Educational Dealer January 2021 by Fahy-Williams Publishing

January 2021

FOR PEOPLE WHO SELL TO TEACHERS, PARENTS AND SCHOOLS

W E N E R Y A D O T Renew your free subscription at EducationalDealerMagazine.com 2021_EDL_01_works 1_6.indd 1

1/11/21 2:38 PM

Did you know that children with better Social and Emotional Learning skills are better equipped to take advantage of classroom instruction and are less disruptive? Developing these skills can help make classroom learning more productive for all students and more rewarding for the teacher, for only $6.00 a game.

Available at Hoyleplay.com or on Amazon Contact Carrie.DeVillez@usplayingcard.com for wholesale information

2021_EDL_01_works 1_6.indd 2

1/11/21 2:38 PM

THE ISSUE

Change Partners by Kevin Fahy

We started this company during a presidential election year. It was 1984, and Ronald Reagan was running for a second term against the former vice president, Walter Mondale. One of my first editorials was about the upcoming election, and although I have long-since forgotten what I wrote, I recall speculating about the effects that a win by one party or the other might have on our industry. I did not endorse a candidate. Over the following eight elections I followed the same template, and my quadrennial essays seemed to be well received by our readers. Once in a great while, of course, I would get a little blowback. Basically, I could divide the letter writers into two groups. The majority were partisans who felt I was biased in favor of the opposite side. Most of them were relatively cordial, though a couple felt compelled to point out that I was a complete idiot.

They were about equally divided, by the way, as to whether I leaned right or left. The second group was smaller but no less passionate. They objected to the very idea of a political discussion in a trade magazine at all. Politics, like religion, was a personal preference that didn’t mix with business, we had plenty of more relevant issues to deal with, the whole subject was divisive, and so on. They urged me, sometimes indignantly, to mind my own business. The former group, which accused me of bias, didn’t surprise me in the least. We’re all biased, and I would never claim to be objective. What some readers don’t seem to realize is that they also have a lens of their own, and every lens causes some sort of distortion. Nevertheless, I am always interested in hearing what they think. (continued on page 5)

January 2021 — EducationalDealerMagazine.com 3

2021_EDL_01_works 1_6.indd 3

1/11/21 2:38 PM

January 2021

FOR PEOPLE WHO SELL TO TEACHERS, PARENTS AND SCHOOLS

The Issue

Change Partners by Kevin Fahy

Permanent Modifications

If you’re looking for “back to normal,” consider the fast-forward changes COVID ushered into our lives. They will have a lasting impact on the way we live, work and learn.

The Vaccine Rollout

Will Schools Play a Role in the Process? Throughout history, school-located vaccines protected communities against smallpox, polio, the measles and H1N1. How about the coronavirus?

EDspaces Sold to Leading Expositions Company

The cancellation of EDmarket’s big event left the association “without financial resources to continue operating under the current model.” Selling the show to Emerald Holding was a solution.

It’s Time to Embrace Virtual Tradeshows Nothing will replace meeting face to face, but digital tradeshows and hybrid virtual/live events are set to become the norm.

Endcap

CSI Connect Marketing An Interview with Dana Flaherty

NEW!

Departments

18 Cool & Hot 20 Business Notes 24 New & True 26 Eye on Education 29 Index of Advertisers

January Promo -60%

NS3138 Doing God’s Will BB

www.nstresources.com • orders@nstresources.com US & Canada Toll Free: Phone 877-664-6500 • Fax 866-356-0723 4 January 2021 — EducationalDealerMagazine.com 2021 Ed Dealer Magazine Ad_4.625 x 2.125 horz ad.indd 1

2021_EDL_01_works 1_6.indd 4

12/1/20 2:47 PM

1/11/21 2:38 PM

THE ISSUE (continued from page 3) It’s the latter group that I find more troubling. If anyone truly believes that the federal government doesn’t have a huge effect on our businesses, the only way I can explain their position is to assume that they really haven’t given it much thought. The feds only control about 10 percent of the funding for public school education, but they use it as leverage to influence everything from curriculum to teacher salaries. Their indirect influence, of course, is much greater. We live in an era of big government, so big that everything it does ripples through the business community. Each new administration in the White House affects the course of events regarding taxation, interest rates, trade agreements, healthcare, immigration, environmental protection, civil rights, transportation, labor issues, and regulation of commerce. As one of our recent presidents often said, “Elections have consequences.” All of the above notwithstanding, I chose not to write a pre-election editorial this past year. If ever there was a year for breaking with tradition it was 2020, as it seemed as though we were always not doing something or other for the first time in forever. In this case, it was not about the pandemic. I didn’t write about the election because emotions were simply running too hot, and nobody seemed very interested in hearing anyone else’s opinion unless it was an affirmation of what they already thought. Not only did I avoid discussing the election in print, I avoided discussing it altogether. That’s disturbing, frankly. I’ve always thought that one of the best things about America was our tolerance for differing opinions, and I’ve always had friends and family members with widely different views from my own. Since when are we not allowed to mention them, and why not? At any rate, the election is finally over, and perhaps now we can talk about the business of education without raising our voices. Let’s start with a word about the outgoing secretary of education. Betsy DeVos was an odd pick to lead the department from day one. She is not an educator, nor does she even know much about public schools. She once suggested at a Senate hearing that teachers should carry rifles in case grizzly bears break into the school. (And no, I’m not making that up.) What she does know about public schools is that she doesn’t much like them, and prefers private, predominantly religious schools such as those she herself attended. Her primary agenda, continually thwarted by Congress, was to allow students to transfer public money to private schools through voucher programs or other measures. She also doesn’t like teacher unions, and has done whatever she can to diminish their influence. This has mostly been around the margins, through executive orders and the undoing of Obama-era policies. DeVos’s advocacy of private schools, and her hostility toward the unions have overturned an apple cart that had been trundling along in federal education efforts for about 30 years. Without any formal agreement, Republicans had stopped pushing for vouchers, Democrats had stopped pushing unions, and a bipartisan coalition had pushed national testing standards. Which brings us to Joe Biden. I think we can pretty safely assume that the first thing the new administration will do is revert to the previous footing, with the notion that anything done by executive order can be undone in the same manner. Private schools will be quietly excluded from the initiatives in which DeVos had sought quietly to include them. January 2021 — EducationalDealerMagazine.com 5

2021_EDL_01_works 1_6.indd 5

1/11/21 2:38 PM

Publisher J. Kevin Fahy • kfahy@fwpi.com Editorial Director Tina Manzer • tmanzer@fwpi.com Graphic Artist Christopher Cornett • Christopher@fwpi.com Advertising Director Tim Braden • tbraden@fwpi.com Ad Sales Representative Darlene Ryan • darlene@fwpi.com Enewsletter & Online Advertising Manager Rick Kauder • rkauder@fwpi.com

• View live inventory from Educators Resource • Quickly and easily manage your orders - no need to rekey! • Send the order for drop ship with the click of a button. Call Educators Resource at 800-868-2368 and press 2 to reach the Sales Department.

Hand Hygiene Education is Important Use Gia Germ so kids can SEE "germs" disappear with proper hand-washing.

Production Manager Mark Stash • mstash@fwpi.com Marketing Director Amy Colburn • amy@fwpi.com Subscriptions Yesenia Rangel • accounts@fwpi.com Editorial Offices PO Box 1080, 171 Reed St. Geneva, NY 14456 800-344-0559 315-789-0458 FAX: 315-789-4263

About Fahy-Williams Founded in 1984, Fahy-Williams Publishing specializes in magazines, directories, e-newsletters and other promotional material for a wide variety of niche markets. Art Materials Retailer artmaterialsretailer.com Toy Times the magazine of the American Specialty Toy Retailing Association Life in the Finger Lakes lifeinthefingerlakes.com edplay edplay.com ROBEX for the Rochester Builders Exchange

www.glogerm.com

Use code EDUCATION2021 and save 15% on your order.

