whose initial businesswas recycling transformer oil. Tomita left the company,now $100 million in revenues, in 1951 to start up Japan GasChemical, which has since become $2 billion MitsubishiGas Chemical. “My career was always to create new com-panies,” says Tomita. “I don’t like to wait a long time forstep-by-step promotions. I like to do things myself.”

Meanwhile, there were other “lesser” milestones alongthe way. In 1950, Tomita passed his CPA exam. In 1957 hereceived a Fulbright scholarship to attend Wharton for oneyear. In 1961 he wrote a book, the first of several, entitled“How to Organize and Grow a Company with a Few CompetentPeople.” And in 1962, he decided to leave Japan Gas Chem-ical Co. and complete his MBA at Wharton. “People athome thought I was crazy to quit. Why did I do it? BecauseI had been at the same company for 10 years and I was tiredof it. I wanted a new career. That is very unusual in Japan.”

Tomita majored in accounting and finance at Wharton,and in 1963, established the first Arthur Young & Co. branch

When Suzanne Janes Peck enteredWharton’s MBA program in January1965, her class had “seven women,

A L U M N I P R O F I L E S

Computer Technology (SCT) Corp., a$200 million company based inMalvern, Pa., that provides technolo-gy outsourcing and software productservices. She and her husband, asenior executive with the U.S. Cus-toms Service, live in McLean, Va.

Her previous jobs included 13 yearsat Honeywell, from 1971 to 1984, thelast two as director of industry opera-tions; two years as vice president,merchant banking systems, at BankersTrust; and eight years at Student LoanMarketing Association (Sallie Mae),the last two as senior vice president,systems and new business activities.She has been in the workforce fulltimesince Wharton with the exception ofone year, because, as she puts it, “I wasso unhappy when I wasn’t working.”

Along the way, she had three chil-dren (and one full-time housekeeper).The oldest, Beth Peck, graduated fromWharton’s MBA program last May and

STEVE POLSKY, W’86:

is now a financial analyst in the acqui-sitions and divestitures group atDuPont in Wilmington, Del. Beforeattending Wharton, she earned herundergraduate degree in chemistryfrom the University of Virginia andspent five years at Baxter Diagnosticsin Miami.

Suzanne Peck didn’t steer herdaughter towards Wharton “in thesense that she held up her own experi-ence and said, ’This is your life plan,follow in my footsteps,’” says BethPeck. “Her influence was more subtle. Because of what she has accom-plished, I saw that it was possible for awoman to go to Wharton and be verysuccessful in life. She led by examplemore than by deliberate plan.”

Beth Peck, who was one of 202women (in a class of 764 students) asopposed to seven, has clearly foundthe business environment hospitable.“So far, working at DuPont has been

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NEW VOICE IN TELEC

wonderful,” she says. “My Whartondegree has opened doors to levels inthe corporation that I didn’t evenknow existed when I worked for Bax-ter.” She and her husband, anattorney, live in Narberth, Pa.

Suzanne Peck’s early career experi-ences were, not surprisingly, differentfrom her daughter’s. “I would say thatfor the first 20 years of my career, Iworked with virtually no womenbecause computer technology wascoming out of engineering, whichtended to attract only men,” she says.Although her goal at one point hadbeen to be an advertising copywriter,“I stayed with technology because thepeople were so smart and so honest.But they were not extraordinary com-municators. One of the things I coulddo for them was translate. I could putinto business terminology their goalsand the opportunities they saw fortechnology.” ”

Continued on page 24

OMMUNICATIONS

Back in 1988, when Steve Polsky was working in new prod-uct development at GTE in Dallas, he and his colleagues usedto joke during lunch hours about starting their own compa-nies.

Within a year, Polsky had found a partner, left his job, andentered that exhilarating, exhausting process of building acompany out of nothing.

Well, not exactly nothing. Polsky had a number of advan-tages that helped him launch VoicePlex Corp., a softwarecompany whose product was a flexible system combiningvoicemail, IVR (interactive voice response) and automatedattendant service capabilities.

