Educational Dealer June 2019

June 2019

FOR PEOPLE WHO SELL TO TEACHERS, PARENTS AND SCHOOLS

You can still find it all at Borden’s Barry Lubin’s compact new store is filled with educational resources, office supplies and stationery.

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THE ISSUE

Back-to-School with

Game of Clones

Reading Comprehension

Evan-Moor

®

Improved with two

by Kevin Fahy

When I was a kid I was a voracious reader. I still am, but the subject matter has changed considerably over the years.

Back then I mostly read history or historical fiction, and I quickly burned through the juvenile sections of those genres in both the public and school libraries in the little town where I grew up. Then I moved on to the adult history section.

I think that my childhood fascination with history was a good thing, for a couple of reasons. One was that it made me a reader, which gave me an advantage in business as well as at school. Being a reader has also enriched my life, and since you are reading this column right now I suspect that you understand what I am talking about.

The other was that it pretty much gave me a pass through high school social studies, and allowed me to pick up quite a few easy college credits as well. There was one college course, however, that threw me a curveball.

It was entitled “Conflict and Consensus in American History,” which sounded innocuous enough to me when I signed up for it, and I was very confident that I was familiar with the significant events that make up American history. The problem was that the course wasn’t about events.

Apparently there was a historical theory that had become popular in academic circles at the time (it may still be, for all I know) to the effect that the progress of humankind is driven more by agreement than disagreement.

In other words, the things which we remember by specific dates, such as battles, elections, and natural disasters, are not nearly as significant as we had

always thought.

What matters more is the growth and movement of ideas, beliefs and information. If the concept of democracy, for example, catches on among the masses, governments will inevitably move in that direction, regardless of all the ups and downs along the way. The same could be said of religion, or art, or science.

Unfortunately, it was those violent and dramatic events which had drawn me to history in the first place. Like a lot of young males, I liked conflict, and I liked reading about it. I didn’t know anything about the movement of intellectual constructs.

I also didn’t completely buy the premise of the course. Ideas can be very powerful things, but wouldn’t the course of history have been altered if the battle of Hastings had gone the other way? Or Saratoga? Or Gettysburg?

Sometimes the world seems to turn on a dime. If Hitler’s astrologer had told him that the stars weren’t aligned quite right for an invasion of Russia, we might be living in a very different place today.

In spite of my reservations I managed to get through the course, and I will concede that it has had a lasting effect on my thinking. At least I now consider the effects of consensus.

That said, I still think that conflicts of one type or another are hugely important. Look at the 2000 presidential election between George W. Bush and Al Gore. It was fought tooth and nail to a virtual standstill, and was ultimately decided by a few ballots in Florida that could easily have been cast in error. (continued on page 7)

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June 2019 Volume 44, No 3 FOR PEOPLE WHO SELL TO TEACHERS, PARENTS AND SCHOOLS

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The Issue

Game of Clones

by Kevin Fahy

10 Ready for the

Next Wave

Borden’s “right sizes” to become a more viable retailer for the future.

16

18

22

RETAILERS RECOMMEND Fabulous Products Classroom Designs Selected for EDspaces 2019 Six future-focused environments will be showcased in Milwaukee, October 23rd through 25th.

10 Questions for Jan Rogers

Time Timer’s founder talks about risks worth taking, what fires her up, and the challenges of semiretirement.

46

Endcap

Wood Designs for Early Childhood and More

Departments

8

Educational Dealer

Welcomes Three New Advertisers

24 Cool & Hot

Innovations in the furniture and equipment category

26 New & True 31 Eye on Education

35 Industry News 38 Business Notes 43

Index of Advertisers

4 EducationalDealerMagazine.com — June 2019

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A BRAND OF FAHY-WILLIAMS PUBLISHING INC.

PUBLISHER J. Kevin Fahy kfahy@fwpi.com EDITORIAL DIRECTOR Tina Manzer tmanzer@fwpi.com ART Mark Stash Production Manager mstash@fwpi.com Cody Brackett Designer cody@fwpi.com Maia VanOrman Designer maia@fwpi.com ADVERTISING DIRECTOR Tim Braden tbraden@fwpi.com ADVERTISING SALES Darlene Ryan Darlene@fwpi.com MARKETING DIRECTOR Amy Colburn amy@fwpi.com E-NEWLETTER & ONLINE ADVERTISING Rick Kauder rkauder@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

RESERVE AN AD IN EDUCATIONAL DEALER Issue Deadline August 2019......................... June 21 October 2019................... August 23 January 2019.............. December 6 April 2020......................February 14 June 2020............................. April 20

Copyright © 2019 6 EducationalDealerMagazine.com — June 2019

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THE ISSUE (continued from page 3) If Gore had won, do you suppose that his administration would have been caught up in the same waves of cultural change, ethnic animosities and financial instability that overtook Bush, and that we would have arrived at the same point we are at now? I don’t have an answer for that question.

Ever since that disputed election, it has seemed as though conflict drives the process, at least in our Federal government. There are 535 voting members of Congress, representing widely diverse constituencies and, you would think, a full spectrum of political ideologies.

Yet these people vote strictly along two opposing party lines 90 percent of the time. (As recently as 1970, that number was more like 60 percent.)

Unless one party controls the White House and both houses of Congress, it is virtually impossible to pass significant legislation.

There are nine votes on the Supreme Court, of course, and it only requires a simple majority to make a decision. Although it may seem to be divided on partisan lines as clearly as the Congress, there is actually more consensus in this body than you might expect. Since that fateful year of 2000, the most common outcome is unanimous, at 36 percent of all cases. A 5-4 vote has occurred just 15 percent of the time.

In terms of the electorate itself, there is no doubt that it has steadily become more polarized in the 21st century. During the past 18 years, Republicans who self-identify as “conservative” have increased from 60 percent to 73 percent, while Democrats who consider themselves “liberal” have grown from 25 percent to 51 percent. Moderates in both parties have decreased accordingly.

It has also seemed as though the business community has been polarized, not by ideology but rather by technology. On one side of the divide we have old-school players like (continued on page 9)

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Welcomes Three New Advertisers!

AmTab in Bensenville, Illinois, manufactures mobile and stationary folding products. The 61-year-old company is famous for its cafeteria tables, but it also makes technology, training and activity tables, plus stages and risers. It serves education, hospitality, healthcare, banquet and industrial markets around the globe.

Its products – manufactured in the USA with 100-percent domestic materials and labor – boast cutting-edge engineering, high-quality raw materials and state-of-the-art manufacturing. They are UL and MAS Green certified, and carry a 15-year bumper-tobumper warranty.

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Hero Arts in Richmond, California, has been making decorative rubber stamps for 45 years.

A true family affair, the company was founded in 1974 by schoolteacher Jackie Leventhal and is run today by her son Aaron.

Nearly 50 years later, products are still made by hand. As its website points out, Hero Arts’ focus “is on trendy design, earth-friendly manufacturing, a rich community of stampers, a family-oriented focus on independent retailers, and a desire to share and inspire creativity.”

See ad on page 34 MindWare is a manufacturer and distributor of award-winning educational toys, games, brainteasers, creative play activities and more.

The company started in 1990 as a small retail operation in Minneapolis.

MW Wholesale represents the MindWare and Peaceable Kingdom collections including classroom favorites that reinforce lessons in science, technology, engineering, math, art, history, geography, early learning, and active play.

In 2013, MindWare was acquired by Oriental Trading Company. The companies’ Global Cart shopping function allows users to access more than 50,000 products.

See ad on page 47 8 EducationalDealerMagazine.com — June 2019

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THE ISSUE (continued from page 7) print magazine publishers and brickand-mortar retailers, and on the other we have online media and internet merchants.