Around the Table for the Game Manufacturers Association

6 January 2021 — EducationalDealerMagazine.com

2021_EDL_01_works 1_6.indd 6

1/11/21 2:39 PM

THE ISSUE

We can also expect an about-face regarding teacher unions. Mr. Biden mentions “high-paying union jobs” in nearly every speech he makes, referring to America’s future in general as well as education in particular. His wife Jill is a longtime teacher and member of the National Education Association. His biggest education priority though, at least rhetorically, is universal prekindergarten. He brings it up at every opportunity, never failing to emphasize that he is talking about instruction, not daycare. To a lesser extent, he also endorses other high-ticket education initiatives such as raising teacher salaries, dropping public college tuition, and forgiving some student debt. Given the fire hose of news stories lately, you may have missed the nomination of the next secretary of education, the person who will be asked to address these issues (and a whole lot of other things). His name is Miguel Cardona, currently commissioner of education for the state of Connecticut. Cardona grew up in public housing, in a Puerto Rican family that had moved to Meriden, Connecticut. He became a fourth-grade teacher in his hometown, then the youngest principal in the state at age 27. After earning a doctorate, he was promoted to assistant superintendant for teaching and learning, and four years later was named commissioner. I don’t know much about Cardona, except that he has been adamant about reopening schools for face-to-face instruction. That’s an interesting point, because it puts him at odds with many union leaders, several of whom were considered for the nomination. It’s also a point on which Joe Biden seems to agree. So do I. So does Betsy DeVos. Our entire educational system has been savaged and traumatized by the virus. If we can find a sliver of common ground, maybe we can start to put it back together.

You can e-mail Kevin at kfahy@fwpi.com. January 2021 — EducationalDealerMagazine.com 7

2021_EDL_01_works 1_6.indd 7

1/11/21 2:39 PM

PERMANENT MODIFICATIONS

I don’t think we should shake hands ever again, to be honest with you,

If you’re waiting for the pandemic to end so that life will get back to “normal,” don’t hold your breath. Makeshift practices that accompany a crisis often become standard operating procedure when it’s over. Consider lockdown drills instituted after Columbine, and removing your shoes in airport security lines since 9/11. Here, experts pinpoint some of COVID’s lingering after effects.

Shopping malls have been slowly dying.

But the trend accelerated during COVID when footfall dropped to 49 percent, says foot-trafficanalytics firm Placer.ai. As a result, even normally well-performing malls are retooling leases and recruiting a new mix of tenants, including non-retail businesses. “The COVID-19 pandemic has accelerated

10 key technology trends,

including digital payments, telehealth and robotics,” proclaims the World Economic Forum. “They are playing a crucial role in keeping our society functional in a time of lockdowns and quarantines, and may have a long-lasting impact beyond COVID 19.”

said Dr. Anthony Fauci in April. Popular alternatives to the handshake include a head nod, foot tap, peace sign, and the namaste greeting – hands over the heart in prayer pose and a little had bow. No touching.

Buying versus shopping The concept that physical retail is about shopping, not buying will continue to expand, said Mitch Joel, a speaker at the National Retail Federation’s 2021 virtual show. As brick-and-mortar retailers figure out how to make the in-store experience more of a buying experience, online retailers are learning how to create more of a shopping experience using video and chat. “The retailers who succeed will successfully blend shopping and buying experiences,” he said.

Building the necessary infrastructure

to support a digitized world and stay current in the latest technology will be essential for any business or country to remain competitive in a post-COVID-19 world, says the World Economic Forum.

There is no getting back to normal. Thomas Davenport told CNN. “The sooner we accept that, the better.” The President’s Distinguished Professor of Information Technology and Management at Babson College says that people who don’t – including some who refuse to wear masks – have a condition called normalcy bias. “They want life to go back to the way it was rather than figuring out how to deal with what’s ahead.”

For brick-andmortar stores, health, well-being, and safety are now table stakes, says Colin Stewart, executive vice president of business intelligence at Acosta. “Social distancing, touch-free and transparency will continue to drive the way we live our lives and the way we shop.”

8 January 2021 — EducationalDealerMagazine.com

2021_EDL_01_works 1_6.indd 8

1/11/21 2:39 PM

Michael Lubelfeld, superintendant of North Shore School District 112 in Highland Park, Illinois, predicts that creativity postpandemic will encompass school fiscal planning.

“What if we don’t need all of the brick and mortar?” he asked Education Dive. “What if we can still provide robust and rigorous public schooling at the highest level of quality for all children, yet we don’t need to put all that public funding into brick and mortar if we don’t really need it full-time for everyone all the time?”

The switch to tech-supported learning is permanent,

No More Snow Days “Time and place are irrelevant now that we can move outside the classroom to wherever we need to be to push out instruction,” Director of Schools Donna L. Wright told Education Dive. Her district, Wilson County Schools in Tennessee, historically stockpiles 13 days for inclement weather or illness. “Now we have the opportunity to provide instruction in the comfort of one’s home.”

Learning model experimentation and innovation will continue to increase. “Over the years, we have always found

wrote Julie Young, VP of education outreach and student services for Arizona State University and CEO of ASU Prep Digital High School. “No digital learning professional would have wished 2020 on any teacher – it was more about patching holes and saving the ship. But since many of the tools teachers are using are free or low-cost, the uptick in using digitally supported learning tools is here to stay, even in brick-and-mortar schools.”

that when teachers have space to try something new, they become the best source of information on how to improve the innovation on behalf of students,” said an article on the website RedefinED.

COVID’s “Missing Students”

(microschools, homeschool, unschool, learning pods), some parents will abandon traditional public options altogether.

strong connections forged between parents and school staff during the pandemic will remain. Back-and-forth communications increased and appreciation grew for each other’s challenges and successes, reports Education Dive.

may never return to school. Education news site The 74 compares student displacement from the pandemic to the aftermath of Katrina. Outreach to absent or struggling students will help, but only if schools can find them. “Louisiana and Texas have systems for tracking enrollments and closures due to hurricanes in a way that a state like Maryland just doesn’t,” said one expert.

Given the number of creative “school” options that have emerged

Educators hope that the

Business travel and working in the office will not return to pre-pandemic levels, predicts Bill Gates. At Microsoft, for instance, employees report to the office for just half the workweek with one downside:

missing the chance to meet new people.

“More could be done on the software side of virtual meetings to allow for serendipitous run-ins afterwards,” noted Gates. January 2021 — EducationalDealerMagazine.com 9

2021_EDL_01_works 1_6.indd 9

1/11/21 2:39 PM

The Vaccine Rollout Will Schools Play a Role in the Process? by Tina Manzer

Giving vaccinations to children in school, aka “school-located vaccination” (SLV), has had a long and effective history. It begins in Massachusetts in 1827, when the first “no child left unvaccinated” act (against smallpox) became law for Boston schools. Smallpox was highly contagious; a devastating disease that killed, on average, three out of every 10 people who got it. The U.S. struggled to maintain and distribute a vaccine during most of the 19th century. In 1875, during a smallpox outbreak in New York City, the first recorded SLV occurred. American schoolchildren continued to receive routine smallpox vaccinations until 1972, when the disease was deemed eradicated in the U.S. In the 1950s, the polio vaccine was successfully distributed in schools across the country. Compared to the scar-inducing smallpox vaccine delivered by “jet injector,” the oral polio vaccine in individual sugar cubes was a delight. SLV was also used to combat rubella in 1969,

10 January 2021 — EducationalDealerMagazine.com

2021_EDL_01_works 1_6.indd 10

1/11/21 2:39 PM

increase

and then chickenpox and H1N1 (swine flu) in 2009. In the 1990s, schools became catch-up clinics for hepatitis B, and during the 2012-2013 school year in rural Kentucky, HPV vaccines were administered in schools. Children are immunized to protect the school community but also to protect the broader community from the spread of preventable disease, says Laurie Combe, president of the National Association of School Nurses (NASN). “The school really has a huge role to play in the health of the broader community.” Right now, COVID-19 vaccine availability to children is still a long way off. Guidance from the National Academies of Science, Engineering and Medicine (NASEM) has prioritized healthcare workers, older adults and those with comorbid conditions as the first groups to have access to a vaccine. K-12 teachers and school staff are included in phase two, and children are part of phase three. That, of course, could change. Vaccinations for children during this school year are doubtful, believes Dr. Mario Ramirez, a physician and former acting director for the federal Office of Pandemic and Emerging Threats. In an article in news resource Education Dive, he noted that today’s schools have a host of challenges to overcome in the meantime. Here are just a few of them.

focus!

