Educational Dealer January/February 2020 by Fahy-Williams Publishing

January/February 2020

FOR PEOPLE WHO SELL TO TEACHERS, PARENTS AND SCHOOLS

Bold Ideas from EDspaces • ECRM Spots Product Trends We Connect Prizewinners • Prevention is Key to Safe Schools New Products for 2020 2020_EDL_01_12_31.indd 1

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THE ISSUE

Latin Lover by Kevin Fahy

When I went to high school, nobody had ever heard of STEM, or STEAM, or, for that matter, whole language, mainstreaming, immersion, new math, cooperative learning or digital literacy. There was simply an assumption that students needed to be exposed to as many subject areas and disciplines as possible. One of those areas was classical languages, which in our case meant Latin, because we didn’t have a Greek department. I had grown up hearing church services sung or spoken in Latin, but had never bothered to figure out what any of it meant, so I pretty much started out high-school Latin from scratch. It turned out that I loved it. As you probably know, English is a Germanic language, but it is heavily influenced by Latin, thanks to the Norman conquest of England in 1066. Part of the pleasure I took in Latin was a sort of code-breaking exercise, tracing Latin roots forward to contemporary American English. Another part was that we learned Roman history alongside the language, and I always like reading about history. In addition, a lot of the texts that we translated were historical in nature, such as excerpts from Caesar’s Commentaries on the Gallic War. I even liked the fact that Latin was a dead language. You didn’t have to worry about your accent, or mispronouncing Latin words, because there is no “correct” pronunciation. That saves a good deal of embarrassment when you’re standing at the lectern. My favorite part of high-school Latin, though, was the teacher, Mrs. Nash. She was old-school in the finest sense of the

term, with a dry sense of humor that somehow seemed appropriate to the subject matter. Teachers like her are the true gems of any school system. Does exposure to classical languages improve a person’s education? I don’t know the answer to that question. There are people who argue that living languages make more sense to learn, and I can’t fault their logic. On the other hand, I took French and German in high school, and with the exception of one trip to Paris, neither has been especially useful. If I were in high school today, there is not much doubt about the non-English language that I would be studying. Spanish wasn’t even available when I was in school, but now it is so prevalent that it isn’t even a “foreign” language. It’s more like an alternative domestic language. There are around 40 million Americans for whom Spanish is their first language, and the one they generally speak at home. About half of those people are proficient in English as well. Among primarily English speakers, there are approximately 10 million who can also speak Spanish. Unfortunately, I’m not one of them. From a practical standpoint, Spanish would make more sense for me to know, and from a business perspective I probably could have made good use of other modern languages, such as Mandarin. Nevertheless, I am glad I studied Latin, and there have even been times when it popped up in business. I’ll give you one example. Before I owned my own business I ran a publishing company and later a printing plant that were owned by larger (continued on page 6)

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January/February 2020

FOR PEOPLE WHO SELL TO TEACHERS, PARENTS AND SCHOOLS

8 12 16 20

22 24 32

The Issue Latin Lover by Kevin Fahy ECRM Identifies Growth Categories for 2020 Look for sensory products, STEM/STEAM, and more arts & crafts. Bold Ideas The best of new school equipment and furniture was on display at EDspaces.

Say it with Flowers At the We Connect School Supply Conference, 3-D flower accents were top prize winners. Prevention is Key to Keeping Schools Safe A report issued by the Secret Service National Threat Assessment Center underscores the role prevention plays in addressing high-risk situations. Meanwhile, the Department of Education announced a grant program to improve student access to mental health services. Offices Take a Leaf from Schools’ Book The plant craze is showing up in new school designs with walls of live succulents. At the same time, it’s becoming the biggest office trend of 2020. Ten Questions Colorful Kem Clark aspired to be a Rockette and studied geomorphology in college before she became the queen of Wikki Stix. The Leader’s Guide to Keeping Peace Workplace drama can be highly destructive to a small business. Here are some positive tips for handling conflict.

46 Endcap

Jonti-Craft: Improving the Lives of Young Learners

Departments

26 Industry News 30 Retailers Recommend Fabulous Products 34 Business Note 36 Cool & Hot Innovations in the furniture and equipment category 38 New & True 42 Eye on Education 45 Index of Advertisers

4 January/February 2020 — EducationalDealerMagazine.com

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D w L t a D l m

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THE ISSUE (continued from page 3)

PUBLISHER

ADVERTISING

J. Kevin Fahy kfahy@fwpi.com

Director Tim Braden tbraden@fwpi.com Print Magazine Advertising Sales Darlene Ryan darlene@fwpi.com

EDITORIAL Director Tina Manzer tmanzer@fwpi.com

Online & E-newsletter Advertising Rick Kauder rkauder@fwpi.com

ART Production Manager Mark Stash mstash@fwpi.com

MARKETING Director Amy Colburn amy@fwpi.com

Designer Christopher Cornett christopher@fwpi.com Designer Maia VanOrman maia@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

ADVERTISING SCHEDULE JANUARY ECRM EDUCATIONAL SUPPLIES SHOW PREVIEW RESERVE BY NOV 29

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AUGUST 35th ANNUAL BUYERS’ GUIDE DIRECTORY RESERVE BY JUNE 19

OCTOBER FALL SHOW PREVIEW RESERVE BY JULY 21

FAHY-WILLIAMS ALSO PUBLISHES Art Materials Retailer artmaterialsretailer.com Toy Times the magazine of the American Specialty Toy Retailing Association

Life in the Finger Lakes lifeinthefingerlakes.com

ROBEX for the Rochester Builders Exchange

Edplay edplay.com

Around the Table for the Game Manufacturers Association

companies. During that period I reported to three different executives, each of whom taught me a great deal. While I was running the printing plant, one of them told me something which became a core tenet of my business philosophy. He told me that “when a customer asks for something, the answer is never ‘no.’” In printing, customers were always asking for big favors, like whether we could cut their usual three-day turnaround to one day. My boss told me that the answer to that request is a question to the customer. “If I do that for you, what do I get?” One thing we could get, of course, was more money, but that was far from the only thing, and not really the one that my boss had in mind. “Maybe they could pay for the job in advance,” he said, “or on delivery. Maybe they could give us more of their business, or lock into a long-term contract.” What’s all this got to do with Latin? Well, there’s a Latin term for this sort of process. It’s called a “quid pro quo.” In case you’ve been living under a rock lately, the translation is pretty straightforward. It simply means, “this for that,” but it represents a concept which underlies our whole system of commerce. Each and every sale you make is a contract in which you agree to provide something of value in exchange for something else of value. Throughout the whole kerfuffle, I winced whenever anybody used the Latin phrase, which was nearly always hurled about as if it were a crime in itself. Just to be clear, it’s not. To me, it’s much like the word “conversation.” Most conversations are within the law, and civilization would have a hard time progressing without them, but there are exceptions. It might be illegal to discuss classified documents with a foreign agent, for example, or to plan a bank robbery. Such is the case with quid pro quo. It’s normally legal, but if you buy

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OxyContin out on the street, or solicit a prostitute, you may find that it is sometimes frowned upon. Speaking for myself, I also think that a quid pro quo approach to personal issues is not a good idea. The popular term for that practice is “transactional,” meaning that everything is some kind of a deal, but a personal life is not a business. If you expect compensation for whatever you give to friends and family, you will be disappointed. For your business, though, quid pro quo is not only an acceptable mindset, but an essential one. If anything, I think most of us think far too little about what the exact quids and quos are in our business, and what we want them to be. On one level, you could just say that you provide products in exchange for money, but I’m pretty sure there’s more to it than that. Your knowledge and experience are certainly part of the transaction, along with guarantees of some sort. I suspect that you also offer encouragement, affirmation, and perhaps even fun. Some of you go so far as to provide a gathering place and a sense of belonging. And you want more from your customers than their money, don’t you? You want their loyalty, you want their help with your marketing program, and, increasingly, you want their information. The retailers who get their quids and quos figured out are the ones who are likely to survive in the 21st century. As far as that other quid pro quo argument is concerned, the one going on in Washington, I will leave you with another Latin phrase. “Res ipsa loquitur.” The thing speaks for itself. Somewhere, Mrs. Nash is smiling.

You can e-mail Kevin at kfahy@fwpi.com.

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ECRM Identifies Growth Categories for 2020

by Tina Manzer

The Educational Supplies & Furniture Program from Efficient Collaborative Retail Marketing (ECRM) is coming up, February 9-12. The goal of the nontraditional, appointment-only “trade show” is to drive long-term, critical business relationships between buyers and sellers. To find out what educational buyers can expect at the Château Élan Winery and Resort in Georgia, we recently talked to Jeff Smalley, the company’s senior vice president of General Merchandise. With 25 years of experience in consumer packaged goods, Smalley joined ECRM last June. His mission is to lead efforts to grow engagement with buyers and sellers in his division, which includes category-specific programs ranging from Innovative Technology to Interior Home & Mindfulness Living items. Here is what he told us about the upcoming educational supplies/school furniture program.

Ed Dealer: In 2018, ECRM held a school furniture event late in the year, separate from its educational supplies program in February 2019. Jeff Smalley: And for 2020 we’ve added furniture back in. Truly it’s where it should be. As we move forward with the core focus of school supplies, school furniture will remain in the program, along with arts & crafts, books, and educational toys. The sellers who come here want to engage with educational dealers and distributors who sell through a catalog and online. That’s the big difference between this program and our School & Office Supplies Program in August. Buyers there are brick-and-mortar retailers or have subscription-based services. Some of them are online retailers, and there are end users as well. For February, the program is pretty packed. It’s actually one of ECRM’s larger ones. We’re excited about that. Percentage-wise, the event is spread almost evenly across all the categories we present.

