of money you need, your "gotta have" figure, the amount you

are used to receiving, and come up with a "dream figure."

Find out the job’s real market value, as determined by the personnel

department.

mention

salary during the hiring process" unless, of course, a recruiter

calls to entice you into leaving your current position. "Try not

to discuss salary before the interviewer offers you the job."

of the job’s accountabilities, scope, and responsibilities; the

company’s

culture, and any other factors that are important to you.

for some time to evaluate the offer. Asking for an immediate decision

is unreasonable and shows a lack of understanding about human nature

and common courtesy. This is the romance stage. If they treat you

like this now, it’s only going to get worse after employment."

job offer evaluation matrix that factors in life’s purpose, career

objectives, treasure-yielding skills, accomplishment skills, personal

and work values, lifestyle issues (such as travel, location, commute),

and company culture.

against

market salary standards, your vocational identity, your family’s

needs,

and your hopes and dreams, you determine that the job offer is

ideal

— take it. Don’t go back and ask for a little bit more. Just thank

God, show your appreciation, and take it. If you go back for more,

when in fact you’re already very satisfied, you’re negotiating from

a win/lose rather than win/win perspective."

feels wrong, one or more of the job’s aspects are exactly what

you wanted, perhaps even dreamed. As many an unhappy worker has found,

great parts of the job will not always make the awful parts go away.

For example, a great salary or a wonderful location will not make

up for an organizational culture that you really dislike.

annually

with how-to information about today’s jobs, jobs for the future,

training

opportunities, and salary trends.

association

presidents.

information meetings.

salaries, http://www.datamasters.com/dm/survey.html.

surveys and professional-specific salary surveys. Updated regularly,

the site is http://www.jobsmart.org/tools/salary/sal-surv.htm).

career advice articles at

http://www.pencomsi.com/java_career.html.

Top Of Page
Salary Scorecard

For some executives a salary can seem like an

afterthought.

Bill Gates pulls in a measly $349,992 a year, with a $241,360 bonus.

The bulk of his billions comes from the hundred-something million

shares of Microsoft stock he owns.

In the case of Robert Jelenic, a relatively paltry 1997 salary of

$825,000 was supplemented by a bonus of $10 million. Jelenic,

chairman,

president, and CEO of the Journal Register Co., the newspaper chain

based on West State Street in Trenton, was paid $5,685,428 in common

stock and $4,651,714 in cash, according to the Journal Register’s

1997 proxy statement filed with the Securities and Exchange

Commission.

And Jelenic’s colleagues in the Journal Register executive suite also

received huge bonuses, for what must have been a superlative year

at the company.

But for the rest of us, salaries have been growing at a more relaxed

clip.

"The market has become tighter over the last year than previous

years and as a result we’re seeing some greater increase of salaries

than in the past, but not a lot more," says John Sturges, managing

principal of Siebrand-Wilton Associates’ benefits and compensation

design group, based in Marlboro. "For instance I would expect

over the next year salaries to increase between 4.7 and 5 percent,

and last year they had probably increased 4.2 percent.

This isn’t a consistent percentage either, he reports. Pay increases

in information technology can be as high as 10 to 12 percent.

Sturges also notes that, unlike previous years, very few

"innovative"

remuneration practices are being hyped. "We don’t see a lot of

non-traditional programs beginning," he says. Maybe that’s because

employers have found already-invented non-traditional programs

suitable.

One of them, "broadbanding," is getting more and more popular

with large companies. Broadbanding refers to grouping several tiers

of salaries together in one range. This gives employees more room

for salary growth without having to be promoted, and gives companies

the opportunity to move employees laterally with fewer restrictions.

One trend is the practice of opening up stock options to more classes

of employees. "We’re seeing managers having opportunities for

stock options, and we’re even seeing some cases below the managerial

level," he says. And with the market correction lowering the price

of many stocks, it’s a relatively good time to get in, Sturges

reports.

Another trend — sign-on bonuses — is becoming a mainstay,

says Dan Kowalski, managing partner of Right Management Consultants.

"We are seeing a lot more sign on bonuses occurring with new hires

and those sign on bonuses are occurring at all levels."

One group that’s not experiencing very large pay increases are

nonprofit

employees. "They’re certainly not market leaders with salary,"

says Joan Kaspin Ph.D., president of Compensation Connections, a

consulting

firm based in Hightstown that specializes in nonprofit remuneration

programs. "They tend to focus not so much on direct salary but

on what other things they can offer employees such as flexible working

hours. People who work in nonprofits at all levels do so because they

believe in the mission and they want to be part of making that happen

rather than because of the salary."