Antimicrobial Wiggle Seat sensory cushion 10.75”/27cm for kids ages 3–7 13”/33cm for ages 6-18+ *protective barrier against germs

Antimicrobial Material

Outlet for excess energy while sitting

Helps kids focus

For classroom, remote learning, and meal time

Includes inflation pump

Calming Influence

bouncyband.com 646-926-2440 sales@bouncyband.com

Declining support for immunizations Widespread public support for childhood vaccines helped prevent measles and polio from spreading in the U.S., but the number of Americans who consider vaccines important has dropped 10 percent since 2001. According to a December 2019 Gallup survey, 84 percent of Americans say it is extremely or very important that parents vaccinate their children, down from 94 percent in 2001. “The only group that has maintained its 2001 level of support for vaccines is highly educated Americans, those with postgraduate degrees,” reports Gallup. “The perception of the importance of vaccinations declined by at least 5 percentage points among all other education subgroups.” Some people are opposed to January 2021 — EducationalDealerMagazine.com 11

2021_EDL_01_works 1_6.indd 11

1/11/21 2:39 PM

vaccines because they believe them to be more dangerous than the diseases they prevent. It’s hard to change their minds. For example, “Vaccines cause autism,” a claim made in the late 1990s, has since been debunked by the CDC and other respected health organizations. Even so, 10 percent of U.S. adults still believe vaccines cause autism in children, according to the Gallup poll. Forty-Five percent do not think vaccines cause autism, up a little from the 41 percent who said the same thing almost five years ago. And most people have forgotten the horror of vaccine-preventable diseases like smallpox and the measles. They’ve been in our collective rearview mirror for so many years that they believe we are no longer vulnerable to them. In terms of the COVID vaccine, “Public interest was really high six months ago, and then came all the political infighting tied to the presidential campaign and concerns about the safety profiles,” said Dr. Ramirez. “Many of them were rooted in conjecture, but they drove down confidence in the vaccine.” A December 9 survey from The Associated Press-NORC Center for Public Affairs Research shows that about one-quarter of U.S. adults aren’t sure if they want to get vaccinated against the coronavirus. Roughly another quarter says they won’t. Logistics The Pfizer vaccine calls for ultracold storage (minus-70 Celsius), making it difficult for schools to become valid distribution points unless they are equipped with special freezers. “I don’t think anyone sees that as possible,” noted Ramirez, but stay tuned: ultracold freezers are available and being moved where they’re needed. The Riverside Health system in Virginia ordered one for each of its five hospitals, reports The Washington Post, and the state of Maine has purchased one for its public health emergency warehouse that can store more than 200,000 doses. Pfizer’s special GPS-tracked, suitcase-sized shippers can store vials up to 15 days, said the article, but the ultracold storage specifications must be followed to a “T.” The 50 pounds of dry ice pellets in them must be refreshed upon arrival and then every five days, and to maintain the minus-70 temperature, the container cannot be opened more than twice a day. “The vials can stay at refrigerator temperature for five days before their contents degrade,” noted the article. The nationwide school-nurse shortage Twenty-five percent of schools in the U.S. have no school nurse, and other schools depend on part-timers who split their hours among several schools, according to research from the National Association of School Nurses (NASN). Fewer than 40 percent of schools have a full-time employee. But the Charleston County School District in South Carolina added to its school nursing staff this year so there is at least one full-time nurse at each school. Also added was an immunization coordinator. The changes have more to do with a federal Vaccines for Children grant the school system received, but according to Ellen Nitz, its director of nursing services, COVID-19 tipped the scale in favor of increasing the district’s number of nurses. 12 January 2021 — EducationalDealerMagazine.com

2021_EDL_01_works 1_6.indd 12

1/11/21 2:39 PM

“I think it’s going to be all hands on deck for our healthcare providers, including my school nurses,” she told Education Dive. “We could step into the public health role and be able to assist by providing those vaccines to those who need them.” All hands on deck Nitz raises an interesting point. Given the past successes of SLV, couldn’t it help to speed up the current U.S. vaccine rollout? School buildings have the space and capacity for mass vaccinations in gymnasiums, cafeterias and libraries. In the past, many schools have provided space for hospitals and other health-care providers to hold popup clinics and store vaccines in a controlled environment. What’s more, school nurses often have pre-established relationships with families in their community, which helps with the vaccine trust issue. They also have relationships with local and state public health departments, other nurses, emergency planning authorities, and local healthcare providers. “The school and public health partnership is a familiar model for the delivery of healthcare in many communities,” notes NASN. In rural communities especially, schools are often more accessible than healthcare facilities. According to NASN’s school-located position statement, “reaching high vaccination coverage of schoolage children and their families, as outlined in Healthy People 2020 (U.S. Department of Health and Human Services 2017) is an important public health objective … Health care providers must continue to improve access to and acceptance of vaccination providers in nontraditional health care settings. School-located vaccination can augment other emerging alternative vaccination sites.” “Schools touch so many more people compared to any other public institution,” says Ramirez. As of January 5, information about vaccination sites and vaccine availability is still unclear. Many of the draft vaccination plans that states submitted to the federal government in October mention the need for massvaccination sites, but offer few, if any, details, reports fact-checking resource PolitiFact. Some plans refer to the locations of mass vaccinations for H1N1 in 2009. Wyoming used national parks, Indian Health Services, prisons and an Air Force base. Wisconsin’s plan floats the idea of using schools. “In New York City, Health Commissioner Dr. Dave Chokshi said schools will host temporary vaccination clinics staffed by city employees, including those from the local health department, and volunteers,” said Politifact. When schools are called upon, I hope they’re given time to prepare.

MADE HERE. BUILT HERE. HERE FOR YOU. USACapitol produces 95% of its products and components stateside in Belton, TX. We offer more choices, expedited delivery, and helpful solutions. Move forward and make the best choice for all with USACapitol.