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Does this program cover more categories than other ECRM events? Not necessarily. But we may see more categories emerge. For instance, within “educational toys” we are watching the progress of STEM/STEAM. What I’ve discovered from attending traditional tradeshows is that you can’t walk into an exhibit hall today and see all the STEM-based products in one place. It hasn’t become its own category yet. STEM products are mixed in with other products; with all learning toys and those that focus on math or science, for instance. ECRM is starting to attract more and more smart technology companies, so we’re closely monitoring the growth of STEM/STEAM. In addition, virtual reality and artificial intelligence are key terms right now. What other products has ECRM identified as “growth” products? Something that’s really hot, but like STEM/STEAM has not developed into its own category yet, is “sensory.” Right now, data companies define (continued on page 10)

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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.

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Certwood UK Laporte Way Luton Bedfordshire LU4 8EF Office +44 (0) 1582 456 955 January/February 2020 — EducationalDealerMagazine.com 9

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ECRM

(continued from page 8) products as sensory only if the outside of the packaging says so specifically or it’s included within the nomenclature of the package itself. Sensory products are part of other categories, but that’s changing. Sensory items are no longer defined only as a solution for children with ADHD. Instead, their use has grown as part of a tremendous movement to help kids, all kids, be more attentive and learn at a better pace. As a result, more toys, tools and materials will come to market with a sensory appeal to them. Helping children with special needs will be one of the products’ drivers, but there are others. For instance, 90 percent of us shake our legs as we talk on the telephone. It helps us focus on the task at hand. Today, more and more items

Meaningful Support for Teachers ECRM recently teamed up with the Kids in Need Foundation to honor America’s teachers and provide critical school supplies to those most in need. In Georgia in February, the two organizations will kick off their new Teacher of the Year award program, designed to raise money for the foundation and to recognize one teacher and one retailer who have helped students succeed in the classroom. The program culminates in August with an awards gala, preceded by a charity golf outing, at ECRM’s School & Office Supplies Program in Scottsdale, Arizona. A portion of the proceeds goes to KINF. Scheduled for August 9-13 at Scottsville’s Phoenician Hotel, the annual school and office event is attended by suppliers, retailers, and distributors. A special guest speaker will be announced shortly, and sponsorship opportunities exist for each hole of golf. Teacher of the Year candidates will be among the 14,000 who have applied for Teacher Supply Boxes from the Kids In Need Foundation. Teachers in the program share stories of the ways free supplies from

are available that we can use within our hands to help us focus – without shaking our legs. Yes, consider the number of adults who keep fidgets and other sensory objects on their desks. That’s a fantastic point. The products are evolving well beyond school into office, home, and even your commute to work. Sensory items enable a better learning process – or better learning efficiency, if you will. It’s no longer “just” a solution to a problematic situation. Another cool thing about them is their price points. They are incredibly conducive to purchase; low enough to be impulse related. Prices range from $9.99 up through $29.99, so sensory items are great basket builders. They don’t restrict

KINF have impacted their classrooms, like creating more equitable learning environments, improving student behavior, and expanding children’s interest in learning. Participating ECRM suppliers and retailers will have the opportunity to identify teacher candidates for the new award, and to advocate for them throughout the first half of 2020. Participants will also amplify their teacher’s story and provide them with two Teacher Supply Boxes containing a classroom’s worth of school supplies. “With so many teachers going into their own pockets to purchase supplies for their students, we knew we had to find a way to give them meaningful support and help our industry get involved,” said Jeff Smalley. The winning teacher will receive an all-expenses-paid trip to The Phoenician Hotel to receive their award. To learn more about the Kids in Need Foundation, visit kinf.org or giftateacher.org. For more information about ECRM School & Office Supplies program, visit ecrm. marketgate.com.

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3D Arranging you from also purchasing other items, like books, a toy, or a binder. And then they enhance the use of those items. We are excited to get behind it, to push sensory as a category. Watch for it to come into its own in the next 12 to 18 months. How about the other categories covered by this program? According to our data, arts & crafts is a growth area. It includes any items that help consumers personalize something, or make something that’s generic their own. It ranges from stickers to drawing tools to coloring. Our data shows that adult coloring books, for example, are still a popular fad. ECRM is a facilitator. The data we collect helps our sellers engage in our programs. It gives them a reason to have

meetings with the buyers we attract. We do a pretty good job of getting ahead of the trends. We identify them, and then identify the niche sellers in the marketplace. We bring them in and match their core capabilities with each of the buyers out there. By doing so, we give sellers a platform that they normally couldn’t get on their own. Then we continue to guide them with data so that they have a successful program. In 2021, the ECRM Educational Supplies & Furniture Program will move from Georgia to the Weston Hilton Head. It will also have a new Monday-through-Thursday format, from February 8 through 11, “because the Super Bowl is scheduled for Sunday, February 7,” notes Jeff.

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Bold Ideas Academia Furniture

by Tina Manzer

The best of school equipment and furniture was on display in October at the annual EDspaces trade show in Milwaukee. Furniture manufacturers, along with dealers and distributors in our industry, joined architects and stakeholders from schools, colleges, and universities to share ideas on the future of school spaces. Attendee registration was up 16 percent over the prior year; a total of 168 exhibitors displayed their products in 603 booths. At the show’s conclusion, many donated their seating, desks, USB-embedded furniture, etc. to schools in Milwaukee. “For 24 years, EDspaces exhibitors have contributed truckloads of innovative classroom furniture and equipment to

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local communities,” says Jim McGarry, EDmarket president and CEO. “In 2019, it was a particularly large donation thanks to the major growth of the event in the last four years. Plenary sessions were conducted in EDspaces’ six designer classrooms to give attendees the opportunity to experience modern pedagogical approaches to school planning, design, and products first-hand. Each classroom was developed to accommodate a wide variety of presentations to demonstrate how learning areas work for students of different ages.” Here are few of the themes we spotted in the exhibit hall and classrooms. • Today’s school furniture is chunky and rugged and, at the same time, colorfully and tactilely appealing. Its designers are obviously taking cues from the patterns and motifs in fashion and home décor to create beauty and function. • An ottoman is all-purpose. Put a bunch of them together to meet as a group or lounge as an individual. Put your feet on it. Sit on the floor and lean against it. Use it as a table in the middle of a classroom story time or lesson. • Custom-printing on laminate, Formica, and vinyl help schools create an identity with often striking results. • Casters are the key to collaboration, and everything from cabinets and tables to chairs and ottomans are on them. (continued on page 14)

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• Biophilic design is on the rise. “Incorporating natural elements inside the four walls of your classroom can effortlessly transport children into a world of beauty,” says the book Inspiring Spaces for Young Children. “Not only does nature provide an infinite supply of sensory experiences that can be integrated into all learning domains, it conveys a sense of calmness and tranquility for both children and adults.” • Seating has got to move – whether it’s from point A to point B, or when it’s planted in place. Classroom “chairs” have become great places upon which to focus with movement: wiggling, rocking back and forth, swiveling, etc. • Need to plug in from your all-purpose ottoman? That’s easy, thanks to outlets in the middle of the floor, on the ceiling, and in the modular seating configured nearby.

Thoughts on the future The keynote was delivered by Tony Wagner, Senior Research Fellow at the Learning Policy Institute in California. He’s the author of Most Likely to Succeed: Preparing Our Kids for The Innovation Era, Creating Innovators: The Making of Young People Who Will Change the World, and The Global Achievement Gap: Why Even Our Best Schools Don’t Teach the New Survival Skills. His theme – that students should be taught to be innovative and creative to become “most likely to succeed” – was a good accompaniment to the STEAM-centered, collaboration-inducing classroom furniture on display.

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“EDspaces,” says Jim McGarry “is where innovations are unveiled and collaborations form, bringing together education’s creative change agents who plan, design and manage innovative learning environments.” During his keynote, Wagner discussed the need for the U.S. education system to evolve from a “knowledge economy” to an “innovation era.” Fortythree percent of today’s college graduates are underemployed, he said, and 92 percent of employers say that college students don’t have the skills that matter most. Wagner advocates teaching those skills to spark innovation. “Content still matters, but skills matter more,” he said. “There is no competitive advantage knowing more than the person next to you. It’s what you do with that knowledge that counts.” To enter the innovation era, teachers need to become more like coaches and mentors. Among his recommendations was getting them to step outside their classrooms to see what real-world skills are needed. And students must be taught that it’s okay to fail. “Innovation demands it,” Wagner said. “Fail fast, fail first and fail often.” He concluded, “With well-designed pedagogy, we can empower kids with critical skills and help them turn passions into decisive life advantages. The role of education is no longer to teach content, but to help our children learn – in a world that rewards the innovative and punishes the formulaic.” In 2020, EDspaces will be held November 11-13 in Charlotte. Visit ed-spaces.com for more information.

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CONNECT

Chris Campbell and Darin Smith from Teacher Created Resources receive the first-place trophy.