Top Of Page
1997 Salaries

Charles A. Heimbold Jr., chairman and CEO, Bristol-Myers

Squibb. $1,221,000, plus $1,581,635 bonus.

Robert M. Jelenic, chairman, president, CEO, Journal

Register Co. $825,000, plus $10,497,142 bonus, and $431,137

payout.

T. Joseph Semrod, chairman, CEO, Summit Bancorp.

$775,000,

plus $1,094,013 bonus, $3,330 stock dividends.

K. E. Weg, executive vice president and president,

worldwide

medicines group, Bristol-Myers Squibb. $680,000, plus $513,944

bonus and $3,813,752 stock award.

Martin Tuchman, chairman of the board, CEO, Interpool.

$670,047, plus $470,000 bonus and $22,803 other compensation.

M. F. Mee, senior vice president and CFO, Bristol-Myers

Squibb. $564,250, plus $362,944 bonus.

P. S. Ringrose, Ph.D, president, pharmaceutical research

institute, Bristol-Myers Squibb. $519,000, plus $315,162 bonus

and $3,771,250 stock award.

Robert G. Cox, president, Summit Bancorp.

$517,000,

plus $679,225 bonus and $2,935 stock dividends.

J. L. McGoldrick, senior vice president, law and

strategic

planning, general counsel, Bristol-Myers Squibb. $511,750, plus

$328,568 bonus.

David C. McCourt, Chairman of the Board and CEO, RCN

Corp. $500,000, plus $1.4 million bonus and $380,000 stock

award.

Hiromasa Yokoi, vice chairman of the board, CEO,

president,

Berlitz International Inc. $499,052, plus $202,000 bonus and

$65,730 housing allowance.

Raoul J. Witteveen, president, CFO, COO, Interpool.

$472,224, plus $330,000 bonus and $18,000 other compensation.

Christopher A. Kuebler, chairman, president, and CEO,

Covance Inc. $450,000, plus $234,000 bonus and $40,619 tax

reimbursement.

Jean B. Clifton, executive vice president, treasurer,

secretary, Journal Register Co. $445,000, plus $5,268,571 bonus,

and $190,756 payout.

John G. Collins, board vice chairman, Summit Bancorp.

$392,500, plus $444,513 bonus, $1,080 stock dividends.

Michael R. Cooper, president, chairman, CEO, Opinion

Research Corporation. $390,000, plus $162,500 bonus.

Charles A. Baker, chairman, CEO, The Liposome Company.

$375,000, plus $40,000 bonus.

Joseph A. Mollica, president and CEO, Pharmacopeia.

$362,833, plus $140,000 bonus.

Robert A. Davies III, CEO, president, Church & Dwight:

Arm & Hammer. $350,583, plus $300,000 bonus and $269 other

compensation.

John R. Howell, board vice chairman; chairman and CEO

of First Valley and FVBank, Summit Bancorp. $345,000, plus

$274,875

bonus.

Harold T. Shapiro, president, Princeton University.

$341,850.

Kim D. Lamon, corporate senior vice president and

president,

Covance Clinical and Periapproval Services Inc. and Covance

Periapproval

Services Inc., Covance Inc. $340,000, plus $149,600 bonus and

$26,544 tax reimbursement.

William P. Moffitt, president and CEO, i-STAT

Corporation.

$335,000, plus $52,260 bonus and $432 other compensation.

Edward J. Quilty, chairman, president, CEO, director,

Palatin Technologies. $301,064.

Stuart M. Essig, president and CEO, Integra Lifesciences

Corporation. 1998 project $300,000, hired in December 1997.

Thomas J. McKearn, president, CEO, Cytogen.

$298,012.

Stephen H. Paneyko, senior executive vice president,

commercial banking, Summit Bancorp. $293,500, plus $203,409

bonus.

William J. Rush, company vice president, and publisher

and CEO, New Haven Register, Journal Register Co. $275,000,

plus $1,189,676 bonus, and $34,293 payout.

Allen J. Mailman, vice president technology, Journal

Register Co. $185,000, plus $1,174,676 bonus, and $64,091

payout.

Trish K. Dresser, vice president marketing and

promotion,

Journal Register Co. $170,000, plus $1,174,676 bonus, and

$34,091

payout.

Andrew K. Golden, president, Princeton University

Investment

Company, Princeton University. $271,250.

Jeremiah Ostriker, provost, Princeton University.

$261,319.

Paul J. Schmitt, chairman, president and CEO, Chrysalis

(DNX Transgenics). $260,000, plus $19,250 bonus.