The numbers are still on the side of the traditionalists, with more than 90 percent of retail sales, for example, but the momentum is all on the side of the usurpers. It feels like a war in which the end result has been preordained.

But are the two sides really in conflict, or are they seeking consensus?

I buy dog food from the local Tractor Supply, and last week they sent me a $5-off coupon for that particular brand of dog food, via an email that gave me a link to their website. It was a little creepy, because my dog was just about to finish off the last 40-pound bag that I had bought. At any rate, I paid for it online and picked it up that night at the store.

I talked to a woman here in our office who carries that process to the next level. She orders all her groceries from an app on her phone, then picks them up after work in a drive-thru lane at the supermarket.

Basically, consumers don’t care who wins the war between conventional and online services. They don’t even care whether or not there is such a war. They have their own problems.

People want what they want when they want it. If you can save them a couple bucks at the same time that’s a nice touch, but it’s not the main point.

Convenience is king.

That should be something we can all agree on.

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

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Ready for the Next Wave

by Claire Sykes

F

For more than 100 years, Borden’s has been a fixture on Arnold Avenue, the main street in downtown Point Pleasant Beach, New Jersey. It began with the Borden family, who opened it in the lobby of the local theater. It made sense then – it was a cigar store, part of a chain of 3,000 smoke shops representing the interests of the Consolidated Tobacco Company.

Over the years, it grew to become a full-line stationery and office-supplies retailer that sold cigars; necessitating an expansion. As growth continued, space was added until the building took over an entire empty lot. Then came the successful introduction of educational materials, art supplies and other new categories.

In 1972, the business was purchased by Edward Slater. The last of the tobacco products were soon gone from the shelves.

Edward’s son-in-law Barry Lubin came on board 20 years later, leaving his job as a marketing manager to go run the store.

Eventually, he bought it.

In February, Borden’s moved a few steps down the street, to a space that’s the same size as the original theater-lobby cigar shop! Barry explains that the store’s smaller footprint is actually one giant leap toward future success. Here’s his story.

Ed Dealer: Tell us how the move came about.

Barry Lubin: The 7,000-square-foot building that housed our old store was sold. The new owner plans to subdivide it and put apartments throughout the upstairs. When we got computers, we didn’t use the clerical offices and stockrooms on the second floor anyway. It was empty, but we were still paying for it.

The 4,000-square-foot space two doors down was too big for anyone else, and the owner made me an offer I couldn’t refuse.

Our new space is street-level only and more open, yet compact. You can see everything we carry all at once. We save on overhead and have better cash flow to try new merchandise.

It makes our business more viable going forward.

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Did you have to edit product categories to keep Borden’s “right-sized”?

When we moved, we didn’t get rid of anything. We have less space for bulletin board sets, so we double up.

We have a full selection of educational, office and stationery supplies that keeps growing. Office supplies is our largest category, at about 40 percent. Teacher supplies is 30, cards and gifts are 25, stationery is five, and art supplies and “other” make up the rest.

Delivery is 60-percent office supplies, and the remainder school supplies, whether it’s furniture or decorative materials.

Our biggest “hurt” is with supplemental books. Because we don’t have room for as many book racks, we can’t display them with each title facing out. We’re selling very few now, anyway, due to the internet, where teachers can buy just a couple of pages.

The store that began by selling tobacco products today sells an eclectic mix that ranges from office, art and classroom supplies to gifts and greeting cards.

(Inset) Borden’s former double storefront.

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In February, the store moved into this single storefront and “right-sized” from 7,000 square feet to 4,000 square feet.

How do your product categories complement each other?

Teachers always need office supplies, and teacher supplies can be used in offices. The same with art supplies, which are used in homes, classrooms and offices.

The new store is longer and narrower, so products flow from the front to middle to rear, from paper to envelopes to pens and pencils, all the way back to classroom decorations.

Our bestsellers are greeting cards – we have the full Hallmark line – art and craft supplies, and classroom decorations. Copy paper and printer cartridges are office-supply bestsellers.

In the old days I reordered by sight, and then counted and recounted.

Now with our POS system, I can run a report very quickly to see what I need.

Where do you get ideas for new products to bring in?

We listen to our customers. If they ask for a particular product often enough, I think maybe I should have it on the shelf. A lot of things I can get tomorrow or the next day, and I tell them that. But if I don’t have that inkjet cartridge in the store – and they need it today and go somewhere else for it – then I just lost a sale.

Sales reps and trade magazines are other ways I get ideas. I haven’t been going to tradeshows recently – they’re expensive and time-consuming. With email now, I can get a new catalog whenever I want.

What services do you offer?

We provide laminating, copying, notary, fax, scanning, email, shredding and shipping. That’s a lot of essential services all under one roof. No other single store in town provides that. And, we offer them for a more reasonable price than do other places.

If we can get customers in the store for a service, they may buy something.

Or, if they come ready to buy, they’ll see that we ship UPS, for instance, and the next time they need that service, they’ll let us do it for them.

These services have become a much larger part of our bottom line.

Borden’s has been around a long time. Is it the variety that makes it so successful?

As our slogan goes, “You can find it all at Borden’s!” And if you can’t, we’ll do our best to get it for you the next day.

We run the store as an old-fashioned enterprise, with staff that’s been here for many years. It’s great to be on a firstname basis with many of our customers.

Who are your customers?

We’re in the heart of a wonderful small beach town where business increases tenfold in the summer and doesn’t shut down in the winter. We still depend on walk-in trade.

We serve people throughout the tri-state area. We have one of the largest selections of educational products in New Jersey, and we’re partway between New York and Philadelphia.

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We fill school purchase orders, and we have accounts with local doctors, lawyers and restaurants – our largest – and other stores and small businesses of all kinds. Those small businesses make it a point to buy local from another small business, not from a chain or some website.

How do you market your store to them?

Nowadays we use social media; Instagram and Facebook for most of our regular advertising. If I get a new product, I’ll take a picture of it and put it out there. We also have a large email list, mostly of teachers, that we use every few weeks to advertise our educational products and announce special sales.

We still use the local newspaper, mostly for holiday sales. The local Chamber of Commerce sends out email blitzes that often include an ad of ours.

Who are your competitors?

Our main competitor is Amazon, and many chain stores around here also sell much of the same product as we do. But there are no other school-supply stores in the area. There are a few art-supply stores, but we’ve got a much better selection.

We fight our competition with old-fashioned and friendly

service. That’s what differentiates us. And unlike the employees in some of the chains, our staff knows our stock.

Our store doesn’t look like a big box or chain store. That

has its pros and cons. For instance, many shoppers think that we charge more for our products because we’re not a chain. This is not true!

You mentioned you have employees who have been there for years. How important are they to Borden’s success?

My staff is the backbone of the business. Right now, we have four full-timers and five part-timers, and after being together for as long as we have, we’re all family. On average, our employees have been here for 20 years, although one of them has been selling for us for more than 30 years. She was here before I bought the store!

We have very little turnover. During the summer, we employ teachers. Then once a month, a young woman who works full-time for the county comes in so I can take the day off to hang out with my family. I’ve got three boys, all in their 20s, and I’ve recently become a grandfather for the first time.

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Congratulations! Life sure brings happy changes.

How has Borden’s changed in the nearly 30 years you’ve been here?

In 1992, most retail was brick-and-mortar. The economy went up and down and everyone could do well. Since then, so many stores, big and little, have gone away. Borden’s is my heart and soul. I’m proud that we’re still here as a valued presence at the Jersey Shore, and I’m confident that we’ll be around for many more years!

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“Making huge bubbles in the beautiful weather this spring was easy with the WOWmazing Giant Bubble Making Kit (1) from South Beach Bubbles. The wands were designed for children, but adults use them, too. The bubble solution in the kit makes the bubbles big and long lasting.

