April 2020
FOR PEOPLE WHO SELL TO TEACHERS, PARENTS AND SCHOOLS
Dealers help students and parents work at home Customer pet peeves explained • Trends from Toy Fair
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THE ISSUE
Time After Time by Kevin Fahy
Back in January, I heard about a college party that took place in the town where I live. One of the partiers noticed that no one was drinking beer, so he asked around to find out why. It turned out that everyone was afraid of catching the coronavirus. I swear I did not make that up. It makes you wonder if college kids should be allowed to vote. By now I assume that most people, even college students, know that the novel coronavirus (COVID-19) did not originate from a Mexican beer. It actually originated somewhere around Wuhan, China, where it was transmitted from animals to humans. The type of animal and the method of transmission are matters of some debate, to say the least. Coronaviruses often
circulate among birds and small mammals, and there was a theory early on in this outbreak that this particular strain had come from bats. More recently, researchers presented evidence indicating that the source might be pangolins, which are scaly, ant-eating mammals used in some traditional Chinese medicines. Not to be too sensational, but in some ways the story is reminiscent of the worst epidemic of all time, the Bubonic Plague. The so-called “Black Death” also came out of China, and cut a similar swath across Iran and Italy. In that case it was a bacterial infection transmitted by fleas which were transported by rats. There were several waves of plague over many centuries, but the most lethal arrived in Europe in the mid-1300s. It
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April 2020
FOR PEOPLE WHO SELL TO TEACHERS, PARENTS AND SCHOOLS
3
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The Issue
Time After Time by Kevin Fahy “You might not realize that there was another pandemic of epic proportions, and that there are still some people alive today who survived it. We now call it the 1918 Influenza Epidemic, but it was generally referred to at the time as the “Spanish Flu.”
As Green as it Gets
Chairs made in Portugal by Nautilus are totally recyclable and now they’re distributed in the U.S.
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Mid-March Madness: A Snapshot of Retail Business in a Pandemic
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The Secret Life of Pet Peeves
“What may be true this minute may not be true the next” is easily the biggest lesson we’ve learned since first hearing the words “covid nineteen.” Aspects of your store may really be ticking off your customers. But they won’t tell you – they just won’t come back.
Departments
18 Business Note Deal with disruption creatively, how open hiring benefits
businesses, new sneaker line for people on the autism spectrum.
20 Industry News Toy Fair Trends, CTP and Fred Rogers, Catalog Solutions becomes CSI Connect Marketing, and more.
22 New & True 26 Cool & Hot Innovations in the furniture and equipment category 29
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THE ISSUE (continued from page 3)
wiped out half the population on the continent and changed the course of Western civilization in countless ways. Contrary to what you may think, the plague has never been eradicated. There are a number of new cases every year, including in the United States, and people still die from it. Even with antibiotics, the death rate is probably around 10 percent. You also might not realize that there was another pandemic of epic proportions, and that there are still some people alive today who survived it. We now call it the 1918 Influenza Epidemic, but it was generally referred to at the time as the “Spanish Flu.” In spite of it having taken place fairly recently, there is a lot of variation regarding the facts and figures. It is thought that around a half-billion people around the world became infected, more than a quarter of the total population, and that as many as 50-million people died. There is no consensus on the source location, but it certainly wasn’t Spain. It was first noticed by military pathologists in Étaples, France, which was a major staging area for troops heading into what was then called the Great War, in late 1917. Since soldiers were coming in from all over at that point, it was impossible to figure out where it had come from. One theory was the United States. The first known case in this country was a man named Albert Gitchel, who was training for service in the army at Fort Riley, Kansas, in early 1918. By March of 1918 there were several hundred soldiers infected at the base. The Spanish flu was caused by an “H1N1” virus, similar to the 2009 swine flu. Both are avian viruses that transmit from birds to pigs to humans. Like the plague, it’s possible that they both originated in eastern China, where animals and humans are crowded together. It’s called the Spanish flu for an interesting reason. Unlike Britain,
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THE ISSUE France, Germany and the U.S., Spain was not a combatant in the First World War. In those days (at least), nations at war typically censored the press in order to control public sentiment and avoid giving aid, comfort or information to the enemy. Because Spain allowed its newspapers to report honestly about the extent to which the infection had spread in their own country, and other nations did not, it created the false impression that there were more cases in Spain than elsewhere. Apparently, lack of transparency from governments during epidemics is not a new issue. China, on the other hand, had a relatively mild flu season in 1918, but that does not mean that it was disconnected from the outbreak. Historians suspect that the virus had been circulating there for some time, giving the population the opportunity to develop some immunity. So the Spanish flu may have come from the same region as the coronavirus, but it was a very different animal. Take, for example, the relative ages of the people most affected. The Spanish flu was deadliest among young adults, with 99 percent of fatalities under the age of 65. This seems counterintuitive, and the exact reverse of the coronavirus. One theory is that older adults had acquired immunity by surviving the “Russian flu� pandemic of 1889. Another is that younger people were harmed by the overreaction of their own stronger immune systems. It was not a seasonal flu virus. The first, relatively small wave occurred in the summer of 1918, followed by the major pandemic in the fall. It corresponded precisely with the end of the war, so soldiers going home carried it to every corner of the globe. Tahiti lost 13 percent of its population in a month. Samoa lost 22 percent in two months. In the United States, approximately 30 million people became infected out of a population of 105 million. Somewhere between 500,000 and 600,000 died, or 6 April 2020 — EducationalDealerMagazine.com
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about one-half of 1 percent of the total population. The whole course of the disease, including the third wave in the winter of 2019, took 10 months. No one can say with any certainty how many people were killed in the First World War, nor how many were killed by the 1918 flu, but you could say that they were roughly on the same scale. In terms of Americans, the flu killed about five times as many as the war. It all makes me wonder why I learned so much in high school and college about the Great War, and almost nothing about the influenza outbreak. Most other people had the same experience, to the point that some historians have referred to the Spanish flu as “the forgotten pandemic.” The war itself was certainly part of the reason for that. A war is a much easier narrative for people to understand than an epidemic, driven as it is by human motivations, and unwinding over a period of years. When it ends, it leaves deep scars on the landscape and the population for generations. Another part is probably the fact that people back then were simply more accustomed to plague and pestilence. They had seen deadly outbreaks of yellow fever, diphtheria, typhoid, cholera and other contagions, and accepted them as facts of life. They were also pretty tough. I only knew one of my grandparents, my mother’s mother, who was born in 1891. By the time I knew her she had been through all the above, plus two world wars and the Great Depression. She was hardworking, fiercely independent, warm, cheerful, and utterly fearless. We may have softened up a little over the past century, but underneath it all we are still the children of those people. If push comes to shove, I think we’re pretty tough as well.