John F. Short, vice chairman and CFO, Opinion Research

Corporation. $260,000, plus $116,000 bonus.

James D. Utterback, corporate senior vice president

and group president, Global Ventures, Covance Inc. $258,000,

plus $113,520 bonus and $21,352 tax reimbursement.

Michael G. Wokasch, corporate senior vice president

and group president, laboratory services, Covance Inc. $255,000,

plus $106,480 bonus.

James A. Boyle, senior vice president, medical and

regulatory

afffairs, The Liposome Company. $252,253, plus $12,500 bonus,

$12,500 stock award.

Manuel Fernandez, executive vice president, COO

worldwide

language instruction, Berlitz International Inc. $251,908, plus

$65,000 bonus and $23,671 other compensation.

Imants R. Lauks, executive vice president of reseach,

chief technology officer, i-STAT Corporation. $250,000, plus

$39,000 bonus and $244,150 expatriate program.

Robert V. Tarantino, president, CEO, director, Dataram.

$249,050, plus $180,000 bonus and $14,400 other compensation.

Michael J. Mahoney, president and COO, RCN Corp.

$248,654,

plus $500,000 bonus and $149,731 stock award.

Jack Barbut, vice chairman, president, Chrysalis

Clinical

Services, Chrysalis (DNX Transgenics). $247,520.

Richard J. Andrews, corporate senior vice president

and president, Covance Central Laboratory Services Inc., Covance Inc.

$245,000, plus $107,800 bonus and $3,244 tax reimbursement.

Bruce C. Godfrey, EVP and CFO, RCN Corp. $243,077,

plus $500,000 bonus and $148,615 stock award.

John J. Baldwin, senior vice president of chemistry,

Pharmacopeia. $241,083, plus $50,000 bonus.

Robert Minsky, vice president, chief operating officer,

Berlitz International Inc. $240,000, plus $35,000 bonus and

$926 other compensation.

Stephen A. Spearman, executive vice president

operations,

Pharmacopeia. $234,167, plus $60,000 bonus.

Clifford W. Stanley, president, CEO, Guest Supply Inc.

$233,617.

Susumu Kojima, executive vice president, Asia division,

Berlitz International Inc. $229,500, plus $8,700 bonus and

$65,000

housing allowance.

Nolan H. Sigal, senior vice president of Drug Discovery,

Pharmacopeia. $223,667, plus $40,000 bonus.

Henry D. James, executive vice president and CFO,

Berlitz

International Inc. $218,335, plus $75,300 bonus and $826 other

compensation.

Zvi Eiref, vice president and CFO, Church & Dwight.

$210,333, plus $126,000 bonus and $260 other compensation.

Thomas L. Gray Jr., president and CEO, Carnegie Bancorp.

$210,000, plus $229,508 bonus plus $20,900 other compensation.

Lorin Zissman, CEO, Total Research. $208,455.

Francis L. Lawrence, president, Rutgers University.

$208,000.

Richard R. Spies, vice president for finance &

administration,

Princeton University. $206,525.

Graham May, vice president medical affairs, Cytogen.

$206,446, plus $31,100 bonus.

Mark Haverkate, executive vice president, business

development,

RCN Corp. $205,192, plus $100,000 bonus and $61,038 stock award.

Michael A. Adams, president, technology and network

development, RCN Corp. $203,269, plus $150,000 bonus and $70,654

stock award.

John D. Rodwell, senior vice president and chief

scientific

officer, Cytogen. $202,999, plus $22,800 bonus.

Frederick M. Miesowicz, vice president, Cytogen.

$201,554,

plus $20,400 bonus.

Lewis L. Shuster, executive vice president, corporate

development, CFO, Pharmacopeia. $199,008, plus $50,000 bonus.

Michael D. Pierschbacher, PhD, senior vice president

research and develpment, Integra Lifesciences Corporation.

$198,000.

Wendell T. Breithaupt, president, CEO, People’s Bancorp

(Trenton Savings Bank). $196,796, plus $50,000 bonus.

Ira H. Fuchs, vice president for computing and

information

technologies, Princeton University. $196,163.

Ralph del Campo, vice president, manufacturing

operations,

The Liposome Company. $193,889, plus $11,00 bonus, $11,000 stock

award.

Anthony M. Agnello, CEO, Ariel. $193,462, plus

$18,780 other compensation.

Gregory C. Ellis, COO, Opinion Research Corporation.

$190,962, plus $100,000 bonus.

Dennis M. Moore, vice president, general manager of

international operations/business development, Church & Dwight.

$189,333,

plus $102,050 and $10,948.

