Educational Dealer JanFeb 2019

January/February 2019

FOR PEOPLE WHO SELL TO TEACHERS, PARENTS AND SCHOOLS

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most positive outlook of my career is especially remarkable when you consider that my first trade show was in 1978. Those were boom days in the school supply industry, such as we have never seen before or since. New teaching-aid manufacturers, and the teacher stores that thrived upon them, were sprouting like mushrooms in a soggy forest.

Back then, it seemed as if anyone with a good idea and the courage of his or her convictions could make it work.

There were fortunes to be made, and a lot of people made them. Even in that environment, however, there was never anything like universal optimism at a tradeshow. There were always winners and losers.

So why was sentiment so positive in Tampa? Basically, I think it was due to the fact that the stars were finally aligned.

Most industries respond to the U.S. economy in real time. If consumer confidence goes down, for example, people can stop shopping in department stores that day. Houses and cars have a bit more of a pipeline, but that can dry up pretty quickly, and some orders may even be cancelled. On the flip side, whenever consumers start to feel better about their prospects, they go shopping.

The school supply business, as you know, is a little harder to figure. School budgets are preordained, and building projects take years to complete. Once construction begins on a school, it isn’t likely to stop. Things like enrollment and property taxes have a more direct bearing on our business than does consumer sentiment.

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I don’t know how many tradeshows I have been to over the past 40 years, but certainly the number is well north of a hundred. By the fall of 2018, I was pretty sure that nothing could happen at one of those events that hadn’t happened at least once at a previous show. Turns out I was wrong.

When I go to a tradeshow, one of my goals is to meet on an individual basis with approximately 40 exhibiting companies, with either the general manager or the director of marketing. I don’t try to sell them anything, per se.

Usually we talk about their product, and my product, and about advertising in general. Sometimes, of course, we talk about sports, or old times, or the industry, or how the show is going.

Before we part, though, there is one question I nearly always ask them. The words may vary a little, but the gist of it is something like, “Aside from the show, how is your business doing right now?”

I’m accustomed to receiving a variety of answers, and I’ve learned to take them with a grain of salt. It’s not as though somebody working a trade show is going to tell you that business is horrible and the company is sinking like a stone, but you can usually read pretty well between the lines. If things aren’t good, for example, you might get an answer like, “We’re doing pretty well, considering …”

At the EDspaces Convention in Tampa this past November, I didn’t get any answers like that. Virtually everyone at the show gave me a very succinct answer, and in each case it was the same word. They said that business is “great.”

That this show should exhibit the

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January/February 2019 Volume 44, No 1 FOR PEOPLE WHO SELL TO TEACHERS, PARENTS AND SCHOOLS

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The Issue

8

Lady of The House

Great Expectations

by Kevin Fahy

Deb Mulherin, co-founder of The Learning House stores in Tennessee, died last year. Her husband explains here that the business carries on, thanks to the energy Deb put into it, the good example she set, and loyal employees.

We Connect: The Feel-Good School

12

12

Supply Conference

The second annual tradeshow hosted by Catalog Solutions brought vendors and dealers together for a fun and professionally-enriching experience.

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RETAILERS RECOMMEND Fabulous Products

16

Rethinking a College Education

19

Danny Iny, author of a book on the disruption of education, doesn’t believe colleges are helping students learn the skills employers need.

Ramblin’ Man Meet Kevin Casey, the new president and COO of Primary Concepts, and winner of EDmarket’s David McCurrach Distinguished Service Award.

22

Getting Down to the Nuts and Bolts

47

Endcap

EDspaces helps furniture and equipment dealers and manufacturers navigate a changing market.

Evan-Moor puts the “fun” in functional education materials.

22 Departments

25 Feedback

Readers respond to our announcement of the death of Tom Williams, one of the founders of Fahy-Williams Publishing.

28 New & True

31 Cool & Hot

Innovations in the furniture and equipment category

34 Eye on Education

36 Business Notes 40 Industry News 46 Index of Advertisers

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THE ISSUE (continued from page 3) expansions and contractions in our market do not necessarily coincide with the larger national economy. During those boom days in school supply for example, there was a particularly nasty recession that ran from the fall of 1973 to the spring of 1975. The next downturn covered the first half of 1980, and was followed barely a year later by still another, which lasted 14 months and caused close to 11 percent unemployment.

On the flip side, the steep decline in the teacher store business over the past nine years has happened during a period of continuous growth for the U.S. economy. There may be quite a few suspects to round up, but the economy is not one of them.

The furniture and equipment side of the industry is a different, and more complicated, story. According to School Planning & Management magazine, school construction dwindled steadily during the early years of the 21st century, through good economic times and bad.

In 2002, there were 958 new public schools constructed, but by 2014 that number had dropped to 288. The effect of that trend on our industry was softened somewhat by an equally sharp escalation of cost per school. That number rose from $13 million in 2002 to 27 million in 2014.

Given that there are nearly 100,000 public school buildings in the United States, those statistics might lead you to suspect that our school infrastructure is in need of attention, and you would be correct. More than half of our schools are more than 50 years old.

Although nobody seems to have a precise figure yet for 2018, everyone I spoke with agreed that school construction is finally on an upswing, both in terms of new buildings and the remodeling of aging structures. Put that trend together with a U.S. economy that has been growing at better than a 3 percent rate in recent quarters, and you get a pretty good explanation for all the (continued on page 7)

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ph: 888.441.4826 fax: 800.525.1254 web: tcrdealer.com January/February 2019 — EducationalDealerMagazine.com 5

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A brand of Fahy-Williams Publishing Inc.

