In this episode, Bud, Ross, and Mike sit down with Charlie Brown (yes, that’s his real name), President of Missouri Eagle — a fourth-generation Anheuser-Busch wholesaler serving the Ozarks. Charlie walks us through the bold, all-in reorg that reshaped everything from sales structure to delivery routes to compensation.

What followed was a full-on transformation:

🏗️ A complete company reorg — from sales structure to delivery routes

🔄 A pivot from volume-first to profit-first thinking

📊 A bold decision to share gross profit data with reps

🧭 A cultural shift where everyone’s rowing in the same direction

You’ll also hear how Moeagle partnered with both Verno Consulting and VXP to pull it off — creating a leaner, smarter business ready for the future of total beverage. Charlie shares what went well, what was painful, and what advice he’d give to other leaders staring down tough changes.

💡 Whether you're debating a restructure or thinking about going full-GP with your sales team, this episode is packed with insights from the trenches.

Chapters

00:00 Introduction 

01:38 Overview of Missouri Eagle

05:03 The Impact of Business and Reorganization

06:50 Implementing Change: All at Once vs. Gradual

10:07 Adjusting Service and Delivery Schedules

16:25 Gross Profit Mindset and Total Beverage Strategy

30:09 Advice for Industry Leaders and Future Outlook

37:56 New Chapter

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About Tapped In Sales:  

Tapped In Sales is a podcast dedicated to beer distributors and beverage industry professionals who are looking to elevate their sales strategies and drive profitability. Hosted by industry experts Bud Dunn and Mike Hall, we dive deep into real-world stories, actionable insights, and the latest trends to help sales teams and managers unlock their full potential. Each episode blends data, strategy, and motivation, making complex topics easy to understand and implement.

This podcast is powered by VXP Tech – the leading Sales Strategy Management system designed for beer distributors. VXP simplifies the complexities of goal setting, variable compensation, and sales team performance, helping you master your market and grow profits, case by case.

Stay tuned for expert advice, fresh perspectives, and tools to sharpen your sales approach!

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