Say It with Flowers

Proving once again that teachers are also decorators, the 3-D Paper Flower sets from Teacher Created Resources were “Top Picks of the Show” award winners at the We Connect School Supply Conference in November. In second place was another classroom display item, The Financial Literacy for Kids Bulletin Board set from Creative Teaching Press. The third-place prize was awarded to Plus Plus’s Picture Puzzles. They’re perfect for mixing play and creativity in preschools and other early learning environments. We Connect is a traditional trade show focused on instructional materials and classroom resources for grades pre-K through 12. Hosted by marketing company Catalog Solutions for its customers, the third annual event boasted a sold-out exhibit hall at the Rosen Center in Orlando. The Top Picks, sponsored by Educational Dealer magazine, were awarded based on dealer votes. Each of the 82 exhibitors was asked to submit one new item, and then the 174 dealer attendees (from 96 different companies) voted for up to five of their favorite products. 3-D flower accents brighten up classrooms Paper flowers are not Teacher Created Resources’ first foray into 3-D décor. Its lanterns, awnings and fans have become classroom favorites, and new styles of them are planned for

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2020. “If we see something that we think teachers will want, we will try to create it for them,” explains the company’s marketing director, Dianne Kelly. “We want to create décor that makes teachers and their students feel happy when they walk into their classrooms. “Right now, paper flowers like the ones we’ve introduced are very popular,” she continued. “You see/find them today on backdrops of photos and in store windows. Many teachers are creating their own to decorate their classrooms, but they require a lot of work and time. Premade flowers can be expensive, so our goal was to create high-quality flowers that didn’t cost a fortune and were easy to put together.” Four different flower sets – Pink Blossoms, Floral Bloom, Beautiful Brights and Floral Sunshine – feature four flowers per pack: one with a 16-inch diameter, two at 11 inches, and one 8-inch flower. No assembly is required. They open easily and stay together with a hidden magnet, says Dianne. Afterwards, they fold up for storage and can be used again and again. To complement the flowers, a set of 40 Green and Gold Paper Leaves in assorted styles and colors is available, too. “We think that teachers and students will love the way these flowers brighten up their classrooms,” she adds. “We imagine that parents who find these in a school supply store will want to buy them for parties or special occasions.” (continued on page 18) January/February 2020 — EducationalDealerMagazine.com 17

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Bulletin board set presents money concepts Designed for students in grades 2 and 3, CTP’s 33-piece Financial Literacy set teaches important vocabulary and concepts, including • methods of payment (credit cards, debit cards, checks); • credit and interest; • needs versus wants; • spend or save; • goods and services; • income or gift; • save, spend, donate, invest; • ways to earn income; • job skills; • financial institutions; • tips for financial success; and • charitable giving. The individual pieces also serve as interactive teaching tools – great for small groups in which students can manipulate each piece. They can also be used under a document camera for the entire class, or in a pocket chart or center.

Financial Literacy Must be Taught Early, Says Author How well we understand financial fundamentals – budgeting, saving, debt and investing – can mean the difference between prosperity and poverty. “With how important these basic life skills are, it’s shocking that only 17 states require students to take a high-school course in personal finance,” wrote Certified Financial Planner Liz Frazier in Forbes last summer. The skills must be taught in school, she says. Apparently, a lot of other American adults think so, too, according to a Credit Karma/Qualtrics survey she cited. Sixty-three percent of respondents think personal finance education should be taught in schools, but their thoughts on when in school were mixed. • 30 percent believe it should start in elementary school (“Author included!”); • 33 percent believe it should start in middle school; and • 32 percent believe it should start in high school. Only 5 percent believe it should start in college. “Despite some debate over just how young is too young when it comes to learning about personal finance or where that education should occur, the study shows many

CTP celebrates it’s Financial Literacy win.

Americans are aligned on putting school-sponsored personal finance education on the political agenda,” Liz continued. “More than three-quarters (77 percent) of those surveyed believe politicians should push to add financial education in schools, and 67 percent of those surveyed would prefer to vote for a candidate who prioritizes adding mandatory personal finance education to the public school curriculum.” Respondents also revealed they would be willing to give up some pretty important activities to receive better financial education. • 35 percent would give up happy hour; • 29 percent would give up dating apps; • 24 percent would give up morning coffee; • 12 percent would give up vacation days; and • 8 percent would give up their sex lives. Liz Frazier’s family firm, Frazier Financial Consultants, has been providing money management and financial planning since 1986. Her book, Beyond Piggy Banks and Lemonade Stands: How to Teach Young Kids About Finance, was published in August.

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Plus Plus Picture Puzzles are educational + fun Made in Denmark, Plus Plus is a unique breed of construction toy with one simple shape that resembles two side-by-side plus signs. Each brick easily connects to the next. The Picture Puzzle sets include 60 bricks. Kids ages 3 to 7 can use them to replicate an image featured on one of the set’s large, two-sided flash cards. The puzzles can be colorful flat mosaics or more intricate 3-D builds. Because they help develop fine motor skills, logic, creativity and imagination, Picture Puzzles are a great STEM toy. “I use Plus Plus blocks in my fifth-grade classroom,” says one teacher. “The 27 kids in my class beg for additional Plus Plus time each week. They love when I give them challenges and they love to build freely. They come up with amazing ideas!” We Connect 2020 will be held November 1-3.

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Call 888-441-4826 • Fax 714-908-5000 www.tcrdealer.com January/February 2020 — EducationalDealerMagazine.com 19

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Prevention is Key to Keeping Schools Safe

by Tina Manzer

In November, the Secret Service National Threat Assessment Center released its “Protecting America’s Schools” report. Based on its study of 41 incidents of school violence that took place between 2008 and 2017, the center concluded that many cases could have been prevented. Among the key findings were these. • It is impossible to identify a specific attacker profile or the types of schools in which attacks will occur. • The motivation to attack usually involves multiple social stressors, including grievances related to school staff, classmates, personal relationships, or home. • Most attacks involve the use of firearms, which attackers often acquire from their homes. • Most attackers have observable mental and behavioral health symptoms in their background, including instances of disciplinary action or contact with law enforcement. • Half of the attackers expressed interest in violent topics prior to the attack. • Most attackers experienced bullying at some point. • All attackers exhibited “objectively concerning or prohibited” behaviors, and most communicated their intent to attack. Taking these observations into consideration, the report underscored the role prevention plays in addressing potentially high-risk situations. It recommended that schools implement multidisciplinary threat assessment teams to identify students who exhibit red-flag behavior including violence and domestic attacks. Only nine of the 41 schools had such a program, said the center. And, since most attacks last less than five minutes, schools should institute an immediate response plan. “Timely communications are essential in preventing attacks,” said the report. “Schools, students, and parents should be encouraged to report behavior patterns that are concerning so that appropriate interventions can take place.”

Just four weeks prior to the report’s release, the Department of Education announced $71.6 million in new funding to enhance safety in schools and improve student access to mental health resources. The awards, under four grant programs, support recommendations identified in the final report issued by the Federal Commission on School Safety in 2018. Among its three broad recommendations was “Prevent.” The commission listed the following as important keys to prevention. • Character education • A positive school climate • Student-led approaches to cyberbullying • Systems for reporting incidents • Improving school-based mental health and counseling for young people • Community involvement and support, including from the faith community The report’s executive summary stated that the commission’s efforts were guided by the need to promote state and local solutions to school violence. “There is no universal school safety plan that will work for every school across the country,” it said. “Such a prescriptive approach by the federal government would be inappropriate, imprudent, and ineffective. We focused instead on learning more about, and then raising awareness of, ideas that are already working for communities across the country.” To that end, “The four new grant programs allow local leaders to tailor their approach to school safety and mental health in ways that meet their students’ individual needs and their particular school’s unique challenges,” said Department of Education Secretary Betsy DeVos. The Trauma Recovery Demonstration Grant Program provides more than $6.7 million to Alaska, Delaware, Hawaii, Louisiana, and Nevada to fund model mental-health programs.

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The focus is on students who have experienced trauma that negatively affects their educational experience. The Mental Health Demonstration Grant Program earmarks $11 million for support, training and deployment of school-based mental health service providers. The funds will be distributed to 27 state education agencies and school districts to address the shortage of mental health services in high-need schools. The program will encompass social and emotional learning, mental wellness, resilience, and positive connections between students and adults. Project Prevent’s $11.3 million will go to 15 school districts in communities with pervasive violence. The funds will enable schools to identify, assess, and serve students exposed to violence; provide mental health services for related trauma or anxiety; support conflict-resolution programs; and implement other school-based violence prevention strategies. The School Climate Transformation Grant Program provides $42.4 million to 69 school districts. The program focuses on communities that may uniquely benefit from implementing a multi-tiered system of support, including districts serving rural areas and/or members of a federally recognized Tribe, and districts located in a Qualified Opportunity Zone. Shortly after the grant announcement, the results of a September survey of 1,067 teachers revealed that 87 percent of them believe lawmakers are not doing enough to prevent school shootings. The one-question survey was conducted by Fishbowl, an anonymous professional networking app, from September 9 to September 13. To the single question, “Are lawmakers doing enough to end gun violence in schools?” teachers responded this way. “Yes,” 3.84 percent “No,” 88.66 percent “I don’t know,” 7.5 percent

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Offices Take a Leaf from Schools’ Book Plants may be the hottest workplace trend this year

Today’s offices reflect many of the concepts we’re seeing in classroom design. Or maybe classroom design is being inspired by real-world workspaces. Either way, the goal is the same: to create environments that enhance creativity, collaboration, critical thinking and productivity. Among the concepts embraced by both worlds is “bringing the outside in.” Studies show that our exposure to nature elicits positive physiological and emotional reactions, including lowered blood pressure, better cognitive performance, reduced stress hormones, and overall happiness. That’s why we’re seeing more examples of biophilic design, or design that taps into our desire to connect to and with nature, at work and in school. For EDspaces, Demco and Plunkett Raysich Architects created a 3,600-square-foot classroom designed to illicit biophilia. Popular classroom décor showcases succulents, monstera