PUBLISHER J. Kevin Fahy kfahy@fwpi.com

EDITORIAL Tina Manzer, Director tmanzer@fwpi.com

ADVERTISING DIRECTOR Tim Braden tbraden@fwpi.com

EDITORIAL CONTRIBUTOR Claire Sykes

ADVERTISING SALES Darlene Ryan Darlene@fwpi.com E-NEWLETTER & ONLINE ADVERTISING Rick Kauder rkauder@fwpi.com MARKETING DIRECTOR Amy Colburn amy@fwpi.com

ART Mark Stash Production Manager mstash@fwpi.com Maia VanOrman Designer maia@fwpi.com Cody Brackett Designer cody@fwpi.com EDITORIAL OFFICES PO Box 1080 171 Reed St Geneva, NY 14456 800-344-0559, 315-789-0458 FAX: 315-789-4263

Copyright © 2018

RESERVE AN AD IN EDUCATIONAL DEALER Issue Deadline April 2019 ................................................................... February 15 June 2019 ...........................................................................April 19 August 2019 .......................................................................June 21 October 2019 ................................................................ August 23

Fahy-Williams also publishes edplay edplay.com Toy Times the magazine of the American Specialty Toy Retailing Association Life in the Finger Lakes lifeinthefingerlakes.com

ROBEX for the Rochester Builders Exchange Gradient the magazine of the Association For Creative Industries craftandhobby.org

Art Materials Retailer artmaterialsretailer.com 6 EducationalDealerMagazine.com — January/February 2019

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THE ISSUE (continued from page 5) optimism at EDspaces.

I wish I could leave it at that, but being a glass-half-empty kind of guy, I’ve never been quite satisfied with “and they all lived happily ever after.”

Nobody’s that happy, right?

Ever since I came back from Tampa the financial markets have been in turmoil, presumably because investors are worried about the possibility of a recession. Apparently I’m not the only pessimist around, but you have to ask why there should be so much anxiety when economic indicators are so robust.

I’ve heard a lot of differing explanations. One day when the market was tanking, for example, I was watching the financial news on television during lunch. An “expert analyst” on the program said that the selloff was due to worries about a trade war with China, “plain and simple.” I switched over to a different financial channel, where a different expert was saying that the market drop was all about interest rates.

I’ve also heard that “Brexit” could make a mess out of Great Britain that could ripple through the world economy. I’ve heard that oil prices could go too high, which hurts consumers, or too low, which hurts producers.

The biggest fear, I think, is simply that we are due. Since World War II, the average period of time from the end of one recession to the start of the next is four years and nine months.

Right now we are approaching twice that length of time since the current expansion began.

So we have a lot of things we can worry about. Good. I feel better now.

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

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Lady of The House

by Tina Manzer

A foundation does more than hold up a house. It prevents threatening elements from seeping in, and resists movement of the earth around it. Deb Mulherin was the foundation of The Learning House, a chain of four teacher stores in West Tennessee. She started the business in 1981 with five other partners including her husband Pope, and then worked hard the next 37 years to grow it. When she died last May after an 18-month battle with cancer, the business carried on because of the solid groundwork Deb had laid.

It’s not easy losing your business partner – much less your life partner – and we wondered how Pope and The Learning House were doing. We recently talked to him about the growth of their business, Deb’s role in it, and the changes, good and bad, he’s seen in the industry.

Ed Dealer: Why did you open a teacher store, Pope?

Pope Mulherin: Deb was the one who came up with the idea. She was a classroom teacher, and the nearest teacher store was 100 miles away.

She taught kindergarten when I was in pharmacy school in Memphis.

When we moved to Jackson, she taught third grade. Deb became frustrated with having to stay on me to make different graphics for her classroom. I never will forget the straw that finally broke the camel’s back – she had me draw a dinosaur and an octopus.

So she floated the idea to me of opening a teacher resource store and I said sure. I asked my cousin, whose wife was also a schoolteacher, if they would be interested in joining us in this venture. They were. We also proposed

the idea to Deb’s father and mother, who also said yes.

With everyone all in, we started setting up the business during spring break. On Deb’s birthday, May 8, we were up and running in an old 900-square-foot house in Jackson, Tennessee. The Learning House was located across the street from the school our children attended.

Our business grew, and five years later, we moved to a larger location – 3,500 square feet. It remained there for six years before expanding again to the 13,000 square foot space we are in now.

Over the years we added three other stores: in Union City with 3,000 square feet; in Dyersburg with 3,500 square feet, and in Memphis with 4,500 square feet. All of them are destination locations.

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Deb and Pope Mulherin Tel: (866) 204-2158 Email: sales@unicornlearning.net www.unicornlearning.net

Unicorn

What did Deb do at the store?

Everything.

She probably knew the educational products we carried better than any of the reps did. She knew all the products from all the companies and understood the best ways to incorporate them together on our shelves.

Her relationship with manufacturers was fabulous, but she did not mind telling them what she thought, even when it wasn’t what they wanted to hear.

It is impossible to fill the void Deb left, but for the past two years, Cynthia Welch here just did things that needed to be done without having to be asked. She was Deb’s right-hand person for 25-plus years, so she knows what she’s doing.

