Long-term success begins with a plan.
Three years ago, Andrews Distributing, one of the largest beer distributors in the United States, began following a structured account planning process. It collected large amounts of data about its customers' buying habits and, based on what was learned, changed its sales coverage model. That year, says Mike Barnes, executive vice president, the company had 12 consecutive months of share growth—a first for Andrews.
"We're now in our third