A Chat with Frank Glaser, president/owner, James’ and Fralinger’s Salt Water Taffy

CS: Have you had any mentors?
FG: This is a family business, so I grew up under the tutelage of my father and his three brothers. They all were tough, hard-working, German guys who taught me that nothing works unless you work hard. They were my mentors and taught be a strong work ethic.

CS: What about the business appeals to you?
FG: The catalog I like because your customer base really feels limitless. Anyone into whose hands you can put your catalog, that’s a potential customer. Whether they turn into a customer is another question, because they have to show an interest in your product. But the marketing of it, and the ability to reach so many people is really exciting to someone who’s worked so long in retail. In that market, you’ve got to wait for someone to walk by your front door. In the catalog business, you can bring your front door to the customer, and hopefully you have something in common.