Cynthia has been absolutely fantastic and so have the rest of our employees.

What is The Learning House selling to schools these days – what are schools and teachers looking for?

Still a lot of consumables like construction paper, art rolls and primary tablets. Currently, we seem to be selling books that are more directed to

personalized educational deficiencies and toward what parents – and teachers, too – feel students are missing.

Cynthia tells me that Confetti and Home Sweet Classroom décor from Teacher Created Resources are hot sellers right now, along with Schoolgirl Style from Carson-Dellosa. After the holiday break, teachers will be in here buying books and manipulatives for the next chapters they’ll teach. That’s when we show them manufacturers’ brochures so they can see the new products that are coming in next.

Do you serve the same type of customers at all your locations?

We do, but we seem to be serving more parents than we used to. It appears that they feel their children are not getting everything they need in school.

We reach teachers with our Catalog Solutions catalog, which we try to hand-deliver to all the schools, boards of education, daycares and churches in West Tennessee and Memphis. We send an email each week to all the schools, plus another email each Sunday to a list of more than 4,000 people who have

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signed up for the stores’ “Secret Sale” that we have every Wednesday and Thursday.

While school POs account for the largest dollars per sale, most of our business is a combination of bricks-andmortar sales, and catalog and online orders.

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

We joined NSSEA – now EDmarket – in 1984. We were also members of EDSA, another school supply trade group back then.

We never missed a spring or fall show; they were a way to see what was new. But they were more than that: they were an opportunity to interact with other members of the educational community; dealers and manufacturers alike. In those days, it was so much like a family. Everyone got along and we were friends, even though we were competing with each other for business.

Cynthia does all the buying, and she and I attended Catalog Solutions’ We Connect in November. It was excellent.

It was like NSSEA used to be, and it is what the industry needs. Brian has done an absolutely fantastic job putting the event on. It is a 110-percent success!

We Connect proves that the original model of NSSEA still works. I hope EDmarket has the opportunity to see what a successful event looks like and how everyone can benefit from it.

I have been very disappointed with the EDmarket leadership concerning the intent of the association and what it was established to do. I understand when they talk about trying to adapt and do things differently, but my question has always been this: if it’s not broken, why try to fix it?

How’s business? How has it changed over the years?

Business is okay, but of course it could be better. We are looking at

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nontraditional revenue streams to supplement the traditional schoolsupply-store business. I am sure everyone else in the industry is doing the same.

The business grew over the years because of our efforts to provide the best quality products at the best price, and because of our personalized service. As a result, our customers remained very loyal. I would attribute our longevity to their loyalty.

But when the internet came along, people put price first. They care more about price and less about quality and even service, even though we continue to provide great service. It is my biggest challenge right now to compete when people have that mindset.

Who are your competitors?

Everyone is a competitor! Today, companies and individuals who have nothing to do with education enter our market just trying to sell anything to anybody.

Do you still enjoy your work at The Learning House?

I am actually a pharmacist, retired, and I say the same thing about the store that I always said about being a pharmacist. The absolute, without-adoubt, best thing about it is the people.

I enjoy my association with people on a daily basis, and the relationships that I have built over so many years.

What’s next for you and stores?

Deb set the example. She never stopped working until the day she died.

Everything was arranged on card tables and TV trays around Deb’s recliner in our living room, and her two cell phones, her landline, her computer and her fax machine were always within reach.

Deb never gave up, so what’s next for me? To carry on!

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The Feel-Good School Supply Conference CONNECT

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“It’s very hard to convey in pen and ink the energy, positive vibes and – quite honestly – the smiles and laughter that existed at this event,” wrote Brian Roberts from Catalog Solutions. The catalog marketing company hosted its second annual We Connect School Supply Conference last November and by all accounts it was a hit.

According to attendee feedback, vendors enjoyed good order activity and dealers appreciated “powerful” show specials. “New products found their way into the channel earlier and the positive excitement extended to the teacher community,” Brian notes.

On hand at the Rosen Centre in Orlando were 158 of Catalog Solutions’ dealer customers and more than 86 vendors – an unexpected attendance increase considering the schedule change from early November to mid-month.

Some people who expected to be there had conflicts with the NAEYC Annual Conference in Washington, D.C., and the timing was not ideal for dealers who

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have strong fourth-quarter sales.

Still, the players in the classroom supply/teacher resource side of the industry are happy they have a show to go to. “There are several components that we believe are core to the positive vibe at We Connect,” Brian continues. “First is that vendors use this platform to premier their upcoming new products. Second, it provides dealers with the opportunity to review, comment, and begin the process of planning their next season and really getting excited about it. Third is simply the design of the conference, which brings vendors and dealers together in an efficient and effective format.

“It also fulfills the need to just ‘feel good’ about being a part of a group,” he adds. “We Connect wouldn’t be as successful if it didn’t offer many opportunities for networking, relationship support through face-to-face meetings, and fun just celebrating our industry.”

Keynote speaker Colin Sprake offered new insights, excellent ideas and inspiration. More insight was shared at a new dealer-

directed roundtable session called The Dealer Learning Journey. “We will be working with a group of dealers again to come up with the format and topics for 2019,” Brian says. “We think it will become an integral part of the event.”

Response to the post-conference survey was strong with 70 percent of the vendors and dealers providing feedback.