Andrew S. Janoff PhD, vice president, R&D, the Liposome

Company. $186,923, plus $11,000 bonus, $11,000 stock award.

Richard J. Walsh, vice president marketing and corporate

development, Cytogen. $186,000, plus $27,200 bonus.

Donald D. Yarson, vice president, marketing, sales,

and business development, the Liposome Company. $181,873, plus

$13,750 bonus, $13,650 stock award.

Thomas H. Wright Jr., vice president, general counsel,

Princeton University. $181,506.

James P. Crilly, senior vice president, Arm & Hammer

Division, Church & Dwight. $181,458, plus $100,000 bonus and

$260 other compensation.

Brian A. Hoerl, CEO and president, Ariel.

$181,231,

plus $47,104 bonus and $20,393 other compensation.

Ernst Baenziger, senior vice president, Interpool Ltd,

Interpool. $180,446, plus $743,663 sales commissions.

Eugene F. Wilcauskas, president and COO, specialty

products

division, Church & Dwight. $178,417, plus $135,000 bonus.

Michael Zelin, vice president systems development,

i-STAT

Corporation. $178,000, plus $24,297 bonus.

Van Zandt Williams, vice president, development,

Princeton

University. $177,989.

Hugh F. Tucker, vice president-sales & marketing,

Dataram.

$174,050, plus $82,000 bonus and $7,430 other compensation.

Steven J. Ott, vice president, sales, Voxware.

$170,224,

plus $20,000 bonus.

Leif Modeweg, president, Chrysalis Preclinical Services,

vice president, Chrysalis (DNX Transgenics). $155,953, plus

$20,084 bonus.

R. Eugene Biber, vice president, operations, Guest

Supply

Inc. $167,168.

George W. McKinney III, Ph.D, executive vice president

and COO, Integra Lifesciences Corporation. $165,807.

Raymond J. Clark, treasurer, Princeton University.

$165,506.

Richard E. Caruso, chairman, Integra Lifesciences

Corporation.

$165,000.

Teri E. Unsworth, vice president, market development,

Guest Supply Inc. $162,989.

Patricia A. Hennessey, vice president sales and

marketing,

i-STAT Corporation. $161,000, plus $19,925 bonus.

Howard S. Ende, general counsel, Princeton University.

$160,863.

J. Christian Jensen, president, international services,

Chrysalis (DNX Transgenics). $160,850.

Sheldon Landy, vice president, president of Railpool

division, Interpool, Inc. $160,000, plus $40,000 bonus.

Eugene J. McPartland, vice president, facilities,

Princeton

University. $158,138.

James T. Heisler, executive vice president, Opinion

Research Corporation. $155,577, plus $150,000 bonus.

John G. Cooper, senior vice president, CCFO, treasurer,

secretary, Chrysalis (DNX Transgenics). $155,000, plus $10,870

bonus.

James C. Fink, executive vice president, Opinion

Research

Corporation. $155,000, plus $45,000 bonus.

Charles G. Marianik, chairman of the board, CEO, Photon

Technology International (PTI). $154,961, plus $38,666 other

compensation.

Jeffrey H. Duncan, vice president of manufacturing and

engineering, Dataram. $154,050, plus $58,000 bonus and $8,700

other compensation.

John Morton, senior vice president, Strategic Marketing

Services, Total Research. $152,987, plus $1,051 bonus.

David Vilkomerson, executive vice president, EchoCath

Inc. $130,000, plus $16,000 bonus.

John Lynch, vice president, Ariel. $150,000, plus

$13,569 other compensation.

Carl Spana Ph.D, executive vice president, Palatin

Technologies.

$150,000.

Charles L. Putnam, executive vice president, Palatin

Technologies. $150,000.

Mark E. Maddocks, vice president-finance, CFO, Dataram.

$149,050, plus $56,000 bonus and $4,840 other compensation.

Howard N. Feist III, Senior Vice President-Finance and

Chief Financial Officer, Congoleum. $148,393, plus $30,000

bonus.

Robert N. Agate, Senior Vice President-Manufacturing,

Congoleum. $148,074, plus $30,000 bonus.

Robert K. Durkee, vice president, public affairs,

Princeton

University. $147,000.

Gerard Dorsey, CFO and senior vice president, Ariel.

$146,538, plus $24,461 other compensation.

Joan Doig, vice president, human resources, Princeton

University. $144,500.

Dennis P. Jarosz, Senior Vice President – Marketing,

Congoleum. $142,966, plus $30,000 bonus.

David N. Enegess, vice president of marketing,

commercial

development, Envirogen Inc. $142,000.

Anthony C. Prestipino, senior vice president —

sales,

Congoleum. $141,300, plus $30,000 bonus.

