April/May 2018
FOR PEOPLE WHO SELL TO TEACHERS, PARENTS AND SCHOOLS
Retail Reinvention at Brainstorm Store owner Margie Wilson (far left) and her staff are implementing solutions to a shrinking market
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12 Fun Des ign s
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THE ISSUE
NEW
Public Enemy by Kevin Fahy
I
f my father were alive, there are many questions that I would like to ask him. Although it is certainly not the first, one of those questions has to do with his education. Like most sons of Irish immigrants, he attended Catholic schools until he was 14, then enrolled at a large, urban public high school. After the war, he went to a private, secular university on the G.I. Bill. I would like to ask him what the differences were among the three different models that he experienced. Is one clearly better than the others, or do they each have their strengths and weaknesses? You may be thinking that the answer should be obvious, simply by looking at what my father did with his own kids, but unfortunately it’s not that simple. After college he became a teacher and later a school administrator, and I’m sure he felt it would be hypocritical to send his kids to private or parochial schools. The idea was never discussed at our house. So I attended public schools, K-6 in one district and high school in another. Although I liked one district a lot better than the other, I can’t complain about the quality of education I received in either one. All of us probably ran into one or two incompetent teachers somewhere along the way, and I could name a couple, but in general they were dedicated, knowledgeable professionals who genuinely cared about kids. That’s not to say that I’m entirely happy with the results. If I had it to do over again, there are several things I would do differently, but I can’t blame the teachers or the schools. There were critical junctures at which I simply made some poor choices.
If you look back at the history of public education in America, the first thing you will notice is the link between education and religion. In the 17th century, Massachusetts Bay colonists established schools in order to ensure that future citizens would be able to read the Bible. The Catholic Church has always been a huge proponent and purveyor of education, having kept learning alive throughout the Dark Ages in Europe. In much of the new world, the first schools and colleges were operated by one order of Catholic brothers or another. In places where other Christian sects dominated, they generally ran the schools as well. Lately I’ve heard a lot of talk about the people who designed the federal government and wrote our founding documents. It’s popular now to refer to them as the “framers,” I guess because “founding fathers” sounds too paternalistic for our politically correct ears, but whatever we call them they are almost universally venerated, and for good reason. They were smart guys, to be sure, and they led complicated lives. More to the point, they were far-sighted, honorable, and remarkably altruistic. It’s no wonder we miss them. Through their wisdom the Constitution forbade the establishment of a state religion, which eventually came to mean that church and state should be entirely separate. Religion was not immediately withdrawn from public education, nor did church-run schools disappear, but the arc of history has bent toward secular education. That brings me to our current Secretary of Education, Betsy DeVos. (continued on page 5)
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April/May 2018 Volume 43, No 2 FOR PEOPLE WHO SELL TO TEACHERS, PARENTS AND SCHOOLS
22 3
8
The Issue Public Enemy by Kevin Fahy
Storm Surge
Margie Wilson doubles down to create more business at her teacher store with new product categories, an ecommerce site, and ideas for memorable shopper experiences.
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Gift-selling Strategies for Retailers in the Experience Economy
Pam Danziger of Unity Marketing discusses what makes a great gift, with ideas to make gift-shopping an experiential adventure in your store.
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It Won’t Happen to Me Cyber attacks targeting small- to medium-sized businesses are on the rise. Find out why and then follow some simple steps to protect your data.
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Find Solutions Using These Effective Techniques
Learn how today’s top problem analyzers come up with effective solutions to problems big and small.
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RETAILERS RECOMMEND Fabulous Products
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46 Endcap
Lots of “ New” at Learning Advantage
Departments
27
Eye on Education
36
Industry News
30
Cool & Hot
Innovations in the furniture and equipment category
39
Business Notes
32
New & True
45
Index of Advertisers
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THE ISSUE (continued from page 3)
38
Over the past year, I have been trying to figure out what effect, if any, she was likely to have on American academics. Her public comments have seemed vague and short on specifics, giving me the impression that she was well intentioned but not well informed. Other critics have been more harsh, finding her lack of knowledge alarming. There is one particular phrase that she tends to rely upon, as though it were an answer to every question, and that phrase is “school choice.” I recently went to the Department of Education website and found Ms. DeVos’s agenda, under the title “Secretary’s Proposed Supplemental Priorities and Definitions for Discretionary Grant Programs.” Sure enough, school choice was number one. The other 10 priorities, by the way, are a series of platitudes that would make Captain Obvious blush. The secretary believes, for example, that we should promote innovation and efficiency, foster knowledge, promote literacy, promote economic opportunity, and encourage an improved school climate. Who knew? At any rate, it’s the first priority which is clearly closest to the secretary’s heart. According to the document, “The secretary believes that every child, regardless of his or her zip code or family income, should have access to a high-quality education. A family should have the chance to select the educational path that best meets a child’s needs, regardless of where or how instruction is delivered.” I had to dig deep into the 23-page report to find an explanation of what those educational paths might be. Buried in the definition of terms is the list of alternatives, one of which is schools operated by faith-based organizations. Betsy DeVos was born into a rich family and married into an ultra-rich family. She and her husband, who is heir to the Amway fortune, attended private Christian schools themselves, and believe passionately in Christian education. They (continued on page 7)
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THE ISSUE (continued from page 5) have donated tens of millions of dollars in support of that belief, and Betsy has described her advocacy as an effort to “extend God’s kingdom.” There’s nothing wrong with any of that, and I fully believe that kids should be able to attend religious schools if that’s what their parents want. The problem, as usual, gets back to money. Ms. DeVos wants students who leave public schools to take their public funding with them in the form of vouchers, which means that money is deducted from state remuneration to the local public school districts, or “repurposed” from other programs. In 2002, the U.S. Supreme Court ruled (5 to 4) that public vouchers can go to religious schools without violating the separation of church and state, provided that students have nonreligious options as well. Nonetheless, a number of states have so-called Blaine amendments, which specifically prohibit such a process, and do not allow vouchers. The Trump administration has announced that it hopes to divert $20 billion of federal education expenditures to a grant program to fund vouchers, and that it wants the states to come up with another $100 billion. Religious schools would be the primary beneficiary. I understand that we’re all frustrated by the lack of progress in American education, and the fact that a number of other nations are doing better on standardized tests than we are, but I don’t think the answer is to give up on public schools. There is no clear evidence that alternative schools would do any better. Those nations at the top of the list got there via public education. I think we can, too.
You can e-mail Kevin at kfahy@fwpi.com. April/May 2018 — EducationalDealerMagazine.com 7
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Storm Surge by Tina Manzer
O
“Our store is a work in progress. It’s evolving and reinventing itself,” said Margie Wilson, owner of Brainstorm teacher store in Lindenhurst, Illinois. “I think that given the times we’re living in, our open-ness to trying new and different ideas helps keep us in business.” Here are examples of “the times” that Margie, a former teacher, is talking about. Founded in 2002, Brainstorm originally opened to sell resources to teachers. The 9,000 square foot building, which Margie and her husband own outright, includes a 7,000 square foot sales floor featuring products from more than 250 vendors. There’s also a 650-square-foot classroom for group learning, and a 1,100-square-foot warehouse for receiving and processing merchandise. The product mix is about 45 percent educational materials, 35 percent toys and games, and 20 percent gift items. The customer mix today is about 50 percent teachers; 50 percent parents, grandparents and gift shoppers. When it first opened, there were eight stores similar to Brainstorm located within an hour’s drive. Only one, Lakeshore Learning, remains open. Business at Brainstorm started to decline in 2009. Since then it’s been a struggle, admits Margie, and she attributes it to three things –
1. teachers are spending less of their own money for classroom materials; 2. Brainstorm can’t compete with the prices and other deals offered online; 3. there are fewer children in her community today. “For the past nine years, houses haven’t been turning over like they used to,” she says. “In other words, the people whose children have grown up are staying in their homes longer, so there are fewer housing options here for young families. The result is a population of older people who do not yet have grandchildren. They don’t need the educational materials we sell, or the toys and games. Preschools have closed. Our loyal customers tell us, ‘We love shopping here, but we have no one to purchase your products for.’” “But I am blessed with a wonderful staff that cares about the success of this business,” Margie says. “Teachers talk about our helpful and informative employees, and the variety of products that we carry.” She is full of energy and good ideas on how to build up Brainstorm’s business, and has already started to implement them. Here are just a few of her tips.
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From the beginning, Margie Wilson’s goal was to make Brainstorm a community hub. That’s why it hosts weekly story times for small children, game nights for older kids and workshops for teachers. She enjoys seeing parents gather and chat while their children play. Margie works hard hard to present a welcoming environment, a great selection of products, and a memorable shopping experience.