“The information was positive and enthusiastic with participants offering great ideas for making the event better,” reports Brian. “We feel good about how it is shaping up, and we are thankful for the growing support. It shows that We Connect serves an important purpose.”

Plans are underway for 2019 and 2020, he adds. Attendee feedback

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supported staying at the Rosen Centre with a timeframe of early November. 2019 dates are November 2 through 5, and right now exhibit space is about 65 percent booked.

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We Connect dealers chose three “Top Picks” Winning the third-place prize was Dimpl Duo (3) from Fat Brain Toys, represented at the show by KSM. The tablet provides a beautifully tactile early learning experience thanks to its silicone buttons, textured shapes, and words written in Braille. It encourages sensory exploration and helps build reading skills while encouraging tactile, shape, and color learning.

The Sensory Jumbo Ooze Tube (2) from Learning Advantage received the second-place prize. Another sensory toy, the tube contains thick, gloopy, pink jelly that oozes and spirals down to fascinate children. It’s ideal for encouraging quiet focus, developing creative language and observing simple scientific principles.

The top prize went to C-Line’s Reusable Dry Erase Pockets (1). The super-heavyweight sleeves save the environment, paper, time, and money. Teachers can load the pocket with math sheets, handwriting lines, a music staff and more for student practice. Afterwards, the pocket cleans easily with a soft dry cloth or tissue.

Celebrating

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Teachers look to Teachers’ Choice Award winners for resources they can trust.

Will yours earn the seal this year?

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Sandy Rabidue from Tools to Teach in Gaylord, Michigan “Mad Mattr (1) from Relevant Play is a favorite. We feature it in a display and everyone has to touch it. It sells very well.

“Sales of Home Sweet Classroom décor (2) from Teacher Created Resources have extended far beyond just back-to-school. It’s still our top seller! It has a very different feel from other décor. It’s more outdoorsy; less brightly colored with no stripes or polka dots. You don’t get as tired of it so it can be displayed longer in the classroom.

Teachers decorate their classrooms for themselves, really, and Home Sweet Classroom makes them feel more, well, ‘at home.’

“Wipe-Off Books (3) from TREND are great for all kinds of activities. Parents, teachers and homeschoolers really love them. They’re super basic and have been around forever.

“The Pencil Sharpener (4) from Classroom Friendly Supplies is a real winner. It’s a very quiet manual sharpener that stops when the pencil is perfectly sharpened, even if kids keep turning the handle. We have a hard time demonstrating it because we have no more unsharpened pencils in the store!”

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Cindy Shaffer from The Wise Owl in Canton, Ohio “Sensory stuff remains hot, and Kinetic Sand (5) from Spinmaster is a top seller. It molds easily and comes in a lot of different colors.

“We’ve watched as kids up to ages 9 and 10 have bought the Magic Pen Books (6) from Lee Publications.

Essentially, it’s painting with water. They like that the result doesn’t look like scribbles.”

Richard Burt from The Tardy Bell in Texarkana, Texas “Calm & Cool décor (7) from Creative Teaching Press correlates with fashion trends. The colors are pastel and the shapes are simple, which teachers like because they’re looking for something calm. Because the colors are less crazy, students can focus on other things, too, not so much on their surroundings.

“Kids love Magna-Tiles Freestyle (8) and MagnaQubix (9) building sets from Valtech. Families buy them because their kids play with them at the local preschools. In our store, a set of the magnetized building tiles is open on a table and kids stand in line to play with them. That gets other kids interested.

“We saw Simply Sassy (10) by Eureka at WeConnect.

It’s very retro-looking. Millennials are gonna love it!”

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RETHINKING An oft-quoted Oxford University whitepaper from 2013 predicts that 47 percent of jobs could be lost to technology over the next 20 years. Pretty scary. But luckily for humans, machines can’t do everything as well as we can. Machines are not good communicators or collaborators, for instance; and humans are better critical thinkers, innovators and problem solvers. But an issue still remains says Danny Iny, author of Leveraged Learning: How the Disruption of Education Helps Lifelong Learners and Experts with Something to Teach.

Colleges aren’t teaching those skills to their students.

“If higher education exists to train tomorrow’s workforce, it’s failing woefully,” says Iny, CEO of the online business education company Mirasee. “Colleges are good at imparting raw knowledge, but they’re not helping students master the skills employers are looking for in new hires. Nor are they instilling desirable traits like work ethic and resilience.”

New York University researchers Richard Arum and Josipa Roksa found that 45 percent of students showed “exceedingly small or empirically nonexistent” gains in critical thinking, complex reasoning, and written communication during their first two years of college, and 36 percent showed no improvement over the entire four years of their education.

“They might graduate, but they are failing to develop the higher-order cognitive skills that are widely assumed college students should master,” they concluded.

So, if our workforce is to be disrupted, so must our education system, believes Iny. Once the education bubble

bursts, our current post-high-school path will change dramatically. He predicts it will be replaced by a lifelong path that begins with one or two years of foundational and niche-focused “last mile” education – either taken separately or bundled together – with four more years of continuing education spread over the rest of our careers.

“Top universities will likely play a role in this future education system, though they may consolidate,” predicts Iny. “Staffing firms may join them.”

So what do we need to do to prepare for the changing realities of the workforce and the education system that supports it? Iny offers this advice.