Jeffrey Sasmor, vice president, Ariel. $140,539,

plus $14,507 other compensation.

Leo J. Bellarmino, executive vice president, People’s

Bancorp (Trenton Savings Bank). $140,000, plus $10,273 bonus.

Deborah T. Poritz, Chief Justice, State of New Jersey.

$138,000.

George A. Pruitt, president, Thomas Edison State

College.

$137,500.

Harold W. Eickhoff, president, College of New Jersey.

$137,497.

Edward Gross, executive director, New Jersey Turnpike

Authority. $135,000.

Craig E. Ebner, president, CEO, Fifth Dimension Inc.

$134,992.

Paul T. Xenis, vice president, finance, Guest Supply

Inc. $132,163.

Andre P. Decarie, senior vice president, business

development,

Integra Lifesciences Corporation. $131,667, plus $10,000 bonus.

Roger Thomas, president, Strategic Marketing Services,

Total Research. $130,400, plus $21,234 bonus.

Frank A. DeBernadis, CEO, EchoCath Inc. $130,000,

plus $16,000 bonus.

Christine Todd Whitman, Governor, State of New Jersey.

$130,000, (Whitman only accepts $85,000 as an austerity

measure).

William C. Smith, CEO, Envirogen Inc. $129,545,

since October 20, 1997.

Noah J. Kroloff, vice president business development

and strategy, i-STAT Corporation. $147,500, plus $18,255 bonus.

William Van Zandt, executive vice president, global

health care, Total Research. $125,000, plus $83,302 bonus.

Peter E. Nangeroni, vice president of remediation and

consulting, Envirogen Inc. $120,000.

Y. Joseph Mo, chairman, president, CEO, NexMed Inc.

$120,000.

Frank Sannella Jr., president and CEO, Trenton Savings

Bank, People’s Bancorp (Trenton Savings Bank). $120,000, plus

$10,273 bonus.

John T. Rich, vice president finance & administration,

secretary, treasurer, Escalon Medical Corp. $119,000, plus

$14,500

bonus.

Sterling C. Johnson, former president, CEO, COO, Escalon

Medical Corp. $118,088.

Kenneth H. Traub, executive vice president and CFO,

secretary, Voxware. $117,462, plus $25,000 bonus.

William J. Guarini, senior vice president of

governmental

and petro-chemical sales, Envirogen Inc. $110,000, plus $2,000

bonus.

Nicholas Narlis, vice president, chief accounting

officer,

and treasurer, Voxware. $106,667, plus $20,000 bonus.

Ronald J. Kovach, senior vice president, corporate

secretary,

Photon Technology International (PTI). $105,863, plus $6,016

other compensation.

Daniel M. Mulvena, chairman of the board, EchoCath Inc.

$103,667.

Douglas W. Jacobson, senior vice president of marketing,

Envirogen Inc. $100,758.

John J. Haley Jr., Commission of Transportation, State

of New Jersey. $100,225.

Gualberto Medina, Commissioner of Commerce and Economic

Development, State of New Jersey. $100,225.

Elizabeth E. Randall, Commissioner of Banking and

Insurance,

State of New Jersey. $100,225.

Mark A. Wolters, executive vice president, Carnegie

Bancorp. $100,000, plus $57,711 bonus and $14,420 other

compensation.

James L. Yeager, vice president business development,

NexMed Inc. $100,000.

J. Gerard Aguilar, vice president, R&D, Voxware.

$94,924,

plus $30,000 bonus.

Richard W. Gross, senior vice president, Interpool,

Inc.. $90,000, plus $62,500 bonus.

Vivian H. Liu, vice president corporate affairs,

secretary,

NexMed Inc. $87,333.

Bathsheba J. Malsheen Ph.D, president and CEO, Voxware.

$86,417, plus $16,000 bonus, effective October 13, 1997.

Richard P. Rosa, senior vice president and CFO, Carnegie

Bank. $85,000, plus $20,199 bonus and $5,000 other compensation.

Richard J. DePiano, chairman and CEO, Escalon Medical

Corp. $73,846, since March 1, 1997.

Ronald L. Hueneke, vice president and general manager,

Trek division, Escalon Medical Corp. $105,000, plus $14,500

bonus.

Henry W. Wierzbicki, executive director, Capital City

Redevelopment Corporation. $72,500.

William D. Looney, vice president, controller, Photon

Technology. $58,665, through January 1997, plus $3,138 other

compensation.

James A. Ditanna, vice president, NexMed Inc.

$33,333,

plus $12,000 in consulting fees.

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