FURNISH YOUR PROJECT WITH

www.usacapitol.com | 800.460.1272

Chairs Desks Tables Accessories January 2021 — EducationalDealerMagazine.com 13

2021_EDL_01_works 1_6.indd 13

1/11/21 2:39 PM

EDspaces Sold to Leading Expositions Company EDmarket will remain the sponsor and program planner by Tina Manzer

On December 18, EDmarket members voted unanimously in favor of a plan to sell its annual EDspaces event to Emerald Holding, a tradeshow company that produces more a than 140 event and market platforms. They range from the Campus Safety Conference to the International Fastener Expo. The sale, which was finalized on December 21, was necessary to keep the association solvent, wrote outgoing EDmarket Board Chair Angela Nelson in a letter to members. Here is how she explained the need for the transaction. For the past 10 years, EDmarket has undertaken a significant rebranding and turnaround primarily driven by the success of the EDspaces event. With this event being our primary source of revenue, the cancellation of our in-person meeting in Charlotte and pivot to a digital conference due to the COVID-19 pandemic has left us without the financial resources to continue operating under the current model. The proposed new agreement [with Emerald] states that EDmarket will remain the primary sponsor of EDspaces and still be involved in the development of the education conference during the event. EDmarket will receive a significant payment

14 January 2021 â&#x20AC;&#x201D; EducationalDealerMagazine.com

2021_EDL_01_works 1_6.indd 14

1/11/21 2:39 PM

at closing allowing continued operations, and establishes a 20year sponsorship agreement with Emerald resulting in a future revenue stream for EDmarket based on the top-line revenue for the event. As part of the agreement, EDmarket will remain committed to EDspaces by continuing to sponsor and support the event for years to come. Through our alliance with Emerald, with its added resources and tradeshow creativity, we look forward to growing EDspaces and making it an even better investment for the exhibitors, buyers and our industry members.

Angela also provided a list of the ways EDmarket would benefit from the sale. She said it will – • Replenish association reserves ensuring EDmarket remains an important industry resource. • Protect significant EDspaces 2020 Exhibitor Deposits deferred to 2021. • Ensure EDspaces will continue to be the premier event for the education facilities market. • Guarantee EDmarket remains the primary sponsor of EDspaces and the education thought leader for the event. • Provide member discounts for exhibit space and registration. • Generate an ongoing revenue stream for EDmarket without the liability or cost structure of managing the event. • Provide EDmarket the capital to reinvent the association to better serve a changing market. “Moving forward, EDmarket will be able to continue its 105-year history as a key resource and connector to the education marketplace,” says Jim McGarry, EDmarket president & CEO. He and the EDmarket team will be working closely with Emerald’s EDspaces team for a smooth transition. Joe Tucker, Loraine Coleman and Scott Beyer have joined Emerald and will remain key resources for exhibitor success and continuity. “The remaining EDmarket staff members will support the Board of Directors’ refocusing efforts to improve membership value and enhance growth and opportunity for the education market,” McGarry adds. The financial terms of the transaction were not disclosed.

NEW

Math Games from

Number Sleuth Numb

Each grade le level set includes 60 math challenges to improve number sense!

211744 Grades 2–3 211745 Grades 4–5 211746 Grades 6–8

A belief in “The show must go on” With offices in California, Georgia, Kentucky, Massachusetts, New Hampshire, New Jersey, New York and Ohio, Emerald Holding Inc. (NYSE:EEX), “builds dynamic, market-driven business-to-business platforms that integrate live events with a broad array of industry insights, digital tools, and data-focused solutions to create uniquely rich experiences,” according to investor.emeraldx.com. “As true partners, we strive to build our customers’ businesses by creating opportunities that inspire, amaze, and deliver breakthrough results. Our teams are creators and connectors who are thoroughly immersed in the industries we serve and committed to supporting the communities in which we operate.” (continued on page 28)

$12.99 each

Dice Games for Multiplication Mastery

Students will love these 66 dice games to improve fact fluency!

211885 Grades 3–5 $19.99

CMY

Sum it Up!

Math games that play like Scrabble®! Each box includes three board games for practicing addition facts. Sums of 10, 20 and 100 211880 Grades 1 & up $34.99

Sums of Fractions, Decimals and Integers 211881 Grades 3 & up $34.99

www.didaxdealer.com

January 2021 — EducationalDealerMagazine.com 15

2021_EDL_01_works 1_6.indd 15

1/11/21 2:39 PM

It’s Time to Embrace Virtual Tradeshows The New York International Toy Fair, an in-person event we could count on each February but moved to May in 2021, was cancelled a few weeks ago due to the uncertainty of COVID. Financially, The Toy Association would probably be in trouble this year if it skipped holding the largest toy tradeshow in the Western Hemisphere. But it already had other event options up its sleeve. One of them, virtual Toy Fair Everywhere, will launch in February as the first and only year-round B2B

platform in the industry. Introduced in 2020 as a series of market weeks, TFE brought in more than 3,000 buyers from 60-plus countries. A February mainstay in our industry, the Educational Supplies & Furniture “tradeshow” hosted by ECRM, is also virtual, from February 8 to 11 this year. Always on the cutting edge of tech, Efficient Collaborative Retail Marketing announced last April that it had developed a virtual platform for its retailer-supplier meetings.

Your One Source Solution for Early Childhood Equipment

New

314.821.1441

childrensfactory.com

sales@childrensfactory.com

16 January 2021 — EducationalDealerMagazine.com

2021_EDL_01_works 1_6.indd 16

1/11/21 2:39 PM

Handwashing on the Go Throughout the rest of 2020, its monthly trade sessions were able to continue as planned. “ECRM Efficient Supplier Introductions (ESIs) are virtual presentations that allow several suppliers the opportunity to make a sales presentation to a panel of buyers from their specific product category,” the company explained. “For those seeking one-on-one interaction directly with each supplier, ECRM Virtual Programs provide everything that clients have come to expect from traditional face-to-face meetings, without the hassle of traveling thousands of miles.” While most of us would agree that virtual tradeshows can’t replicate the value of meeting in person, their ability to transcend travel restrictions and time zones to facilitate business with larger and larger groups of people is a big plus. It’s the biggest reason many in the event industry say virtual tradeshows are here to stay. “As we look to the future of meetings and events, virtual and hybrid events – alongside traditional in-person events – will become fixtures in most goforward meetings and event programs,” wrote Madison Howard on the blog of Cvent, a leading event management software company. “Organizations have seen the power of virtual events and are building the muscle to execute them more confidently.” Here’s an example. The annual Consumer Electronics Show, usually an in-person conference in Las Vegas that hosts thousands of attendees and media, partnered with Microsoft this January to power an all-digital event. Microsoft has made significant strides in defining the elements of a successful virtual show by producing dozens of its own major events, including all six of its flagship global conferences, reports Geekwire. “It has come to appreciate the expanded reach,” said the article. “In 2019, 6,200 people attended Microsoft Build in Seattle. In 2020, the virtual event had 197,000 attendees.” Microsoft’s Bob Bejan, corporate (continued on page 28)

with Jonti-Craft® Clean Hands Helper Portable Sinks Jonti-Craft portable sinks go wherever frequent hand washing is a priority. They meet licensing requirements and give you the flexibility of moving them quickly to areas of need in educational, health, and other community settings.

No Plumbing Required

www.jonti-craft.com/sinks

SIMPLE SOLUTIONS FOR IN PERSON LEARNING -OVER 30 COLORS -MULTIPLE HEIGHTS & LENGTHS -UNLIMITED CONFIGURATIONS -SOUND ABSORBING -TACKABLE PANELS -AND MORE!