First, as a graduate of the five-year, dual-degree JeromeFisher Program in Management & Technology, Polsky hadspecialized in both computer science and finance. Second, atGTE he had joined a management training program in engineering that rotated him to laboratories in Florida, Mass-achusetts and North Carolina and eventually landed him inDallas where he worked on new product introduction in thevoice messaging area.

And third, his father Carl Polsky, a tax attorney and prac-tice professor at Wharton, co-guaranteed a $200,000 workingcapital loan to Steve and his partner, Sohail Sattar, also a for-mer GTE employee. More importantly, he offered his son

advice that would prove espe-cially useful, such as a) set up thebusiness as a Sub S company andb) make sure from the beginningthat you are audited by a rep-utable accounting firm.

All that said, Polsky and Sattarspent close to three years work-ing seven-day weeks, sleepingfour hours a night, and living offbologna and turkey sandwiches,“although as the businessexpanded, we stepped up to TacoBell, and eventually to the OliveGarden,” Polsky adds. He didn’tdraw a salary for two years, but hedid get a break from his room-mates. “They never charged me for utilities because theyknew I would never be home to use them,” he says.

In hindsight, VoicePlex was the right idea at the right time.“We were selling to an existing market, including banks,which meant that we had proven, established customers,”says Polsky. “And technologically, our competitors were based

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in the Air Force for six years, serving in both Vietnam and thenin Panama, where he met his wife. They have two children, ason, 13, and a daughter, 12, and live in South Coral Gables.

After Wharton, Miller worked for United California Bankfirst in Los Angeles and then in Rio de Janeiro. In 1978 hemoved to Panama as a credit manager for First National Bankof Boston. In 1981 he joined Groupo Harari, managing theirreal estate properties in Panama and the U.S. until 1987, whenhe joined Banco Disa as acting general manager. He movedto Atlantic Security in 1990.

OSCAR RAMIREZ, WG’76PRESIDENT, BOLIVAR TRADING COMPANY

When Oscar Ramirez and his father were looking to start a newcompany, they contacted friends, studied the market, anddecided on Bolivar Trading. That was in 1986, and today, the

$6 million Miami-based companysells petroleum equipment, includ-ing tanks, underground pipe, leakdetection systems, lube equip-ment, carwashes and gasolinestations, to major oil companies—Shell, Texaco and Exxon, amongothers —throughout Central

America, the Caribbean and South America.The company has 10 employees in Miami and another 30

employees in seven offices in Central America. Ramirez was born and raised in Nicaragua and educated in

the U.S. at Georgia Tech and Wharton. In 1976 he went towork for his father’s bank in Panama, and seven years laterbecame vice president of another family business, ColacoInternational, a debt collection company. Today, in additionto his responsibilities as president of Bolivar Trading, he ispresident of both Colaco and Bolivar International, a holdingcompany in Panama.

His wife, whom he met at Georgia Tech, is American. Theyand their two children, ages 17 and 18, live in Fort Lauderdale.

His business, Ramirez says, “is changing all the time. Thereare always new technologies being implemented, especiallynow that gas stations are being built that are environmental-ly safe. So every year, the equipment is constantly beingupgraded.

“The other challenge is finding good people, primarily engi-neers, who have contacts in different countries and know howto use and install the new technology.”

FAVORITE RESTAURANTFabios

(in Fort Lauderdale)

Hyatt

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Christopher D. Ittner, David F. Larcker, and Madhav V. Rajan;The Choice of Performance Measures in Annual Bonus Contracts

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IN HIGHER EDUCATION, QUALITY PAYS LONG-TERM DIVIDENDS

ttending a higher quality college can increase one’sfuture wages by as much as 20 percent, according to a

study led by Kermit Daniel, assistant professor of public pol-icy and management. The study compared the earnings ofmen who had similar backgrounds, but who attended col-leges of different quality. More than 500 four-year collegesand universities were ranked on a quality scale accordingto such factors as student-faculty ratio, percentage of facul-ty with PhDs, and per-student spending rates.

