Profile of Success: Leapfrogging His Way Straight to the Top

It defined my whole business and made a big difference. Pounding pavement obviously helped, but the name is what really kept me ahead — it came from my customers.

CS: What challenges have you encountered in the catalog/multichannel business?

JB: The biggest was our growth spurt. I was getting to that point where my circulation was getting so big. Before, I could print my catalogs, throw them in the trash and still be in business. I always had that luxury. Then I started printing and mailing so many catalogs that if each drop wasn’t successful, I could be out of business. Now we’ve gotten to the point where the company’s a little more mature and stable.