“Teachers enjoy wearing the Say What? brand badge reels (2).

They’re small, convenient, useful and fun.

“Banana Panda’s flash card sets help stimulate babies’ brains. The Way I See It set (3) for infants age 0-months-plus are extra-large cards with illustrations in high-contrast colors. There is a different set, High Contrast Flash Cards on a Ring (4) for babies 3 months and older.

The cards engage a baby’s attention and support visual development. Both come with a parents’ guide.”

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Lori Logsdon from Parent Teacher Tools & Toys in O’Fallon, Illinois

“When teachers came in to buy certificates at the end of the school year, they spotted our colorful Romanoff tubs (5) and bought some for back-toschool in the fall! There all different sizes and colors, and as classroom storage solutions, they hold up really well.

“Teachers will love the brand new Plastic storage bins (6) from Teacher Created Resources. They match TCR’s Chalkboard Brights and Confetti lines of classroom décor.

“The Butterfly Garden (7) from Insect Lore is a classic. It’s fascinating for a classroom of kids – or an entire family – to watch Painted Lady butterflies go through the stages of life. The kit contains everything you need.

“Insect Lore’s Shimmering 3-D Butterfly Stickers (8) are a good addon and really fun.

“The Animal Magnetism line from Dowling Magnets features a variety of colorful creatures. Especially popular here are the Crocodile Playset (9) and the Giant Elephant Magnet (10).”

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Future Ready Learning Space by NorvaNivel

Learning Happens Everywhere by Zimmerman Architectural Studios

Classroom Designs Selected for EDspaces 2019

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The Education Market Association (EDmarket) recently announced the six winning classroom designs that will be featured at EDspaces, scheduled for October 23 through 25 in Milwaukee, Wisconsin. At the annual furniture-and-equipmentpresenting tradeshow, a total of 54 education sessions will be held in the classrooms. Attendees can experience the latest product and space innovations first-hand to better understand how different products work in a variety of collaborative, flexible, educational settings.

Proposals were evaluated by a team of judges that included past winners of the design competition (who did not submit designs this year), plus school purchasing influencers and AIACAE member architects. Their extensive review of the proposals included consideration of aesthetics, overall functionality, vendor engagement, relevance to the future of educational facilities, and flexibility of the learning space.

These future-focused environments are a highlight for the educational facility professionals, architects and designers who come to EDspaces for high-quality education. A Classroom Open House will be held late Wednesday afternoon, October 23, to allow attendees to view the classrooms, visit with the designers, and try out the fun and flexible furniture.

Learning Happens Everywhere Zimmerman Architectural Studios, Milwaukee

With a set kit of parts, the classroom becomes a nimble

tool to develop lifelong learners. Flexible components accommodate choices for different postures, layers of privacy and technology. The layout explores how furnishings can be converted from the traditional to arrangements that enhance active learning. The four quadrants represent different layouts, illustrating the range of flexibility from group discussion to intimate reflective spaces. Tables and chairs can be rolled around to accommodate sitting or standing. Lounge furniture clustered around a media wall or a terraced banquette provides opportunity for collaboration or individual work. Technology in everyone’s hand makes information accessible 24/7.

Vendor Partners: MiEN Company, MDC, Interface Inc., Turnstone The Game Changer RATIO | OnPoint

This classroom creates a central focal point and engages the learner in the round with the emphasis at the core. The zones are divided into groupings that position learners face-to-face to encourage engagement with interactive technology. Each one engages students in multiple modes: the presenter and the visual display in lecture mode, the individual zones in a collaborative mode, and a combination of the two in competition mode when the zones are matched

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Cultivate. Transform. Flourish. by Demco Inc. and Plunkett Raysich Architects.

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against each other in an inquiry-based activity. This provides students with a view of the content and each other, changing their perception from participants to supporters. The furniture ranges from soft, lounge seating to tiered, collaborative style mobile desks/tables and chairs.

Vendor Partners: Boxlight, Lightspeed, Mannington Commercial, Mien Company, Muzo Cultivate. Transform. Flourish.

Demco Inc. and Plunkett Raysich Architects LLP

This classroom offers a rich integration of nature using biophilic-inspired design. There are three distinct zones: the forest edge, the clearing, and the glen. Guests enter through the forest edge to find soft seating elements, tactile tables, and interactive display boards. Living walls of green plants are complemented by a natural-imagery backdrop. This multisensory space opens to the clearing at the center of the room. With flexible seating, work surfaces, and media tools, the space can be adapted for individual, small-group, and June 2019 — EducationalDealerMagazine.com 19

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Activate MA+ Architecture

The design intent is to inspire all who enter to move and learn. The sensory path encourages play and stimulates learning by allowing the students to move freely in the space. Flexible furniture and vibrant colors activate an inquisitive learning adventure. The fluid carpet pattern creates a sense of movement from the presentation station to the back of the room. Attendees will be able to creatively move into the space in an active and fun way and to choose from a variety of different seating and standing options for a comfortable environment in which to learn and move.

Vendor Partners: Buzzi Space, KI, Lightspeed, Milliken Carpet Activate by MA+ Architecture

large-group learning. Power is integrated throughout. The glen on the far side features larger tables and a private group setting for students to engage away from the active learning flow in the center of the room.

Vendor Partners: ArtLine LTD, Community, Connectrac, Freshcoast, Forbo Flooring Systems, Interface, MooreCo, Muzo, Nora Systems, Professional Audio Designs, Inc., Smith System, Whitney Brothers

Future Ready Learning Space NorvaNivel

This is an agile space to support the needs of learners and educators today and into the future. It’s achieved through our eclectic range of furniture that speaks to different learning styles: flexible pieces that can be reconfigured for a variety of learning activities and teaching methods, and zones to help achieve specific learning outcomes. Above all it is a humancentered space that considers the colors and textures that will

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stimulate learning. It provides areas for individuals to both come together and retreat, and facilitates natural movement with ergonomically designed pieces that enhance blood flow, cognitive function, and learning engagement.

Vendor Partners: ELB Education, NorvaNivel, Tandus Centiva, a Tarkett Company THRIVE! Legat Architects

THRIVE is the theme and THRIVE! by Legat Architects objective of the Legat Architect healthy learning environment design. environment. Every surface is a learning surface affecting Showcasing the international WELL building standard the way we feel, engage, and interact. and Living Building Challenge standard, this environment Vendor Partners: ARKTURA, DIRTT, Tarkett, VS demonstrates the initiatives of Comfort, Mind, Fitness, and Nourishment. Flexibility to move the furniture around the DIRTT wall systems provides smaller group gathering with EDspaces is the premier event for exploring how the convergence of pedagogy, space and technology combined with some privacy from the large-group setting. Each quadrant innovation affects facility design and use and, ultimately, student will host technology and educational components to outcomes. Registration is now open at ed-spaces.com support discussion. The goal is to see the whole classroom – ceiling, floor, wall, and furniture – as a healthy learning

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10 Questions for

Jan Rogers

by Tina Manzer

Jan Rogers built a global company from a paperplate prototype. The former stay-at-home mom believed her invention could help people, and it is; it has been helping people for 25 years.

Time Timer is used by millions of people worldwide, from learners of all ages and abilities to busy adults striving for efficiency and focus.

The road to market wasn’t easy for a woman with zero business experience. She didn’t even balance her own checkbook! But every time Jan heard “no” in reference to her simple, problem-solving idea, she became more resolute to produce it.

We call her the Timeinator.

What risks are worth taking?

Those that you are 100-percent committed to. Anything less is not worth it.

When people come to you for help, what do they usually want help with?

If it is with regard to building a business, they want to know how/ where to start.

Are you more of a hunter or a gatherer?