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leaves, palm trees, flowers, and other plant life. In offices, live plants may be the biggest trend of 2020 – so big that growers will have a hard time keeping up with demand, writes Shane Pliska, president of interior landscaping company Planterra in Detroit. In a whitepaper by furniture supplier Worthington Direct, Shane noted that workplaces that cater to millennials – co-working spaces, for instance – are “heavy into plants, living walls and greenery overall. Traditional offices are taking their design cues from them.” Shane was one of 10 expert vendors who contributed to the whitepaper on office trends for 2020, and he wasn’t the only one seeing green (more about that later). Here are some of the other trends the paper presented. Activity-based workplaces At the core of this trend is choice, said the paper’s author Eboni Franklin. In fact, most of the trends she mentions are driven by presenting workers with choices … where they sit, if they prefer to stand, and whether they want to work alone or collaborate with others. In an activity-based work environment, employees choose from among a variety of different workspaces, each designed for a specific activity. Rather than having a single, dedicated workstation or office, employees select the type of space that best supports the work they are doing on any given day. Flexible seating For workers who do choose to sit, the range of seating options continues to grow. The selection includes everything

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from stools at a bar-height table to sofas and soft-side chairs in a lounge area. The variety of seating options not only allows for multiple workstations, but also gets workers up and moving from place to place – a concept 81 percent of employees say is important to company culture. It’s all about collaboration, wrote Raquel Rodriguez from Phonexa, a marketing hub in California. “Having couches and comfortable chairs in offices are great for impromptu meetings. A tall kitchen table that can also be a meeting space when the conference room is taken can really help keep a company stay connected.” “Human-centric” lighting It’s been a buzzword for the workplace for the past year or so, said Michael Hennessy, CEO of Wavelength Lighting in Georgia. It’s become a key factor in making office space comfortable and homelike – an environment that can increase productivity and employee wellness. Michael pointed out that with LED technology, office lighting can be synced with our bodies’ circadian rhythm, a cycle that’s disrupted often throughout the day by the blue light from traditional lighting, computers, TV, and phone screens. Michael recommends programming LEDs to emit bright and energizing white light in the morning and then mellow orange light in the afternoon. Fran Moss from English Blinds said the biggest trend she’s spotted in office window treatment comes from requests for natural light. “This lends itself really well to the addition of a lot of foliage, greenery, and a generally very vibrant and alive style that is harmonious with nature. It makes people smile and feel good about where they work.” Going green Experts who contributed to the Worthington Direct whitepaper had a lot to say about the live-plant trend. “Our company was involved in a study by Newcastle University on the impact of plants on office wellbeing,” noted Megan (continued on page 41)

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Tables. Seating. Dramatic Play. Storage. STEM. Sensory + Light. Literacy Centers. Art. Toddlers + Infants. Early Childhood and Elementary settings. Waiting Rooms. Daycares. And as always—safe, affordable, durable solutions for creative learning and play. www.jonti-craft.com | sales@jonti-craft.com January/February 2020 — EducationalDealerMagazine.com 23

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TEN QUESTIONS

Kem Clark

Celebrating their 30th anniversary this year are Wikki Stix. These pliable and colorful waxed yarn pieces are used in homes and classrooms around the world as manipulatives, an art medium, fidget toys and fine-motor-skills builders. Kem Clark, then a marketing consultant from Phoenix, discovered “Sticky Wikki” in 1989. She was excited by the versatility of the product, but surprised that the inventor just couldn’t see the potential. Kem negotiated to buy the patent, and launched Wikki Stix (Omnicor Inc.) the following year. The company recently became a featured player in the special needs market. Wikki Stix are a favorite among occupational therapists who use them as tactile and pliable manipulatives, as a raised line medium for blind and low-level sighted people, and as a calming tool. “Made of a nontoxic wax formula, Wikki Stix are very easy to bend and shape. They adhere to almost any smooth surface with just fingertip pressure, and they’re virtually mess-free,” points out funandfunction.com, a website that specializes in products for sensory processing, ADHD, autism spectrum disorder, and other special needs. “Wikki Stix are easy to lift off and reposition so mistakes can be quickly corrected. Use them to practice prewriting strokes and letter formation. Wrap half of a thread around the

base of a pencil to use as a comfortable pencil grip.” Over the years, the simple, versatile and endlessly reusable Stix have received a number of awards; too many for Kem to keep count (“I don’t mean to sound flippant!” she says). One year, Wikki Stix won two top awards … in England! With Stix in three lengths – 6, 8 and 36 inches – and in more than 20 different colors, the line has expanded to include 38 specific products for kids and two for adults: one stress reducer and one “Fixables.” “They are a handy household helper,” insists Kem (think sticky twist tie). “Here in the office, we use them all the time for quick fixes.” Current bestsellers are The Big Count Box, the highest priced item in the line; and the little Wikki Stix for Doodlers, the least-expensive item. You’re a new addition to a crayon box. What color would you be and why? I probably wouldn’t be a crayon at all, but a fun, new, blue Wikki! What’s the best part of the day? Morning. I enjoy watching the sun come up with a steaming hot cup of coffee in my hand.

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Name two things that you can’t do without … I can only think of one: blue cheese dressing. What superpower would you like to have? The innate ability to speak every single language on the planet. How amazing it would be to be able to converse with people anywhere I go. What do you do in your free time? Play golf! I grew up in a family of avid golfers and have played since I was 12. I also love to putter around in the yard. I find yard work very relaxing and it grounds me. No pun intended! What do you think about before you fall asleep? Not much. I’m usually out like a light! If you could make one rule that everyone had to follow, what rule would you make? Be KIND to each other. What’s the coolest thing you’ve ever seen made from Wikki Stix? The Eiffel Tower. Have you become what you wanted to be as a kid? Alas, no. I desperately wanted to be a Rockette. But after 22 years of ballet, tap and jazz, I’m still only 5 feet, 3 inches tall. It just wasn’t meant to be. What is one thing that people would be surprised to know about you? Two of my years in college were spent as a geomorphology major, along with meteorology. When I first moved to Phoenix, I actually interviewed to do the weather on a local TV station. I ended up with a degree in history and political science. Go figure.

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INDUSTRY NEWS Children’s educational and book publishing company Gallopade International celebrated its 40-year anniversary on October 31. Founded in 1979, Gallopade has experienced 400-percent growth since 2018. Gallopade’s journey began with CEO and 2007 Georgia Author of the Year Carole Marsh, who has written hundreds of mystery books, set in famous or historic locations. Her award-winning series Real Kids! Real Places! can be found in school and public libraries, bookstores, museums and gift shops. “Whether it was biography, geography, or history, we wanted it to be educational, entertaining, and very enriching,” says Marsh, from the company’s headquarters in Peachtree City. “We were willing to dig deep, go to the sites, listen to the museums, get quality books from the libraries, and just work really hard. We never gave up and we never said no. A lot of times we failed our way to success.” Today, Gallopade is led by Michael Longmeyer and Michele Yother, son and daughter of Carole Marsh Longmeyer. Over the last two decades, the company has established itself as a partner for schools, teachers, and parents.

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On November 1, Learning Advantage acquired the Center Enterprises name and the Ready 2 Learn brand, and added 182 Center Enterprises products to its catalog. “We are excited to announce the next step in our company’s evolution with the acquisition of a significant portion of the Center Enterprises product range,” announced Grant Thomas, Learning Advantage president & CEO. “It represents a strategic entrance into the arts and crafts market, and we look forward to adding such a respected, high-quality range of products to our catalog.” The move comes after Joe Murphy, president & CEO of Center Enterprises, announced plans for retirement after a rewarding career that spanned 50 years. “Joe has been a family friend for nearly three decades,” said Thomas. “I wish Joe all the best as he begins the next chapter of his life. We’re deeply honored to carry on his legacy and continue to grow the Ready 2 Learn brand.” For more information, contact Angie Jordan, VP of sales, at angie@learningadvantage.com.

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After 39 years, The Chalkboard teacher and toy stores in Illinois, founded by Norma Ireland, have closed. “It was our calling and mission to provide our customers with the best selection of educational materials, games and toys for classrooms and home,” said the company’s Facebook page. “Thank you for supporting us and our families!”

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Recognized for developing state-aligned curriculum and ondemand supplemental resources, the company’s portfolio of product offerings has expanded in response to the evolving advancements and demands in education. In addition to thousands of supplemental resources, Gallopade provides K-8 social studies curriculum to schools across the nation, including more than 93 percent of Georgia school districts. Gallopade’s resources can be found in the National Archives, the Human and Civil Rights Museum, The Biltmore House, Yellowstone National Park, and hundreds of other historic sites. “We have so much opportunity to expand, grow into new areas, and continue to serve teachers and students,” says Michael.

For over 25 years, teachers have looked to Teachers’ Choice Award winners for resources they can trust. Will yours earn the seal this year? SM

Enter today at teacherschoiceawards.com. 26 January/February 2020 — EducationalDealerMagazine.com 2021 TCA ad.indd 1 2020_EDL_01_12_31.indd 26

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School Specialty launched a strategic review of its businesses in November, including the possibility of selling the company, reports the Appleton, Wisconsin, Post Crescent. The announcement came on the heels of its report in September of a 4.1 percent sales drop, to $278.5 million, for the third quarter ended September 28. Then in October, School Specialty revealed it was working with an investment adviser to review its capital structure and seek additional capital financing. The sales decline was attributed to issues with its science curriculum segment, which are being resolved; and its custom agenda business, which it is now discontinuing. Premier Agenda, a division with 40 employees in Bellingham, Washington, was scheduled to close. Interim School Specialty CEO Michael Buenzow told investors that operations were continuing normally while the company works to renegotiate existing debt terms, improve liquidity and generate positive cash flow. “We are confident that our various creditors will work collaboratively with us as we continue through this process,” Buenzow said. In the first nine months of 2019, the company paid $2.3 million in severance costs, said the Post Crescent. Besides downsized employees, Joseph Yorio resigned in February as president and CEO, and Todd Shaw resigned in September as executive vice president. Currently, efforts to contain costs are being taken, including optimizing staff and improving efficiency. The company had been hoping to improve in 2019 from its fiscal 2018 revenues of $673.5 million and operating loss of $18.4 million.