For educators Stay as active and involved in your field of expertise as possible. As a teacher and expert, your imperative is to stay current in your field, empower your students, and be well rewarded in the process. Read the news and the journals, follow the thought leaders, and do the occasional project or two. Without ongoing exposure, it’s just a matter of time until you get left behind.

Don’t stop at knowledge. Layer insight and fortitude into your curriculum, and teach your students how to get where they need to go with the 4 Cs identified by the Partnership for 21st Century Skills: critical thinking, communication, collaboration, and creativity. It can be a tightrope act to strike the balance between giving students everything they need, but not so much

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that they need not ask questions or reach their own conclusions.

Find or create an environment that gives you freedom to innovate, whether that means teaching elsewhere or putting out your own shingle as an educator entrepreneur.

For business professionals Take a hard look at what really leads to success and performance, and recognize that university degrees aren’t the key. Revise your job postings to reflect the stuff that actually matters. You won’t be the first, or the only one. Laszlo Bock, former head of people operations at Google, went on record saying that grades in degree programs are “worthless as criteria for hiring.” Currently, as many as 14 percent of employees on some Google teams never attended college.

Make sure your training is structured to help employees learn in the most effective way possible. Learning has three steps, says Iny. There’s the consumption of ideas, the application of them (“getting your hands dirty”), and there’s feedback on what’s working and what’s not.

Most companies have traditionally focused on consumption in their training and will need to shift more toward

application and feedback. This is where insight is developed. Also, it’s important that your learning is designed to support the fortitude necessary to help employees work through challenges and get to where they want to go.

Explore how you can leverage existing expert talent within your organization to cultivate other employees. These days it’s crucial to create and nurture a culture of constant learning and growth inside your company. It’s the only way you’ll be able to keep up with the technological, economic, and consumer behavior changes that continuously disrupt industries. The good news is there may be people already on staff who can share their expertise with others. Just make sure you have a good training framework in place that makes it easy for them to transfer their skills and best practices.

“The human mind and spirit can do amazing things when they’re properly educated and set free in a workplace that values ongoing learning and growth,” notes Iny. “No machine can replicate our ability to connect and create. But we all need to rethink how we’re educating the minds of tomorrow, so that we can contribute to and create a workforce that lives up to its potential.”

Three “new economy” skills to master before graduating from college. (excerpted from Leveraged Learning) Critical Thinking It’s no surprise that 93 percent of employers value thinking critically over an undergraduate degree. We don’t make the best decisions we can with the information we have. We make the best decisions we can with the inferences that we draw from the information we have. This is the stuff of critical thinking, defined by the Foundation for Critical Thinking as “that mode of thinking – about any subject, content, or problem – in which the thinker improves the quality of his or her thinking by skillfully analyzing, assessing, and reconstructing it.”

To master it, be selective when you choose college courses and instructors. Opt for smaller class sizes, discussion-based curriculum, and courses where you get to engage with the instructor (not teacher assistants) as much as possible. Choose courses that require engagement (far beyond attendance and turning in assignments) and test based on extended response versus single answer. Finally, make a habit of utilizing office hours with the instructor by asking thoughtful questions and discussing topics that foster conversation.

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Creativity Businesses want creative thinkers because it opens doors and fuels innovation. Zig Zag, a book by psychologist R. Keith Sawyer, describes creativity as a process that starts with a small idea that cannot change the world on its own. In creative life, he says, you have small ideas every week, day, and even every hour. The essence of the creative process involves bringing those ideas together over time. If you can harness that creativity, you will be valuable to the businesses of the future.

“Remember: even the most creative people can’t generate great ideas on command,” says Iny. “The ‘Aha!’ moment requires the right stage be set, and that enough time be dedicated to the incubation of the eventual insight.

Incubation is the time that creates the shell and context in which creativity can be cultivated.”

Master it by consistently planning, preparing, and working creatively on various projects. Set aside intentional time to incubate ideas.

“The key here is to prepare well with research so you understand what the problem is,” says Iny. “Then, it’s crucial for you not to dive into final solutions too quickly. Sit with the problem for a while until you reach the insight you need.

Incubation can occur in a wide variety of ways, like scheduled fun or downtime, sports and exercise, or relaxing walks.”

Fortitude Merriam Webster defines it as the strength of mind that enables a person to encounter danger or bear pain or adversity with courage. It may sound dramatic, but pain and adversity come in many forms in the workplace. When faced with these roadblocks, some people quit. Others continue striving.

This ability to keep going is valuable to employers who want workers who can think and problem-solve without giving up or asking a supervisor for help at every turn.

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Ramblin’ Man At EDspaces in November, Kevin Casey of Essential Learning Products received EDmarket’s highest honor – the David McCurrach Distinguished Service Award. Kevin has been an ardent supporter of the association for nearly 40 years, serving on the Board of Directors, Executive Committee, Instructional Materials Group, Suppliers Council, and other EDmarket leadership roles.

More recently, as the result of a merger between Primary Concepts and Essential Learning Products this January, Kevin was appointed president and COO of the combined company.

He will continue to live in Nashville.

Working in the educational products industry was an accident, he explains. During college, he worked part-time at the first chain of teacher stores in the U.S., Macmillan Teacher’s Centers in Mobile, Alabama. A move to New Orleans brought him to Creative Education Supply House where he took a job in sales and marketing. In 1978, he was asked to join the first national sales force of TREND Enterprises.

In subsequent years, he held sales and marketing positions at Incentive Publications and Educational Insights. He joined Essential Learning Products in 2009 as general manager.