I think I had to be both when I started Time Timer. As a hunter, I had to find my market and beat the bushes to find an engineer and fabricator. As a gatherer, I had to parcel together all the information I gained through market and product research into a workable design and implementation plan.

What is something your friends would consider “so you”?

Most of my friends still don’t really know I do what I do because in my home context, I don’t talk about it much. It would be a surprise to them that my little idea has grown into the successful company that it is.

But if they knew my company culture, I think the part they would consider the most typical of me is that even my business relationships are very important to me, whether they are with staff, distributors, manufacturers or direct customers.

What gets you fired up?

In a negative way, manufacturing glitches or delays. In a positive way, conversations with customers about how our products are making their

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lives easier. I love the hugs I get at conferences from the folks who have used the Time Timer for years and are meeting me for the first time. Their gratitude and enthusiasm “fire me up.”

What challenging thing are you working through these days?

The most challenging part of my life right now is semiretirement. I do go into the office every day and insert myself where needed, but occupying myself out of the office is a new process. So much of my life for the last 25 years has been devoted to Time Timer, both in the office and travel, I have to learn how to be a member of my community again.

Though I am still involved in the creative collaboration and problem solving in a limited way, I do miss putting out fires.

That said, the fires are so much different now and require a skill set that is way beyond flying by the seat of my pants!

What book are you currently reading and why do you like it?

I’m embarrassed to say that my book reading has not

returned to the level of pre-Time Timer – yet another way I need to ease into my retirement activities.

The last big reading project I had was assigned to me by my grandchildren – I was told I needed to read the Harry Potter series so they could talk to me about the books that they had all read multiple times. I got to book five and hit a wall. I will pick it up again this summer … maybe.

What I enjoyed the most about the books was the creativity in the word pictures of the creatures and complex “wizarding.” I still haven’t seen the movies and am anxious to see how true to the book’s descriptions they have portrayed the monsters.

What is your favorite movie of all time?

Oh my, how to pick just one! There are those that made me laugh out loud like “Airplane” and “Napoleon Dynamite.” Those that are beautiful and poignant like “Dr. Zhivago,” and those that taught us how to “make every moment count” like “The Notebook” or “Cocoon.” Then there are all the wonderful Disney and Pixar movies that became favorites just because I was with my grandchildren. (continued on page 42)

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Cool Hot innovations in the furniture and equipment category Screenflex’s Portable Room Dividers promote collaborative engagement. A double-sided mobile whiteboard fosters brainstorming, planning, drawing, explaining and teaching in a large visible format wherever the creative juices start flowing.

800-553-0110

Create your ideal space with Jonti-Craft’s Purpose+ Round Table. It’s perfect for art, learning, play, and more – a great all-in-one option. Adjustable legs and leveler glides means you won’t have to worry about children outgrowing it for many years. The laminate tops create a seamless, natural look while providing durability.

800-543-4149, sales@jonti-craft.com, jonti-craft.com

ChildBrite’s Square Mite/Sensory Table lets children explore the wonders of light while playing with manipulatives. Includes four EZ-roll 2-inch casters for easy mobility that can be locked for stability.

It’s sturdy and made with colorful, molded, certified nontoxic resins for indoor/ outdoor use.

800-252-0276, childbrite.com

AmTab’s mobile booths are creating engaging cafeteria environments in student food courts across the country.

The goals of our cafeteria furnishings are to increase student participation and build branding. Please see the new Modernization Gallery section on our website and contact us to work together on student cafeteria projects! info@amtab.com, amtab.com

This versatile 101- by 70-inch printed rug from Children’s Factory helps kids with color, letter and number recognition.

It’s made of 100-percent polyamide with a felt backing to withstand rugged wear and tear, prevent wrinkling and creasing, and increase sound and thermal insulation.

Recommended for all ages. childrensfactory.com

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Manufactured with professional screen printers in mind, A.W.T.’s low-cost units are perfect for short runs, prototypes, and training. Made with kiln dried, non-warp frame lumber, they come with registration guides, a high-quality squeegee blade with contoured handle, a durable wood base and side-frame support. The frame is stretched with the industry’s best-quality polyester fabrics.

Many sizes and mesh counts are available. sales@awtworldtrade. com, awt-gpi.com/ product60.htm

The Safco Runtz Ball Chair is designed with kids in mind. Runtz was built to help children stay active, and to support better posture and balance in the classroom. Choose between an easy-toclean vinyl or fabric seat options. Four powder-coated legs add durability, and stationary glides provide stability.

888-971-6225, safcoproducts.com info@safcoproducts.com

WB Manufacturing introduces the ELO Mini Leg, a small leg with LARGE possibilities! Perfect for early childhood and prekindergarten, the table height is adjustable from 12 to 19 inches. The ELO Mini Leg can be put on any of WB’s ELO shaped tables and comes complete with Grand Hank Glides. sales@wibenchmfg.com, 800-242-2303, wibengmfg.com

Help build a child’s imagination with Time-2-Play Tables from Wood Designs that feature LEGO or DUPLO compatible base plates. A range of various shapes and adjustable sizes are available for the perfect fit at home, school or office.

1-800-247-8465, sales@wooddesigns.com wooddesigns.com

Monsam’s Portable Kitchen PK-001 is a cooking teacher’s dream. It’s perfect for bringing culinary education programs or cooking classes to schools, childcare programs, senior centers, or anywhere you want to teach healthy eating habits. Like all Monsam sinks, these are fully self-contained units on heavy-duty, safety-lock casters. Perfect for indoor or outdoor use!

1-800-513-8562, portablesink.com

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New True The new Skill Sharpener: Grammar and Punctuation Activity Book from EvanMoor helps children improve their writing while they learn important grammar and punctuation rules. This colorful book makes practice fun with visually engaging reading selections, activities, and word games that motivate children to practice and learn. A Language Handbook is included. Available preK-6th grade. evan-moor.com

The Take Note Dry-Erase Markers from Crayola are quick to dry but easy to erase!

The low-order formula comes in vibrant colors; the chisel tips make thick or thin lines. The ink level indicator let’s you know when it’s time to restock. Available in 4and 12-count packs and 80-count classpacks.

800-443-7771

The Junior Astronaut Suit, Apollo 11 from Aeromax is sure to please little space travelers. The official look and feel makes it seem like it’s real. It includes official NASA patches – even official Apollo 11 patches – and an official embroidered NASA cap. aeromaxtoy.com

C-Line’s Portable Dry Erase Pockets in primary colors combine a lap pad with a dry-erase pocket so children can practice skills at their desk, during circle time, on-the-go, or at home. It features durable, rigid poly construction, a write-on surface for their name, an elastic loop for a dry-erase marker, and a cutout handle. customerservice@c-line.com, c-line.com, 800-323-6084

Count, sort, and group with help from your favorite Dr. Seuss characters using Dr. Seuss Counting and Sorting Counters from Eureka!

Each set includes 150 multicolored chips that feature Dr. Seuss characters on one side and solid colors on the other. They help teach counting, sorting, color recognition, and matching skills.

1-866-394-5047, eurekaschool.com, or contact your sales rep

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The award-winning Circuit Blox-120 kit from E-Blox provides hours of educational play for kids age 8 and up. The colorful building blocks contain electronic components and, when assembled properly, will make circuits that light, create sounds, and spin a motor to launch a fan. You can even build an FM radio!

Contact Jim Seymour 855-693-2569, sales@myeblox.com

ARcards from PBS Publishing use augmented reality to make learning more fun. The flashcards come to life to enhance learning by downloading the free app.

The images are augmented with video and audio clips that will keep children engaged while learning letter recognition, pronunciation, vocabulary, and fun facts.

