Sales Consulting Firm Expands

Huthwaite Inc., a sales consulting firm in Purcellville, has acquired Vienna-based Sales Strategy Institute, a sales research and consulting firm.

The institute's consultants offer advice on choosing sales channels and how to use telephone sales and the Internet with a traditional marketing team. The company will operate as a subsidiary of Huthwaite, and institute founder Lawrence Friedman will continue as its manager.

Huthwaite was founded 20 years ago by Neil Rackham, who moved the company to Wheatland Manor in 1985 after he restored the 1741 estate. Rackham and Friedman are the authors of "Getting Partnering Right," a book about business-to-business relationships.

A Company to Watch

Computerworld magazine last week named Vastera Inc., of Dulles, one of the top 100 "emerging companies to watch in 2000."

Also last week, Deloitte & Touche awarded the company its "Technology Fast 500" award, based on the company's growth in revenue from 1994 to 1998.

Vastera, which was founded in 1992 and has 100 employees, sells electronic commerce applications for import and export management. FDX Corp., parent company of Federal Express Corp., recently invested in the company, which had revenue of $12 million in 1998, up from $6 million in 1997.

Tourism Board Members Sought

Loudoun Tourism Council's Nominating Committee is accepting resumes from people who are interested in serving on the council's board of directors.

The committee will review the resumes and schedule interviews before recommending a slate to the council's current board of directors. The slate will be announced in April.

Resumes are due by Jan. 14. Send them to the council, attention of the Nominating Committee, 108-D South St. SE, Leesburg, Va. 20175. For more information, call 703-771-4682.

More Rooms at the Inn

The Country Inn & Suites has opened its 206th location at 45620 Falke Plaza in Sterling.

The hotels, designed to look like bed-and-breakfasts, are operated by Carlson Hospitality Worldwide, a Minneapolis-based company that also owns Radisson Hotels Worldwide, Regent International Hotels and Carlson Restaurants Worldwide. Carlson has annual revenue of about $22 billion.

Please fax items for Thursday's business page to Sarah Schafer at 703-777-8437, or send them by mail to 305 Harrison St. SE, Leesburg, Va. 20175, or by e-mail to