“While there is talk of spending cuts in higher educationthat would result in lower faculty-to-student ratios and lessper-student spending,” Daniel says, “our research suggeststhat these proposed cuts would have a negative impact onthe future wage earnings of college graduates.” The studyalso found that the wages of black men vary more by quality of college than the wages of whites, while a raciallydiverse student body increases the earnings of both black and white male students. In addition, the authors,controlling for quality, found no evidence that attending aprivate university vs. a public university would increasefuture wages.

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on proprietary systems. Because of advances in computers,we could base our product on standard computing platforms,which meant it was cheaper and gave us more flexibility andmore choices of technologies to integrate.”

VoicePlex also benefited from relationships with existingcompanies. For example, GTE eventually agreed to marketthe company’s product, which led to clients like Zale Corp.and Texaco. From 1990 to 1993, the company grew an aver-age of 300 percent a year, hired eight employees and movedto a bigger office.

In August 1994, when VoicePlex sales were $4.4 millionand the company had 23 employees, Polsky and Sattar soldout to InterVoice, a leader in interactive voice response sys-tems based in Dallas, for $8 million and 255,000 shares ofcommon stock. “We were essentially a very small companyselling to very large companies, at a time when the industrywas consolidating,” says Polsky whose official title was chiefoperating officer and executive vice president. “We neededa financial underpinning, which meant either going publicor finding a partner or buyer. The best solution was selling.”Polsky now works for InterVoice as vice president of opera-tions for the telecommunications systems division.

“It’s an exciting process to start your own company,” hesays. “But it has difficult moments and very tough decisionshave to be made along the way. I recently saw a sign that saysit all: ‘The road to success is mostly made up of detours.’” ”

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Alumni volunteersfrom all over the worldgathered on campus inOctober for two daysof celebration, educa-tion, and perhaps mostimportantly, apprecia-tion.

It was the School’sfirst Alumni Lead-

ership Conference, and its goal was to drawtogether the best of Wharton’s alumni leader-ship, from students to club presidents toadvisory board members, among others.More than 150 participants, including

some from Norway, Australia,France and England, attend-

ed the event.Part of the confer-

ence agenda was “togive [alumni leaders] aninside view of Wharton’sprogress and prospects, andto provide support for theiractivities on behalf of the School,”notes Wharton Dean Thomas P. Gerrity.

According to Jordan Tannenbaum,Associate Dean for External Affairs, the

timing of the conference was especially good“because of our recent No. 1 rankings in Busi-

ness Week and U.S. News & World Report. People arefeeling very positive about the School.”

The conference kicked off on Friday, Oct. 27, with remarks from Michael Tarnopol, W’58, man-

aging director of Bear Stearns, on the importance ofleadership amongalumni. A recep-tion in the TarnopolRoom, to which the whole Whartoncommuni ty wasinvited, was fol-

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lowed by a dinner at theUniversity Museum.

During that event,Frank Fountain, Jr.,WG’73, vice president,government affairs, atChrysler Corp., offeredhis personal reflectionson volunteer leadership

and its impact on the School. On Saturday, Oct. 28, alumni partici-

pated in executive education seminarson persuasion and brand equity, fol-

lowed by a presentation on theSchool’s accomplishments and goalsby the dean and senior adminis-trators.

Afternoon workshops were heldon reunion planning, club manage-

ment, fundraising, careerrecruiting and admissions

interviewing. “Alumni participate

in these act iv i t ie sthroughout the year in

their own cities,” says MartiHarrington, WG’76, direc-tor of alumni affairs. “It isexciting to have so many lead-ers together exchanging ideas andgenerating even more enthusiasm.”

According to Tannenbaum, the initialidea had been to have the conference once everytwo years. The success of the October event, howev-er, has led to a proposal to hold the event annually.

“I never cease to be impressed by the strength and lead-ership demonstrated by the Wharton community,” notesGerrity. “This leadership hasbuilt enterprises, carried for-ward organizations andshaped the future of business.This leadership has also beenthe driving force of Wharton’sprogress.” ”

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