Safely Ahead of the Game

Sal Longo, president of the Frankfort, N.Y.-based business-to-business (B-to-B) catalog, says this growth is the result of aggressive prospecting, strategic partnerships and empowering employees to get the job done on their own terms.

Not that growth is new to Northern Safety. In its nearly 23 years in business, the cataloger never has had a negative growth year; in the past 10 years, sales have grown by 20 percent annually, on average.