Profile of Success: A Victorious Resurgence

Along with renewed prospecting efforts, the reactivation campaign was a success, Garvey notes. Part of the company’s earlier problems was the inability to reach all the customers who were interested in its products. With a renewed catalog effort, the business bounced back.

• Rebuilt the
company’s reputation: U.S. Cavalry’s renewed focus on who its customers were helped fuel growth. That soon convinced most suppliers it was in their best interest to work with the company again, according to Garvey. Suppliers that initially were reluctant to come back on board realized that if U.S. Cavalry wasn’t working with them, it likely would work with rival vendors. Along with U.S. Cavalry’s renewed growth, Garvey used this leverage to bring back hesitant suppliers.