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

CS: And as a part of the family business, had you any experience in cataloging?
FG: No, none at all.

CS: What was your biggest challenge in the first few years in dealing with the mail order side of things?
FG: We got really serious about it about five years ago. In the two years before that, I tried to do this myself, thinking that I knew something about the catalog industry. I realized right away that I didn’t. It’s an entirely different animal. I needed to find someone who knew how to run the catalog business, and I needed to run it separately from the retail business. It had to be a stand-alone operation. But I didn’t think I needed to do that early on.