Tony Cox

© Profile of Success, Catalog Success magazine, 2007 Catalog Success: When was the catalog established? Frank Glaser: James’ and Fralingers are two of the oldest candy companies in the United States. Both of them were started in the 1880s on the Atlantic City boardwalk. Both claim to be the originators of salt water taffy. But the only similar is me. We still market them differently. We keep the look of the two companies separate, and we still use different formulas for the candies. They are different products, we just put them together in our catalog. I own both companies. CS: When did

A simple one- or two-page letter to your best customers ofering a 10- to 20-percent "thanks for your business" discount on a few popular items generates additional sales and goodwill with your best buyers. -Tony Cox, president, Catalog Solutions (www. catalogsolutions.net)

Use postcards and e-mail to promote gift certificates; you can ship them via two-day delivery for under $10. This helps last-minute shoppers get their gift delivered before Christmas without paying $15 to $25 for expedited delivery. —Tony Cox, president, Catalog Solutions (www. catalogsolutions.net)

Use postcards and e-mail to promote gift certificates; you can ship them via two-day delivery for under $10. This helps last-minute shoppers get their gift delivered before Christmas without paying $15 to $25 for expedited delivery. —Tony Cox, president, Catalog Solutions (www. catalogsolutions.net)

Don't wait until January to find out you printed more holiday catalogs than you mailed. If you do have extra catalogs, run your numbers usuing incremental costing to see if it's profitable to mail them. —Tony Cox, president, Catalog Solutions (www. catalogsolutions.net)

Don't wait until January to find out you printed more holiday catalogs than you mailed. If you do have extra catalogs, run your numbers usuing incremental costing to see if it's profitable to mail them. —Tony Cox, president, Catalog Solutions (www. catalogsolutions.net)