Keep current customers happy For Margie, that means teachers. Even though educational supplies make up less than half of her mix today – down from about 90 percent originally – she watches product trends and her customers’ purchasing habits carefully to make sure she is stocking what they want and need. “When you asked me about our bestselling product, the first thing that came to mind was Mahvalous Tape!” she exclaimed. “Yes, a $4 item! Everyone can afford that!” Affordable price, combined with practicality and functionality, is just the ticket for teachers. “Little things like tape make their lives easier and don’t cost a lot of money. The same is true for organizational items, like the storage products from Romanov.” Other observations on teacher purchases have resulted in more tweaks to her mix. “We used to sell a lot of books on professional development, and books with supplemental materials,”
Margie notes. “A lot of the purchases were focused on curriculum and not instruction, but not anymore.” Behavior-related items are a growth category, including scented items, stickers, pencils, bookmarks and other things that encourage students to focus and behave, fidgets like Boinks are popular, along with Crazy Aaron’s Thinking Putty. Pointing to another trend, she says, “Today, the focus is decorative. Teachers want to make their classrooms comfortable for themselves and for their students. They want to make sure it’s a space everyone enjoys being in all day.” When teachers shop has also changed. “In the past, sales during back-to-school in July and August were strong enough to maintain us for a while. We did pretty well at Christmas, too,” Margie explains. “Today, teachers they’re starting their back-to-school shopping earlier – June sometimes, but even April and May – when they see the items come into the store. “They’re also spending less money. It’s their own money, usually. Instead
of one or two big shopping sprees, they make more – but smaller – purchases stretched out over a longer period of time. Our business has been very dependent on teachers who spend their own money here.” Margie is often surprised at how far they will travel to shop at Brainstorm. “While most of our customers are within a 10- to 20-mile radius, we do see shoppers from as far as 50 miles away. There are teachers who take a field trip here every summer.” Sometimes it seems like the local schools are working against Margie and Brainstorm. “We email-blast our customers, and we pass out fliers at the schools that allow us to do that,” Margie says. “They balk at supporting a for-profit business, even though teachers are begging me to send them coupons. We tell them to talk to their administrators.” Remember that parents are teachers, too During the summer, Margie’s staff of eight part-timers expands to 12. In addition to selling back-to-school supplies to teachers, they also help parents who ask for “things to do with their kids to keep their brains going,” Margie explains. She’s seen an uptick in sales of individual logic games and brainteasers, compared to fewer sales of puzzles and games that families play together. “Parents are looking for games that kids can think through; that require them to think outside the box,” she notes.
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Parents are also buying a lot more science items and more open-ended arts & craft kits that help kids create multiple things instead of just one. “They like kits that do not require them to follow rules or a set of directions that leads them to one end result. More and more, their goal is to encourage kids to use their imagination.” Attract new shoppers with new categories Remember the older residents we mentioned earlier – the ones who love Brainstorm, but can’t use the products it carries? “We want to keep those loyal customers coming in, even after they’ve retired from teaching or their kids have grown up, so I decided to add something to the product mix that they could purchase. It has evolved and really taken off,” Margie reports.
The secret ingredient? Gifts. Popular items include coffee mugs embellished with funny sayings, journals, and inspirational signs that people display in their homes or offices. “Our teachers love it because the gifts they get from students are so much better,” Margie laughs. “When I was teaching, I received so many ornaments at Christmas, but we offer a wide variety of things to choose from.” The gift store-within-a-store occupies about 1,500 square feet and continues to grow. To go along with it, Brainstorm offers free gift-wrapping and other customer-service “musts.” “I train the staff on how to play all the games, and how to use the other products we carry.” To find new items to bring in, Margie attends ECRM and ASTRA Marketplace, as well as miscellaneous trade shows in the Chicagoland area. “For me, the point of going is to find new vendors,” she explains. “By the time I go, I already have some of my
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orders in, particularly the ones with bigger companies. I have to make sure that the expense of attending is worth the new products I’ll find to bring back here and sell. “After the economy tanked, I had to think twice about attending trade shows,” she adds. “I have become more dependent on my customers’ product suggestions, my own research, and my reps’ ideas.” Lure them in with clever marketing and in-store events “We want our store to be a community hub,” Margie states. “That was our goal when we opened and it remains our goal today. Giving back to the community is the best part of my job. I do it not only with the educational products I carry, but also with the classes here, with our weekly story time, and even the jobs that I provide to local people.” Summer-school classes and engineering classes for kids take place
in Brainstorm’s classroom, along with game nights and other activities that bring people into the store. One workshop, called “Twitter for Teachers,” was particularly well-attended. Word of mouth has proven to be effective for Brainstorm, so Margie and her staff encourage teachers to talk about the store on social media. “We offer shoppers a 5-percent discount if they check in on Facebook when they’re in the store. It shows up on their newsfeeds and their friends comment. It’s been a huge help to us.” Now that her youngest child is off to college, Margie can devote more time and energy to Brainstorm. Efforts are underway to create am ecommerce site, “but I push back on that a little,” she admits. “I know we can’t compete with Amazon and other internet stores. We have overhead. If I offered free shipping and lower prices like they do, it would be like paying shoppers to buy from us. “We don’t expect that a shopping
cart will make us into a huge retail organization, but we will use it to show potential customers what we carry, and put more of it to see on our website. We also want to show more of what we do for our community. “When I see stores close, it’s just sad,” Margie continued. “People seem to be sacrificing the excitement of ‘going shopping’ for waiting; waiting for their order to arrive. I hope more people will say, ‘I like to shop, see the product right in front of me, and then take it home.’” She’s excited about the future. “I want to focus on making Brainstorm an environment that shoppers gravitate toward – an experience. I believe that offering customers a memorable shopping experience every time will be the edge mom-and-pop stores need to compete.
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for Retailers in the Experience Economy Market research expert Pamela N. Danziger believes committing space to a dedicated gift section is a good move for any retailer – as long as it comes with a memorable gift-shopping experience. In this article from her free weekly enewsletter, she discusses why people gift, what makes a great gift, and tips for creating a gift-shopping destination.
G
Giving gifts is deeply embedded in our DNA. We give gifts to show our affection, appreciation, and love for one another. Gift-giving bonds people together, with the gift being a totem expression of deeper meaning and emotional significance. Unity Marketing estimates that about $1 out every $10 spent in the typical retail store (defined as general merchandise, apparel, furnishings, and others), and increasingly with online retailers, is spent on a gift for someone. That translates into approximately $128 billion spent on gifts in 2017. Gift buying occurs throughout the year to celebrate holidays and to mark special occasions, life events, and milestones. Christmas and birthdays are the two biggest gifting events, followed by five other gifting holidays: Valentine’s Day, Mother’s and Father’s Day, Easter/Passover, and Halloween. In between are weddings, anniversaries, baby showers, housewarmings, graduations, etc. There’s reciprocity in the process. Gifters are rewarded with an emotional connection and the feeling of sharing, while the receiver benefits from the gift’s utility and sentimental significance. The bond between the two parties deepens. Best of all (if you’re a retailer), selling gifts can be an exponential marketing strategy that builds customer loyalty and repeat business. It touches two target consumer markets at one time: the gifter and the recipient. Therefore, retailers can experience great rewards in developing marketing and merchandising strategies to grow their gifting business.
Studying the science of gifting In psychological terms, gifting “fosters stronger social relationships.” An important new study, conducted at the Wharton School, University of Pennsylvania, sheds light on the kinds of gifts that build the deepest relationships. It was led by Cassie Mogliner Holmes, UCLA Anderson associate professor of marketing and the “world’s leading authority on consumer happiness,” along with Cindy Chan, assistant professor of marketing, University of Toronto, who specializes in consumer relationships. While existing gifting research focuses on how much gift recipients appreciate, value or like particular material gifts, this study focused on how gifts create emotional connections; specifically measuring the impact of material versus experiential gifts. To do that, the study asked a simple question; one that is increasingly relevant in today’s experience economy: “Would giving something to do or something to keep forge a stronger social connection?” In other words, what will create a stronger relationship: giving someone an experience or giving someone a tangible “thing”? The researchers conducted a series of three experiments to tease out some of the nuances in gift giving, and all focused on how connected the gift made the recipient feel to the giver; not simply on how much the recipient liked the gift.
