Brown & Haley Savors ‘Sweets’ Success

Candy-maker Brown & Haley’s experiment with a mail-order catalog to expand sales beyond the West Coast has turned out to be a “sweets” success.

The 83-year-old company has been mailing holiday catalogs since November, and orders and new requests for catalogs keep coming in. The catalogs feature boxed chocolates and Almond Roca, along with gift baskets and packs not sold in stores.

The industry standard is one order per 100 catalogs mailed, but Brown & Haley has doubled that with 200 orders from its 10,000 catalogs, marketing manager Nancy Sander said.

So the company plans to distribute a new catalog in March, and it will boost production to 30,000.