EASILY CREATE SAFE SPACES IN YOUR SCHOOL BY UTILIZING PORTABLE ROOM DIVIDERS ®

www.dealerSF.com January 2021 — EducationalDealerMagazine.com 17

2021_EDL_01_works 1_6.indd 17

1/11/21 2:39 PM

Cool Hot innovations in the furniture and equipment category

1. Certwood has envisioned new ideas in mobile storage systems by understanding STEM, STEAM and Maker as a personalized idea integrating 21st-century skills within evolving pedagogies. ARTis, an expansion of INNOV-8, permits STEM2Maker to be scalable and customizable; delivering a multitude of materials supporting vast arrays of applications anywhere, anytime. certwoodusa.com

2. The Body Fluid Solidifier from Kore Designs has a unique granular solidifier that quickly absorbs and solidifies body fluids and organic fluids such as blood, urine, vomit, feces and mucus. At the same time, it assists in eliminating odor thanks to the addition of all-natural thyme oil. Generally Recognized as Safe (G.R.A.S.) by the FDA. korestool.com

3. The Wobble Chairs for Kids from Kore Designs have a gentlyrounded bottom to encourage active sitting. Continuous movement increases secondary focus. They come in vibrant colors and multiple sizes ranging from 10 inches to 18.7 inches. Theyâ&#x20AC;&#x2122;re made in the USA with built-in antimicrobial protection. The new rubber pad provides anti-slip and floor protection. korestool.com 4. The Kids Adjustable Standard Wobble Chair from Kore Designs has a gently-rounded bottom for active sitting. Continuous movement increases secondary focus. Seat height can adjust from 14 to 19 inches using the Actuator Ring to grow with a child. It is assembled in the USA with built-in Antimicrobial Protection in the seat and base. New rubber pad adds anti-slip and floor protection. korestool.com

18 January 2021 â&#x20AC;&#x201D; EducationalDealerMagazine.com

2021_EDL_01_works 1_6.indd 18

1/11/21 2:39 PM

5. The Wooden Cube Chair from Children’s Factory can be used as a chair with a 6-inch-high or 9-inch-high seat, or as a 15-inch-high table. The chair features cutouts for easy maneuvering. childrensfactory.com

6. The Kids Sit-Stand Mobile Student Desk from Kore Designs transforms classrooms into active, flexible spaces. It’s easy to move to reformat seating configuration as needed. The adjustable height workspace has a sturdy antimicrobial plastic tabletop that tilts from 0-90 degrees flat. It takes up less space than traditional desks and stacks neatly for storage or easier cleaning. korestool.com 7. The 3500 Floor Rocker from USA Capitol keeps students – no matter their size – safe, clean, engaged and off the floor. Our best-selling Euroflex shell sits 7 inches off the ground. Well made in the USA, it comes in 22 shell colors with a choice of a chrome or powder-coated base. usacapitol.com

8. The NO-ROLL Weighted Balance Ball Seat from Bouncyband offers a flexible chair for school and remote learning. It enables fidgety energy to be expelled, which helps increase focus. Available sizes include 45CM, 55CM and 65CM. bouncyband.com 9. The sound-absorbing, tackable, easy-touse Healthflex Dividers by Screenflex include antimicrobial protectant. They can be used anywhere and more! 800-552-0110

10 11

10. The new Driftwood Gray and Key Lime color options from Jonti-Craft are perfect for a fresh new look! Choose from a variety of table shapes, sizes, and styles. jonti-craft.com 11. This Time Timer Original 3-inch is perfect for individual or one-to-one use. It’s been redesigned for increased legibility and durability, and includes a dry-erase activity card and a portable carrying bag. 513-561-4199 support@timetimer.com January 2021 — EducationalDealerMagazine.com 19

2021_EDL_01_works 1_6.indd 19

1/11/21 2:39 PM

BUSINESS NOTES Good News for Teachers: Ugly Shoes are In Models on Europe’s catwalks last summer proved that COVID’s “comfort fashion” would be with us for a while. Accessorizing some of the baggy hoodies, drawstring sweatpants, and cozy sweater dresses on the runway were classic “ugly shoes” – the kind teachers love for their comfort, but hate for their style. This latest trend is paying off big for Birkenstock sandals, Crocs, clogs, water shoes, and UGGs. For the quarter ending on September 30, Deckers, UGG’s parent company, reported a 2.5-percent increase in brand net sales for UGG, with $415.1 million compared to $404.9 million for the same period in 2019, reported fashion writer Eliza Huber. In November, despite the pandemic, the brand opened its first flagship in New York City. Leading up to Black Friday, UGG slippers were saved to online wish lists more than 10,000 times, reports fashion search engine Lyst. The ugly-shoe renaissance also includes Crocs. “Crocs has positioned itself as a go-to option for comfort and practicality in a new era of staying at home,” says Retail Dive. In its third quarter, the company reported a revenue increase of 15.7 percent year over year, with e-commerce

growing 35.5 percent – representing Croc’s 14th consecutive quarter of double-digit e-commerce revenue growth, the article reports. Comparable sales increased by more than 16 percent and wholesale grew more than 12 percent year over year. And then there are Birkenstocks. British Vogue declared them the official sandal of 2020. Not bad for a brand that’s been around for 247 years. Makers of the so-called ugly shoe have gone in and out of fashion for years, but they never really went away, writes Cheryl Wagemann, a retail analyst and editor at Finder. “They’ve been humming along in the background, with varying success, continuing to supply the public with nonfashionable yet completely established shoe options for years. Lately, they have just taken center stage as the pandemic cued up comfort.”

20 January 2021 — EducationalDealerMagazine.com

2021_EDL_01_works 1_6.indd 20

1/11/21 2:39 PM

What’s Next for Your Small Business? As Michael Sipe sees it, small business owners who are struggling as the pandemic drags on have some difficult decisions to make right now. The ex-Army Ranger Captain, entrepreneur, mergers and acquisitions advisor, and Christian executive coach believes baby boomers in retirement-age range are in the biggest predicament as they evaluate the risk of staying in business or selling and cutting their losses. Here are his suggestions to small business owners as they try to sort out their future.

Quit “A lot of people are going to do that and if that’s their decision, they should quit fast,” says Sipe. “Don’t drag it out.” During the 2008 recession, people refused to face reality and it cost them everything, he notes. “If you’re in your 60s right now and don’t feel like you can gut this out another 10 or 15 years, cut your losses. Keep your nest egg instead

Introducing

35 brand new items that can be used to create a calm and inviting classroom!

Contact your sales rep today!

EUREKASCHOOL.COM (866)3945047 January 2021 — EducationalDealerMagazine.com 21

2021_EDL_01_works 1_6.indd 21

1/11/21 2:39 PM

BUSINESS NOTES of spending it all trying to bail your business out.”

Reinvent “If you don’t quit you have to change. Slugging it out and hoping it’s going to get better or that it will get back to normal – that kind of thinking is ridiculous.” If business owners decide to reinvent, they have to go back to the basics. “Ask yourself this: ‘What are the fundamental customer needs I’m trying to address?’ Focus energy on prime areas that are going to move people to pay a good margin for your product.”

Be flexible Given the fluid state of our world, changing your business model and some of your processes may have to become habit. “Realize what you change

today may need to change tomorrow. Innovation has to happen every day. It has a lot to do with listening to customers and anticipating what they would respond to. “Engagement with customers and engagement in the innovation process for owners of small businesses is absolutely critical,” Sipes adds. “If an owner of a small business is not willing to try to figure it out with, and for, their customers, they’re going to fail.”

Hydroponic Grow Boxes Reflect Company Founder’s Roots In a recent interview with Dr. Venus Opal, host of the Hot Mess Millionaire podcast, Shelley Matthews, CEO of

Full-Circle26 Inc., discussed her mission to help the underserved and those most in need by growing food. Shelley, a self-professed country girl, brings the future of farming to children, nonprofits, consumers, farmers and businesses through hydroponic and technology-based plant growing systems and training. Her company has placed OPCOM Hydroponic Systems in more than 1,500 schools nationwide. They provide a 3-D Model of Sustainability for STEM education, food sustainability and jobs. During the COVID pandemic, FullCircle26 launched a new training model

A Complete Toolkit for ! Teaching Phonics! NEW ABLE AVAIL ARY JANU 1 202

Practical lessons and routines for using decodable texts to build children’s phonics and fluency skills.

A library of enjoyable, high-quality decodable readers. Available as a multiple-copy or single-copy set.

