True Leader, A

A few years ago, Pioneer Hi-Bred International, whereI was employed, purchased Norand Corporation. Pioneer'ssales representatives in the field used Norand hand-heldterminals to upload daily sales information and download newprice and sales incentive information. Pioneer bought so many ofthese hand-held terminals, the economics made the purchaseof Norand look interesting. Owning Norand also allowedPioneer to explore high-technology markets outsideagriculture.But after a few years, the emerging laptop PC technology made the hand-held units obsolete. Pioneersold Norand at a loss. Pioneer al

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