Safely Ahead of the Game
Unique prospecting methods, employee empowerment and a key acquisition have fueled Northern Safety’s speedy growth
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.
But to get to the point where he could grow Northern Safety his way, Longo had to gain control of the entire company. Following a management deadlock with his co-founder, Longo and the company went to court in 2004 to dissolve the 50-50 partnership. Northern Safety went to auction and Longo acquired a 100 percent stake in the company using capital raised through senior lending, mezzanine lending and a small piece of equity, he says.
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