Retail and restaurant purchasing may be normalizing, but the way buyers interact with importer and distributor reps has changed for good
By Scott Rosenbaum
In recent years, many importer and distributor sales representatives have begun to suspect that tired methods of selling wine and spirits needed to better adapt to the demands of the 21st century, but the past year has accelerated that shift.
The subtle changes were almost imperceptible. After all, the end result was the same: a sale to a restaurant, bar, or retailer....