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INDUSTRY NEWS

(continued from page 27) Gratnells, a provider of innovative school and science storage solutions, has named three members of its team “STEM Ambassadors.” “Our commitment to STEM activity will continue to grow, and our ambassadors will be fully involved with both developing and delivering this content,” says Richard Picking, the company’s international marketing director. “The opportunities provided by good STEM programs are essential to inspire and encourage the engineers and scientists of tomorrow.” The STEM team includes Dr. Katherine Forsey, Gratnells’ Learning Rooms and STEM Consultant, and also one of the UK’s leading outdoor education experts. She works within schools supporting creative curriculum development. Joining her are Emily Byham, Gratnells’ marketing coordinator and Amy Collins, digital marketing executive, who said, “I’m excited to explore what it means to be a STEM Ambassador in a digital role and to share different career ideas with students beyond the roles they may expect.” After 45 years in the school supply industry, Judy Milles, president of GW School Supply stores in California, is retiring. In October 2019, she sold the business’s three locations to Pat Aboujaoude and Emilie Amescua, a mother/daughter duo. Judy’s GW, too, had been a family affair. “I have been richly blessed to have my daughter Sandy McCutcheon as my right hand, my retail coordinator, social media guru, buyer and many other positions within the company,” Judy wrote in a letter to vendors. “I would not have been as successful as I have been without her magnificent help. I could not have asked for more. I have been blessed by her participation in every aspect of the business.” Judy began GW in Bakersfield in 1974. Her first store was 1,500 square feet and was open from noon to 5 p.m. each day. “From those humble beginnings, I grew the company to as high as 10 stores. I feel I have been blessed to be a part of this wonderful industry for this many years.” Over the next several months, she will be working with the new owners “to help them get off to a solid start,” she said. The school-supply industry was saddened to learn of Terry Jenson’s death. Terry, who died on October 23, was the owner and president of Playtime Schooltime in Omaha, Nebraska, for 35 years, and was active in EDmarket leadership. He served as board chair in 2013. In his free time, Terry loved boating at Lake of the Ozarks, taking long rides on his Harley, and golfing with friends. Most of all, he loved spending time with his family: his wife, Carol; daughter Carly Mulcahy and son Eric Jenson; and grandchildren Quinn and Will. Memorial contributions can be sent to the American Heart Association and the Nebraska Humane Society. 28 January/February 2020 — EducationalDealerMagazine.com

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Scholastic Corporation celebrates 100 years in business this year. A leading provider of core literacy curriculum and professional services, and a producer of educational and entertaining children’s media, Scholastic is also the world’s largest publisher and distributor of children’s books. Each year it publishes more than 600 new hardcover, paperback and novelty books. Among its hits are the Harry Potter series, Caption Underpants, Clifford The Big Red Dog, Goosebumps, The 39 Clues, I Spy and The Hunger Games. Scholastic also creates quality books and ebooks, print and technology-based learning programs for pre-K to grade 12, classroom magazines, and other products and services that support children’s learning in school and at home. The company was founded by Maurice “Robbie” Robinson, who was editor of his high school newspaper and

then editor of The Daily Dartmouth at Dartmouth College. After he graduated in 1920, Robbie created his first magazine, Western Pennsylvania Scholastic, at home in his mother’s sewing room. It was eight pages long. But he had found a niche serving students in the classroom. Robbie’s publications were written to their needs and interests, which allowed the magazine – and his business – to grow. Within two years, The Scholastic became a 24-page national biweekly that covered national and world affairs, sports, literature and the arts. “We’re clear about our impact on 90 percent of American schools over the past 100 years,” Stephanie Smirnov, Scholastic’s EVP of global corporate communications, told PRWeek US. “The question is: What do we want our impact to be for the next century?” Watch for answers to that question and more this year as Scholastic celebrates its milestone anniversary.

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“There are two new vendors that we will look closely at for fourth quarter next year. Amigo Games is a German manufacturer with offices in Texas. They make games for children and families. Each one has five rules or less and costs $20 or less – good for teachers and parents. The games are European quality with nice components. duck-a-roo is a matching game for kids age 3 and up. L.L.A.M.A., for age 8 and up, was nominated for the 2019 German Toy of the Year. E-Blox is the other vendor. Their Circuit Blox sets and Power Blox sets are perfect additions to a STEM curriculum. They’re also fun to put together at home – they’re compatible with other plastic brick blocks.”

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The Leader’s Guide to Keeping Peace

Most of us have experienced or even contributed to workplace drama. People gossip, spread rumors, complain, lash out emotionally, rant about a perceived wrong, purposely exclude others, take sides in conflicts, and more. No matter how it manifests itself, drama can be highly destructive inside a small business. “Drama contributes to a less professional workplace,” says lifelong businessman and leadership mentor Quint Studer. “It tears teams apart, hurts productivity, and creates a kind of culture that drives high performers away.”

Those who create workplace drama aren’t always doing it intentionally, he believes. It stems from people not knowing how to handle conflict or engage in tough conversations. Regardless of the reasons, leaders should have a zero-tolerance stance against drama. Here are some of his tips for keeping peace at work. Model the behavior you want to see Don’t participate in drama yourself. Don’t gossip or badmouth anyone. Strive to always be aboveboard, fair, respectful, and positive.

A leader always sets the tone for workplace behavior. If it’s okay for you to do it, employees assume it’s okay for them to, as well. Be aware of the messages you’re sending. Be transparent Drama thrives in secretive environments. That’s why businesses should be as open as they can be about everything from financials to performance metrics to changes that might be coming in the future. The less people have to speculate about, the less likely they’ll gossip. Have a system for managing conflict Give employees specific steps they can take to resolve issues with each other. For instance, encourage people to carry their own messages. If an employee comes to you complaining about a third party, ask, “Have you spoken to this person directly?” A big part of creating an ownership mindset is teaching employees to work out their own conflicts rather than “telling on” people. Adults resolve their own issues rather than stirring up drama.

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Ask for specificity “When people make blanket statements like ‘everybody says’ and ‘everybody thinks,’ ask them for the particulars,” says Studer. “Who is ‘everybody’?” When people start using generalities like this to build a case, they can typically name only one or two people. They create a lot of emotion without a lot of substance. Forcing specificity helps to put issues in perspective and shut down drama.” Stop repeating the story When something happens to upset employees, they often feel the need to tell their story over and over – because they’re looking for either attention or support. The stories then become larger than life and perpetuate negativity. Leaders need to be careful not to repeat stories themselves, and also let their team know how destructive it can be. Have open conversations about real issues The goal is to fix an issue, not go behind people’s backs and complain. It’s better to approach the person and have an open conversation. Addressing the issue openly will help you uncover a root cause and then find a solution. Shut down troublemakers immediately Don’t join the conversation the troublemaker has started. Stay professional and aboveboard but explain that drama is unacceptable. Reiterate the kind of environment you are trying to create inside your company. Sometimes we all need a gentle reminder.

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Extend grace Let people back in the fold. Don’t hold a grudge or, worse, turn others against them. Reward and recognize people who get it right When you see someone handling conflict in a positive way, thank them and acknowledge them publicly. Likewise, admit it when you get it wrong. People respect leaders who are vulnerable and honest about their flaws. “Few workplaces will ever be 100-percent drama-free,” concludes Studer. “But I believe that the vast majority of people truly want good things for their coworkers and their company. When they realize how destructive drama can be, and learn more productive ways to get their needs met, they will work hard to change for the better. It all adds up to a stronger, more positive culture and a higher-performing organization.” Quint Studer is the author of The Wall Street Journal bestseller The Busy Leader’s Handbook, How to Lead People and Places That Thrive. He works with individuals at all levels and across a variety of industries to help them become better leaders. January/February 2020 — EducationalDealerMagazine.com 33

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BUSINESS NOTES Quantitative Proof of Sensorial Sales An experiment at a global sports retailer revealed that 28 percent more sneakers were sold in stores that smelled like freshly-mowed grass, compared to stores without scents, reports Media Post. The research, conducted by Walnut Unlimited and Mood Media, also showed that the addition of more mirrors, and setting up stations where customers could see, touch and feel products, resulted in higher sales. Other factors measured by the research were eye tracking, “galvanic skin response” (changes in sweat gland activity that reflect emotional state), and the time people spent interacting with products. For instance, consumers lingered six minutes more in stores with added sensory details, compared to stores in the control group. Shoppers also bought more items, and tended to select higher-priced merchandise, said the article. “We’ve always known that sensorial marketing elements have a positive impact on the in-store customer experience, but it’s not always easy to quantitatively measure that impact,” wrote Scott Moore, global CMO of Mood Media, in an email to Post Media. “In this case, we had a client who was willing to open their doors – and data – to us, which allowed us to answer, ‘How much do these things really matter?’ When there was less stimulation, consumers seem

Pet-Friendly Practices are Better for Business Pet ownership is shaping our communities, from housing and business policy to overarching economic health, says Mars Petcare, maker of brands that include Pedigree, Royal Canin, IAMS, and others. In its first annual report for its Better Cities for Pets program, the

awkward, he added. “It was interesting to see just how uncomfortable shoppers were when all of the sensorial elements were removed.” Stores have long used specially developed fragrances backed by market research. Mood Media tested the grass scent in hopes that consumers would envision themselves in a football game. The grass was not just a good smell, it was one tied to an emotion and behavior, explained Moore. Some research suggests that as much as 75 percent of emotions generated each day are due to smell.

company identified seven emerging trends that illustrate how important pets have become to today’s consumers. 1. Retail businesses are offering new amenities to pet owners. They’re placing pet-friendly decals in their storefront windows indicating services like in-store pet-sitting. Forty-two percent of pet owners say they like to take their pets along when they run errands, and 67 percent say they’re more likely to spend money at businesses that welcome pets. 2. To attract an increasing number of pet owners, rental property agents are offering new, upscale, conveniencedriven options like indoor pet-relief areas, pet wash stations, doggie pools or water stations, onsite pet training and vet visits. Pet-friendly properties get rented faster and tenants stay longer. 3. More employers are welcoming fourlegged friends into the workplace in an

effort to maintain and attract new talent and increase productivity. 4. Unique dining options for dogs and their humans are growing across the country as “paws-on-patio” legislation becomes more popular. 5. Shelters are sprucing up their environments to attract potential adoptive families who want enough space to meet pets outside of their cages and watch them play together. 6. From Parklets to Barklets: 60 percent of cities say they’re now taking pets into account in their green space planning. Parking lots, street corners and city sidewalks are being transformed into gathering spaces for pets and their people. 7. An increasing number of political leaders are advocating for animal rights and pet welfare as more of their constituents demand change.

