Infor Global Solutions hosted an executive retreat for its distribution group in Lake Las Vegas Oct. 3 to Oct. 5. Jeffrey Rosensweig (pictured left), associate dean for corporate relations of the Goizueta Business School at Emory University, moderated a panel discussion on current issues in the distribution industry, including global trends impacting distributors and what the sales force will look like in the future. Other presenters at the retreat included: Peter Lotto, director of information services, Carrier Corp., who described how Carrier Sales and Distribution has worked to meet compliance requirements of the Sarbanes-Oxley Act of 2002; Tom Freese, president and founder, QBS Research, who gave tips on sales through his question-based selling method; and Bill Lee, founder, Lee Resources, who discussed how to raise gross margins without raising prices. Infor was recently renamed from Agilisys, which had also purchased NxTrend in July (see SUPPLY HOUSE TIMES, October 2004, page 60).