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Make Phonics Fun with Unif ix® Reading! Because emotions are evoked both during the gift exchange and by the gift itself, the researchers separated the two. They studied the effects of sharing a gifted experience between the recipient and the giver, and they studied the recipient enjoying the experience alone. In addition, they investigated the difference between a static material gift and gifts that have a more experiential aspect, such as wine or chocolate. They’ll have “the experience” please Their findings are clear. Despite gift givers’ tendencies to give material possessions, material gifts do less to foster meaningful relationships between gift givers and gift recipients. “Experiential gifts, in contrast, make recipients feel closer to the person who gave them the gift, regardless of whether the experience is consumed together with the gift giver because of the emotion they evoke when consumed; particularly when the emotion is shared. “It demonstrates that giving experiential gifts is more effective at fostering closer relationships, and therefore implies that gift givers should feel happier as a result of giving an experiential gift compared to a material gift,” they continued. “This research offers simple guidance. Give an experience.” That pretty well leaves traditional retailers out in the cold. But here are some ways retailers can make their material gift offerings more of an experience in order to grow their share of the gifting market.
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Make it easy for shoppers to find the gift they want I recently consulted with a department store about how to get a greater share of the gifting market, and I advised them to add a gifting department. The traditional
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department store model arranges merchandise by type rather than function. Typical shoppers have to know what they are looking for, but most gift shoppers don’t know that in the first place! Retailers can make that easier for them by creating a prominent and inspirational area where great gift ideas are displayed. Signage is critical. Make a visual splash to call out this area of your store. A primary pain point for gift shoppers is feeling secure about making the right selection. By stocking a wide variety of gift ideas in a range of different product categories, each gift can be presented by its value and appropriateness. Use storytelling to create a narrative for each gift. Add a small selection of greeting cards that speak to the psychographics of the store’s clientele. Revitalize the lost art of gift wrapping with creative packaging. Chefs say, “You eat with your eyes first,” a truism that retailers need to embrace if they want to enhance their gift marketing.
When gifts are the experience Mogilner’s and Chan’s study indicated that the best material gifts are ones that also incorporate an experiential aspect because it makes them more emotionally evocative. “When recipients of a material gift focus on the emotion they feel consuming the gift, they exhibit equally high improvements in their relationship, as do the recipients of an experiential gift,” they write. Therefore, your goal as a retailer is to select products that have an experiential hook; the ones that have a wow factor that compels shoppers to touch, explore, smell, play with and interact with them in a personal way. To merchandise experiential gift selections, pick items that can be consumed – eatables, and drinkables – or that can be used in an engaging way, like toys, books, candles or gadgets. Another option is “things that demand the recipient to touch, feel and experience them.” Items like that range from a soft plush animal to the pages of a new book. Maybe it’s a game in an open box. According to Unity Marketing’s research, the optimum price point for a gift is between $25 and $35. Given the revolving calendar of holidays and personal gifting occasions, retailers can count on customers needing to buy a gift every one to two months.
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Take it to the next level Creating a special gift department gives every retailer the opportunity to put his or her store at the top of gift shoppers’ destination lists. The right merchandise is not enough. You must also create the experience. People can go to Amazon to buy a gift, but a store that offers great ideas and makes shopping fun can’t be beat. Buying and selecting a gift is a challenge for most people, but at the same time they want to do it and do it right. It carries so much more emotional weight than just another thing to put on the shelf or in the closet. That’s where your store comes in. If you make the selection experience easy, positive, and emotionally rewarding, it will bind you and your customers together – a win-win.
Speaker, author, and market researcher Pamela N. Danziger is frequently called on to share new insights with audiences and business leaders all over the world. She is the author of eight books including Shops that POP! 7 Steps to Extraordinary Retail Success, and What Do HENRY’s Want?, an exploration of the changing face of America’s consumer marketplace. Pam founded her market research firm in 1992. For more information, visit unitymarketingonline.com.
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It Won’t Happen to Me by Tina Manzer
I
It’s easy to think that because you have a small- to medium-size business (SMB), cybercriminals will not attack your company. The “not much to steal” mindset is common among owners of small businesses, but it is completely incorrect. Based on a report from Verizon, 71 percent of all cyber attacks are directed at businesses with fewer than 100 employees. Startups and mom-and-pop shops are the most susceptible, reports the National Small Business Association. Why are small businesses attacked more often? It’s because the size becomes less of an issue than the security network, says an article on content hub Cox BLUE. Almost all cyber-attacks are to obtain personal data to use in credit card or identify theft. While larger enterprises typically have more data to steal, small businesses have less secure networks. When the criminals use automated attacks, they can breach thousands or more small businesses. Last September, Keeper Security, a password manager and secure digital vault, announced that the risk of a cyber attack is increasing for companies of all sizes and industries when compared to 2016. Its 2017 “State of SMB Cybersecurity Report” states that more than 61 percent of SMBs had been breached in the last 12 months versus 55 percent in 2016. What’s more, the quantity of stolen data in an average breach nearly doubled to 9,350 records compared to 2016’s average of 5,079 records. Keeper Security’s annual study, conducted by the Ponemon Institute, involved more than 1,000 IT professionals at small- to medium-sized businesses in North America and the
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UK. Among the report’s highlights are these. • According to 54 percent of respondents, negligent employees were the root cause of data breaches across the U.S. and the UK. • Ransomware is hitting SMBs hard. More than 50 percent of the study’s participants had experienced an attack. • Phishing/social engineering (48 percent of respondents) and web-based (43 percent) attacks were also prevalent. More respondents this year stated their organization had a phishing/social engineering attack on par with the number of Ransomware attacks their companies experienced. • Internet of Things devices are a problem for SMB organizations, with 67 percent of the respondents very concerned about the impact these devices have on their office. More than half of respondents believe IoT and mobile devices are the most vulnerable endpoint in their organization’s network. • Attacks are becoming costlier with damages to businesses totaling more than $1 million. The study found that strong passwords and biometrics continue to be an essential part of security defense. However, 59 percent of respondents say they do not have visibility into their employees’ password practices. In other words, they don’t know if they’re using unique or strong passwords, or whether passwords are being shared securely. In addition, safe password policies are not being strictly enforced. Only 43 percent of respondents have a password policy in place, and 68 percent said they do not strictly enforce their policy or are unsure about what it is. “The number-one greatest cyber threat to a business is its very own employees,” notes Darren Guccione,
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CEO and cofounder of Keeper Security. “Critical data is more accessible via mobile devices in our 24/7-connected, device-filled world. In fact, more than 50 percent of the sensitive data at U.S. companies can be accessed via an employee’s smartphone or tablet. Poor password policies, the rise of mobiletargeted attacks and the influx of Internet of Things devices in the workplace constitute a recipe for disaster. To see the complete study, visit KeeperSecurity.com.
How to prevent a breach Here are a few tips from experts at informationsecuritybuzz.com and content hub Cox BLUE. Use strong passwords What’s strong? Not 1234 or ABCD – they’re a cakewalk for a hacker. Always use a combination of upper- and lowercase letters, numbers and symbols. Update passwords every three months.
Minimize the number of password attempts A six-digit PIN creates a million unique possibilities, but passwordcracking software can come up with it in minutes, so limit the number of log-in attempts at all stages of your authentication process. (Tip: this is as important as the strength of your passwords). Should you or shouldn’t you use a password manager? A password manager tool creates strong passwords and remembers them for you; many businesses use them. But if the database in which the passwords are stored gets hacked, the criminal will get all of them, even if he was only going for one. “Just consider the pros and cons before making your decision,” suggests Ahmad Hamidi from Secure Guard Security Services, on informationsecuritybuzz.com.
Document your cyber-security procedures Cyber security protocols at small business are often loosely structured and verbal only, so it’s important to document a list of the procedures you want employees to follow. The FCC’s Cyberplanner 2.0 provides a starting point, and the Small Business Administration’s Cybersecurity portal provides online training, checklists and information for small businesses. Educate employees about your protocols Train all your employees to use standard procedures. Conduct seminars frequently and remind employees to be on guard. “Since the policies are evolving as cybercriminals become savvier, it’s essential to have regular updates on new protocols,” notes the article on Cox BLUE. Hold employees accountable by having each one sign a document stating (continued on page 42)
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Find
Solutions Using These Effective Techniques by Nat Greene via innovationexcellence.com
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If you’ve been struggling to solve your business’s problems – and there are always problems, from inventory systems that don’t work, to dwindling sales and high staff turnover. Don’t despair. “The great problem solvers of the world are no smarter than anyone else,” writes author Nat Greene. “What sets them apart are the behaviors they use to hunt for solutions.” Here are a few from his book Stop Guessing: The 9 Behaviors of Great Problem-Solvers. Embrace your ignorance Most people try to solve problems using the knowledge they already have, but it’s what you don’t know that matters. Great problem-solvers embrace their ignorance. Instead of trying to protect their reputation as an expert, they ask questions others might find “stupid.” The behavior shatters old assumptions you have about the problem, so you can look at it with fresh eyes. Know what problem you’re solving If you don’t know what the problem really is, you can’t fix it. Great problem-solvers take the time to define the problem in an accurate, precise way. Instead of jumping to conclusions, they take careful measurements. They invest the time to observe it so they know exactly what’s wrong. Don’t rely on experts Too often, people delegate problem solving to outside experts. The best problem-solvers always view experts as collaborators rather than saviors, and drive the search for solutions themselves.