Contact your rep for more information. 22 January 2021 — EducationalDealerMagazine.com Phonics_HalfPage.indd 1

2021_EDL_01_works 1_6.indd 22

12/17/20 11:21 AM

1/11/21 2:39 PM

that provides virtual support and expertise for customers. It will expand to an educational platform in 2021. Shelley talked about a trip she made to start an urban hydroponic lab in Milwaukee with the Dominican Center for Women. It opened her eyes to the challenges residents faced, which included lead-filled soil, a lack of fresh produce, high crime, and joblessness. Today, equipped with one of the most advanced hydroponic labs in the country, the center has become a model for other nonprofits seeking revenue opportunities and fresh vegetables. A soil-based and hydroponic farmer herself, Shelley and her team of experts provide sustainable growing solutions that can be accomplished easily and last for generations.

Features that Help Shoppers Trust Your Website Ninety-five percent of users who feel a website is untrustworthy will leave it within 10 to 20 seconds, according to a survey by Addictive Tips, a tech blog that helps users find free and simple solutions to their everyday problems. From a poll of 4,503 users worldwide they discovered which website features build enough confidence in a brand to make a purchase, and which ones send online shoppers elsewhere. Here’s the top-10 list of a website’s most trustworthy features, according to customers. 1. Familiar payment methods 2. Quality reviews 3. Recognized trust seals 4. The SSL certificate 5. An address and phone number 6. Terms and conditions 7. Social media activity 8. A good design 9. A good social media following 10. Quality images Here are 10 website features that scare users away. 1. Popup ads 2. Spelling errors 3. Unfamiliar payment methods 4. Slow loading time (also ranked “most stressful”) 5. Broken pages (i.e. 404 error) 6. Stock images 7. Non-clickable links 8. Missing contact details 9. No reviews 10. A user-unfriendly design

Immerse yourself in loose parts play Use our discovery-focused range of smooth, wooden shapes for sensory stimulation and play-based learning See new products coming in our 2021 Catalog! Out January

Wooden Rainbow Architect Blocks, Natural Architect Panels, Wooden Community Figures, and Wooden Trees Set are sold separately. For more production information, contact info@learningadvantage.com. TickiT® product range exclusively distributed by Learning Advantage® Toll Free 866.564.8251 orders@learningadvantage.com www.learningadvantagedealer.com

January 2021 — EducationalDealerMagazine.com 23

2021_EDL_01_works 1_6.indd 23

1/11/21 2:40 PM

New True

3 5 4

The Sand Art Activity Kit from Sandtastik Products Ltd. is an incredible, fun, party-in-a-box! The allin-one kit contains everything you need to get creative with colored sand. The classic festival sand-art activity includes a rainbow of sand colors plus mini funnels and instructions to create eight sand-art bottle scenes. For ages 4-plus. Certified non-toxic; conforms to ASTM D 4236. sandtastikproducts.com

Seal Squad from the United States Playing Card Company helps kids learn to work together and overcome obstacles through cooperation and communication. Using simple strategy and decision-making skills, this fun game helps teach kids that it is easier to achieve goals if you play as a team. Carrie.DeVillez@ usplayingcard.com

Eureka’s brand new Jumbo 7-inch Deco Letters and Extra Wide Deco Trim in coordinating designs are perfect for making a statement board! Six patterns are available: shibori tie-dye (featured), fluorescent tie-dye, black & white gingham, metallic reptile, classic camo, and red bandana. Deco trim and letters are sold separately. 1-866-394-5047, eurekaschool.com

Musgrave Pencil: Now you can view the Musgrave Pencil Catalog online! Visit musgravepencil.com to browse our great products. You will see pencils like D1161 for Valentine’s Day, D1564 for Easter, D2300 for Cinco de Mayo, and many other winter and spring events. Go check it out today!

The Doing God’s Will Bulletin Board Set (NS3138) from North Star Teacher Resources provides important reminders of God’s revealed will for his children. Eight colorful posters with bold scriptural statements inspire everyone to stay strong, focused and obedient in the faith. Size 11 by 17 inches; $11.99 suggested retail. orders@nstresources.com for the January Promo

24 January 2021 — EducationalDealerMagazine.com

2021_EDL_01_works 1_6.indd 24

1/11/21 2:40 PM

8 10

Informational Texts for Striving Readers from Scholastic expands students’ reading skills. The collections of 35 highinterest informational texts and companion comprehension questions meet Core Standards for grades 3, 4 and 5. scholastic.com/trcatalog

My Rainbow Globe from Learning Advantage is a colorful puzzle and sorting toy that combines early STEAM concepts! Construct the puzzle first, then count, sort, create patterns, teach fractions and create designs. Ninety wooden balls and 90 felt balls are included. The large board has a diameter of 23 inches. For ages 3+. learningadvantagedealer.com info@learningadvantage.com

NEW! The Wikki Stix Personal Learning Pak for Educational Activities was designed for safe, clean, hands-on individual learning. No sharing, no touching! It contains 36 Wikki Stix in a small storage tube, perfect for athome learning or in a classroom. wikkistix.com

Number Sleuth from Didax builds number sense! Students puzzle and play with numbers using essential math concepts and solve problems featured on dry-erase cards (includes 60 double-sided cards – 30 Challenge Cards and 30 Digit Cards). didaxdealer.com/img/ NumberSleuth.pdf

Once again, Sensational Math Subitizing Activity Cards have come in as one of our top-sellers! Be sure these popular activity cards are in your marketing mix for 2021. Item# 626633 Subitizing Activity Cards (K-1) $7.99 SRP. PrimaryConceptsDealer. com

January 2021 — EducationalDealerMagazine.com 25

2021_EDL_01_works 1_6.indd 25

1/11/21 2:40 PM

EYE ON EDUCATION

Medical School Applications Increase

College and university enrollment overall dropped in the fall of 2020, but the number of people applying to medical school increased 18 percent compared to 2019, reports the Association of American Medical Colleges (AAMC). Officials say the increase is the direct result of the COVID 19 pandemic, which underscored inequities in the delivery of health care and showcased the heroics of front-line workers and high-profile public health figures like Anthony Fauci. “It’s unprecedented,” says Geoffrey Young, AAMC’s senior director for student affairs and programs. In a story prepared by The Hechinger Report and WGBH Boston, Dr. Young compared it to the increase in the number of men and women who entered the military after 9/11. “So far in my lifetime, at least, and for as long as I’ve been in medical education, that’s the only comparison that I could make.” Medical school admissions officers call the phenomenon “the Fauci Effect.” “If it works to get more young individuals into medical school, go ahead and use my name. Be my guest,” says Dr. Anthony Fauci, director of the National Institute of Allergy and Infectious Diseases. He’s received hundreds of letters from people telling him they want to practice medicine. By 2033, the U.S. will be short 54,100 to 139,000 physicians, estimates the AAMC, while the proportion of people who are over 65 will grow by an expected 45 percent. More than two out

of every five doctors now practicing will reach retirement age over the next 10 years. Already, there are fewer primarycare providers than needed, noted The Hechinger Report. More than 7,000 areas of the U.S. with a combined population of roughly 82 million people need more internal medicine doctors, family physicians and pediatricians, based on data from the Kaiser Family Foundation. A big deterrent has always been the price of medical school. Based on figures from 2015-’16, medical school graduates finish with $241,560 of student-loan debt, on average, says the National Center for Education Statistics. That figure discourages many would-be doctors, including those from lowincome and ethnic and racial minority groups. Eight percent of medical students are Black and 7 percent are Hispanic. Both proportions are smaller than their share of the population.

Wanted: Qualified Grandma Tutors

GrandmaTutors.com, a division of the Los Angeles-based company Rent-AGrandma, is hiring friendly, mature tutors to work with children in grades K-12 on a broad range of subjects. With so many students around the United States and abroad learning at home, parents have been hungry for reliable help to meet their children’s educational needs. GrandmaTutors allows them to search for fully vetted and qualified “grandmas” in their area, many of whom have a long history of teaching experience, said a company press release. Rent-A-Grandma (rentagrandma. com) was founded in 2011 by Todd Pliss, a licensed “studio teacher” who worked with child stars like the Jonas Brothers. “Grannies” don’t have to be real grandmas, but they must be at least 50 years old. They work as nannies, maintenance staff, pet sitters, chefs, and personal assistants.