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In 2020: In-store Subscription Boxes and Other Exciting Trends Among the list of a dozen “Retail Trends and Predictions 2020” from Vend, a global retail management software company, were these insights. More retailers will be part of the circular economy. A “circular economy” aims to eliminate waste and the continual use of resources. In 2020, more stores will recycle, reuse and remanufacturer to create a closed system that minimizes the use of resource input. Community-building and participation will grow. Creating a sense of community can help independent stores set themselves apart and build stronger relationships with customers which, in turn, drives sales and loyalty. Social media and retail will be even more intertwined. “Social media has always played a big part in retail marketing, but expect that to increase even more in the coming months, especially in the form of ‘social shopping’,” predicts Vend. What makes social shopping different from social-media marketing is that it offers consumers the opportunity to check out directly within the network they’re using at that moment. The practice is still in its infancy, but

with social-media sites pushing the technology, it is destined to grow. More businesses will partner up to innovate. The Spotify-Starbucks partnership – in which the mobile music-streaming app was integrated with the Starbucks My Rewards program and app – was a win/win for both parties, reports Vend. Partnering with other businesses can help you expand your message, reach new audiences and break into a new niche. With retail changing as quickly as it does, collaboration offers stores an opportunity to innovate. Consumers will demand even more payment flexibility. Around 2.1 billion consumers worldwide are expected to use mobile wallets for payments or money transfers this year, says Vend. Around 90 percent of shoppers say they use multiple devices to make online purchases, and 46 percent of smartphone owners use peer-to-peer payment apps regularly. Experiential stores will continue to thrive. “Across the board, retailers will offer strongly curated assortments that are heavy with local flavor, along with a deliberate effort to support sustainability, recycling and recommerce. The word

‘static’ has disappeared from the retail dictionary,” pronounced consumer anthropologists Rich Kizer and Georganne Bender. “Consumers who choose to visit stores will expect to find exciting new products and continuous change. They will hold retailers to a higher standard; those who want to keep their business will rise to the occasion.” Vend adds, “Give shoppers something they’ll remember long after their purchase, and they’ll remember you the next time that they shop. More retailers will explore subscriptions “If you’re looking to drive up your retail revenue, consider adding a subscription service to your business plan,” recommends Vend. Based on research by McKinsey & Company, subscriptions have grown 100 percent in the past five years, making then a viable way to add an additional revenue stream and a convenient avenue to inspire consumer loyalty. Visit vendhq.com for more information about Vend’s POS software.

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Cool Hot innovations in the furniture and equipment category 1. Tommy Stool from ERG International is a fun rocker with an 8-degree tilt and 360-degree movement around. Dynamic and mobile, it’s also ergonomic and height adjustable. It’s available in three shell colors and endless fabric options. Tommy works great in forward-thinking classrooms as well as in collaborative office environments that promote active engagement and new ideas. erginternational.com

2. The Living Room Set from Jonti-Craft is sized just for kids. With wheat-colored cushions, it works for every environment. Create a comfortable area for children in dramatic play areas and reading nooks. Durable Baltic Birch framing and natural colors make the Living Room Set a perfect addition to any Montessori or natural designed space. 800-543-4149, jonti-craft.com or sales@jonti-craft.com

3. The Patchwork Mat from Children’s Factory is comfortable and fun for all ages! It features squares in six cozy woodland colors. Soft blocks are perfect for little hands to carry, toss and stack. Mat and blocks are great for color recognition and matching games. A STEM item that wipes clean easily, the versatile 57-inch-square mat is 1-inch thick. childrensfactory.com

4. The Runtz Swivel Ball Chair from SAFCO Products lets students bounce, twist, or turn while reading, taking tests, or working on projects. Moving and fidgeting in a natural way may help increase focus and engagement in class. With an exercise ball to keep kids moving, Runtz is the top pick for flexible, classroom seating. safcoproducts.com/learnbysafco

5. INNOV-8 from Certwood USA permits STEM2Maker to be scalable and customizable, delivering a multitude of materials that support vast arrays of applications anywhere, anytime. Understanding STEM, STEAM and Maker as personalized ideas that integrate 21st-century skills within evolving pedagogies, Certwood – in partnership with award-winning designer David A Stubbs II – has envisioned a new idea in mobile storage systems. certwoodusa.com

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6. The Wobble Chair for Kids from Kore Design comes in multiple sizes from 10 to 18.7 inches and in many vibrant colors. It allows for continuous movement to increase secondary focus. The gentlyrounded bottom allows knees, hips and back to find comfortable and ever-changing positions. Made in the USA with built-in antimicrobial protection. korestool.com

7. The Floor Wobbler from Kore Design allows children to sit comfortably on the floor in one spot while still moving naturally – which increases focus. It’s ideal for classrooms that require flexible or alternative seating. There’s ample finger space under the rim to prevent pinches. Manufactured with antimicrobial protection in the USA; comes with a lifetime warranty. korestool.com

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8. The Kids Adjustable Standard Wobble Chair from Kore Design allows for active sitting, thanks to its gently-rounded bottom. Continuous movement increases secondary focus, and knees, hips and back can find comfortable and ever-changing positions. To grow with your child, the chair adjusts from 14 to 19 inches. Assembled in the USA with built-in antimicrobial protection. korestool.com 9. The Teen/College Hi-Rise Adjustable Wobble Chair from Kore Design ranges from 21 inches to 31.5 inches high. It’s ideal for high school and college students. They can stay active while they work in science labs, tech classrooms, and at drafting tables. The extended height and full range of motion allows them access to their entire workspace. korestool.com 10. Geyer Robotics Mats from Flipside are ideal for training the fundamentals of EV3/NXT/RCX programming and similar robotics systems. Use for FIRST LEGO League (FLL), VEX, FIRST TECH CHALLENGE (FTC), Wonder Workshop (dash and dot), and any other programmable robot system. Fun for all ages! geyerinstructional.com. 800-926-0704 Armagan Strasser, sales coordinator, astrasser@flipsideproducts.com 11. Quiet Space Corner Tents & Sit Around Cushions from Brand New World are a great addition to classroom seating, alone space, and curriculum. They feature fun themes and realistic photos to engage young creative minds with STEM education, favorite books, story time, nature and much more! joxendine@brandnewworld.com, 800-877-9399 x 501 January/February 2020 — EducationalDealerMagazine.com 37

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New True

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1. The Crayola Project Line, designed for a variety of projects and assignments, includes the right tools to make signs and posters shine! It includes extra-large poster markers and quick-dry paint sticks. crayola.com 2. The Magicube Free Building Set from Geomagworld, a leader in magnetic toys, reinvents the classic building-with-cubes game. With 64 pieces, it’s incredibly fun and magical – cubes can stick together on any side and can even remain suspended in the air! That way, the structures become surprising and easy to build, even for very small children. All sets are compatible with each other. geomagworld.com

3. Dr. Seuss Roll & Move Foam Activity Blocks from Eureka make for a great movement break that’s fun, quiet and healthy. The set contains six foam blocks (two number blocks and four activity blocks) and directions located on the back of the insert. They help with counting, color recognition, development of fine motor skills, and following directions. 1-866-394-5047 or contact your sales rep eurekaschool.com 4. The Gratitude Teacher Planner & Journal from Scholastic helps teachers rediscover the joy of teaching. This beautiful spiral-bound organizer is thoughtfully designed

with everything a busy teacher needs, plus writing prompts and inspirational quotes to help her remember and appreciate the little moments that made her fall in love with teaching. scholastic.com/trcatalog or contact your sales rep 5. 3D Creative Stones by HABA USA: it’s a mosaic! Wait, it’s an arranging toy! Wait, it’s a stacking, construction toy! Wait, it has cards. It’s a design challenge game! And it teaches colors? Yeah! And size ratios? Yeah! And it’s fun? YEAH! It’s everything you want in a toy and more. habausa.com

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6. TimeCube Plus Timers from Datexx make learning fun and focused! They’re still the easiest timers, but with new and improved features. Just turn it to the pre-set time needed and then turn it back when time is up. It’s that simple. Just turn and learn! sales@datexx.com, datexx.com 7. Seal Squad helps kids learn to work together and overcome obstacles through cooperation and communication. Using simple strategy and decision-making skills, kids learn that it is easier to achieve goals if you play as a team. Jennifer Silz at 859-815-7350, 859-391-7899 (cell), jennifer.silz@newellco.com

8. Growing in God’s Word: A Scripture Memory Tool Bulletin Board (NS3137) from North Star Teacher Resources includes a tree (size 22 by 33-3/4-inches), 56 precut scripture hearts, a reproducible, and more for a total of 65 pieces. The tree pairs well with student photos, seasonal embellishments, and other purchased accents from North Star Teacher resources. orders@nstresources.com 9. Multicolor Recycled Leaf Pencils from Musgrave function like regular pencils, but they’re not made of wood. They’re made of lots of layers of recycled leaves! A beautiful cascade

of color happens as you sharpen – the shavings look like rainbows! 800-736-2450 sales@pencils.net 10. Cursive Handwriting Instruction Guides by School-Rite help children learn to write cursive with ease and confidence. A single template helps them practice forming the contour of each letter while reinforcing correct stroke movement and spacing. customerservice@school-rite.com school-rite.com

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New True

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11. The Financial Literacy for Kids Bulletin Board (10178) from Creative Teaching Press helps students learn about concepts such as earning, spending, saving, investing, and more. It introduces a variety of financial vocabulary, terms, and definitions. 800-444-4287 creativeteaching.com 12. No Spill No Tip Paint Pots from Learning Advantage feature a unique conical shape and wide base to prevent tipping. The secure, push-on lid has an opening that wonâ&#x20AC;&#x2122;t spill, plus two paintbrush holders and a removable stopper to keep leftover paint from drying out. 3.75 inches high by 3.5 inches wide (base).