You can e-mail Kevin at kfahy@fwpi.com. April 2020 — EducationalDealerMagazine.com 7
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As Green as it Gets Sustainable Practices Produce Recyclable Chairs by Tina Manzer
Meet the Ergos One chair from Nautilus, a 24-yearold school- and-office-furniture company headquartered in Portugal. The single-piece polypropylene chair is made with nontoxic materials in a solar-powered factory, and it’s 100-percent recyclable, says Susana Figueiredo Oliveira, the company’s business development manager. The versatile seating line offers seven different sizes and 16 vibrant colors, making them the darling of European classrooms – and television shows. Colorful Ergos One chairs regularly appear on “Monica Chef” on the Disney Channel in Italy, a series about a young girl in culinary school. The chair is the company’s bestseller, and a recent arrival to the U.S. market and we wanted to find out more about it. Here is what Susana told us.
began in 1996 as a home furnishings manufacturer before switching its focus to school and office furniture in 1999. Our products are distributed all over the world. Right now we’re creating logistical facilities in the U.K. and France. We employ about 100 people in Portugal, plus others in Spain and the U.S. We’ve opened a warehouse in Galeton, Pennsylvania, and have hired a managing director for the North American market. In the U.S. and Canada, we distribute our products under the Ergos Furniture brand. The company remains a market leader in both Portugal and Spain, and is recognized throughout Europe and Africa for the quality of its products and its smart use-ofspace solutions. You can find Ergos furniture in the office/ home office, medical and toys markets, in addition to the education market.
First, tell me a little about your company. The Nautilus headquarters and factory are in the northern part of Portugal, close to the well-known city of Porto. It also operates a branch in Spain. Nautilus
What’s makes Ergos furniture unique? Our chairs offer end users many benefits, but let me point out their unique recyclable and sustainable features first.
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Entirely produced in double-walled polypropylene, Ergos One chairs were tested and certified by Fira International Lab, a leading authority on furniture tests worldwide. Ergos chairs comply with EN 1729 Parts 1 & 2 (European standard for dimensions, strength and stability).
Ergos One chairs, made from polypropylene, are totally recyclable. They’re probably more environmentally friendly than wood or metal chairs, and we don’t make them using any varnishes, glues or paints. Our dyes are the same ones used by the food industry. At the same time, they shouldn’t be considered ‘disposable.’ Their patented design makes them strong, sturdy and long-lasting. Thanks to their double-wall structure, created by gas injection, we can offer a 10-year warranty on them. Soon, we’ll be producing the chairs using plastic domestic waste. We’ll keep you posted on that. The chairs can interlock to adjust to auditorium spaces, and they can also be upholstered. They’re easy to clean and can be antibacterial, so they’re also perfect for cafeterias, offices and waiting areas. They can be used inside and out – they’re UV Both the Ergos One and the Ergos Shell line – which uses various steel tubes to create different models – are available to the North American market. They have wide seats and lumbar support to reduce fatigue caused by all-day sitting, plus smooth edges and increased resistance to impact, scratches and wear. They’re lightweight, customizable and stackable.
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Is the Ergos chair line the only line you make? No – we produce more than 900 different furniture products. In addition to polypropylene, we use wood and metal. We also provide complete turnkey solutions for education and office spaces, nursing homes and hospitals. Our furniture meets the demands of today’s busy work spaces, and they’re flexible and fun. Is sustainability important to Nautilus? Absolutely. Company-wide, we make a very important effort to decrease our carbon footprint. It’s important for our children and for a healthier future for all of us. All our products are made in Portugal, and meet all the quality, ergonomic and environmental requirements of the European Union. Our factory runs on sustainable energy – solar panels – and it uses less energy than it creates. We produce a chair in our factory every two minutes, which means that the amount of power needed is very low. We monitor it daily to make sure that we have the lowest impact possible on the environment. For our furniture that is wood, we use trees from sustainable forests, and we make sure the ratio of planting trees to cutting trees is met. The corrugated boxes we use are also produced using trees from sustainable forests. We use corrugated suppliers from both America and Europe. Our mission to remain competitive and have good target prices is completely compatible with environmental protection. (continued on page 28)
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Mid-March Madness A Snapshot of Retail Business in a Pandemic by Tina Manzer
A Facebook post from Knowledge Tree on March 19 “Knowledge Tree is creating $25 to $35 bundles for your kids at home. All you have to do is call your local store and give us an idea of what you’re looking for. We will create a bundle for you for a reasonable price. Then you can drive up to the store and we’ll bring it to your car OR you can pay an extra $8 to have it delivered if you live close to one of our stores. We can’t wait to hear from you!”