For more information about the merger, see page 40. Find out more about Kevin here – the results of a Christmastime interview.

Ed Dealer: What gets you fired up?

On my professional side, it is the opportunity to problem solve. Whether it is molding a great idea into a new product, developing a new brand/strategy, or evolving with the changing marketplace, being immersed in that creative process supercharges my batteries.

Sometimes it’s frustrating when there is no spark or inspiration; when I’m just stuck in the same old, same old.

When that new product/idea/strategy finally comes into view in my mind’s eye, the engines rev up. Hours and days turn into minutes as the concept turns into something concrete. Then, presenting that result to business associates, customers, and friends – and getting their shared enthusiasm – is just the best.

When that whole process involves a team, it is very exciting. Right now, I am about to take on a challenge as Primary Concepts and Essential Learning Products merge.

It’s a big puzzle to take apart and put back together into something better. Lots of fired-up fun on the horizon. We’ll see what that looks like in a few years!

On the personal side, living in Nashville, there is nothing that fires me up more than hitting some small venue and watching/listening to some master musicians completely tear it up on stage. I love sharing that moment in time with them. I get home and can’t sleep, it is so exhilarating to me.

What is one thing people would be surprised to know about you?

I am a bit of an introvert. I spend a lot of time by myself.

Is there an EDmarket event or activity in which you are particularly proud to have played a part?

Being a recipient of the Dave McCurrach Award would certainly have to be at the top of the list! After some 40 years in the education business and being involved in the EDmarket Association, it was quite an honor to be recognized in this way (and totally unexpected). I was quite touched by the whole event and the kind words extended from industry peers.

What is your favorite memory from an EDmarket show?

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Kevin, right, said he was surprised to receive the prestigious David McCurrach award at EDspaces, presented by EDmarket President & CEO Jim McGarry, and Board Chair Tom Brennan.

memories involve all the wonderful people in our industry, many of whom have become lifelong friends.

At one time, the association was brimming with dealer and supplier members all in their 30s to 40s, and we were all friends. There was a group called Til40. The purpose was to groom young executives to become the future leaders of the industry. While there was some education track to the group, it was the annual Til40 Party at the Fall Show that all looked forward to.

Mid-’80s Nashville at the Opryland Hotel, I was social chairman of Til40 (in charge of the party!). The room was

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packed, live music, open bar, everyone was dancing and no one wanted it to end.

A collection was taken to pay the band to play longer. Jim Connelly’s mom, Luella, was in the top chair of the association that year. Jim and the CTP team sprang into action and visited the Presidential Suite and were able to “borrow” a complete resupply for the Til40 bar. I am not sure how long that party went on but it had to have been the longest and best party in association history.

What’s on your bookshelf?

I am playing around with sous vide cooking these days, so my copy of Sous Vide for Everybody from the “America’s Test Kitchen” folks is a daily event when I’m home. I am re-reading, for about the third or fourth time, Michio Kaku’s Hyperspace. He has a knack for explaining complex theory in simple terms. This title is a dive into string

theory, black holes and 12th-dimension thinking. I have no real quantum physics mojo, but I find it wonderful exercise for the brain to dive into abstract logic like that. I find it opens new doors into everyday thinking and problem solving – that’s why I go back to it from time to time, and especially when I have new challenges on the horizon where I may need to “think different.”

What is one thing you wish you knew when you were younger?

That the only obstacle in doing the things you want to do in life is yourself.

What kind of car do you drive?

I ditched my Mustang GT Convertible about a year ago and replaced it with a Ford Explorer Sport model. Far more practical but I do miss the “growl” of that GT engine and running through those gears.

What songs have you completely memorized?

Music is deeply engaged in my DNA. I am constantly listening to music.

My complete collection goes everywhere with me on my iPod Touch. I can literally play back hundreds of them in my head because I’ve listened to them so many times.

What could you give a 40-minute presentation on with absolutely no preparation?

From a professional viewpoint, any of my products, of course. I could talk for days about why I love this industry.

From the personal side of things if it’s about music, food, cooking, game on.

There are two types of people in this world. What are the two types?

I’ll pass on that one.

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Getting Down to the Nuts and Bolts

by Tina Manzer

T

The actual components of educational spaces – even the floors, ceilings, and walls – play a more important role in learning success today than they ever did in the past. “No longer is school furniture an afterthought bid going to the lowest-cost provider,” explains Adrienne Dayton, vice president of communications and education at the Education Market Association. Instead, each physical detail of 21st-century school buildings is carefully selected by an entire team, including school administrators, facilities managers, curriculum specialists, and technology planners. “They all collaborate to plan the pedagogical intent of the design, understand the technologies that will be used, and specify all the products that will support the school’s goals,” Dayton said, in a recap of last November’s EDspaces Conference and Expo.

Navigating through these new

waters to deliver what stakeholders need and want, whether it’s stylish wall

tiles that improve sound or a mobile work station for 3-D printers, is the biggest challenge facing dealers and manufacturers of school furniture and equipment, she says.

And that’s where EDspaces comes

in. The annual conference hosted

by EDmarket brings stakeholders, dealers and manufacturers together to experience the latest ideas and products for creative learning environments. In attendance at the 2018 event, November 7 through 9 in Tampa, were 567 dealers from 190 companies, 205 architects and planners from 130 firms, and 39 consultants and associates from 29 different organizations.