Tina Singleton: 800-441-3676 tsingleton@pbs-publishing.com

Time Breaker from Looney Labs is a chase across time to catch a chrono-criminal known as the Time Breaker! The game is a great way for elementary school students to develop a sense of the vastness of history, from dinosaurs to the first agricultural villages, the invention of the internet and beyond!

301-441-1019, looneylabs.com

Have some fun in the sun with Jacquard’s high-quality, easy-to-use Tie Dye Kits and Class Packs. Tie dye is a great group activity – the designs are as unique as a fingerprint and the possibilities are endless!

Jacquard’s Kits and Packs yield intense, long-lasting color and great results every time. jacquardproducts.com

Algebra teachers will love the Linear Graphs Algebra Card Game from Didax, a new, innovative tool for reinforcing key algebra concepts. The cards feature multiple representations of the same equation.

Students work collaboratively to match the cards or play variations on Go Fish or Rummy (instructions included). For up to four players, grades 8-12. call 800-433-4329, fax 800-350-2345, email orders@didaxdealer.com June 2019 — EducationalDealerMagazine.com 27

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New True The Student Assignment Book by WARD helps students stay organized. It has a sturdy coated cover, wire binding, and is three-hole-punched to fit in a binder. It features homework tips, student responsibilities, weekly assignment sheets, and class/school event schedules. ward@hubbardcompany.com

The Custom Printed Pencil Pouch from Musgrave contains the essentials – pencils, highlighters, erasers and more – all in one place to help students stay prepared for school. Add a personal touch and unique identity with your choice of imprints. sales@pencils.net, pencils.net

Always great travel toys, Wikki Stix are now available in individual mini play packs with a USA travel theme! Wikki Stix USA Fun Favors feature U.S. landmarks and sights with fun facts on each. They are the perfect take-along toy that fits in mom’s purse. Available July 1.

800-869-4554, info@wikkistix.com The Clingy Thingies Responsibility Chart from Teacher Created Resources encourages commitment and accountability. It includes 24 chore labels (three blank) and 49 encouragement stars. The write-on/wipe-off chart measures 12 by 17 inches and safely adheres to doors, stainless steel, walls and more. Use it again and again without leaving any mess or residue. tcrdealer.com

The value pack of removable mounting tabs from Miller Studio is perfect for school, office, and dorms. magicmounts.com

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The KEVA Cutouts Set from MW Wholesale is perfect for getting traditional builders hooked on the simple but spectacular building of KEVA. The fully compatible planks feature arches, columns, portholes and battlements to add special details to any KEVA constructions. The ideas are endless and impressive results are easier than ever. mwwholesale.biz info@mwwholesale.biz

®

Made in USA

Class Record Books Lesson Plan Books Teacher “5-N-1” Book School Nurse P.R.N. School Counselor P.R.N. Student Assignment Book

Sight Word Readers Boxed Sets for children preK-1 are new from Newmark Learning. They promote reading confidence and success. The 24-book sets help young readers master 25 essential sight words to build academic science, social studies, and math vocabulary.

Contact your sales rep or call 877-279-8388

Sandtastik Rappit Plaster Cloth is made from cotton-coated plaster of Paris. Activate by dipping in water and then apply – it sets in 5 minutes.

Use it to make structures (volcanoes, the Earth, landscapes), masks, and for body casting, sculpture/modeling, and more. Available in a variety of project and bulk lengths and widths. For ages 8 and up, certified nontoxic; conforms to CPSIA. 905-734-7340, info@sandtastik.com sandtastikproducts.com

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Motivate all students with Scholastic’s humorous storybooks correlated with guided reading levels A, B, C, and D. Inside each box, you’ll find 20 colorful titles (class sets include five copies of each) featuring simple text, decodable words, strong picture cues – and an irresistible cast of characters kids will want to read all about!

Karol Kulikowski at kkulikowski@scholastic.com 877-620-4200

Experience | Integrity | Excellence

Office: 419.784.4455 • Fax: 419.782.1662 Toll Free: 888.448.2227 ward@hubbardcompany.com www.hubbardcompany.com/ward-products.php

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New True We made the Time Timer MAX a whopping 17 inches by 17 inches so it can be seen in larger rooms. It can count down as low as 5 minutes, or as high as 24 hours. It’s the perfect solution for keeping any activity on time, even if it lasts all day! Available July 2019. timetimer.com

Seal Squad from United States Playing Cards is the fishy game of cooperation! The fun, new awardwinning game from Hoyle encourages teamwork, simple strategy and decision-making. It is easy to learn and can be played in 15 minutes or less. For 2 to 4 players ages 6-8. hoyleplay.com

Just fill Learning Advantage’s lightweight plastic Lil’ Gusher jerry can from with water, screw on the top and start pumping! It features an easy-to-hold handle that’s the perfect height for children age 2-plus to apply pressure. 14 inches high (with handle attached) by 6.5 inches wide by 5.5 inches deep.

1-866-564-8251, info@learningadvantage. com, learningadvantagedealer.com

Hero Arts Ink ‘n’ Stamp is sure to be a classroom favorite. Each 3- by 5-inch tub contains 18 woodblock stamps and one black ink cube. There are more than a dozen designs to choose from including two new sets: Math Fun and Toy Vehicles. service@heroarts.com, 800-822-4376

New from ACTÍVA is the Activ-Tools line of clay tools and accessories. Designed for all skill levels, Activ-Tools take clay projects to the next level. Roll, texturize, cut, stamp, shape and more – the Activ-Tools line does it all. Also NEW – get dealer pricing directly on our website! activaproducts.com 30 EducationalDealerMagazine.com — June 2019

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EYE ON EDUCATION

Drivers’ Ed Needs an Update

As more cars come equipped with semi-autonomousdriving features, drivers should get higher-level training to use them, writes Aaron Gordon, senior reporter, investigations & technology, at automobile news site Jalopnik. Steering-, speed-, park-, and stop-assist, referred to as “self-driving” features, are available in cars from Tesla, Mercedes Benz, BMW, and Volvo.

Some are considered safety features while others are more for convenience.

According to two experts he interviewed, Michael Manser, a researcher at the Human Factors Program at Texas A&M University, and Steve Casner from NASA, the training ought to include “a deep understanding of how the technology works so humans can anticipate problems before they occur,” Gordon wrote. “In much the same way pilots had to gain a deeper understanding of automated systems – indeed, that very lack of understanding may have contributed to the Boeing crashes as the pilots couldn’t figure out how to disengage the automated system that was plunging them towards the ground – these experts say drivers now have to as well.”

Gordon admits that driver training is a tall task in the U.S., “a country that has largely given a driver’s license to damn near anyone who wants one.” And who would provide the kind of training drivers need to operate new driver-assist vehicles – the dealership? “If you found out you had to, say, take even just a one-hour class at the dealership in order to buy a car, would you do it?” he asks. “Or would you buy a different car?”

In the 1970s, 95 percent of eligible students received drivers’ education through public schools. Since then, many schools have done away with the programs due to liability issues and a 1983 National Highway Traffic Safety Administration study of Georgia teens. It indicated that those who had taken drivers’ ed were not better drivers. (“A recent and more comprehensive eight-year study in Nebraska found that, in fact, drivers’ ed classes do make better teenage drivers,” states Jalopnik.)

Gordon asked Casner and Manser what individual consumers should do when they buy a car with semiautonomous features – what should they do to stay safe?

“Casner’s message, short of re-tooling the entire drivers’ education structure including bringing it back to high schools, was, essentially, be really careful,” Gordon writes.

“There is more to this than pushing a few buttons, sitting back and relaxing, and enjoying the ride,” said Casner. “There are things every driver ought to know about the car, about themselves, and about this new weird driving task they’re about to undertake.”