“What may be true this minute may not be true the next.” That’s easily the biggest lesson we’ve learned since first hearing the words “covid nineteen.” Hopefully by the time you read this, lives have been saved. Schools may be gearing up for students, restaurants may be setting their tables, and people may once again be talking face to face. Then again, everyone in the U.S. may be sheltering in place. We just don’t know. On March 16, as we prepared to go to press, things were looking bleak. It was the first workday after President Trump declared a national state of emergency. So before we wrapped up this issue, we reached out to a few stores in our industry to see how they were coping. We discovered that those small businesses were working hard and creatively to remain up and running; albeit with a few modifications: customer delivery and curbside pickup only, shorter hours, fewer employees at one time, and increased digital communication with customers. And those stores had customers, mostly parents dealing with remote school as well as remote work. Their double challenge was managing new ways of working while busying their kids with worthwhile activities – away from video games and social media. Parents were worried about summer slide, the perils of no routine, and how much blue light is too much. In addition to keeping their kids safe, parents also wanted to keep them learning. And that’s where your stores came in. With five locations in Tennessee, Mississippi and Arkansas, Knowledge Tree has been busy fielding calls and filling orders since this message was posted. “People have been calling nonstop,” reported sales associate Brittany Osgood. “They tell us what they’re looking for, whether it’s reading, some sort of activity, or workbooks, and then we put everything together.”
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One young customer received a bag containing Scholastic’s Jumbo Book of Kindergarten Fun, the “Burger Chef” edition of Crayola’s modeling dough, a Melissa & Doug paint-with-water book and a set of Trend’s Alphabet Old Maid NS3501 Social Skills Bulletin Board playing cards. www.nstresources.com • orders@nstresources.com A few days earlier on March 16, US & Canada Toll Free: Phone 877-664-6500 • Fax 866-356-0723 things at GA School Supply in Macon, Georgia, were quiet. Storeowner Diane Vogel didn’t expect it to last. “Our horz ad.indd 1 2/14/20 to avoid summer slide. schools are closing tomorrow,” she 2020 Ed Dealer Magazine Ad_4.625 x 2.125 Customers have the option of ordering online, but explained. “Business will pick up later today and tomorrow he predicted that his physical store would be busier than when parents realize they don’t have enough to keep their e-commerce during the next few weeks. “I sent word out kids occupied indefinitely. They’ll be looking for science on social media: ‘Work at home, stay at home. We have books or material on Ancient Rome – things that reflect everything you need!’ because Borden’s also sells office what children need help with in the classroom.” In Point Pleasant, New Jersey, Borden’s Stationery and supplies. “I’ll work in the store as long as they’ll let me, and if Educational Resource Center “did a decent business” on that changes, I can still answer the phone and make Saturday, March 14 and Sunday, March 15. “We saw a lot deliveries,” he said. of parents who came in for educational resources,” reported And that sentiment was echoed by each retailer we owner Barry Lubin. “Their goal is to keep their kids busy
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On March 16, the White House called for millions of people to work from home and to home-school their children if it was possible.
talked to. “Financially, we have to, and we’ll make sure we’re fully stocked for shoppers,” said Pat Aboujaoude from GW School Supply in Fresno, California – before the state mandate to shel-
ter in place. In addition to operating three stores, GW fulfills online orders. In Columbia, South Carolina, Educational Wonderland was selling lots of Spectrum workbooks and math
manipulatives, according to owner Dean Quenneville. “We’ve been pretty busy, and will stay open as long as we can meet the health guidelines.” An email to her customers from Linda Hayes, Hopscotch Toys, McMinnville, Oregon “We can’t keep telling you we love you and not do everything that we can to protect you. And, here’s the thing: some of our younger customers lick things when nobody’s looking. And some of our other customers are grandparents and great grandparents. So beginning March 16, we will close to in-store traffic until further notice. We will be in the shop receiving freight and mail from 12 to 4 every weekday. We would be happy to bring toys out to you curbside during that time. In this anxiety-laden time, don’t forget to count your blessings. I’m counting mine – and you’re really high on that list.”
Well-known speaker and author Bob Phibbs is known as The Retail Doctor (retaildoc.com) because he helps stores improve sales, customer service, and marketing strategies. Just to be clear, it’s not because he imparts medical advice, although he has some pretty strong opinions about retail-store hygiene. 12 April 2020 — EducationalDealerMagazine.com
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“Store managers know they have to have sales meetings, but when was the last time they talked about personal hygiene and cleanliness in their stores?” asked Phibbs on his blog on March 16. “The prudent thing for any retailer is to control what you can control and have a meeting devoted to health. That way, you can allay concerns, calm fears, set out procedures and take care of your people. The more time we spend focused on what we can control, the better we’ll all come out of this.” Here are just a few of the tips he offered retailers during Mid-March Madness. You’ve heard them before; they’re simply reminders from a retail perspective. “On an upside, I have to believe all of this attention will ultimately make all of us much healthier in the long run,” he said.
Don’t panic “In some years, the regular flu kills more than 30,000 people in the United States,” wrote Phibbs. “But as The New York Times reports, we don’t have an irrational fear of the flu because we understand it, and have experienced and recovered from it. We feel we know the threat.” Amped-up fear over the Coronavirus can cause stress, which impacts our immune system. The best antidote is to arm yourself with the facts, including information from the Centers of Disease Control (cdc.gov) and the World Health Organization (who.int), and the websites of your county and state government. Storeowners and managers – your crew will look to you for accurate information. (continued page 30)
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The Secret Life of
Pet Peeves
Y
You don’t know it, but aspects of your store may really be ticking off your customers. And they won’t tell you – they just won’t come back. While some annoyances are cliché, like no greeting as customers enter, no open game boxes for demo, and long lines at the checkout, others are less obvious. Here is what Francesca Nicasio from Vend HQ, a company that provides cloud-based point-of-sale and retail management software, discovered in a recent poll among retail professionals who are also shoppers. Requesting too much information but offering little value “When the cashier asks me for my zip code, phone number or email – as if it is a non-negotiable requirement to complete the transaction – I get annoyed, decline or ask why,” says Sokmean Nou, founder and CEO, of retail software company Calixa Technologies. “If there is no clear value provided, don’t expect me to volunteer personal data.”