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Believe in a simple solution Thinking, “It’s just really complicated,” makes it easier to give up before going through the necessary rigor. Great problem-solvers are tenacious. They won’t stop until they reach the root of the problem – where the easiest, most economical solution will emerge. Make fact-based decisions Making a decision based on opinion, a vote, an authority, or any other subjective system isn’t actually solving a problem. Great problemsolvers relentlessly verify what they are told, and check data streams to ensure that what they’re seeing represents reality. Stay on target When we deep-dive into a problem, we frequently seek to find as many potential causes as possible so we can test them all. But this approach can waste time and resources. Great problem-solvers measure the drivers that most immediately control the problem, and then rule out as many variables as they can. By applying these behaviors, great problem solvers get a lucid picture of the problem and stay targeted on an effective solution. Whether you’re tackling a customer complaint, a lost order or a crisis at home these are behaviors that work. With a background in design, manufacturing and management, and a master’s in engineering from Oxford University, Nat is co-founder and CEO of Stroud International, a company that helps industrial businesses improve performance. Innovation Excellence is the online forum of the global innovation community, providing resources, best practices and proven answers for achieving innovation excellence. April/May 2018 — EducationalDealerMagazine.com 19
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RETAILERS RECOMMEND 1
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Heather Seibert from Resource Island in Cleona, Pennsylvania “New to our store is the Watercolor Trim by Teacher Created Resources (1). It’s a part of a new classroom décor line and I think it’s all going to be a big hit as a spring decoration. “Banagrams (2) is a great anagram game that has been selling really well. It can be played in a classroom setting or right at home. Speed wins – not points.” Jodie Flint from Teacher’s Tools in Lewisville, Texas “We just started carrying Better Than Paper Rolls by Teacher Created Resources (3). It’s a perfect product for teachers who are decorating their bulletin boards. The paper alternative has a write-on/wipe-off surface and is reusable. “Bestsellers right now are the Weighted Animals by Manimo (4). They are a sensory toy for kids who are comforted by weight. The animals are a good alternative to weighted blankets, especially in school. “Faber-Castell’s Happy Hedgehog (5) is another sensory toy that we carry. The ‘spines’ are actually sparkling sequins that change color when you rub them. It’s a kit that includes stickers to dress him up. “We sell The World Map and The Periodic Table Smart Poly Charts by Ashley Productions (6). Both have been really popular with our customers because they are inexpensive, reusable, and can be written on with dry erase markers.”
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Bethany Wyatt from Learning Railroad in Paducah, Kentucky “Paper Fans by Teacher Created Resources (7) are the perfect way to add a pop of color to a classroom. They come in various sizes and can be hung from ceilings, pinned to bulletin boards, and used for door décor. They offer a lot of possibilities. “Do-a-Dot Ice Cream Scented Markers (8) are a must-have. They smell like the real deal and are fun to use for both teachers and students. “Our store just got a shipment of the brand new Confetti Theme decor by Teacher Created Resources (9)! It’s made up of shades of gold and other bright colors – a perfect spring or back-to-school decoration for classrooms. “The Mid-Century Modern Themed Décor from Creative Teaching Press (10) is another new line for us. It features adorable borders, cutouts in the shape of donuts, and 1950s ‘atomic’ cut-outs. This theme is very versatile and offers a lot of different styling options.”
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Fluxx, “the game of ever-changing rules,” helps kids learn how to follow directions, discuss different points of view politely, and cope successfully with unknowns and constant change. Fluxx comes in a variety of versions, including STEM titles (Nature, Chemistry, Math, and Anatomy), and Fairy Tale Fluxx, coming in September. Illustrated by Mary Engelbreit, it supports 2nd grade curriculum. he Nanofictionary game is a creative writing exercise. StuT dents collect cards in four “suits” – character, setting, problem, and resolution – to tell a cohesive short story. It teaches the concepts of story elements and story development straight out of the box. from Looney Labs, see the ad on page 10
Two series from Scholastic help reinforce essential early reading and math skills. Learning Mats – kits with colorful mats, picture cards, manipulative tiles, and markers – teach skills ranging from the Alphabet to Word Families, and from Numbers to Time & Money. Each of the six Learning Puzzle sets comes with an activity guide and 20 five-piece puzzles. see the ad on page 28
Unifix Cubes from Didax are classic manipulatives for teaching counting, cardinality, patterns, operations and much more. They are easy to connect and a great tactile tool for elementary children. Two new jumbo-sized sets – Unifix Cubes and Alphabet Cubes – are designed for even younger children to handle. see the ad on page 13
Manipulatives like the Judy Clock and Word Wheels give children a concrete foundation for understanding new concepts and abstract ideas, say the teaching experts at Carson-Dellosa. “Hands-on learning continues to be one of the most successful ways to teach students just about anything,” they told us. “Studies show that manipulatives allow students to be actively engaged in their own learning, resulting in less frustration and a more positive experience.” see the ad on page 17
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Hands-On Ideas for Younger Learners
by Tina Manzer
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When I use the word “manipulatives” in an article for Ed Dealer, it is always tagged incorrect by my computer’s spell check. Yet no other word I know of so specifically describes the physical objects that engage students in hands-on learning. Manipulatives have been used since ancient times to solve everyday math problems. In fact, some educators define them as being only for math, even though games and manipulatives that build reading and writing skills are effective, and very much needed. Wooden or clay trays covered with a thin layer of sand, called counting boards, were used by early civilizations in the Middle East. “The user would draw symbols in the sand to tally, for example, an account, or take an inventory,” says research by Illinois-based manipulative company hand2mind. The abacus, an updated version of counting boards, was first developed by the Romans. The Chinese abacus didn’t surface until centuries later and was possibly an adaptation of the Roman one. In the Americas, the Mayans and the Aztecs both had counting devices that incorporated kernels of corn strung like beads on a string, or pieces of wire stretched across a wooden frame. The first real manipulatives as teaching tools were developed by Friedrich Froebel, the German educator who “invented” kindergarten in 1837. He came up with objects that helped his students recognize patterns and appreciate geometric forms found in nature. Then, in the early 1900s, Italian
educator Maria Montessori designed more manipulatives for preschool and elementary school students that helped her teach them basic ideas in math and other subjects.” New Magicube Maths, page 24 is one of many innovative math manipulatives from Ed Dealer advertisers.
Reading and writing It is not always easy to get students excited about learning reading and writing, says Jennifer Nash in an article in Language Magazine. An elementary
school specialist for LEGO, she writes, “We, as educators, need to find a way to motivate students,” but admits that using physical objects while teaching language arts is not that common. It ought to be. Jennifer says that students get excited when given the opportunity to re-create their understanding of a story during and after reading. Creating models of a story, or scenes, for instance, is fun. It also provides the kind of project-based experience that students will remember. She cites
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Essential Learning Products’ self-checking activity cards work with plastic, popsicklestick-like Hands-On Tally Marks manipulatives, sold separately. The front side of the card presents a problem to solve, and the flipside shows the correct answer. Activity card sets of 50 are available for grades K through 2, sold individually. Tally marks designating ones, fives and tens come in a class set and a set for small group or individual learning. see the ad on page 7
Geomagworld’s new Magicube Maths Building Set includes a rich assortment of clips to attach to magnetic building cubes (sold separately), plus an illustrated teachers’ guide. It allows children to build a 3D network of calculations in all directions with their classmates; making math a fun and dynamic experience in which everyone joins. see the ad on page 44
Endless Possibilities, the company that brought you Boinks Fidgets, offer Boinks Buddies sets of letters, numbers, colors, and shapes. They build core curriculum skills and teach language arts and math concepts. see the ad on page 43
Creating a DNA Double Helix is just one of the ideas included with The Wikki Stix STEM Pack. “Teachers have struggled for years with florist wire, spaghetti, you name it. Wikkies are the easiest,” says company founder Kem Clark. “We took the Earth Day idea to the NSTA conference,” she adds. “Kids can use Wikki Stix to make an outdoor scene – great for indoor-only activities due to weather.” see the ad on page 26 The tiles in the new Mobi for Kids game go from 0 to 10 to make simple equations using the plus and minus tiles. The game play is gentler than the original Mobi (which includes multiplication and division tiles), and collaboration is encouraged. For children not yet ready to build equations, there’s an activity booklet in three levels – Preschoolers, Early Mathmagicians and Mathmagicians. see the ad on page 36
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first-grade teacher Patricia Blake, who explains, “Using manipulative materials with language arts is like exploration time, when students can make sense of things we have read or talked about.” Research shows that reading and writing are problem-solving tasks and, therefore, need time to figure out. “Students need time to work through all the complexities of stories prior to writing about or trying to explain their understanding. This gets students excited about reading and writing by giving them a way to be more hands-on with the materials,” Jennifer writes. “In addition to motivating students, the use of manipulatives supports requirements by national standards to dig deeper into learning,” she adds. Carson-Dellosa’s Word Wheels and Nanofictionary from Looney Labs are just a few of the hands-on resources that can help kids build reading/ language arts skills. Read about Learning Advantage’s new SilliShapes manipulatives on page 46.
