Profile of Success: A Victorious Resurgence
By reactivating a long list of lapsed customers and focusing on efficient operations, Dennis Garvey helped revive U.S. Cavalry catalog from bankruptcy
• Loss of good faith relationships with suppliers: An obvious side effect of the bankruptcy filing was that many suppliers were hesitant to work with the company, Garvey says, even under new management.
• Reactivated old customers: Garvey and his team first identified the ideal U.S. Cavalry customer. He then sifted through the company’s extensive past buyer file searching for names to reactivate.
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