“Manser, using the careful language of an academic who has spent years researching a subject, advises people to ‘understand every operational aspect.’ When the system turns on and off. How to do it yourself if the system doesn’t.

What it’s going to do in emergencies. What it’s going to do in ‘normal’ situations.

“I told Manser it sounded like he was saying people need training that doesn’t exist yet,” Gordon concluded.

S.A.F.E App is Free for U.S. Schools

The Safety Alerts for Education Foundation is donating its Safety Alerts for Education (S.A.F.E.) emergency mobile alerts platform to all schools, colleges, and universities across the U.S. for free and in perpetuity.

The fully-featured system has been used by Federal, state, and local agencies and police departments, including the Department of Homeland

Security (DHS) and the Massachusetts Emergency Management Agency (MEMA), for the past seven years. It was used during the Boston Marathon bomber manhunt and in the aftermath of Hurricane Sandy.

The S.A.F.E. Foundation is a nonprofit 501c3 organization founded by the principals of Ping4 Inc., of Nashua, New Hampshire, developers of the Ping4Alerts emergency

communications technology that the S.A.F.E. Foundation uses.

The system is currently being implemented in New Hampshire and Massachusetts schools, where it will enable them to send geographically precise emergency alerts – anonymously and in real-time – to nearly any smartphone in any school building or on any campus. S.A.F.E. provides real-time instructions to those

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EYE ON EDUCATION

inside school buildings so that they can better protect themselves and get out of harm’s way quicker. Outside, first responders can receive valuable information in real-time; even before they arrive on the scene. It reduces response times and offers greater situational awareness of a shooter or other emergency.

“We are pleased to be among one of the first educational institutions in the country to encourage usage of this important and meaningful smartphone application,” said Frank Edelblut, commissioner of the New Hampshire Department of Education. “As more schools opt-in, everyone connected to the school community – educators, parents, and students – will be able to stay informed during an emergency.”

A free download for school students and staff on iOS or Android, S.A.F.E. provides a dashboard for school administrators to send secure life-saving alerts. S.A.F.E. delivers two-way rich media messages in real-time, with any combination of audio, video, pictures and text, to help police, school administrators, and first responders in assessing situations, saving lives, and solving crimes.

S.A.F.E. collects no personal data from users of the app.

Parents of students can preset “watched locations” on their own phones so that they will receive all alerts sent to their children at school, as well as designated, safe child pickup locations, regardless of where the parents are at the time. S.A.F.E. messages can originate either from school administrators or from local law enforcement or both. S.A.F.E. can be implemented locally within weeks.

Each school or school system can customize, manage and send out alerts via an easy-to- use web-based portal.

S.A.F.E. can isolate a school building or campus on a map and only those in the designated areas will receive the alerts.

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Lowe’s Initiative Aims to Close the Skilled Trades Gap

San Joaquin Valley College (SJVC) is the latest education partner of Generation T, a national movement launched by Lowe’s Home Improvement to address the widening skilled-trades gap. SJVC provides a career-focused curriculum for several technical and industrial programs, including Aviation Maintenance Technology, Construction Management, Electrical Technology HVAC, Refrigeration, Industrial Maintenance Technology and Information Technology.

Gen T seeks to drive enrollment in skilled trade training and build a pipeline of skilled trade workers to offset the anticipated gap of three million jobs by 2028. A key component of the movement is a first-of-its-kind national skilled jobs marketplace, available on the Gen T website, which connects people to prospective apprentices and educational resources.

“We believe the professional trades are an essential part of America’s future,” said Jennifer Weber, executive vice president of human resources at Lowe’s. “We’re committed

to opening the path to those who relish the challenge of creating something out of raw materials, and take pride and satisfaction in mastering the skills required to do it.”

Generation T hopes to bring shop classes back to high schools nationwide as the country faces a massive need for electricians, HVAC installers and other skilled trade professionals. “An entire sector of the American economy cannot find enough qualified people for the jobs waiting to be filled, projects waiting to be completed and businesses waiting to be started,” the organization says. “Promising careers exist for creative problem solvers with valuable skills, but we are losing the path that connects them.”

The player on the left is about to win by stealing one of the player on the right’s Keepers. Which Keeper will they steal?

A great way to keep basic math facts sharp over the summer break! www.looneylabs.com/games/math-fluxx

® ANSWER: Steal the 7. 5 × 2 × 9 + 4 + 7 = 101.

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EYE ON EDUCATION

New Study Offers Clues to Recess Inclusion

During recess, children with autism communicate with peers and participate in activities more often than we assume, says a new study from the University of Washington.

A team led by Jill Locke, a research assistant professor at UW’s department of speech Hearing Sciences, hoped that studying their behavior would reveal opportunities for development and inclusion, so they visited elementary schools in California, Philadelphia and New York. The researchers observed 55 students with autism during recess, and recorded what they did: if they started interactions with other students on their own, for instance, positive or negative emotional reactions, and how much time they spent alone.

They discovered that during an average recess period, children with autism played alone for about a quarter of the time, but spent 30 percent of the time with peers. The remainder was spent in proximity to other children, but not interacting with them.

“They aren’t just alone,” Locke said. “They spend a good portion of time with other kids, and that’s a really

pleasant finding.”

Nearly half the participants spent time talking to other children. Not every conversation attempt was successful, but the efforts show intent and motivation – a key for educators who want to make recess more inclusive, she added. “For kids with autism, facilitated recess is a much safer space than joining an unsupervised basketball game. It’s about engaging, playing and having fun together.”

Pictured LL373 Nature

From the leading brand in stamping, introducing Hero Kids® products for teachers and students.

With playful and creative stamp designs to child-safe inks, we have products perfect for learning, motor skill development and play-time fun!

LP491 Math Fun

LP492 Toy Vehicles

Call (800) 822-4376 or contact service@heroarts.com for information or to create an account.

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INDUSTRY NEWS

Huntington Learning Center (HLC), a chain of 300 owner-operated learning centers, used storytelling to increase its longevity, reports Forbes. Founded in 1977, HLC is now in its second generation of leadership.

“Through careful curation, one enduring story of HLC is woven from the many strands of its owner-operators’



On Tuesday, April 16, Richard (Dick) W. Akins, former owner of School Mate Incorporated in Jackson, Tennessee, passed away at the age of 85 from an extended illness. He was the loving husband of Brigitte Akins and father of eight children: Tamlyn Akins Haig (husband Chuck), Caryn Akins, Laurie Akins Kimont (husband Jamie deceased), Shary Akins, Michalene

in 1954 for the Ideal School Supply Company, where he remained until 1969. Dick then became national sales manager for the H. Wilson Company until 1971, when he left to become vice president of sales for Bemis-Jason Corporation. He worked at Bemis-Jason until 1978 when he was hired as vice president of Weber Costello, which he ran until he started his own company, School Mate, in 1984. He remained School Mate’s president and owner until he closed it to retire in 2008.

Dick was a longtime and proud member of the National School Supply and Equipment Association. He joined NSSEA (now known as EDmarket) in 1954 and remained a member until he retired in 2008. He was instrumental in founding the “Till 40” club of young executives in the organization. He had a love for the school supply industry along with a passion for art and music.



In Memorium

Brantly (husband Randy), Terry Akins, Eve Pritchard (husband Tim) and Kevin Marco Akins (wife Martha).

He was the doting grandfather to 11 grandchildren: Kaity Duffy Govea (husband Bobby), Philip Verdung (wife Pam), Brittany Verdung, Brandon Pritchard (wife Sonya), Lauren Pritchard, Grant Pritchard (wife Aletha), Abigayle Rose Kimont, Kevin Dixon Akins, Thomas Akins, Robert Akins and Merris Beadle.