From top – Moving Minds’ Kidsfit Kinesthetic Pedal Stool, xTreme lockers from Action Storage, sharing information on the exhibit floor

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Thanks to the conference’s scholarship program, now in its eighth year, travel grants were awarded to more than 100 purchasing decision makers from schools, districts and colleges.

“The scholarships delivered buyers with nearly $13 billion in current construction projects to the exhibit floor, ensuring exhibitor face time with schools and colleges in need of high-quality furniture and equipment,” Dayton notes.

All told, 443 school and college personnel from 238 institutions attended EDspaces.

With 189 exhibitors in 617 10- by 10-foot booth spaces (an increase of 11 percent over the 2017 event) the exhibit floor was the largest to date.

What did attendees see?

A lot, including new ideas from 38 companies exhibiting at EDspaces for the first time. Among the innovations they presented were eXtreme lockers

from Action Storage, a company that suggests installing lockers outside instead of taking up valuable space inside schools.

Another new exhibitor, Freenotes Harmony Park, makes giant, sculptural, outdoor musical instruments. Since it began its Global Musical Park movement, music parks have sprung up all over the world. Freenotes Harmony Park installations exist on five continents and every state in the U.S.

Moving Minds’ exhibit featured the company’s Kidsfit Kinesthetic classroom furniture, including Pedal Stools, and Strider and Step Desks, which keep students moving throughout their school day. Exhibitor Nook Pod presented Nook, a mobile, modular, huddle pod originally designed to help introverts and those on the autistic spectrum in the workplace. Its number of uses quickly grew due to its ability to add efficiency and flexibility to spaces, and to create greater engagement between people.

No specific awards were presented at EDspaces to recognize product

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innovation, but the classrooms in which professional development sessions took place really excited attendees, Dayton says. “Edmarket conducts a contest among architects, designers and dealers to design and outfit six educational session locations. The results were creative and inspiring.

They really showed how the integration of space, technology and pedagogy are driving school design.”

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What did they talk about?

Topics ranged from “Trends in School Purchasing” and “Reimagining the Role of the Distributor” to “Hands Off My Play-Doh! Space, Furniture and Early Childhood Design.”

“The educational facility tours continue to be popular among architects and school personnel alike,” Adrienne says. “This year, we expanded it to include a medical college, two independent schools, two universities, a Junior Achievement college prep program, and a Jewish Community Center.”

The best attended sessions included the two keynotes.

The first, “A New Architecture for 21st Century Learners,” was presented by Michael Horn, chief strategy officer at Entangled Group, an education technology studio in San Francisco. He talked about the need to rethink the fundamental architecture of schools so that new spaces for different kinds of learning can be created.

Horn is the author and coauthor of many books and papers on education, including the award-winning title Disrupting Class: How Disruptive Innovation Will Change the Way the World Learns.

The second keynote, “Creating the Schools We Need,” was presented by Diana Laufenberg, executive director of Inquiry Schools; and Chris Lehmann, CEO of the Science Leadership Academy. They discussed the principles that enable networked learning, and ways to use technology, learner-centric classrooms, and teachers as mentors to prepare students to be functional citizens within a modern society.

Together, Laufenberg and Lehman (continued on page 42)

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FEEDBACK Readers respond to our announcement of the death of Tom Williams, one of the founders of Fahy-Williams Publishing.

Hi Kevin,

I just read the latest edition of Educational Dealer magazine, and I was sorry to hear of Tom’s passing. At the same time, just hearing his name and reading your article brought a smile to my face. I also have fond memories of Tom for the brief time that I knew him. While it’s been many years since we worked together at Beckley-Cardy, I can still remember his smiling face and the energy he brought to the room. He was definitely one of the “nice guys” in our industry. You were truly blessed to have Tom as a friend and colleague.

It’s amazing how the time has passed so quickly. It has been almost 50 years since I began my career in the school products industry, starting as a buyer trainee at BeckleyCardy in 1969. I can still remember my first NSSEA convention at the Palmer House, and how scared I was to walk into those private vendor guest exhibit rooms, fearful that I may not be welcome, or that I may say the wrong thing and be asked to leave.

I’m not sure when we first met, but I do remember that it was while you were at Instructor, and we were both part of Harcourt Brace Jovanovich. Perhaps it was after they moved B-C to Cleveland. Those were not good times working for Harcourt. I believe it was shortly after you left and purchased the magazine that Ed Jackson and I started American Academic Suppliers in 1984. After we sold the company to School Specialty in 1998, I stayed with them as VP of marketing & merchandising until 2002.

My plan was to start a small flag distributorship, which I did (I actually have a few school product dealers who I sell wholesale to), but at the same time I formed an educational consulting company with Doug Moskonas, the former

president of SSI. Somehow, a few years later, this led to me becoming a sales rep for one of our clients, which is what I am still doing today. I currently work with Martin Yale, an office products manufacturer who sells paper finishing products. This includes laminators, paper trimmers, punches, folders, letter openers, etc. I call on a handful of customers in our industry, including School Specialty, School Outfitters, Educators Resource, Demco, and a few others.

So at the end of 2019, I will retire after 50 years working in the industry where I have spent my entire career.

I used to marvel at guys like John Siebert, Dick Akins, Rib Hall, and others who spent their entire career in this wonderful industry. We used to call them “old timers.” Now you and I are in that category, too. Pretty amazing.