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Devon Seidel, marketing and design specialist at liquormarketing firm Loop Insights, agrees. “It’s big pet peeve of mine. The store already has a lot of information about me: how many times I shop, what I buy, and when I buy it. In return for the insight, they could offer a personalized shopping experience based on my customer profile.” Collecting customer data is an important retail bestpractice, and what Devon is asking for in exchange is not that unusual. Today’s consumers are often fine with imparting some information, as long as you make it worthwhile for them to do so. Two-thirds of consumers are willing to share their data with brands in exchange for some perceived value, according to global professional services company Accenture. Offer them a discount, a coupon, a sample, a chance to win a prize, or a sneak peek at new arrivals. When your customers see the value, they’re more likely to share even more details with you. Unexciting and out-of-date loyalty programs “Retailers who update their loyalty programs with easy and immediate redemption of rewards are the ones who have won my loyalty,” notes Ayesha Renyard, Loop Insights’
Communications Coordinator. If you have a loyalty initiative (and you totally should), make sure you’re giving its members a smooth and rewarding experience. It’s one thing to get people to sign up, but another to have them participate consistently. Beef up your efforts by making it easy to collect and redeem rewards, and make sure your program runs seamlessly across physical and digital platforms. MySelf Lingerie, with locations in Brooklyn and Lakewood, New Jersey, does this very well. It runs automated email targeting and customer feedback programs through Vend POS and Marsello, a loyalty and marketing automation platform. It runs the automated win-back loyalty program but can also send email marketing campaigns for sales, promotions and product launches. “Customers love redeeming the coupons,” says MySelf co-owner Rachel Rosenthal. “It’s mostly just a few dollars off a purchase, but they feel like they’ve won the Brooklyn Bridge.” Since it was launched, the loyalty program has increased repeat purchase frequency, customer lifetime value, and revenue – more than $2 million from repeat customers.
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Running promotions that can be redeemed only in-store or only online Neither your customers nor your employees want to worry about whether or not an offer will be redeemable in-store or online. They just want it to work, period. That’s why your retail store should have a system that allows you to smoothly do business across online and offline channels. Your POS system must be able to “talk” to your ecommerce platform so that sales, customer, and inventory data flows smoothly from one platform to the next.
The wrong assortment One of the keys to your retail success is your ability to curate the products in your store’s mix. That means figuring out what should not be ordered – another advantage of keeping your eye on the metrics. Start by analyzing your inventory and then combine that knowledge with what you know about your customers and your market. Both are huge components of curating the right assortment. Stay on top of industry trends and regularly converse with customers about the kinds of products they want to see, and buy, in your store.
Not having items in stock Stockouts are a major issue in retail. They lead to missed sales opportunities, wasted marketing dollars, and disappointed customers. Avoid them by paying attention to your inventory data. Regularly analyze your stock reports and keep an eye on metrics like turn, sell-through, out-of-stock patterns, bestsellers and slow movers. That way, you can optimize your ordering and merchandising to ensure that you have the SKUs your customers want at the right time.
Disorganization After you’ve established what items make the perfect mix in your store, don’t sabotage sales with messy displays, or missing price tags and UPC codes. Make it a point to tidy up several times throughout the day. Instruct your associates to re-stock shelves that are missing items, and have them double-check product labels and signage for accuracy. It makes products easier to find and your store more inviting.
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Associates with a bad attitude “My pet peeves include customer service that lacks empathy; and associates who avoid customers, don’t make eye contact, and are generally unengaged and uninterested,” offered a manager at Victoria’s Secret. Here is a list of positive behaviors store staff should display. • Greet customers in a sincere and welcoming manner. • Practice active listening. • Learn how to read different types of customers. • Know when and how to upsell or cross-sell. • Remember and appreciate repeat customers. • Forge a relationship with shoppers. • Put your product knowledge to good use. Too-long fingernails More than a few people responded to our Pet Peeve poll with complaints about “long fingernails” and “long, fake nails.” The nails prevented employees from typing quickly at the checkout computer, picking up coins, and peeling off labels. As a result, the purchase process was slowed down. This may not be an issue in your store, but you may want to establish guidelines about fingernail length. The bigger point here is ensuring all employees can do their jobs to your high standards, and that their appearance is in line with the brand image you’d like to project. Making the process of returns or exchanges difficult While it’s important to have rules to prevent return abuse, don’t make the process too complicated. It’s a tricky balance, and what’s right for one retailer may be wrong for the next. For some retailers, a generous return policy wins them more shoppers. Other merchants may find the need for strict rules or more stringent guidelines for specific products, like electronics or “final sale” items. The best way to devise a policy right for your store is to analyze the shopping behavior of your customers and factor in the types of products you carry. ______________________ Hopefully, the shopper input we’ve presented here sheds light on things that you can improve. If you find that you or your employees are guilty of these pet peeves, use this as an opportunity to turn things around. Maybe you need an attitude revamp. Perhaps your store’s policies could use an update. Or maybe you need a new retail management system that lets you do business online and offline. Francesca Nicasio is retail expert and content strategist at Vend HQ, a retail management software supplier that lets retailers run their business in-store, online, and via mobile. Vend’s solution includes POS software, inventory management, e-commerce, customer loyalty, and reporting analytics. April 2020 — EducationalDealerMagazine.com 17
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BUSINESS NOTES Dealing with Disruption? Get Creative! A new book, Creative Zing!, by author Sam Harrison, offers advice and activities to jolt readers into creative action, according to Andy Epstein, business consultant and author of The Corporate Creative. Creativity can’t be taught, but everybody has innate creative resources that can be uncovered and unleashed, writes Harrison. “We’re born creative – just watch kindergarten kids,” he says. “But systems discourage creativity as we grow older. Parents say, ‘Don’t act silly,’ bosses say, ‘Don’t make mistakes,’ and society says, ‘Don’t be different.’
His book focuses on ways to consistently kindle creativity. It says that we spend our days in one of three zones – a sluggish “zombie zone,” a chaotic “zigzag zone,” or, if we make the right choices, a “creative zing zone,” where creativity is hitting on all cylinders with fresh ideas. “Creativity becomes either comatose or frenetic without focus and nourishment,” Harrison says. “We have to choose habits that ignite and channel our creative resources. For example, habits promoting curiosity, playfulness and persistence all bolster creative abilities.” A professional speaker and author of three previous books, Harrison helps people expand and express their creativity.
