1. Distribution

    Domestic Sales

    In the years following the abandonment of the Division Manager program, the domestic sales force was reconstituted with journeymen sales professionals and it was anything but stable. After Steve Johnson left the company, John McKinney, who had been in sales in the Southeast, became Domestic Sales Manager. The turnover within the sales force was quite large, but this may have been the case with our competitors as well although it is unclear exactly why. It is likely that the company did not understand that, while the MBA GM wannabes had enough drive and ambition to succeed without a lot of stroking, the sales professionals who followed needed more support from headquarters. This condition continued for many years, until the ND acquisition, when the strong ND Sales Management team more-or-less took over. With seasoned regional managers, Jim Barstow in the West, Cameron Seely in the East, and specialists such as Gene Sinclair for Nuclear Power we began to see greater stability in the sales force and this has continued to this day in many territories.

    Some idea of the turnover can be seen in the following very incomplete list of sales people who worked the traditional territories over the years. Post ND acquisition members are in red.

    Canberra US Sales Force (with help from Cameron Seely)

    New England

    David Smith                                        
    George Hodgetts
    Gene Della Vecchia
    Ralph Merriken
    Steve Oxsalida
    Karyl McGeehan
    Freeda Ahmed (very short time)
    Jeff Raimondi


    Gene Embry
    Joe Tarallo
    Ernie Harr
    Linda Ostrowski
    Mike Engelsman

    New York

    Tom Moir
    Bobby Maggi
    John Campani
    Pete Bianchi
    Linda Ostrowski
    Craig Rockefeller
    Karyl McGeehan
    Jeff Raimondi


    Sam Knoll
    Jack Wilson
    John Mckinney
    Fred Faiz
    Pulcir : Joe Eddlemon,Marv Nushan,Alan Barber
    Gene Sinclair-RM
    John Smalling
    Keith Doran
    Bob Fortner
    Ron Vermilye
    David Gebbie
    Steve Vittatoe


    Jim Johnson
    Dick McKernan
    Jim Hardin
    Dan Taylor
    Mike Zebarth
    Jim Johnson: Bob Ellis, Howard Soisson, Rich Goldworm
    Tom Kuhn
    Dale Elmore
    Craig Rockefeller
    Steve Mell


    Bruce McKee
    Bob Boshart
    Greg Zupko
    Craig Rockefeller


    Ed Chunglo
    Judy Beckes Talcott
    Denny Cannon
    Hallie Hotchkiss
    Pete Osborn
    Ed Mels


    Edsel Overall
    Walt McKay
    George Brock (Rep)
    Andrew Gaunt
    Steve Vittatoe
    Steve Chunglo
    John Lejune

    Southern California

    Eric Pederson
    Steve Johnson
    Mike Wolpert
    Dan Gladys
    Jim Barstow
    Steve Chunglo
    Ed Mels

    Northern California

    Bob Lowes
    John Mckinney
    Dan Gladys
    Gary Mattesich
    Jim Barstow
    Steve Chunglo
    Ed Mels


    Tracie Ingersoll
    Gary Horton
    Carlton Green
    Todd Jokerest
    Andy McLain

    Ben Campagnuolo (Benny Compo) joined Canberra in sales support just after the move to Gracey Avenue and he quickly became the spark plug that got the sales department firing on all cylinders. Ben instilled an alacrity and responsiveness in Canberra Sales that had never been seen at Canberra or perhaps in the industry. This was particularly welcome by our international distributors who were accustomed to waiting by their telex machines for long periods for responses to inquiries. Ben’s mantra was “the day doesn’t end until all inquiries are responded to”. If answers were not immediately available, at least an acknowledgement of the inquiry went out promptly.

    Ben eventually became our International Sales Manager and later took over Domestic Sales from John McKinney, who relocated to Northern California where he served as the local Sales Engineer for a few years.

    For a time the Domestic Sales Force was managed by Peter DeVecchis, who came from the Service Department. Peter was a hard driving manager who had controversial ideas on what it takes to make a good salesman. When we interviewed Dan Gladys for a sales position in California, many of us had reservations about hiring him because of his lack of experience. Pete hired him anyway saying something like “He’s a greedy little SOB and that’s enough for me”.

    Later the US Sales Force was managed by Mike Zebarth who came from the field and had an active role in Marketing as well as sales.

    After the ND acquisition, Pete Bianchi served as Eastern Regional Manager for a while but this didn’t last. Cameron Seely was put in charge of the Eastern Region and eventually became National Sales Manager under Ben Compo. Later Cameron became a Nuclear Power Specialist and had a stint at managing the Canadian Sales Force for a while. He retired in 2014. Cameron was steadfast in his opposition to the sale of PC Based Systems in Nuclear Power Applications. He promoted DEC-based systems almost until the end of DEC as we knew them, rightly claiming that the PC would take us “down into the trenches to fight for scraps against low-end suppliers”.

    International Sales

    By the early 1970s Emery had begun to see the futility in trying to run foreign sales organizations without effective local management. This brought about the establishment in Europe of several joint ventures with proven local principals in these businesses. Thus Canberra GmbH was established in Germany with Norbert Gneiser and Rolf Schwall, who had been with ORTEC. Paul Hering, who had been with Intertechnique, established Canberra France, and Klaus Stock with Danny Meert established Canberra Positronika in the Benelux countries. The results were dramatic. Not only did we gain the best and brightest for our team, but by the same stroke we left our competitors reeling from their loss of talented players.

    European Representatives

    In addition to the joint ventures in Europe, we were able to cultivate representative relationships throughout Europe that served us well for decades. There were some colorful characters within this group including Ole Aberg in Finland and Juan Alborg in Spain. An organization based in Vienna covered Eastern Europe including Russia and the Soviet Republics.