Dick also had eight greatgrandchildren: Will Verdung, Blaine Verdung, Bryce Glidewell, Benjamin Pritchard, Sydney Pritchard, Jackson Dorris, Mia Pritchard and Ruby June Duffy Govea.

He is survived by his brother Ed Akins, sister Pat Akins Kruger and Sandra Akins Condes.

Dick was born on October 30, 1933, in Kennert, Nebraska, to Lloyd and Catherine Akins. He earned a bachelor’s degree from Beloit College in Wisconsin. He started working

stories to reinforce the strength of its culture and create a strong anchor for the future.” Using storytelling as a transition tool for family businesses is gaining steam.

To celebrate milestones, companies are seeking out professional storytellers “as frequently as they might have sought out the local baker in the past,” says the article.

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INDUSTRY NEWS

Stores within stores is not only a trend for big retail corporations like Macy’s, they’re also appearing in small, independently owned chains. For instance Wonder Works toy stores based in Charleston, South Carolina; and Awesome Toys in Westport and Stamford, Connecticut, have partnered with Melissa & Doug to launch brandnew experiential play zones aimed at pushing children of all ages towards more hands-on and open-ended playtime.

Experiential play is not only important to childhood development, it is also a traffic driver for specialty toy stores, and crucial to their success in a changing retail climate, says Wonder Works owner Christine Osborne.

That’s why the team at Melissa & Doug, together with the retailers and professional designers, created immersive, imaginative, tech-free play zones for stores. It gives an opportunity for the stores to easily offer their customers a platform for experiencing hands-on play.

Learning Express Toys in Westborough, Massachusetts, has opened a new Fashion Angels Shop.

The store-within-a-store features tween girls’ lifestyle and activity products including kits, fashion sketchbooks,

DIY crafts, licensed products, fashion accessories, room décor and beauty care products.

Fashion Angels provides tween girls with experiences that encourage them to believe in themselves, express themselves, be happy with who they are and proud of what they can do.

Rick Stanley has joined Safco as president. He assumes responsibility for all business operations of the workspace

furnishings brand of Liberty Diversified International (LDI), and will seek market expansion of the brand through internal growth and acquisition.

Stanley reports to Matt Homan, LDI president and CEO.

“Given Rick’s industry knowledge and his extensive marketing experience, he is the ideal leader to grow Safco,” says Homan. “His leadership in developing new products, as well as his experience in channel development and operational excellence fit perfectly into our growth plans.”

Safco has a long history in providing workplace furnishings, organization products, technology accessories and other products.

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In April, American Mensa welcomed its first robot member. Artie 3000, a drawing robot from Educational Insights, was named an honorary member of the high IQ society.

He is only the third fictional character to receive an honorary Mensa membership card, joining Lisa Simpson from “The Simpsons” and Mr. Peabody from the animated film “Mr. Peabody & Sherman.” As the first robo-member of Mensa, Artie boasts 16 languages and his own WiFi and remote control.

Artie helps kids learn to code by encouraging them to unlock their creativity and imagination through a combination of analytical thinking and artistic expression. “We fell in love with Artie’s unique ability to develop coding and STEM-related skills, but through artistic expression,” says Trevor Mitchell, executive director of American Mensa.

A recent survey, conducted by Educational Insights and American Mensa, found that 96 percent of parents believe coding principles will help kids regardless of their future career paths. The finding accentuates why Mensa is partnering with Educational Insights to help make coding approachable for every child, from Mensans to kids who simply love to draw. The collaboration includes free activity and lesson plans, perfect for educators and parents alike, and available soon on mensaforkids.org.

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BUSINESS NOTES Macy’s Bets on a Changing Story “Is it a waste of money for retailers to invest in in-store experiences?” asked Footwear News recently, in an article that discussed Macy’s and retail concept Story, which the department store chain acquired last year.

Studies show that consumers spend nearly four times more on experiences like dinners out, concerts, and travel – compared to what they spend on goods, says the article. The trend is driving stores to add guest speakers, performances and cafés to their brick-and-mortar locations in order to attract shoppers and get them to stay in-store for a while.

“Story’s main draw is its rotating themes,” Footwear News points out. “The product lineup and design change every six to eight weeks. It’s a bold bet for the storied department store, which is facing many of the same headwinds that have battered – and in some cases bankrupted – its peers.”

Story debuted at 36 Macy’s stores in April with a simple theme: “color.” To support it, the store-within-a-store offered vividly hued merchandise and held Crayola- and MAC Cosmetics-sponsored events. A Lite Brite wall and an LEDilluminated tunnel provided Instagram opportunities at the Herald Square flagship.

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But with the exception of Herald Square, Story takes up only about 1,500 square feet, or about 10 percent, of the size of a typical Macy’s. “What about the other 90 percent of the store?” wondered retail analyst Richie Siegel.

In an effort to reduce costs in fiscal 2019, the department store decreased inventory, staffing and floor space in some of its underperforming stores, and converted some departments to selfservice. Meanwhile, to support Story, Macy’s hired 270 “Story managers” and “Storytellers” who were trained to engage with customers, produce events and set up the space.

The article cautioned retailers against investing in experiences as a solution (including stores-within-stores and popups) if they haven’t identified the problem they need to fix. Keep key performance metrics in mind, it said, along with the goals of your business. Experiences should further what a store is looking to achieve and what a retailer wants to tap into.

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Walmart Bets on AI Walmart has retrofitted its 50,000-square-foot Levittown, New York, store with video cameras, digital screens, and more than 100 servers to test AI-powered retail. Called the Intelligent Retail Lab (IRL), the store’s 30,000-plus products feature cutting-edge sensor hardware to collect data on shopper preferences and purchase drivers at scale.

The world’s largest retailer hopes that the data will help it compete by improving its business processes and giving customers better service. As IntelligentRetailLab.com points out, AI can make shopping faster (for in-store pickups, checkouts and returns), cleaner (in terms of aisles, shelves and the stock room) smarter (by providing data analytics, inventory management and associate tools), and seamless (in terms of payment and omnichannel shopping).

Walmart is not alone in its efforts to put data crunching in its brick and mortar stores. Having computer power closer to shoppers helps retailers process the information faster – and act on the insight quicker. Equipping internet-connected stores with “edge computing” has become a lucrative business for companies like Microsoft that want to sell computing power to retailers, noted a recent Forbes article.

Forbes wondered if consumers would go for the digital scrutiny they’d be under, especially given the endless stream of data breaches reported by entities that range from Facebook and FEMA to the ecommerce website of the Atlanta Hawks and the employee records of Pacers Sports & Entertainment.

“Consumers may balk at cameras tracking their movements while they walk up and down the aisles, and being bombarded by discount offers,” the article said. “Companies that pitch AI as the future shouldn’t just assume that customers will go along for the ride.”

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BUSINESS NOTES

Grandparents are a Better Bet than Millennials In a recent conversation with Peter Francese, marketing guru Pam Danziger discussed four demographic trends that will determine retail’s future. Francese is an expert on populations and consumer trends, and is the founder of American Demographics magazine, the precursor to Advertising Age. 1. Fewer people means fewer shoppers In the U.S., the birth rate is at an all-time low; below replacement levels, says Danziger.

There were more births during the Great Depression than there are today, notes Francese. In 1936 there were 75.8 births per 1,000 women. In 2017 there were 60.3 and in 1957, at the peak of the baby boom, there were 122.7.

It’s an important trend because families with children spend more, and their children grow into adults who become shoppers, too, notes Danziger. “The retail apocalypse, characterized by massive store closings, coincides with the drop in people having children.”

“When I hear that 5,000 retail outlets will close this year, my reaction is, ‘Where have you been?’” says Francese. “You should have been rationalizing your retail footprint gradually over the years or changing your business model, not waiting until it’s too late.”