Games make learning engaging Using games to make lessons engaging and fun is not new, but with the advent of digital games, it’s become a growing trend. Research indicates that using games in teaching encourages students to learn outside of class, says an article from the National Science Digital Library – and that using board games and card games in the classroom can shift the digital generation to a more appropriate format. What’s more, playing games helps students focus well enough to learn better. “Rewriting a lesson with a story context, combined with a challenge for the student to overcome (in other words, making it a game) significantly improves children’s learning performance,” adds the article. But in order for the process to be effective, today’s game must have two important characteristics: it must build skills and reinforce content, and it must be fun. As toy expert Joanne April/May 2018 — EducationalDealerMagazine.com 25
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Oppenheim writers in her book, Kids and Play, “Play is by its very nature educational. And it should be pleasurable. When the fun goes out of play, most often so does the learning.” One of the biggest advantages of playing games to teach skills is this: students can learn from their mistakes without suffering any serious or lasting bad consequences. “It’s only a game,” may be cliché, but true, especially in a classroom context. Using what they learned in the previous game play, students who “lose” can start the game over and try again. It’s also possible for them to recover while they’re still playing, using what they’ve learned about the game so far. Games, and the task of reinforcing math skills, were made for each other. They help students explore fundamental number concepts like the counting sequence, one-to-one correspondence and computation strategies, according to the National Council of Teachers of Mathematics. They can also help with number combinations, place value, and patterns. When teachers offer opportunities to play math games often, students start to notice new patterns, number relationships and strategies. “When played repeatedly, games support students’ development of computational fluency,” Wikki_EdDealer_OT_PRNT.pdf
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writes Kitty Rutherford, Elementary Mathematics Consultant. “The research about how students develop fact mastery indicates that drill techniques and timed tests do not have the power that mathematical games and other experiences have.” “One thing we know about the future is that society will need workers who can think and solve problems,” says an article for teachers on scholastic.com. “When children play with manipulatives or other open-ended materials, they are doing that by setting goals, finding ways to achieve them, and monitoring their thinking as they struggle to reach them.”
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EYE ON EDUCATION Apple Unveils New Teaching Tools On Tuesday, March 27, Apple held its highly-anticipated education-focused event in Chicago where the company unveiled a more affordable 9.7-inch iPad. It features a large Retina display, the A10 Fusion chip, enhanced cameras, advanced sensors and “unmatched portability, ease of use and all-day battery life,” says an Apple press release. The release included the device’s starting price for schools: $299. To encourage use of the iPad within the classroom, Apple also launched a wide variety of educational resources designed to spark student creativity and inspire them to succeed. “Everyone Can Create” is Apple’s new, free, curriculum. It allows teachers to integrate drawing, music, filmmaking or photography into their existing lesson plans for any subject; and gives students different ways to express themselves while discovering and developing new skills. Teacher and student guides, lessons, ideas and examples help teachers bring creativity and new communication skills into existing subjects including English, math, science and history. “For example, students can use the built-in camera in iPad to learn about fractals, or they can use Apple Pencil and apps like Tayasui Sketches to learn about symmetry,” said the company press release. “It’s clear that Apple is making a serious push toward gamifying the classroom,” commented Matias Rodriguez,
vice president of Technology Gaming Studio at software developer Globant. “It’s great to see how technology can be used to facilitate learning and to create an enriching environment for students to build new skills in a way that also gets them excited. These new applications give teachers and students a platform on which to create more engaging and hands-on experiences. We’re excited to see how AR and VR will play a role in these new technologies, given the potential for them to further enhance training and provide opportunities to learn in a new environment.” Apple’s new app Schoolwork is integrated into Apple’s Classkit, its new developer framework designed specifically for creating educational apps on iOS. Schoolwork’s Handouts feature allows teachers to create and send assignments to students – anything from web links to documents and PDFs. Schoolwork can help incorporate more apps into the curriculum as well. Teachers will be able to assign an activity within an app and then direct students to the specific point within that app. Later this spring, Apple Stores will begin teaching “Everyone Can Create” as part of their regular “Today at Apple” sessions for educators. Apple’s 501 stores in 21 countries have already taught nearly 5,000 hands-on Teacher Tuesday sessions on topics including coding and app design, movie and music creation, and presentations or spreadsheets.
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EYE ON EDUCATION
New Study Shows After-School Club Helps Change the Way Kids Feel About Math Bedtime Math’s Crazy 8s club, the nation’s largest recreational afterschool math club for young children, reduces children’s feelings of math-related anxiety, according to a study led by Johns Hopkins University psychologists. Kids in kindergarten through second grade, and third through fifth grade, explore math through play; engaging in high-energy, hands-on activities that use unconventional items like glow sticks, toilet paper and beach balls. Since 2014, 140,000 children have participated in 10,000 Crazy 8s Race, a board game developed by Bedtime Math for its Crazy 8s club, teaches kids about multiples of 8.
Crazy 8s clubs across the country. The results of the Johns Hopkins study found that children in both age groups experienced a significant reduction in math anxiety after eight weeks of participation in the club. The effect was more pronounced among children in the kindergarten through second grade club. “Studies have shown the link between math anxiety and math performance starts to emerge towards the end of the elementary school years,” says Lisa Feigenson, co-director of the Johns Hopkins University Laboratory for Child Development. “It’s not only critical to identify experiences that can prevent or reduce math anxiety during these early years, but before children’s negative feelings about math affect their math performance. We found Crazy 8s offers one accessible way to change the way kids feel about math.” “As parents pressure our schools to perform better, what matters just as much is kids’ exposure to learning
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EYE ON EDUCATION
during playtime. The fact is, math hasn’t been part of the equation,” says Laura Overdeck, founder of the nonprofit Bedtime Math. “Crazy 8s creates a social atmosphere where kids can engage in math play after school without test and grade pressure, and in doing so, see how math is a part of their daily lives.” Andrea Quintero, postdoctoral fellow at Johns Hopkins University, added, “Many children and adults experience math anxiety, which is linked to poorer math performance. And later in life, math performance in turn correlates with career success, income, and psychological well-being. Crazy 8s offers one way of decreasing math anxiety during childhood, which is an important strategy for keeping kids engaged in mathematics, and improving math achievement.”
Bedtime Math donates free Crazy 8s kits, which contain step-by-step directions and most of the materials needed to run the eight-week club. Designed for 12-16 kids, the club offers up to 32 weeks of activities that appeal to children with a wide range of abilities and interests – not just those who love math. The Johns Hopkins University study joins a growing body of research that underscores the powerful impact of afterschool programs on children. While the study focused on Crazy 8s clubs, more research and evaluation studies are needed on the impact of recreational science, technology, engineering and math (STEM) programming for children. Bedtime Math is committed to continuing to evaluate the impact of Crazy 8s.
Researchers at Johns Hopkins University initially examined 755 elementary-aged children who voluntarily participated in 75 Crazy 8s clubs in diverse communities throughout the country. Children completed a short survey before and after the club, providing a measure of their feelings about math. The core product of Bedtime Math Foundation is a playful online math problem that parents can do with their kids every day. A study from the University of Chicago showed that when families did Bedtime Math together, kids’ math achievement improved by months. More than a quarter of a million followers have joined the movement. For more information, visit bedtimemath.org.
