Profile of Success: A Victorious Resurgence
• 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.
Garvey’s first task was to rebuild U.S. Cavalry’s organizational structure. One of his major initiatives was integrating the company’s e-commerce and retail software platforms with the rest of the company’s enterprise management systems. Centralizing the purchasing and inventory control processes was essential to recharging the company, Garvey says.
Company founded: 1973
Catalog Established: 1975
Headquarters: Radcliff, Ky.
Primary merchandise: military and law enforcement equipment
# of SKUs: 50,000
Circulation: more than 100,000
Customer demographics: military and law enforcement, outdoor enthusiasts
Sales channels: retail 10 percent; direct (including catalog and Internet) 45 percent; contracts 45 percent
# of employees: 120
# of stores: 3