866-564-8251 , info@learningadvantage.com or learningadvantagedealer.com 13. A Special Needs Catalog Insert and a Mini Catalog are now available from Catalog Solutions. The 32-page insert complements your catalog with a powerful assortment of developmental tools ranging from behavior management and sensory processing to adaptive and exceptional learning resources. The same contents are also available as a standalone mini catalog with a non-imprinted cover. 888-435-5155 14. Designer Paper from Teacher Created Resources can be used for one-of-a-kind

projects. Create a backdrop to display student work; for classroom scrapbook pages; for flowers, fans and pennants; and to create customized decoupage frames and accessories. Perfect for attention-grabbing notes and messages. Each book includes four each of 20 designs. tcrdealer.com 15. ARcards from PBS Publishing are not your ARrrr-dinary flashcards. Download the free app to a tablet or smartphone to augment the realistic images with video and audio. The colorful cards come to life to keep children engaged while they learn letter recognition, pronunciation, vocabulary and fun facts. AR-

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Offices Take a Leaf

(continued from page 23) Mead from Software Path, also located in the U.K. “The results indicated a positive effect from the plants. Ever since then, we’ve encouraged our office garden.” Plants brighten up the office and keep the air cleaner, she added. The company’s employees take turns caring for them, and enjoy sharing ideas about plant care with their co-workers. “I think offices in the future should explore the idea of adding community garden plots on the roof or any open area,” noted Igor Mitic, cofounder of financial product review service fortunly.com, in Prague. “It’s already an ongoing trend in major cities, but I think adding it to the office environment is a great idea. It will encourage employees to cooperate and get to know each other in a stress-free environment.”

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cards make learning fun and engaging. 419-661-8700, tsingleton@pbs-publishing.com pbs-publishing.com 16. Armchair Fun for Seniors from Wikki Stix is perfect for elderly family members looking for something fun and creative to do. The easy, fun, engaging activities were specifically designed for seniors. They’re the perfect pastime for Uncle Herb or Aunt Helen! Made in the USA. 800-869-4554, info@wikkistix.com 17. Removable Mounting Tabs from Miller Studio is perfect for school, office and

dorms! The value pack includes 480 tabs, size 1/2 inch by 1/2 inch. Hang posters, charts, calendars and more. They’re easily removable and don’t damage walls. magicmounts.com 18. The Super Sort & Count Trays Set from Primary Concepts includes four smaller trays that fit onto the outside corners of a larger tray for sorting and counting activities. Smaller trays nestle within the largest for storage. A snap-tight, see-through lid keeps manipulatives in place. 1.5 inches deep. Large tray: 8.5 by 8.5 inches; smaller trays: approximately 3.5 by 4.5 inches.

Re-imagined cubicles Eighty percent of employees feel more productive when they have access to a quiet room or workspace, and cubicles in their simplest form do the trick. Privacy will be a bigger factor to consider in 2020, said Mark Camner from Crown Workspace North America. He recommends offices have private areas and open meeting spaces. “Another big trend will be ‘free addressing,’” Mark wrote. “It means workers come in, sit down at any desk, do their work and leave. Then the next person comes in.” It’s a solution for companies that want to increase collaboration but reduce their office-space footprint. Worthington Direct, based in Dallas, was founded in 1997 as a direct-mail catalog furniture wholesaler. The owner and many long-time employees have roots in the school-furniture market. It also supplies furniture to offices, churches, libraries, museums, and childcare facilities. For more information, visit worthingtondirect.com. EducationalDealerMagazine.com 41

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EYE ON EDUCATION Making Every Day Count According to teachers nationwide, one in five students struggles with access to clean clothes, which leads to students missing school. Kids who miss school are seven times more likely to drop out. When the Whirpool laundry brand heard about this particular cause of chronic absenteeism, it decided to provide schools with access to clean clothes. Its Care Counts laundry program, now in its fifth year, provides laundry machines to 82 schools in 18 cities across the country – serving 38,000 students. “New data this year continues to show the program has contributed to decreases in chronic absenteeism,” said Chelsey Whitehead, senior brand manager for Whirlpool, “and we are just getting started.” Whirlpool collects and analyzes anonymized laundry and school attendance data to measure whether access to clean clothes improves attendance and more. The first phase of the pilot study in 2015-2016 proved the program feasible and sustainable for schools. A second phase, from 2016-2019, indicated notable increases in attendance after implementation of the program for elementary and middle school students at risk for chronic and problematic levels of absenteeism.

The Care Counts program has the greatest impact on high-risk elementary school students. In the 2018-2019 school year, for example, participating high-risk elementary school students attended at least one more day of school per month, and more than two-thirds increased their grades. “The program is such an easy way to help solve a very difficult problem in our schools,” said Jo Carrigan, principal of Doull Elementary in Denver. “We’ve been lucky enough to see the results firsthand. Our new washer and dryer are amazing resources for our students.” Today, Care Counts invites schools that serve low-income families nationwide – especially qualified Title I elementary schools – to apply for a washer and dryer. Whirlpool is partnering with CSC Serviceworks for installation and service. During the 2019-2020 academic year, Care Counts is studying the longitudinal impact of clean clothes on educational development. New regions involved in the collection of anonymous laundry, attendance, and grades data include Cleveland, Philadelphia, Las Vegas, Miami and Phoenix. Whirlpool works with Teach For America to identify these qualified and at-need schools. To learn more about the program or nominate a school to receive a washer and dryer, visit whirlpool.com/carecounts.

New Options, More Choices for the ACT Test ACT, the maker of the ACT test used in college admissions, will introduce three new options to improve students’ test-taking experience and increase their opportunities for college admissions and scholarships. Beginning with the September 2020 national ACT test date, students who have taken the ACT will have the option to retake individual sections of the test instead of the entire exam. Students will also have the choice of taking the ACT online, with faster test results, on national test dates. Those who take the test more than once will be provided an ACT “superscore” that calculates their highest possible ACT composite score. The content and format of the ACT test itself will not change. Only the administration and reporting methods will be different. “Our research shows that ACT scores for students who take individual section tests are consistent with those

earned when they take the entire test,” said Suzana Delanghe, ACT chief commercial officer. “We are simply offering new ways to take the ACT, to save students time and give them the ability to focus only on subject areas needing improvement.” The three new options are based on feedback from students, parents, teachers, counselors, administrators and higher education officials, and are supported by the organization’s latest research and technology enhancements.

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Yearly Out-of-Pocket Spending Increases for Teachers New data from MDR and the U.S. Department of Education reveals that teacher out-of-pocket spending has increased 27 percent over the past decade, from an average of $378 to $479 per year. MDR recently polled nearly 4,000 educators in the WeAreTeachers community about how much of their own money they have spent for this school year so far. Forty-four percent said more than $500. But because teachers don’t just spend one lump sum at the beginning of the school year – they continue buying supplies to replenish necessary resources, decorate for the holidays, and integrate fresh ideas into their lessons – the total will be well over $500 by the end of the year.

MDR’s proprietary school expenditure research shows that U.S. K-12 public school spending on All Instructional Materials (AIM) hasn’t quite kept up with the rate of teacher spending. After a dip in school expenditures between 2008 and 2014, total spending for the 2017-2018 school year increased to more than $13 billion. The national average of spending per pupil was $268. Some districts offer teachers an annual discretionary stipend, but that funding is shrinking and, in some cases, disappearing altogether. According to a September 2019 WeAreTeachers Personal Spending Survey, 32 percent of teachers said they receive no budget and another 20 percent receive less than $100 per year. To make sure their

students have the resources they need, teachers buy them themselves. Others do fundraising or crowdsourcing. More decisions and purchases are being made by classroom teachers, both with school budgets and out-ofpocket funds. As a result, says MDR, brands and retailers have an opportunity to build affinity and engagement with educators to get on their radar when making school supply purchasing decisions throughout the year.