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Cool Hot innovations in the furniture and equipment category
ThoughtClouds Wearable Dry-Erase Response Boards are the key for better writing, posture, and for speeding guided practice along. The quality dry-erase surface is solid polypropylene plastic for easy erasure. The material is lightweight but sturdy enough to bounce off classroom floors if dropped. essentialdealer.com 800-357-3570
The Jonti-Craft 3-Section Hanging Locker helps organize any entrance. Each section features a storage tub plus three double-hooks to hang book bags and jackets. Bottom tubes keep boots off the floor while water, snow, and dirt fall into a tray for easy cleanup. 800-543-4149, jonti-craft.com
Little crawlers will love Nora’s Piano Climber – a colorful three-piece soft climber in the shape of a keyboard. Climb over the yellow hump and have a seat with friends for story time. childrensfactory.com
The Kore Kids Adjustable Wobble Chair is a new concept in active sitting chairs. The seat adjusts from a height of 15.5 inches to 21.5 inches, and holds up to 280 pounds. Assembly takes an easy two minutes. Comes with a three-year limited warranty, and is available in multiple colors, including NEW orange. 516-662-0108, info@korestool.com
The Kore Office Everyday Plus Adjustable Chair (fabric) is the ultimate active sitting stool because you can move and flex without leaving your seat. You can rock, swivel, move and exercise your lower back, abdominal and leg muscles while you sit. It increases “Secondary Focus” so you are less distracted. Adjustable from 18.5 to 26.75 inches. Available in black leather-like or fabric. 516-662-0108 info@korestool.com
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Saturn’s Stack-Rack is a modular drying and storage rack system designed to expand with your needs. It has hundreds of uses for drying, storing, and transporting rigid or semi-rigid objects in your classroom, workshop, studio, home, or office. awt-gpi.com
Shirley K’s Aluminum 15inch Rails attach under desks, tables, counters and chairs for convenient access, providing an excellent storage solution. shirleyks.com ChildBrite’s Square Mite/ Sensory Table lets children explore the wonders of light while playing with manipulatives. Includes four EZ-roll 2-inch casters for easy mobility that can be locked for stability. It’s sturdy and made with colorful molded certified non-toxic resins for indoor/outdoor use. 800-252-0276, childbrite.com
The Marvel Focus Series 32-, 48-, and 60-inch Activity Tables and Desks are ideal for STEM/STEAM activity. The FeatherTouch Lift System allows students to adjust the height of the surface from 28 inches to 42inches, quietly and easily. No tools or electricity required. 773-843-2913, sales@marvelgroup.com
The innovative Kore Kids Wobble Chair with its rounded ergonomic base transforms a boring conventional seat into a playground for your child’s imagination where their knees, hips and back can find comfortable and ever-changing positions. Homework, drawing, eating and playing video/board games are no longer sedentary activities. Available in multiple sizes and colors, including NEW orange. 516-662-0108 info@korestool.com
The Kore Office Executive Plus Hi-Rise Adjustable Chair is the perfect companion for a standing desk. It gives people a rest from standing by letting them perch. The gently rounded ergonomic base increases comfort and productivity. 516-662-0108, info@korestool.com
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New True Therapy Play Sand from Sandtastik is clean and coarse, and can be used for in-home and at-school therapy, and in office sand trays and sand & water tables. It helps develop fine motor skills, intellect, visualization and social conduct. Available in two colors: Natural White and Beach 905-734-7340, sandtastik.com
Time Timer PLUS 5 Minute is the newest addition to the award winning family of Time Timer PLUS products. Perfect for short classroom activities, it will make sure your class stays on track and on time! Includes a protective lens, on-the-go handle, volume control dial, easy-to-read numbers and has no loud ticking. 513-561-4199 orders@timetimer.com
The brand new Wikki Stix Activity Book is the only activity book with Wikki Stix – 72 of them! Tons of fun with some early education development skills hidden inside. wikkistix.com
HygenX Tech Wipes are disposable, pre-moistened cleaning wipes for use on all sensitive electronics, digital screens, grimy cell phones, eyeglasses and more. Non-toxic and isopropyl alcohol-free, Tech Wipes easily and safely remove smudges, smears, dirt, etc. 1-800-631-0868, hamiltonbuhl.com
Scholastic’s Learning Mat Kits – colorful mats, picture cards, manipulative tiles, and markers – offer fun ways to practice essential skills for mastery of the building blocks of academic success. Each kit comes with an activity guide with suggestions for use. 877-620-4200, kkulikowski@scholastic.com
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Remedia’s Summer Activities for Fall Readiness, grades K-3, helps put students on the path to success in the new school year. Each 10-week program begins with a review of reading, language, and math skills from the previous school year, and then provides a sneak peek of what’s in store in for the next grade. 1-800-826-4740, Liz@rempub.com
Newmark’s three new Colossal Collections books for grades K through 1 – Alphabet & Phonics, Sight Words, and Mathematics – feature more than 180 mini-lessons, activities, and practice pages for fast finishers and students who need a bit of extra practice. Perfect for whole-class work, centers, or homework. 877-279-8388
The Caddy with Maker Space Cups from Romanoff can be used to tote small items. Remove the cups at the work station for shared play, and then pop them back into the caddy for easy cleanup. Available in two sizes. 1-800-828-9587 romanoffproducts.com
Scented Bookmarks are a brand new Eureka category that makes reading fun for any age. Twenty different long-lasting scents are available, all with their own “punny” twist. eurekaschool.com My 1st Career Gear Toddler Astronaut Top makes having a blast easy for the junior astronaut, toddler size. This shirt is easy for little ones to put on with little help. It has an official NASA logo and cute artwork. Ages 18-36 Months. Info@aeromaxtoys.com, aeromaxtoys.com
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New True
Jacquard’s Pretreated Cyanotype Fabrics make sun-printing easy. Simply lay objects on the fabric surface (leaves, lace, tools, toys, etc.), expose to sunlight and rinse in water. Make full-body prints using the Mural Fabric! jacquardproducts.com
Each of the classroom-tested worksheets in the Draw & Solve Word Problem resources from Didax features a word problem and plenty of space for students to draw through their solution. Drawing is an effective way for students to model and solve problems. Four different titles for kindergarten through grade 3. 800-433-4329 info@didaxdealer.com
Super Boinks Fidgets Combo Pack includes one Super Boinks Fidget, one Boinks Fidget with carabiner, and one Boinks Fidget. 248-262-7443 info@boinks.com
Lesson Planner Stickers help teachers get creative and stay organized. Each pack includes more than 850 stickers for marking events in teacher lesson plan books. Available in two bright and colorful styles. creativeteaching.com
Comprehensive, 128-page, teacher planners help teachers stay organized during the school year in style! Each planner includes monthly and weekly planning spreads, checklists, easy-to-use tabs, and 46 stickers. carsondellosadealer.com
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The Chemistry Fluxx card game by Looney Labs is an excellent introduction to the periodic table, elements, and compounds that can be made from those elements. Students of all ages will love the Helium Effect, which requires them to talk in a high voice while they have the Helium Keeper in play. 301-441-1019, looneylabs.com new@looneylabs.com
The Magicube Maths Building set ensures children enjoy a hands-on, creative approach to math, practicing number and symbol recognition, and building their first sums. This set includes clips with numbers, dots, and symbols on them, and an illustrated booklet with teaching suggestions. 1-844-436-6249 geomagworld.com Let’s Get This Day Started workbooks by Teacher Created Resources are designed to be flexible enough for daily or weekly use. Choose from 85 fiction and nonfiction reading passages organized into 17 themed units. Each passage includes multiple-choice questions that challenge students to exercise a variety of reading skills and strategies. teachercreated.com
Mobi Kids introduces kids to numbers with a simple and fun number game. Players connect all their number tiles in a grid using operation tiles. The first player to connect all their tiles wins. Mini games are also included inside. The games offer a step-by-step progression towards Mobi Kids. sales@playmobi.com
Magnetic pockets by Charles Leonard are versatile and strong. The entire back of the product is a powerful magnetic surface to hold securely onto any metal surface. 800-999-7202, Sales@charlesleonard.com
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INDUSTRY NEWS
Chris Lehmann
Diana Laufenberg
Chris Lehmann and Diana Laufenberg have been selected as Plenary Session Keynote Speakers for EDspaces 2018 in Tampa, Florida. In addition, author Michael Horn will present “A New Architecture for 21st Century Learners,” an authoritative look at how disruptive innovation including online learning, blended learning, and competency-based learning can transform the education system into a studentcentered one. “Michael Horn is leading the discussion on the future of education,” states Dan Dale, sales leader at Steelcase Education, and chair of the EDspaces Planning Committee. “His expert insight on new technologies and innovative teaching methods will inspire and challenge us to deliver spaces that provide the best opportunities for heightened student engagement and learning to occur.” Horn is chief strategy officer at the Entangled Group, an education technology studio, and is the co-founder and a distinguished fellow at the Clayton Christensen Institute for Disruptive Innovation, a nonprofit think tank. He is the author of the award-winning book Disrupting Class: How Disruptive Innovation Will Change the Way the World Learns, the Amazon bestseller Blended: Using Disruptive Innovation to Improve
Schools, and the recently-published companion book, The Blended Workbook. On Thursday, November 8, Lehmann and Laufenberg will present “Creating the Schools We Need,” an inquiry-based discussion on how to re-imagine and re-envision the purpose of school. They will share their vision on creating learning institutions where all members of the community – students, teachers, and administrators alike – see themselves as active learners. EDspaces attendees will learn about principles enabling networked learning, promoting research, creativity, communication, and collaboration to help prepare students to be functional citizens within a modern society. Their model includes discussions of key concepts including treatment and use of technology, learner-centric classrooms, and teachers as mentors who bring real-world experiences to students. “Chris and Diana are the types of educators we all wish we had as students,” says Karina Ruiz, principal at BRIC Architecture and member of the 2018 AIA-CAE Leadership Group. “Their absolute devotion to creating enduring relationships with students while focusing on inquiry-driven, project-based learning is a model for all of those looking to make an impact in the lives of students.” As the founding principal and CEO of the Science Leadership Academy, Chris Lehmann leads the strategic network of three progressive science and technology schools in Philadelphia. F or 16 years Diana Laufenberg was a secondary social studies teacher; most recently at the Science Leadership Academy. Her practice has deep roots in real-world, experiential education.
