Profile of Success: A Cataloger Who Sticks Taffy Pulls a Profit
Bearing the torch of a 120-year-old family business, Frank Glaser forges ahead with new brands and a new sales channel
About James’ and Fralinger’s Saltwater Taffy
Company founded: 1880s
Catalog established: 1999
Headquarters: Atlantic City, N.J.
Primary merchandise: salt water taffy, fudge, macaroons and chocolates
# of SKUs: 120
Customer demographics: current or former east coast dwellers, ages 40 to 60
Sales channels: retail 80 percent; direct (including catalog and Internet) 15 percent; wholesale 5 percent
# of employees: 220 in summer, 100 in off-season
# of stores: 13
- Places:
- Atlantic City
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