Computer Skills of U.S. Kids are Average, says International Test The computer skills of students in the U.S. are less “sophisticated” – in some cases – than those of students in other countries, according to an article in Education Dive. The results of the 2018 International Computer and Information Literacy Study (ICILS), revealed in late 2019, indicate that eighth graders in the U.S. can use computers to gather basic information and make simple edits, but they are less likely to understand the purpose of sponsored content on a website, use generic mapping software, or know how to control color and text when creating a presentation. Conducted by the International Association for the Evaluation of Educational Achievement (IEA), the 13-country study included students from Chile, Denmark, Finland, France, Germany, Italy, Kazakhstan, Korea, Luxembourg, Portugal, Russian Federation (Moscow), Uruguay, and United States. Based on the study’s tasks that measured computational thinking, U.S. students earned a mid-range average score, meaning they “demonstrate understanding of how computation can be used to solve real-world problems, but are less skilled at creating algorithms or debugging them when problems arise,” reports EducationDive. The study’s authors say that the results point to a digital divide between students from lower and higher socioeconomic backgrounds. Across all countries, students whose parents had lower educational levels, worked lower-skilled jobs, and had

fewer books in the home scored lower on both areas of the assessment. Other divides extend to how technology is used in schools. Seventy percent of students across countries attended schools where digital resources connected to textbooks were available, but only 32 percent of teachers reported using them. Teachers surveyed were more likely to use ed tech if they had technical support, time to plan lessons and opportunities to develop their own expertise with the tools. Gender differences were also a factor. In the computer and information literacy section, females outscored males on average and in most of the countries. But in computational thinking, males consistently scored higher than females. January/February 2020 — EducationalDealerMagazine.com 43

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(continued from page 46) custom furniture, it is imperative that all parties agree on what the finished product will be.

New Jonti-Craft products for 2020 include the STEAM Multimedia Cart, the See-Thru Sensory Table, and the Laundry Center (below).

Is all your furniture made in the U.S.? NS: Yes! We take great pride in that! We know it’s important to educators and childcare professionals. We continue to invest in our people and equipment to ensure that we can continue making furniture in America. Our factory is filled with skilled craftsmen, but we also have many pieces of high-tech equipment to help us deliver a timely and quality product experience to our customers. Is the education market your only market? MH: We also have customers in the home market, and in healthcare – furnishing doctor’s waiting rooms. In the school market, is there much room for creativity, for innovation? MH: I think there is room. The core components of classrooms have remained somewhat consistent over the years, but new trends and technologies are being implemented all the time. The surge in technology, and teaching methods like STEM and STEAM, have really allowed our team to develop creative furniture to best support these methods. What are some of the practical aspects you consider before you put a new design into production? MH: Firsthand feedback is the most important. Generally, we like to test our products in real-world environments so we can hear from students and teachers about what they like and dislike. This generally leads to one or two design revisions to “fix” what we didn’t foresee in development. How long does it take from initial idea to finished piece? MH: It depends on the complexity of the product itself and if we have to source new materials. I would say anywhere from four weeks to an entire year. We introduce new products throughout a calendar year. We also discontinue items from time to time based on low demand, or if we redesign a unit to make it more useful in today’s market. How big is your sales force? MH: We have team that covers the United States as well as international sales. We focus primarily on our dealer network but we often participate in joint calls to schools through our dealer partners.

NAEYC and EDspaces are the largest trade shows we attend, but we also support our dealers at regional shows. Typically, we print our catalogs prior to those major tradeshows in the fall. Who at Jonti-Craft sets the tone for the way you do business? NS: Many of our employees are parents or grandparents with young ones in school and daycare. There are also quite a few who have relatives who teach or work in childcare. Because of their own experiences, our employees know the importance of quality, safe, and durable children’s furniture. It’s these experiences that drive them to pay special attention to each piece of furniture that leaves our factory. How many employees are there? How has the tight job market affected you? NS: The labor market has been tighter in recent years, but it has challenged us to focus more on ensuring we do everything the right way when it comes to recruiting and retention. As a result, we’ve made several improvements in our onboarding processes, and challenge our managers to play a larger role in retention. We’ve seen good results. We employ approximately 200 people – that’s remarkable when you consider that the town of Wabasso has a population of 648. Most of them live within a 30-mile radius. They come from widely varied backgrounds, but because we operate in

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Welcomes 2 New Advertisers! Certwood, based in the U.K., is a leading technical plastic injection moulding company. It manufactures StorSystem USA, a range of mobile storage solutions that feature shatterproof storage tote trays in a variety of beautiful colors. HABA USA’s award-winning toys and games are made by its parent company in Germany. It also distributes the Spielstabil (pronounced speel-sta-beel) brand of indestructible beach toys, and Hubelino (who-ba-lee-no) building bricks and games that are fully compatible with systems for interlocking toy blocks.

ADVERTISER INDEX

Company

a rural, agricultural area, it’s common to have spouses of farmers among our employees. Summers are busy here getting ready for the back-toschool season, so we typically hire 50 or so high school and college students to bolster our workforce. Showing our employees that we care about them is one of the keys to retention. It can come in many forms, but it has to be authentic and meaningful in order to be successful. We strive to make it fun here and plan employee activities throughout the calendar year. Last summer, for instance, we collaborated with a local dairy to serve fresh ice cream cones to all our employees. Do you have any tips for the dealers who sell Jonti-Craft furniture? NS: In my experience, successful dealers of ours follow the same principle that we do: to provide high-quality products with exceptional service. We believe we produce furniture that is built and designed the best in the market. We back it up with service that is second to none. Successful dealers not only understand and communicate what sets Jonti-Craft apart from the rest, but they also stress the value of service. Where is the company headed in the next 40 years? NS: My hope is that we continue to rely on USA-made, high-quality furniture for children wherever they learn, grow, and play. Teachers, parents, and childcare professionals are superheroes. We want to manufacture furniture like it’s their sidekick in the quest to care for kids!

Page Website

Brand New World

brandnewworld.com

Catalog Solutions

catalogsolutions.com

Certwood Ltd.

certwoodusa.com

Childbrite by Manta-Ray

childbrite.com

Children’s Factory

childrensfactory.com

Crayola

17 crayola.com

Creative Teaching Press

Educators Resource Eureka / Css Industries

creativeteaching.com

erdealer.com

Inside Front Cover

papermagic.com

Flipside

17 flipsideproducts.com

Flipside

crayons2computers.org

HABAusa.com

HABA/Habamaass Corp. Jonti-Craft

23 jonti-craft.com 35

koplowgames.com

21,23,25,27

korestool.com

Koplow Games Kore Design LLC Learning Advantage

33 learningadvantagedealer.com

Marco Group Inc.

Back Cover

marcogroupinc.com

Miller Studio Inc.

magicmounts.com

Musgrave Pencil

pencils.net

North Star Teacher Resource

nstresources.com

PBS Publishing

pbs-publishing.com

primaryconceptsdealer.com

Inside Back Cover

safcoproducts.com

Primary Concepts SAFCO Learn by Safco Sandtastik

46 sandtastik.com

Scholastic Teacher Resources

School-Rite

25 school-rite.com

Teacher Created Resources

teachercreated.com

Teachers’ Choice Awards

teacherschoiceawards.com

Teledex Inc.

datexx.com

The United States Playing Card Company

scholastic.com

hoyleplay.com

timetimer.com

Total Plastics Int’l

totalplastics.com

Wikki Stix

wikkistix.com

Time Timer LLC

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New open-view Ridgetop Storage

Jonti-Craft: Improving the Lives of Young Learners by Tina Manzer

In 1979, Don and Cathy Schwarz bought Rapid Sash and Millwork, a company that made wooden toys. In honor of the previous owner, a gentleman named John Tessari, they named their company Jonti-Craft. A few months after their purchase, a fire raged through their factory in Sauk Rapids, Minnesota. It destroyed most of the buildings, equipment and inventory, but with the help of family and friends, the Schwarzes relocated the company to Wabasso, Minnesota. They recognized the need for highquality school furniture for children a few years later and expanded their product line. It became their specialty, and Jonti-Craft grew into a leading manufacturer of wooden furniture for schools and daycares. “Over the past 40 years, the company has impacted countless lives: children, educators, parents, and employees,” says Chief Operating Officer Nick Schwarz, Don and Cathy’s son. “Our resiliency in the early years helped the company survive a catastrophe, but over the past few decades our commitment to helping improve the lives of young learners and educators has been our driving force.” Nick, along with the company’s National Sales Manager Matt Hinkle, recently talked to us about their company’s manufacturing process, its design inspiration, and the importance of “made in the USA.” Here’s what they told us. Ed Dealer: What is the starting point for creating a new piece of early childhood furniture?

MH: We rely on our dealer network for new product ideas. They have strong relationships with the end users of our furniture and are often the first to receive feedback on ideas for changes or new products. We strive to be nimble and quick-to-market when these ideas arise. Our factory is highly flexible, which makes it easy for us to move from concept to production. So we encourage our dealers to tell us what products their customers are asking for. At the same time, we always look for feedback and insight from educators and administrators. Shows like EDspaces and NAEYC are great for getting oneon-one, real-time feedback from the entire industry: designers, dealers and teachers. What is your best seller? NS: Generally speaking, storage units. We offer an incredible selection of configurations, from open storage to cubbie storage and everything in between. How important to your business are custom furniture pieces? MH: Custom furniture can be a great solution for end users, dealers, and manufacturers – if done correctly. However, to do so there needs to be a clear understanding of expectations among all three parties. Are you familiar with the tire swing cartoon? It is a great metaphor for the communication challenges in product development. To successfully create (continued on page 44)

Make learning fun and focused

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Premier ™

Collaborative

Desks

Introducing our new line of collaborative student desks that boast a beefy round leg design that provides modern styling with a sturdy foundation for any learning environment. Legs are adjustable from 21” to 31” desks heights to provide the right fit for any student.

Available in 15 different tabletop designs.

TABLETOP LAMINATES

Fusion Maple

Gray Nebula

Weathered Teak

Solar Oak

Wild Cherry

Pewter Mesh

Boardwalk Oak

Asian Night

Blue

Apple

Red

Blueberry

Orange

White Dry Erase

EDGEBAND OPTIONS

Black

Gray

Navy

Purple

See our full line of school furniture at

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