Michael Horn
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INDUSTRY NEWS
In a recent statement, Learning Express Toys, the nation’s leading franchisor of educational toy stores with more than 110 locally owned and operated locations across the country, presented its take on the demise of Toys “R” Us. Hint: a knowledgeable staff, clean and gleaming stores, and a positive shopping experience helps stores survive in the long run. “The hard lesson to be learned from the Toys “R” Us’ bankruptcy and now liquidation, for all those fast-growing businesses that dream of going public or aggressively expanding using private equity is, ‘Beware!’” began the article. “Hindsight is always 20/20, but had Toys “R” Us taken a more conservative growth path and invested its profits in developing a knowledgeable sales force, remodeling old stores and offering a great in-store experience, Toys “R” Us would be hugely profitable. “Walmart, Target, Kohl’s and other big box stores will likely enlarge their toy departments in hopes of picking up the $4 billion in U.S. toy dollars left behind by Toys “R” Us,” the statement continued. “That said, Isaac Larian of MGA Entertainment has started a funding campaign
to save Toys “R” Us and, with various investors, has contributed more than $200 million toward a $1 billion goal to acquire some or all of Toys “R” Us’ assets through the bankruptcy process. There still may be hope for the iconic brand. “What is bothersome is Larian’s reason for saving Toys “R” Us. Larian recently stated that, ‘If there is no Toys “R” Us, I don’t think there is a toy business.’ From a manufacturer’s perspective, Larian’s comment may have validity. However, toy retailers have been in business long before Toys “R” Us ever opened its doors, and thousands of independent toy and toy/gift retailers continue to thrive today. There will always be a toy business, although it may look different in the future. The toy departments in big box stores will expand and independent stores may add select, traditionally ‘mass-market’ products to their mix to round out their assortments. “For decades, independent toy retailers have offered an intelligent alternative to aisles of pink or black. Sharon DiMinico, founder and CEO of Learning Express Toys, explains why mom and pop toy stores have survived
throughout the growth of mass market retailers and online shopping. “Specialty toy retailers are able to offer an in-store experience and service that can’t be replicated by ‘big box’ stores. Product assortment, service, and experience have enabled independent toy stores to remain successful for all these years.” “Toys “R” Us is an iconic brand that specialty toy stores have co-existed with for more than 60 years. And while Toys “R” Us customers will be saddened, they should keep in mind that the toy business is not going anywhere. Thousands of specialty toy stores are here to help pick out the perfect gift while providing a memorable in-store experience.”
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INDUSTRY NEWS
A recent study by investigators at Florida Atlantic University (FAU) found that children ages 2 through 4 years old showed a significant increase in self-regulation skills when Time Timer was used to facilitate their activity. The children, at risk for developmental delays, were observed perform-
ing typical individual or group activities such as reading picture books or playing with blocks. When a Time Timer was utilized during their activity, each child’s accuracy and engagement in the activity increased dramatically. “The Time Timer was truly an excellent way to promote self-regulation among these children,” states Kalynn Hall Pistorio, M.S. and doctoral candidate, who served as primary investigator of the study. The research also found that Time Timer had a positive impact on all the children who were engaging in the play and activity centers. “Children as young as 2 years old used the timers to learn to self-regulate, and increased their participation in learning center activities,” said faculty chair Michael P. Brady, Ph.D. A group of special educators from Florida Atlantic University discovered Time Timer at a vendor exhibition. “When
we saw them, our imaginations ran wild,” he added. “As former teachers, we saw the obvious potential, but as academics, we began to wonder how these tools might hold up to empirical scrutiny. This study was the first to incorporate the timers into our research on Literacy Based Behavioral Interventions (LBBIs).” The study concluded that “all children showed a dramatic increase in activity engagement while using the Time Timer,” and “all students increased their accuracy and independence in performing the new selfregulation skill, and increased their play and early literacy engagement in classroom and public settings.” Research is underway on a second study examining the effects of using the Time Timer in early childhood development.
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BUSINESS NOTES Here are three of the report’s key findings. Net-net, stores are growing. More surveyed retailers say they will be opening stores in 2018 versus closing them. This outlook contrasts with claims that the physical retail world is being displaced by ecommerce and is therefore doomed.
New Study Points to Positive Retail Trends
The annual study, “The State of Retailing Online,” conducted by the National Retail Federation and Forrester Research was released in March. The results this year demonstrate that the line between the digital and physical worlds is blurring as the retail landscape continues to evolve, with many retailers focusing on digital store initiatives in 2018.
Omnichannel remains a key store investment area Efforts like in-store pickup and endless-aisle investments have been a recurring theme for digital retailers for years, and continue in 2018 as retailers recognize these initiatives are often multiyear endeavors. Digital retail continues to be the bright spot it’s been for years Retailers continue to experience success in their ecommerce businesses, which have been buoyed by strong mobile commerce performance and improvements in key metrics like conversion rates.
Lack of Succession Planning Impacts Convenience Stores
Exclusive research for the 2018 Convenience Store News Top 20 Growth Chains ranking revealed that a number of midsize convenience store chains were sold and acquired in the past year, gobbled up by many of the companies that earned a spot on this year’s list. As a recent issue of the magazine explained, “Interest rates for buyers have been so low and EBITDA multiples (Earnings Before Interest, Taxes, Depreciation and Amortization) for sellers have been so high that a midsize retailer who’s even thinking of selling or has no family succession plan, is greatly tempted to sell.” The lack of a succession plan plays a huge role in many the sales, said the article. As Dennis Ruben, executive managing director of NRC Realty & Capital Advisors LLC, explained, when a company founder wants to retire, there’s nobody in place to run the business. Advanced technology has also been a factor. Buyers can scale
up quickly and efficiently when they acquire large groups of stores, he added. As the result of increasing competition, many midsize retailers either sell or acquire because of increasing competition from bigger players like 7-Eleven. “I think a lot of them have figured out that they need to grow or they need to get out,” Ruben said. New international players entering and exploring the viability of the U.S. convenience-store business pose yet another threat. John Schaninger, a former
convenience-store chain executive, and owner of marketing firm The Schaninger Group LLC, expects that the sales and acquisitions of small and midsize chains will continue due to these factors. • channel-blurring, with convenience products now available in many outlets; • escalating wage costs; • uncertainty about the fuel needs of the future; and • a decline in fuel and conveniencestore trips caused by remote working, online ordering, and delivery services.
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BUSINESS NOTES
Amazon Wants More Brick-and-Mortar Locations
Less than a year after acquiring Whole Foods, with 470 stores, Amazon is looking for other ways to expand its brick-and-mortar retail network and bolster its online shopping business, reports Bloomberg. One way may be acquiring some locations from bankrupt Toys “R” Us, reported Bloomberg on March 19. “The online giant isn’t interested in maintaining the Toys “R” Us brand, but has considered using the soon-to-be-vacant spaces for its own purposes, said the sources, who asked not to be identified because the talks are private,” the news story stated. The deliberations may lead nowhere, add those sources, and point to similar talks about acquiring vacant RadioShack stores in 2015, around the time the electronics retailer filed for bankruptcy. “People familiar with the matter said nothing came of those talks,” reports Bloomberg. Additional retail locations across the country could serve as staging grounds for grocery delivery services. More stores also mean more space in which to showcase the Amazon Echo line of devices, which run on the Alexa voice-activated platform. According to Bloomberg, Amazon believes voice activation will supplant computer mouses and touchscreens to become the next interface between people and technology.
Amazon is also searching for bigger Whole Foods locations in cities, said a Bloomberg update on March 22. They would serve as both grocery stores and urban distribution centers for delivering goods to online shoppers more quickly. Wanted are locations that can accommodate grocery aisles and storage for the most popular items purchased from Amazon’s website, like consumer electronics, bestselling books and yoga pants.
