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ing Granny's Goodies nationwide.
He sent out a 60,000-piece mail-
ing. He also subscribed to a 1-800
telephone service (1-800-888-
r 1636), and worked out arrange-
ments with the major bank credit
Unlike many student-run en-
terprises, Mr. Frey has tried to
operate Granny's Goodies on a
businesslike basis from the out-
"We began with a formal busi-
ness plan. We set up focus groups
to see what the customers want-
ed. We learned about setting up
the credit cards and the phone
service," he said.
The results have been nothing
short of spectacular, Mr. Frey
said. Sales have surged to more
than $10,000 per month, and the
business makes a profit.
"We have mailed out packages
to over 150 campuses worldwide,
including Israel. We've had such
a good response from Israel that
we expect to increase our focus
there," he said.
His brother, Seth, is his sales
manager. And he has hired Rob
Feldman, another University of
Wisconsin alumnus, as produc-
tion manager. The company's
overhead is minimal. These are
the only two employees. The ad-
ministrative work is done out of
Mr. Frey's parents' home in a
Washington suburb; commercial
space has been sublet to assem-
ble the product.
Currently, Mr. Frey offers
three care packages. The stan-
dard package consists of more
than 30 snack and novelty items
— candy bars, caramel popcorn,
brownies and the like.
For the health conscious, there
is a low-fat package with less
And for Jewish students, Mr.
Frey offers a popular "certified
kosher" package with items
like popcorn, candy bars and
other snacks. The kosher pack-
age is certified O.U. by the Or-
thodox Union, a national
certification that is an important
consideration for kosher con-
Each kosher package is geared
to a specific holiday. Mr. Frey
said, "We are preparing our
Chanukah packages now."
But his business is not target-
ed only at Jewish students.
"We have a wide variety of cus-
tomers," he said. "We send out
Christmas, Halloween and
Valentines packages, as well as
packages for Chanukah and
Purim. We have a 'Get Well'
Mr. Frey said that Granny's
Goodies is not a passing fancy for
"This is something I plan to be
doing for the rest of my life," he
said. "I enjoy working for myself;
I have a lot of discipline, a lot of
drive. I have a lot of confidence in
my ability to make this a suc-
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