2. More millennials does not constitute a “boom” The pure number of consumers in each generation is less important than how they’ve been absorbed into the consumer market. Today, the age distributions on which marketers and retailers focus – 25 to 34, 35 to 44, and 45 to 55 – are flat compared to the number of baby boomers as they moved from childhood to adulthood. “Basically we have about the same number of people in each of these age

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groups,” Francese says.

Boomers were also born during entirely different economic conditions. They arrived just as pent-up consumer demand was unleashed after World War II. It was accompanied by governmental policies like the G.I. Bill that supported economic growth.

Millennials, on the other hand, “got the very, very short end of the stick,” says Francese. On top of being saddled with mortgage-level student debt, which prohibited them from qualifying for home mortgages, their purchasing power hasn’t grown along with their income.

A recent Pew study shows that today’s inflation-adjusted average wage has about the same purchasing power that it did in the late ’70s.

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years there will be over 60 million,” Francese points out.

The implications are profound: they have more to spend and have enjoyed shopping since their teen years. They buy for their grandchildren, for the family and for their friends.

He thinks too many stores ignore seniors as a demographic when, in fact, senior boomers can become a store’s best and most loyal customers.

Retailers just have to stay in tune with what products and services they want and need, which is not just medicine and health products. If they don’t find what they want, today’s seniors will just buy it online.

4. Immigrant numbers may offset U.S. birth rate decline The two experts advised retailers to prepare for hard-working immigrant families with children.

They believe that more immigration can significantly boost retail sales by making up for the slow, indigenous growth of the population, now between .5- to 1-percent annually.

“Immigrants are family oriented, but have to work two or three jobs to cobble together enough money to live,” says Francese. It leaves them with less time to shop and, ultimately, living very close to the edge. “These are people who would be ruined by an unexpected $500 bill. They are always looking for a bargain when they finally have to replace something that simply wore out.”

The stores that will win will be the ones paying attention to these demographics. Walmart is one of them. “They understood the demographic trends years ago and are continuing to account for them on a monthly and weekly regional basis,” Francese concludes. “Walmart has a supply chain second to none, so they can shift product offerings at a moment’s notice. It gives them a huge competitive edge.”

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10 Questions for Jan Rogers (continued from page 23)

What are some of the events in your life that made you who you are?

I had a quiet, middleclass upbringing with traditional values and education, surrounded by a loving family. Those were the building blocks which are the foundation of who I am. The main life event that led to the pursuit of the Time Timer as a product and business was the impact music had on my self-discovery. As a very low-key girl with little self confidence, I tended to stay in the background.

When I auditioned for a volunteer choir as an adult, I was encouraged to develop a talent I didn’t know I had.

As a novice singer, I studied voice and learned how to read music, which built on a vocal instrument that I thought was commonplace.

As my voice grew stronger I became part of a professional, classical vocal group. The confidence I gained in this process and from a mentor who kept pushing me to stand out from the crowd, was the foundation I needed to begin the Time Timer evolution. The persistence and stubbornness that were part of my character were then backed up by the knowledge that I could stand in front of one person or many and project a confident message.

The gratitude I have for the part music has played in my life is great, and I am a strong advocate for the importance of the arts in the education of our children.

What inspires you?

Seeing a need that I think has not yet been filled. I don’t always have the answer, but I love the pursuit of an idea.

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ENDCAP (continued from page 46)

Kristen and Ryan with their children Isaac and Ainsley.

What trends are you seeing in early-childhood furniture right now? What are your bestsellers?

Having two elementary-school-age children keeps our fingers on the pulse of the trends. We see a big emphasis on mobility and flexibility inside the classroom, as well as overall aesthetics. Teachers are looking for spaces that can be easily changed up and that have a warm and calming feel to them.

The outdoor classroom has gained a lot of traction over the past few years, and we continue to get more and more requests for additions to our outdoor line.

Our bestsellers are the classics: teacher cabinets, lockers and single-storage units.

How big is your operation in Monroe?

Depends on the time of year!

We have two facilities that we own in Monroe. The main building is 100,000 square feet and the shipping and receiving building is 100,000 square feet. We also rent several warehouses throughout the year to hold all of our different inventories. We are perpetually preparing for summer!

What markets outside of schools, daycares and churches does Wood Designs serve?

During the Great Recession, public-school funding dried up, so we reached into recession-proof markets – geriatric, because aging baby boomers need these products to stay mobile, and the agricultural market. We’ve also expanded into the home market. Now, given the everincreasing internet and its instant delivery, we have about

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600 SKUs that ship within 24 hours.

Wood Designs doesn’t sell direct to the consumer in any of those markets. We sell mostly through major school equipment dealers and online retailers. We go to about 12 trade shows a year.

How often do you launch new products?

We always have a big, newproduct drop towards the end of the year, but new products are introduced throughout the year on a rolling basis. We usually announce them to our dealers through e-mail blasts.

How much of your business is custom furniture?

The custom department, together with our private-label department, is very much Ryan’s thing. I remember back about 10 years ago, in a planning meeting, Ryan said the company needed to purchase additional CNC machines exclusively for the custom department because his projections indicated major growth in that area. Those additional machines were the start of something much bigger! Ryan’s vision for custom furniture and private labeling has been a huge reason for the vast growth we’ve experienced over the past several years. The custom/ private labeling department accounts for a good portion of our business now.

What are your plans for Wood Designs’ future? Do you hope your kids will run it someday?

We’ll continue to expand into schools and other markets. Ryan and I are so thankful to have the opportunity to do something we love.

I don’t know about the kids!

Right now, whenever their school is closed, they love coming to work and helping us out. Isaac, who’s 7, files paperwork and Ainsley, 5, likes to tidy up.

Reliable. Practical.

Economical.

Phone 1-800-732-4018 Fax 1-800-689-2772 Contact Us ezgrader@voyager.net June 2019 — EducationalDealerMagazine.com 45

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ENDCAP

s n g i s e D d Woo d and More o o h d l i h C y l r a for E

tdoor Bench, signs offers an Ou De d oo W , rs oo .

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by Claire Sykes

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Safe, strong and beautiful. That’s been the promise of school furniture maker Wood Designs for nearly 40 years. Located in North Carolina, in the heart of America’s furniture-making region, the company is known for its innovative and solid early childhood tables, chairs, storage and more.

While Wood Designs continues to grow its presence in the school market, it has also expanded into new territory, including the agriculture, geriatric, and home markets, said company vice president Kristen Urban. Her parents bought the company 25 years ago and today, Kristen and her husband Ryan are in charge. We thought it was a good time for an update.

Ed Dealer: How did your family get started in this business?

Kristen Urban: Wood Designs was started by another family, the Prices, in the 1980s. It was small, only eight employees. My parents, Dennis and Deborah Gosney, worked in the school equipment industry and knew the Prices. When they retired in 1994, my parents purchased their business.

In 1994, we were a little fish in a big pond. Over the years, we’ve built the business on high-quality products and fast shipping. We use the world’s best plywood, coated with our exclusive UV finish, and everything is made right here in Monroe. We place a high priority on furniture innovation,

The 30-inch Brilliant Light Table is a bestseller in the home market.

but it’s second to producing children’s furniture that’s safe.

Parents don’t realize how much furniture and toys play a role in their child’s overall health, but we do. That’s why our products will never off-gas harmful chemicals to negatively affect indoor air quality. Our furniture is also meant to stand the test of time. We honor both promises with our free, lifetime warranty.

I grew up with the company, working here from age 10 on into high school. I inspected and packed products at first, and later I did clerical work. When I graduated from college, I made the business my career.

In 2011 my parents retired and my husband, who is vice president of operations, and I run the company. (continued on page 44)

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