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BUSINESS NOTES Whole Foods is working with Regency Centers Corp., one of its largest landlords, on a project to convert parking areas at existing stores into stalls for Amazon delivery contractors to load up their orders, Whole Foods representatives have asked for larger retail spaces and parking stall installations in areas with high concentrations of Amazon Prime subscribers, John Nahas, vice president of investments for Regency Centers, told Bloomberg. In February, Amazon began rolling out its two-hour grocery delivery service from Whole Foods stores in the U.S. Right now, it maintains separate warehouses for orders of non-grocery items. Combining them could help Amazon cut costs and deliver goods more quickly.
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Walmart Makes In-store Pickup Easy
In-store “Pickup Towers” for online orders will roll out in as many as 650 Walmart stores by the end of the year, reports Shopper Marketing. The giant self-service kiosks retrieve customers’ online orders in its stores. Whenever possible, the kiosks will be positioned near checkout. The retailer is also expanding grocery pickup for online orders to another 1,000 stores to reach more than 2,000 locations by the end of the year (general merchandise is already able to be picked up at all stores). At the same time, it plans to launch same-day delivery to 100 metropolitan areas “We tested one of the towers at a Walmart store in Midlothian, Virginia, and we were shocked by how easy and quick it was to use,” wrote Hayley Peterson, a senior correspondent for Business Insider, last November. “The last time we reviewed Walmart’s in-store pickup service for online orders, we were underwhelmed. The pickup counter was inconveniently located in the back of the store, and the entire process took half an hour.” In another new move, Walmart will reportedly open 500 new FedEx Office locations inside its stores. April/May 2018 — EducationalDealerMagazine.com 41
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(“It Won’t Happen to Me”continued from page 17)
From Cisco: Signs of a Possible Cyber Attack
unknown sources, or opening email attachments.
Mysterious emails Email phishing is a method used by malicious actors to access sensitive business information by pretending to be a trusted organization or website. Employees should never respond to “mystery” emails and should be careful about clicking on online links from
Unusual password activity If an employee is locked out of his or her system and/or receives an email stating that a password has been changed, it is a potential sign that the password is compromised if they did not initiate any of this action.
that they have been informed of the policies and understand that actions may be taken if they do not follow security policies. Teach employees to report signs of a cyber security attack (see above). Plan for mobile devices Nearly 60 percent of businesses allow BYOD, says a 2016 report from Tech Pro Reseach. It is therefore essential that your cyber security policies include a focus on personal devices. With the increasing popularity of smart watches and fitness trackers with wireless capability, you must include these devices in a policy. Norton by Symantec also recommends that small businesses require employees to set up automatic security updates, and require that the company’s password policy apply to all mobile devices accessing the network. Use onscreen keyboards to post sensitive information Hackers today are so sophisticated. They can record your keystrokes with the help of keylogging software, especially when you are using shared networks. But keylogging software cannot keep track of onscreen or virtual keystrokes operated through mouse clicks; an input option used at many financial institutions.
Unknown pop-ups Don’t click on them, not even to close them. Unknown pop-ups can be infected with malware or spyware that can compromise the network. A slower-than-normal network A hacking attempt or malware outbreak often results in spikes in network traffic that can reduce internet speed.
Back up frequently You should back up word processing documents, electronic spreadsheets, databases, financial files, human resources files, and accounts receivable/payable files on a regular basis. Encrypt and password-protect your documents before storing them on the cloud or remote server to provide an extra layer of protection. Don’t store customers’ CVV numbers Getting your customers’ card details – with their consent – can help you make their future checkouts convenient. On the flip side, this practice exposes their data to hackers. One solution is to store the data without keeping the CVV number, and ask them for the three digits during each transaction. Control physical access to systems and network components Don’t permit outsiders or other unauthorized personnel to use your system. If a technician from another firm must service your equipment, provide them with a general PC or make sure someone from your staff supervises them. Lock your computer when you leave and insist your staff do so as well. The threat of cyberattacks on small businesses is very real, so make sure you have security controls in place, and that each one of your employees is making cyber security a top priority.
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ENDCAP (continued from page 44)
Grant Thomas
we have to pitch new products at the right time in the catalog cycle. So during the first three, four, five months of the year, we just try to get new products into the catalogs for the following year. If our products are not available for the cycle, they won’t get any traction. Do you exhibit at trade shows? We are quite picky about them. We do ECRM in February, and we are doing We Connect in November – we went to their first show last year. In April, we tested the ECRM Toy EPPS. We exhibited at ASTRA Marketplace last June and decided it was not something that we would do every year, but we continue to reassess our strategy. I am still learning about the American market.
An assortment of tools in the Sand-and-Water Play Table
What is your background? I started out in accounting and worked at a very large firm in Sydney. Then I went into banking for a number of years. My father, Stephen, is an entrepreneur who used to own a large supply company in Australia called Education Experience. He worked in that industry for 30 years. I’ve grown up around it, and it’s always been something in the back of my mind. Then in 2011, I was asked to join another of my dad’s companies called Clever Patch, focused on arts & crafts products in Australia. We sold it to a competitor in 2016, and then I talked to the shareholders of Learning Advantage and became a shareholder myself. Is the entire operation based in Timnath, Colorado? No. Our distribution center and warehouse have been in Wahoo, Nebraska, since 2016 but we are in the process of relocating it to Cheyanne, Wyoming. The move, which will double our capacity, will be completed in July or August. As I mentioned earlier, we are gearing up for growth. We currently have about seven full-time employees, plus a number of part-time workers. Those numbers will increase over the next year or so.
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What would you like teacher stores and dealers to know about Learning Advantage? First, we will stick to our knitting. We are known for bringing creative and high-quality early childhood learning products to the market, and we’re sticking to that. We’ve got a ton of new products coming out. I came here with no real expectations, but as I see the new products coming in, I’m more excited than I’ve ever been. Second, we are working to make it as easy as possible for our customers to get new products to sell. We’re creating new efficiencies. Third, we are a wholesaler and don’t sell direct. We believe the industry has a lot of potential. The market truly has room to grow. April/May 2018 — EducationalDealerMagazine.com 43
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ENDCAP (continued from page 46) How many SKUs does Learning Advantage currently offer? What are its bestsellers? Counting all our brands, we have about 600 SKUs. Most of the products are mathematics and early childhood, but we do blur into literacy and we have a little bit of science. In terms of bestsellers, it depends on the category. Our range of Quizmo games under the Learning Advantage brand sell well, as does our Number Line. For Edx, it’s the Step-A-Logs, Step-A-Forest, Step-A Stumps and Step-A-Stones. They’re platforms connected by a rope that children can balance and walk on to develop balance and large motor skills. For TickITS, it’s the SilliShapes little people that link by their hands. They’re a resource for storytelling, language development, mathematical sorting, sequencing, pattern making, and more. They’re made from soft, transparent silicone, and come in sets of six families with six people. Do you think the focus on STEM impacts sales of your mathematics products? Yes, it does affect sales, but in saying that, I think teachers are looking for more of a range. Things like math charts, for instance, are a commodity – they’ve been around for years and they’re always going to sell. The challenge is coming up with new products that are appropriately STEM-focused. It challenges us to be more creative, more innovative. We have to be, because STEM is such a hot topic right now. When do you launch new products? We have products in development now, at the beginning of the year that will launch towards the end of the year. The education market is quite traditional. It still relies on large catalog companies. Even though ecommerce will change the landscape somewhat, (continued on page 43)
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ENDCAP
Lots of “New” at Learning Advantage
L
by Tina Manzer
Learning Advantage, the 17-year-old distributor and manufacturer of hands-on teaching aids, is shaking things up with the introduction of more than 80 new manipulatives this year. Most of them are from a line called TickIT, designed and developed in the U.K. and new to North America; distributed by Learning Advantage exclusively. “They’re innovative, engaging and high quality,” says Grant Thomas, Learning Advantage’s president and CEO. Grant is also new to North America, having recently relocated from Australia to Colorado. He joins the company’s managing members Gary Otto, Paul Simpson, and Angie Jordan. “I’ve been with the company since last July,” he told me in a recent interview. “When I became majority investor, I moved my family here where our headquarters are located. Since then, we’ve been launching new products and brands; laying the groundwork for growth. It’s been very exciting and challenging at the same time.” Here’s what he said about the company’s new products and distribution center, and his hopes for the potential of the industry. Ed Dealer: Please tell me about the new brands you are distributing. Grant Thomas: The products from TickIT were developed by Commotion, a designer, developer and distributor of educational products in the U.K. We are also proud to be the official North American distributor of the Edx Education brand of math manipulatives, and active play, constructive play and exploration products.
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Both are international brands – Edx was developed in Taiwan by a group of Australians. It really took off and today the products are available around the world. The two brands have a lot in common. They’re both for early childhood, are curriculum based, high quality, and safe. The products are in 100-percent compliance with all international standards. K
Are they for the classroom or for home use? Predominantly classroom. (continued on page 44)
Step-A-Logs
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