Fairytale Brownies, Journeys Reveal Their Marketing Scorecards

Fairytale Brownies relies on a decidedly old-school marketing tactic — outbound phone calls — to generate sales from its B-to-B customers, who account for roughly 60 percent of the company's total revenues. The retailers call customers at their place of business only and employ a soft-sell approach. We never call customers at home and we leave the aggressive selling to our corporate sales team, Kravetz noted.