Profile of Success: A Cataloger Who Sticks Taffy Pulls a Profit

Then in 1999, Glaser decided to cash in on traditional holiday season mail order sales by launching a full-fledged catalog.

Biggest initial challenge: Initially convinced he could figure out everything he needed to know about cataloging on his own, Glaser spent two years trying to get the catalog business off the ground while still running the retail side of the company. But turning his list of retail customers into a mailing list, physically creating a catalog, and managing the resulting orders was beyond his skill level and his limited staff’s abilities.