Ransomware, Malware and Phishing Threaten Online Ed

The FBI and the Cybersecurity and Infrastructure Agency (CISA) issued an advisory late last fall warning K-12 educators of an uptick in cyberattacks, reports Campus Safety Magazine. The attacks, which include ransomware and data theft, are designed to exploit and disrupt distance learning during the COVID-19 pandemic. “Cyber actors likely view schools as targets of opportunity, and these types of attacks are expected to continue through the 2020/’21 academic year,” says the alert. “The issues will be particularly challenging for K-12 schools that face resource limitations; therefore, educational leadership, information technology personnel, and security personnel will need to balance this risk when determining their cybersecurity investments.” Fifty-seven percent of the ransomware incidents reported involved K-12 schools in August and September 2020 – up from 28 percent January through July, said the agencies. Cybersecruity officials have also observed malware attacks on state, local, tribal and territorial institutions over the last year. Attackers use malware to infect machines and send stolen information to command-and-control centers. Phishing is also becoming common in education, with cyber actors targeting students, parents, faculty, IT professionals and others involved in distance learning operations. “These attacks masquerade as legitimate requests for information via email and trick users into revealing account credentials or other information,” says Campus Safety Magazine.

26 January 2021 — EducationalDealerMagazine.com

2021_EDL_01_works 1_6.indd 26

1/11/21 2:40 PM

getting very excited about the education technology category.” Coursera – one of the largest MOOC providers in the world — garnered $130 million from investors in July after launching a service in 2019 to offer online courses to colleges.

Pandemic Speeds Up MOOC Evolution

New platform Engageli – for live, online higher-education courses – promises game-changing functionality, reports the newsletter New World Same Humans (NWSH). “Basically, it’s a Zoom for university teachers and their remote students,” says the article. Developed by Daphne Koller, a cofounder of online learning platform Coursera, Engageli gives students the ability to visually signal whether they understand what’s being taught, and teachers the opportunity to post real-time quizzes and instantly show the results. The new platform’s launch occurs during a huge, pandemic-fueled spike in the number of students taking Massive Open Online Courses (MOOCs), notes NWSH. “According to online course site Class Central, the top three MOOC providers – Coursera, edX, and FutureLearn – registered as many new users in April 2020 as in the whole of 2019. “Not so long ago, MOOCs felt something of an unsuccessful experiment,” continued the article. “Now, remote learning is on the agenda as never before. The big question is: will it stick or is it just temporary?” Investors think MOOCs will stick. “We’re seeing, as a result of COVID, the whole industry advancing at least a year or two with a real uptick in terms of the number of users that are coming to these platforms,” Julia Stiglitz told Education Dive. A partner at GSV Ventures, which has invested in MOOC providers Outlier.org and Coursera, Stiglitz added: “You’re seeing a lot of investors who are

Statewide Tutoring Programs make Impressive Gains, say Experts

Tutoring is needed to solve the education equity gap exacerbated by the coronavirus pandemic, said a panel of education researchers during a webinar. National Press Foundation. They suggested statewide, potentially federally funded tutoring programs and noted that to be effective, tutoring requires in-school, small groups with one or two students per tutor. States funding tutoring programs are seeing impressive gains, the panelists

said. Research shows that Minnesota Reading Corps, which uses AmeriCorps volunteers, was effective for higher-risk students in younger grades regardless of gender, race or socioeconomic standing. They advanced students up to almost a year. “Oftentimes with education interventions, the results you get are maybe six weeks’ worth of advancement,” said Katharine Stevens, a visiting scholar at the American Enterprise Institute and one of the panelists. “A year is massive.” Right now, approximately 12 states have statewide models, and North Carolina and Tennessee are scheduled to launch programs in the coming months. Researchers pointed to a national program in England as a model for the U.S. The national government provides the funds and resources, but the schools vet the tutoring companies they want to use. The model could be used for math, they noted, where preliminary test results show learning has slowed the most during the pandemic. In June, the Netherlands became the first nation to invest in a large-scale tutoring program by earmarking the equivalent of $277 million for schools to use to support students, according to The Economist. A comparable investment for the U.S. would amount to $5.3 billion because of its larger scale, calculated Robert Slavin, director of the Center for Research and Reform in Education at Johns Hopkins University.

January 2021 — EducationalDealerMagazine.com 27

2021_EDL_01_works 1_6.indd 27

1/11/21 2:40 PM

EDspaces Sold (continued from page 15) Evidence of that commitment appeared in November when Emerald held its annual International Gift Expo of the Smokies live at the LeConte Center in Pigeon Forge, Tennessee. It was considered an exposition industry milestone given market conditions at the time, including the significant restrictions on domestic and international travel. “The number of exhibiting companies declined 60 percent, but buyer attendance was down only 30 percent to create a 75-percent boost year-over-year in the overall attendee-to-exhibitor ratio, from seven attendees per exhibitor to 12 attendees per exhibitor,” reported Emerald in a press release. “As a result, sentiment scores from exhibiting customers improved across all measures, and confirmed the demand from the gift and souvenir community to connect face-to-face to source new products, replenish inventories, and prepare for the important upcoming holiday season.” “Successfully holding the International Gift Expo of the Smokies (IGES) this year is a testament to our support of our communities, and a positive first step forward for our industry as a whole,” noted Lori Silva, EVP of Emerald’s Retail Group. “We are extremely proud of the IGES team and our amazing partners for implementing a stringent health and safety plan that delivered a strong, productive show.” Buyer Don Henk, retail operations manager at

Virtual Tradeshows (continued from page 17) VP for global events, said that while the company’s live events were more theatrical — “with dynamic speakers on stage commanding a rapt audience” – its all-digital format needed to be cinematic. “We now tailor our content to that format, and we have transformed from a live-show production team to a 24/7 television production network, complete with live anchors from around the world.” Most of the meetings industry has now adopted virtual events, notes Madison from Cvent. She cites a recent study from the Professional

Convention Management Association that revealed that 76 percent of planners are going virtual. They had to. The rest of us have to, too. “In this period of change, our industry, and the world, has been experimenting and adapting at a rapid pace,” she wrote. “The global pandemic has caused a dramatic acceleration of technology adoption and digitalization across many areas of our lives. As McKinsey Digital observed in May, ‘We have vaulted five years forward in consumer and business digital adoption in a matter of around eight weeks.”

Massanutten Resort in Virgina, said, “Given the uncertainty we have all been facing much of this year, attending the IGES show in November was critical to the future success of our business. It helped maximize the sales and profitability of all our shops by allowing us to connect with our key vendors. There is nothing like seeing new items, designs, and colors in person; not to mention talking with new vendors to see what they have to offer. It goes well beyond just viewing products in a catalog.” Examples of the safety measures implemented at IGES included temperature screening, the required use of face masks at all times, registration queue lines to ensure 6-foot social distancing, one-way entrances/exits, transparent shields at all concession stands, and daily disinfection of all seating, restrooms, and frequently touched public areas. In January, those safety measures were implemented again at the live Surf Expo at the Orange County Convention Center in Orlando. The next EDspaces is scheduled for November 3 through 5 in Pittsburgh. Please note the new address of the Education Market Association: 9841 Washington Blvd. Suite 200-1041, Gaithersburg, Maryland 20878.

Renew your free subscription online!

Use your new account number and your zip code. It’s fast and easy! Visit educationaldealermagazine.com

Check your mailing label on the cover.