Radical Hiring Approach Benefits Businesses This summer, The Body Shop will extend its “open hiring” policy to its retail stores, after a successful pilot in its distribution centers. The radical new approach dispenses with resumes, interviews, background checks and drug screening, and instead requires applicants to answer three questions: “Are you eligible to work in the U.S.?” “Can you stand for eight hours?” and “Can you lift more than 50 pounds?” The ones who respond with a “yes” get hired. The idea originated with the Greyston Bakery in Yonkers, and grew to include the formation of a nonprofit, the Center for Open Hiring. Since 1982,
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Greyston has hired anyone who needs a job. “Our bakery is proof that this world-changing business model works,” explains greystone.org. “This hiring practice enables us to supply 7-million pounds of brownies to Ben & Jerry’s and partner with Whole Foods Market. It’s why we continue to be ranked one of Fast Company’s most innovative organizations.” According to The Body Shop, diversity brings businesses big benefits. In 2018, its distribution center saw turnover rates of 38 percent in November and 43 percent in December. In 2019, after it began using open hiring, the rate decreased to 14 percent in November and 16 percent in December. Based on stats from Accenture, leaders in disability employment see 28-percent higher revenues than their peers.
New, Cool Sneaker Line Celebrates “The Unique Aspects of All People” Vans has launched a footwear collection designed specifically for people on the autism spectrum. The skateboard-sneaker company, famous for its style focus on individuality and self expression, chose a calming color palette for the new line, along with features that focus on the senses of touch, sight and sound. The 54-year-old firm worked with the International Board of Credentialing and Continuing Education Standards to create the designs. Most of the shoes in the line are slip-on for easy-on capabilities. One design, exclusively for kids and toddlers, also offers a single strap hook-and-loop closure to ensure fit. Vans will donate at least $100,000 of the proceeds from this collection to A.skate Foundation, a nonprofit that teaches skateboarding to children with autism.
Crafted in natural, warm Baltic Birch wood and muted colors, Jonti-Craft’s collection of Montessori inspired furniture invites children to explore and learn, both independently and with other children. See more online at www.jonti-craft.com/montessori
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INDUSTRY NEWS create together, and toys that continue to innovate the unboxing experience and incorporate viral trends. “The top trends reflect a new wave of toys inspired by the shift in how kids and adults are consuming content,’ Adrienne continued. “Customizable toys challenge kids to think critically, playthings encourage kids to get active, and unique licensedbased toys inspire lots of imaginative play.” Here, she describes five top toy trends.
At Toy Fair New York in February, the Toy Association announced its picks for the top trends of the year. The picks are based on research conducted by a team of trendspotters. They meet with hundreds of global toy companies throughout the year to track developments in toys and youth. Then at Toy Fair, they comb through thousands of products on the show floor. They discovered that today’s toys “put kids fully in the driver’s seat when it comes to how they want to play,” said Adrienne Appell, senior director of strategic communications at The Toy Association. “Toymakers are responding to their call with more products that invite the whole family to play and Ed Dealer Ad new 2020.pdf
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IRL “Digital-first brands originating from nonlinear platforms (like Netflix), social media, and e-sports platforms are infiltrating the toy aisle via action figures and dolls, unboxing toys, board games, role-play items, and so much more. This trend includes digital toys that cross into the physical world and encourage active/social play, and traditional and nostalgic toys with a digital twist.” H2O Play “Toys that transform before your very eyes using one simple ingredient – water! – are making a splash this year. Water is readily available, safe for kids to use on their own, and easy to clean, making it an increasingly popular addition to toys in several categories. This trend includes unboxing/ surprise toys that use water to reveal a hidden message, color, or character; arts & crafts that use water to create beautiful designs that wipe clean, or dry and fade for no-mess repeat play; aquatic-themed toys (like mermaids, sharks, boats, etc.); educational toys that teach kids about underwater life; and, of course, bath and outdoor toys.” Kid Powered “The sky’s the limit with “Kid Powered” toys. They help children build creativity, leadership, discipline, confidence, and critical thinking skills. These open-ended toys are more inclusive, and let children control and customize how they play. They can be found across a range of categories, from tech toys to building and coding kits, to science experiments, arts & crafts, dolls, and more.” Boom, Smash, Crash! “A new wave of activity toys for kids is helping them push their physical boundaries. From toddlers to tweens, kids are gaining independence, developing gross motor skills, engaging in friendly competition, and finding more excuses to get up and moving – whether playing inside or out!” Generations of Play “According to The Toy Association’s Genius of Play initiative, when children play with adults they display higher levels of language development and problem-solving skills. Meanwhile, parents and grandparents get a chance to reminisce
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about their own childhoods and enjoy play’s many benefits, too. 2020 will see a rise in family games, outdoor toys, engaging crafts, and nostalgic brands that have cross-generational appeal.” 2020 won’t be a huge year for family films at the box office, Adrienne added. And even though movies have historically driven sales of licensed toys, digital first characters and stories are being introduced by Netflix, Disney+, and social media. They’re also giving nostalgic properties like action figures, dolls, play sets and board games, a second life.
Creative Teaching Press recently revealed a little-known connection it had to Fred Rogers, the beloved star of children’s television series “Mister Rogers Neighborhood.” According to Inspired in Style (inspiredinstyle.com), a CTP website It’s never too early to start! for teachers, its founders met Bill Isler, Setmanager, young learners on the Fred Rogers’ at Youngheart path to becoming financially Music’s recording studio. At the time, Helpworking children Youngheartresponsible. and CTP were become more knowledgeable on some albums together. “Through with able financial literacy core Bill, they were to speak with Mr. Rogers andcompetencies learn that he had and been improve trying to publish a series of resource their understanding of a variety books featuring activities and lessons of financial concepts, products, based on ideas from his show,” says and services empowering them Inspired in to Style. led tochoices. a great make“That informed idea.” Financial Literacy for Kids Working closely with Mr. Rogers, Boardthat Set CTP created 12 Bulletin resource books covered topics from feelings to basic NEW human values. While the books Winning were Award Product! being developed, Mr. Rogers flew to the company’s California offices to meet with the team. “He expressed his gratitude for the thoughtfulness that went into the books, and he signed for photos for each team member,” says grades CTP. CTP 10178 (continued on page 25)
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1. SuperMe! from Hoyle is a classic memorybased matching game with a twist: it teaches kids empathy and citizenship skills! Players are challenged to identify how they can be an everyday superhero to help those in need. Jennifer Silz, 859-815-7350 jennifer.silz@newellco.com
3. The First Day of School template from North Star Teacher Resources creates a keepsake of a special milestone. It can be personalized using liquid chalk markers (not included) in response to the preprinted prompts. After the photo is taken, the surface can be wiped clean and used again. orders@nstresources.com
2. English-Spanish First Little Readers from Scholastic offer engaging stories in English and Spanish, correlated with Guided Reading Levels A through D. They include predictable text, high-frequency words, and supportive illustrations to make learning easy and fun. scholastic.com
4. 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
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5. Sandtastik Classic Colored Sand Vibrant is sparkling, certified-nontoxic, non-silica colored sand. It’s available in more than 45 colors and a variety of package sizes for endless creative possibilities. It’s perfect for the unity sand ceremony, window and showcase displays, party and event decor, candle arrangements, and layered in a clear plastic bottle. For ages 4-plus. CPSIA, ASTM-D4236, and California’s Proposition 65 compliant. sandtastikproducts.com
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6. The Basic MIST Kit from Glo Germ is a non-aerosolized product that allows teachers to effectively demonstrate airborne bacteria and simulate coughs, sneezes, and cross-contamination. glogerm.com
8. The SA-98 Student Assignment Book by Ward helps students keep homework assignments organized on a daily basis. It’s reasonably priced; no minimums, and is printed in the U.S. ward@hubbardcompany.com
7. Back-to-School Bestseller Alert! The three jumbo spinners in this set from Primary Concepts (Item #1828) have strong magnetic bases – perfect for creating spinner games on a magnetic white board or other metallic surface. Great for playing with the whole class or small groups. Spin to choose players. Choose any information to start the game with a quick spin at the board. primaryconceptsdealer.com
9. Seven items featuring “The Child” from the Disney+ hit show “The Mandalorian” are available this spring from Eureka. Simply adorable! Get your pre-orders in today! Contact your sales rep. 1-866-394-5047 eurekaschool.com
10. The Color Crystals Stacking Game from HABA encourages creativity with a unique combination of wooden and plastic prism shapes. It comes with 12 templates, 14 shapes and a sturdy stacking frame. 1-866-394-5047 habausa.com
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11. Tubes & Connectors from Roylco Inc., full STEAM ahead! Five colors of building tubes in three sizes with six different connectors for creating fun, imaginative structures. 864-296-0043, roylco.com 12. Brightly colored ARcards from PBS Publishing are not your ARrrr-dinary flashcards! Using augmented reality, images on the cards come to life with video and audio. Children remain engaged while learning letter recognition, pronunciation, vocabulary, and fun facts. Download the free app to a tablet or smart phone. ARcards make learning fun and engaging! 419-661-8700 tsingleton@pbs-publishing.com pbs-publishing.com
13. The Pro Pocket Spike Stack, five rolls of 1/2-inch-wide matte cloth tape, is packaged in a sleeve tower with a UPC label. There are three different color combinations for color-coding/labeling art, school supplies and equipment, and for temporary hold down. It tears by hand, adheres to uneven surfaces, withstands classroom wear and tear, and removes cleanly from most surfaces. Made in the USA. Steve Espinal, 1-800-345-0234 ext. 133 sespinal@protapes.com protapes.com/products/pro-pocket-spike-stack-fluorescent
14. Dice Games for Multiplication Mastery from Didax encourages students to playfully compete in games of skill and chance. Designed to promote fluency in multiplication, the set includes 66 games to practice facts from 2 to 12. 800-433-4329 awhippen@didax.com didaxdealer.com 15. 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
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INDUSTRY NEWS
(continued from page 21) “In addition to creating the resource books, we also re-created some of his puppets from the show for use with the lessons.� The “Mister Rogers Neighborhood� PBS series had a long run, from 1968 to 2001. Today, the simple but profound lessons Mr. Rogers taught continue to inspire books and motion pictures. The film “A Beautiful Day in the Neighborhood,� released last November, was chosen by Time magazine as one of the 10 best films of the year. For his portrayal of Fred Rogers, Tom Hanks received nominations for Best Supporting Actor from The Oscars, Golden Globes, Critics’ Choice, Screen Actors Guild, and BAFTA.
Sakura of America has hired Cameron S. Higley as vice president of sales. His position is pivotal to driving Sakura’s go-tomarket strategy within the U.S. and Canada. Prior to joining the writing instrument and art materials manufacturer, Cameron spent 12 years at The Clorox Company, most recently as director of sales. He brings extensive sales and operations experience from his tenure at PepsiCo and Costco Wholesale. “In this period of rapid retail transformation, Cameron’s capabilities to partner with customers to unlock mutual growth and value will be an asset to our company,� explains Adam Reiner, president and CEO of Sakura of America. The U.S. subsidiary of Sakura Color Products Corporation in Osaka, Japan, is headquartered in Hayward, California. For more information, visit sakuraofamerica.com.