28 January 2021 — EducationalDealerMagazine.com

2021_EDL_01_works 1_6.indd 28

1/11/21 2:40 PM

ENDCAP (continued from page 30) No matter what the industry, if someone needs help creating marketing materials, from logos to flyers to catalogs to websites, we are here to help them succeed. In terms of printing, we outsource most of it because it’s more cost-effective, but we also have the ability to print internally. The location of our customer typically determines the printing source that we use. Because we do so much business in so many different areas of the country, we have many sources. We have been a member of the Advertising Specialty Institute since the beginning. The relationship allows us to provide branded marketing materials to any customer, no matter what industry. Everyone needs T-shirts, polos, giveaways, and other items that can help promote their business to their customers. What is CSI’s busiest time of the year? From August to December, by far. That’s when we create not only our largest cycle of catalogs and websites, but also many custom catalogs for individual dealers and manufacturers in education, art, toy and office products. How many employees do you have? Currently there are 12. Like many of our dealers and manufacturers, this has been a time of staff reductions and changes. We are looking forward to 2021 with a fresh perspective.

How’s business? Overall, our business is great. With staff and location changes, we are adapting to these uncertain times to achieve our annual goals. We have learned that certain people can work remotely and still provide the same benefits. We have also benefited by reducing staff and having staff take on multiple roles within the company. We don’t think like a normal business. Our customers are struggling, so we are here to help when needed. Having personally been in this industry for almost 30 years, I recognize that most of them do not need catalogs or marketing materials during a pandemic. What they do need is guidance and direction on how they can survive. We provide that, free of charge. We know there is no CSI Connect Marketing without our customers. We are here to help each and every customer grow and prosper during this unprecedented time. We are all in this together. What are your plans for the future? We plan to continue to provide products and services that meet the needs of all customers, no matter the size. Feedback from our dealers and manufacturers about different trends and whatever they need for their particular market will help us decide what direction to take and products to add.

ADVERTISER INDEX Company Bouncy Bands Certwood Ltd

Page 11 Inside Back Cover

Website

Company

bouncybrand.com

Marco Group Inc.

Back Cover

certwood.com

Miller Studio Inc.

magicmounts.com

Page

Website marcogroupinc.com

Childbrite by Manta-Ray

childbrite.com

Musgrave Pencil

pencils.net

Children’s Factory

childrensfactory.com

North Star Teacher Resources

nstresources.com

CSI Connect Marketing, Inc.

catalogsolutions.com

Primary Concepts

primaryconceptsdealer.com

Didax Education

didaxdealer.com

Sandtastik

10 sandtastik.com

Educators Resource

erdealer.com

Scholastic Teacher Resources

scholastic.com

Eureka / Css Industries

eurekaschool.com

Screenflex Portable Partitions

dealersf.com

Glo Germ Company

glogerm.com

The United States Playing Card Company Inside Front Cover usplayingcard.com

Jonti-Craft

17 jonti-craft.com

Kore Design LLC Learning Advantage

13, 15, 21, 23 23

Time Timer LLC

timetimer.com

korestool.com

USA Capitol

usacapitol.com

learningadvantage.com

Wikki Stix

wikkistix.com

January 2021 — EducationalDealerMagazine.com 29

2021_EDL_01_works 1_6.indd 29

1/11/21 2:40 PM

ENDCAP

An interview with

Dana Flaherty The annual We Connect School Supply Conference, introduced in 2017, is the newest offering from CSI Connect Marketing. It’s the only traditional trade show focused on instructional materials and classroom resources for grades pre-K through 12.

In 2020, Catalog Solutions Inc. rebranded as CSI Connect Marketing, a name that better represents its mission to offer marketing materials in both digital and print formats. “Changing the name did not have anything to do with what we provide our customer. That has not changed,” explained company President Dana Flaherty. “The name ‘Catalog Solutions’ created a misconception that we are only a catalog company. It remains one company with one vision, but in addition to printing catalogs, we also print marketing materials, design and manage websites, create digital marketing, and provide branded products for our customers.” Formerly with Creative Catalog Concepts, Dana formed Catalog Solutions in 2006. “CCC had always been known for its customer-first mentality,” Dana explained, “but new owners, an investment group, changed the focus of the business. They felt that sales and the bottom line were more important than spending time getting to know customers.” He left and started CSI, and then purchased CCC in 2013. He believes that building relationships with customers remains very valuable to the company’s success today. Ed Dealer: What was your original mission for the company, Dana? Dana Flaherty: Our goal has always focused on striving to exceed the expectations of every customer, both in product and service, to make “going the extra mile” an everyday occurrence, and to build lasting relationships that turn

customers into friends. Every customer is important to us and we will do everything we can to help them be successful – just as if they were family. How many different kinds of catalogs do you offer in the school supply industry? Do you also do product fulfillment? Currently, we create an Early Childhood catalog once a year, a Furniture, Equipment & Technology catalog once a year, and a full-line Educational Materials catalog twice a year, with many types of inserts that can be added to each catalog, like Arts, Crafts & Office Supplies, Furniture, or Special Needs. We have a partnership with Educators Resource that they will support our full-line catalogs and Arts, Crafts & Office Supplies supplement for wholesale fulfillment. Many of our website customers utilize our Click N Ship program through Educators Resource, to streamline the order process and have direct order fulfillment. What other markets do you serve? We do many projects for art materials customers, and our Toy Collection department creates marketing materials for local toy dealers, just like we do in education. Our largest customer base is education and its subcategories including school furniture, for instance, and office supplies. WeConnect is the newest CSI Connect Marketing offering. This was only created out of necessity. Our industry tradeshow was losing traction and we were asked by so many of our customers and vendors to create a more intimate tradeshow – one that showcased a smaller venue with more focus on networking and personal attention, similar to older shows like EDSA. (continued on page 29)

30 January 2021 — EducationalDealerMagazine.com

2021_EDL_01_works 1_6.indd 30

1/11/21 2:40 PM

Storage must be durable, purposeful, agile and most importantly needs to be segregated or isolated. This “Design Lab” is successful in maintaining heightened agility because every resource is managed in one systematic location. Labeled resources are organized in various heights, depths and widths. Certwood’s StorSystemTM solutions are intentionally positioned at the centralized core of this mobile lab as resources are selected, transferred, utilized only to be repositioned at the end of class.

email: Info@Certwood.com

web: www.CertwoodUSA.com

Certwood USA Ohio Distribution Center 11 Technology Way Wintersville OH, 43952 Office: 740 314 5874

Certwood UK Laporte Way Luton Bedfordshire LU4 8EF Office +44 (0) 1582 456 955 January 2021 — EducationalDealerMagazine.com 31

2021_EDL_01_works 1_6.indd 31

1/11/21 2:40 PM

Premierâ&#x201E;˘ Series Tables Tables That Stand Up and Stand Out! Make a bold statement with Premier Series Tables and their thick profile legs. Available in sit down or stand-up heights. The perfect choice for versatile educational environments.

Over 30 table shapes 9 laminate options 9 edge band color options

1/8â&#x20AC;? thick acrylic | Easy to assemble | One year warranty | Made in the USA

Our sneeze guards are the ideal solution to protect your students from the rapid spread of airborne germs. Designed as a defensive barrier, they are durable, light weight, easy to clean, and can be easily moved.

See our full line of school furniture at

www.marcogroupinc.com

@marcogroupincneosho

2021_EDL_01_works 1_6.indd 32

1/11/21 2:40 PM

Educational Dealer January 2021

Articles inside

EDspaces Sold to Leading Expositions Company

Eye on Education

Endcap

It’s Time to Embrace Virtual Tradeshows

The Issue

Index of Advertisers

Permanent Modifications

The Vaccine Rollout