Thanks to a creative collaboration between Faber-Castell USA and the American Art Therapy Association (AATA), art therapists are using FaberCastell’s products to help advance people’s mental, emotional and physical well-being. “We share in the American Art Therapy Association’s commitment to expand access to mental health through art-making,� says Jamie Gallagher, CEO of Faber-Castell USA. “Through our donations, our support, and our renewed efforts, we believe we help the AATA build creative confidence that lasts, and strengthen our mission of enriching lives through creativity and self-expression.� AATA members are clinicians with master’s-level or higher degrees
who are trained in art therapy, a field that integrates art in mental health treatment. They serve diverse communities in different settings, from medical institutions and wellness centers to schools and independent practices. Art therapists understand what materials work best in treating specific diagnoses and challenges, and what will help achieve treatment goals. Art therapists help victims of violence and trauma including military service members, student survivors of mass shootings, people struggling with mental illness or substance abuse, older adults with dementia or experiencing isolation, children living with social or behavioral challenges such as autism, providers and caregivers facing burnout, and anyone coping with life’s challenges. For more information, visit arttherapy.org or fabercastell.com.
Catalog Solutions Inc. announced that its name is changing to CSI Connect Marketing Inc. effective immediately. Company President Dana Flaherty said, “Catalog Solutions Inc. has built a solid reputation as a provider of marketing materials to the education, toy, office and art industries over the past 14 years. We want to ensure that our image and name accurately reflects the broader spectrum of products and services that we provide. The company’s ownership, staff, and offerings have not changed. Our new name and image reflect our historical roots while emphasizing our core services.� The catalogsolutions.com website will remain active as the company continues to use the Catalog Solutions brand. All current employees’ e-mail addresses will be forwarded to their new e-mail address at csiconnects.com. CSI Connect Marketing will continue the tradition of Catalog Solutions’ 14year history in providing high quality, timely and effective marketing tools with great customer service to its clients. The company’s focus has not changed. It is a marketing company that provides marketing materials, tradeshows, websites, email marketing and much more in both print and digital formats. April 2020 — EducationalDealerMagazine.com 25
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innovations in the furniture and equipment category Kore Design offers these four seating options. The Floor Wobbler (1) 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. The Kids Adjustable Standard Wobble Chair (2) 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 builtin antimicrobial protection. The Teen/College Hi-Rise Adjustable Wobble Chair (3) 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 their science labs, tech classrooms, and at drafting tables. The extended height and full range of motion allows them access to their entire workspace. The Wobble Chair for Kids (4) 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 gently-rounded bottom allows knees, hips and back to find comfortable and ever-changing positions. Made in the USA with built-in antimicrobial protection. korestool.com
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5. The See Me Picture Activity Mat from Children’s Factory features six colorful panels that include a clear, 4-by-6-inch pocket for pictures of family members or favorite objects. The center is a 9-1/2-inch flexible mirror. The unique play surface stimulates the imagination, encourages gross motor play, and wipes clean easily (36 by 36 by 1 inch). childrensfactory.com
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6 6. Saturn’s Stack-Rack from A.W.T. World Trade is a modular drying and storage rack system that has hundreds of uses for drying, storing, and transporting rigid or semi-rigid objects. The versatile unit can be mounted on a door or wall, or placed on a flat surface for use in a classroom, workshop, studio, home, or office. sales@dryingandstorageracks.com dryingandstorageracks.com/saturnstack-racks.php
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7. Illumi Mite from ChildBrite helps children explore the wonders of light. By setting the light to one of several color options, including white, kids see how colored light interacts with colored manipulatives (not included). Four 2-inch EZ-Roll casters provide mobility and lock for stability. The sturdy and colorful construction is molded from certified non-toxic resins. childbrite.com 8. The Time Timer MAX is the biggest Time Timer to date – big enough to be seen in large classrooms, gymnasiums, cafeterias, and auditoriums. 513-561-4199 support@timetimer.com timetimer.com 9. The paper-roll easel from Flipside Products can be mounted on any wall when space is limited. It’s perfect for teaching, taking notes, creating masterpieces and much more! 24.5 inches wide by 37.5 inches high. Armagan Strasser, 800-926-0704 astrasser@flipsideproducts.com 10. Berries Kidney Dry Erase Table from Jonti-Craft is perfect for every learning space. It features a Write-nWipe tabletop that encourages children to take notes, draw, and collaborate with others. 800-543-4149 sales@jonti-craft.com jonti-craft.com April 2020 — EducationalDealerMagazine.com 27
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As Green as it Gets
(continued from page 9) At what trade shows can people see your products? We exhibit at EDspaces and ECRM in the U.S., and The Bett Show in London. What’s your busiest time of year for production? Our production flow follows the rhythm of the school year, so our busiest periods are from May to November. What advice would you offer dealers for selling your products? I would tell them that we have drop-ship capabilities, which means we are able to distribute to several market channels. I would also say that we are introducing into the school market a new type of chair. The level of quality and resistance to wear is huge, and our price point is very competitive. We offer a 10-year warranty on a chair that is also UV protected for indoor and outdoor use, that resists a range of temperatures from very cold weather to very hot, that is washable and can be antibacterial. Our product is easy to sell because there are so many positive features. If there are any doubts, just ask us for a sample. We will send it for testing.
Ergos One chairs come in seven different sizes and 16 vibrant colors.
www.ergosfurniture.com
DO YOU KNOW WHY CHOOSING ERGOS IS CHOOSING SUSTAINABILITY? Ergos products are a great alternative to traditional tables and chairs as they are produced in a single polypropylene piece, they do not use wood, varnishes, or glues, and they are produced in a close circuit of water eliminating threats to our planet. Patented for their ergonomic design, ergos tables and chairs are strong, washable, and lightweight. They are UV protected making them perfect for outdoor and indoor use. They can also have antibacterial agents added which will eliminate up to 99.9% of known bacteria. You can choose between 16 different colors and up to 7 sizes. Our ergos Pack table and chair set is designed specifically for kids and rugged play. Easy to store, enjoyable and safe to use makes ergos products the best choice for your furniture needs.
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®
Welcomes New Advertisers! Roylco, with headquarters in Canada and the U.S., has developed and manufactured original educational products and toys for more than 50 years. Its products are environmentally friendly and made from recyclable materials whenever possible. They’re paraben-free, BPA-free, lead-free, phthalate-free and age appropriate. “We do this so you can focus on what matters most: lighting the spark of creativity in your children to inspire a lifetime of learning.” PRO Tapes & Specialties was founded in New Jersey 43 years ago to service New York City’s motion picture and theatrical industries. Today it is one of the world’s largest specialty tape converters and manufacturers with customers all over the globe. It supplies pressure-sensitive tapes to a variety of markets: library and school supply, graphic arts, precision die-cutting and fabricating, contract and custom converting, and retail and general industrial.
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Mid-March Madness
(continued from page 13)
Model these good personal hygiene practices • Don’t touch your face – as a reminder to stop, consider using a scented soap or hand sanitizer that you can smell when you bring your hands to your head. • Wash your hands often – have an accountability partner to remind you to do this a couple of times every shift. Tell employees to partner up as well. • Use hand sanitizer – it works, so use it often. It is still better to wash with soap.
Institute a daily checklist of cleaning Use a combination of household cleaners and disinfectants. Then at the end of each shift, clean everything according your store’s usual checklists. “Add extra time to your employee schedule and close 10 minutes early so they do a thorough job. Post a note on your social pages about what you are doing in the face of the virus in terms of training, cleaning, etc.” Wear gloves and then throw them away after you clean • all phones, including your smart phones and “high touch” items; • door handles throughout the day; • the POS system and • iPads, kiosks and anything customers routinely touch. The nation may be in the midst of a crisis, but you still need to market to new customers, you still need to train staff, and you still need to look at creative ways to get them to return more often and spend more, Phibbs concluded. From the blog of marketing consultant Pam Danziger, Unity Marketing, March 16 “The CDC and World Health Organizations are stressing the importance of proper hand-washing, and hand-washing often. This is bound to influence people to live healthier lives, which is a win for retailers selling sustainable products and healthier foods. It will move consumers to evaluate things from a different perspective.”
In her post entitled, “Will Coronavirus Leave Lasting Changes to Consumer Psychology?” Pam asked experts if the coronavirus crisis will result in a “new normal” for consumers. Here is a bit of their insight. Now is the time for retailers and marketers to leverage consumers toward more sustainable and healthy choices, says Jorge Barraza, professor of consumer psychology at the University of Southern California. “People are becoming much more aware of the supply chain in general and how much we depend on China and Asia in particular.” Brick-and-mortar retailers will need to offer meaningful online experiences to keep their connection with consumers intact. People spending more time at home, avoiding crowded shopping areas, and making more purchases online “which may be a hard habit for brickand-mortar retailers to break once the immediate threat to health subsides.” Through the things they consume and how they consume them, purchasers get a feeling of control. However, the threat of contracting an infectious disease takes that sense away. Long-term, it may predispose people to make choices based on their underlying sense of identity. “So, for example, people may indulge in more luxury purchases as significant to their self-esteem,” explains Pam “Consumption plays an important role in the lifestyle of American consumers,” Pam concludes. “But retailers and marketers should plan for potential long-term changes that this crisis may bring, and the values that underpin their purchasing decisions.”
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A message from the publisher Publisher J. Kevin Fahy kfahy@fwpi.com Editorial Director Tina Manzer tmanzer@fwpi.com Graphic Artist Christopher Cornett Christopher@fwpi.com
Advertising Director Tim Braden tbraden@fwpi.com Ad Sales Representative Darlene Ryan darlene@fwpi.com
I know that most of our readers and advertisers are still coming to work, or working from home, trying to run small businesses under extraordinary circumstances. We are still working, too, putting together publications that connect manufacturers, distributors, retailers, and other companies that together make up the school supply industry. At a critical time like this, communication becomes more important than ever, and we are a communication company. Our mission is to provide you with a place to connect, in print or electronic format, with the businesses that matter so much to your own. We’re here for you, let your customers know that you’re here for them as well.
Enewsletter & Online Advertising Manager Rick Kauder rkauder@fwpi.com
Production Manager Mark Stash mstash@fwpi.com Marketing Director Amy Colburn amy@fwpi.com Subscriptions Yesenia Rangel accounts@fwpi.com Editorial Offices PO Box 1080, 171 Reed St. Geneva, NY 14456 800-344-0559 315-789-0458 FAX: 315-789-4263 Copyright © 2020
About Fahy-Williams Founded in 1984, Fahy-Williams Publishing specializes in magazines, directories, e-newsletters and other promotional material for a wide variety of niche markets. Art Materials Retailer artmaterialsretailer.com
edplay edplay.com
Toy Times the magazine of the American Specialty Toy Retailing Association
ROBEX for the Rochester Builders Exchange
Life in the Finger Lakes lifeinthefingerlakes.com
Around the Table for the Game Manufacturers Association
As the premier trade magazine for people who sell to teachers, parents and schools, Educational Dealer is a name that readers associate with quality information and valuable product ideas. Its interviews, news, retailing tips, reports on industry trends and best practices strike a winning balance that meets the needs of retailers, catalogers, resellers and online merchants. Launched in the 1970s by Peter Li, a visionary leader in the education publishing industry, Ed Dealer was later sold to Pitman Publishing and eventually to Kevin Fahy and Tom Williams in 1984. It is the oldest and most reliable source of information in the classroom supply and school furniture market.
12-Cubbie Storage Cabinet
Adjustable Cushioned Swivel Stool
Sonik® Flower Soft Seating Set
At Marco Group, we continue to design and develop innovative products to add to our assortment. This year is no exception. We have added an assortment of new items designed to meet the needs of today’s classrooms, libraries and more. To learn more about our new products, please visit us online at www.marcogroupinc.com.
Premier™ Series Student Desks
Flip & Nest Training Tables
See our full line of school furniture at
www.marcogroupinc.com
@marcogroupincneosho 32 April 2020 — EducationalDealerMagazine.com
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