I really enjoy reading your articles, and hope to do so for years to come, so keep up the good work Kevin!

Joe Renzy Educational Marketing & Management Services

Your October/November issue just arrived and I was reading your article about the passing of Tom Williams. I had not heard this and he will indeed be missed.

I met Tom at one of the earliest NSSEA conventions I attended and he just seemed to have a way of making people (many like me, an industry newbie) comfortable. He pointed me in the direction of people in the industry he trusted, and helped make my transition into the business more enjoyable.

His stories over a cup of coffee or a glass of beer always left me laughing.

As I approach my own retirement I wish I would have met more people like him – able to laugh at himself – laugh

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FEEDBACK

at others – and realize that business and life are supposed to be fun.

Bye Tom, and thanks for the memories.

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Hi Kevin –

I was saddened to hear about Tom. Losing a longtime good friend is difficult.

I have recently had the same experience.

Often want to pick up the phone and call her. Especially when I knew what her response would be. Supportive!

I didn’t know Tom had seven siblings! No wonder he was able to manage The School Suppliers Catalog Group so well. I laughingly called Tom the “bad cop.” Among the seven dealers there were strong personalities.

Tom had to listen and respond to all.

He was good.

I look back and realized how this group got together and worked together was close to a miracle. And I know what a vital role you and Tom played as part of it. It’s late but I do thank you and Tom for all you did.

RIP Tom. Ancy Firnberg, Founder School Aids Baton Rouge, Louisiana

Kevin –

Hope this finds you well. Just put down the current issue of Ed Dealer and am reflecting back on what I guess we call the “good ol’ days.”

Very nice remembrance on Tom; really captured the essence of the man and his wit. You guys made a big impact on a sleepy old industry and got to ride it on the way up. Can’t believe Tom sold out 17 years ago. Time surely does fly by.

I remember stories from Luella and Sue Lewis, and probably a few more that may not be fit to print, but were certainly memorable and fun.

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FEEDBACK

The industry doesn’t seem to be as much fun anymore but I still like coming to work and am crummy at golf.

Take care and thanks for the chuckles, Jim Connelly President & CEO Education Works Inc.

Hello All –

I saw the notice of Tom Williams’ passing in the Ed Dealer magazine, so here is my favorite Tom Williams story.

I was a brand new sales rep for Instructional Fair. I had worked as a trade book rep for a year or so previously, so not a total newbie. We were at a trade show in New Orleans (probably NSSEA, I don’t think EDSA was around yet). We were having dinner at Bon Ton’s. Vernon Bryan and Peter Li were there, too. I think maybe Ann

Watson also?

Anyway, it was a lively boozy evening and the next thing you know Tom is missing from his seat. Then, the ladies start popping up from their seats, ooh! ahh! Tom had slipped under the table and was kissing the ladies’ knees! This makes me laugh so hard even now that I can hardly type! I thought, “Wow! These Educational Dealer folks are really something wild!”

Maybe that explains why I spent my career in this fun, wacky industry.

In today’s overly PC society, this would be beyond taboo (well, maybe not in New Orleans …). But this morning I’m taking time to remember that silly evening with a big smile on my face. I think of Vernon and Peter Li often and how grateful I am that they gave a chance to a young gal

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with pretty limited sales experience.

I miss the spring shows and seeing all my industry friends, but hope that I see some of the Ed Dealer team at WeConnect.

Happy Friday and Cheers to Tom! Sharon Winningham Vice President, Sales School Zone Publishing

Kevin –

I have just read your article about the loss of Tom Williams. My name is Bill Bolebruch and I was the regional manager who hired Tom for Beckley Cardy to cover Upstate New York. To say the news is shocking would be an understatement. I can never forget the years we worked together, as he was a part of the Beckley Cardy Northeast team and family. (continued on page 41)

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Kids pre-K through grade 2 can rock out and sing along to the songs on Get Up & Dance, new from Greg & Steve. Songs like “The Busy Bone Dance,” “The Happy Dance,” and “Dancing in the Rain” build skills in music & movement, listen & respond, language, and social-emotional. Supports reading and special needs classes.

800-548-4063 dealerorders@gregandsteve.com

28 EducationalDealerMagazine.com — January/February 2019

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Did you know? The Wikki Stix STEM Pak includes a four-page booklet with step-by-step instructions for making the DNA Double Helix out of Wikki Stix. It’s the easiest way to do that by far.

800-869-4554 info@wikkistix.com

Accessorize and personalize your favorite pencils with Musgrave Pencil Company’s DLTEASTER pencil toppers. They are a great way to bring the spring spirit to the classroom. sales@pencils.net, pencils.net

Introducing Fidget Folders from Eureka – paper-based rewards that forever fold for fidgety fun!

Quiet endless folding reveals four different scenes. Great for all ages with 10 different SKUs to choose from, licensed and non. 16 per box.

Call your sales rep for details or samples.

Mastering Multiplication, one of six FAN-tastic Tips fan decks from Creative Teaching Press, puts essential information at your fingertips. It includes vocabulary key words and terms, tips for mastering multiplication facts, multiplication properties, traditional and nontraditional strategies for multi-digit multiplication and more. Perfect for beginning teachers, student reference and parents providing at-home support.

800-287-8879, creativeteaching.com

Crayola’s Design-A- Game provides a projectbased learning approach to deepen students’ knowledge of curriculum and leadership. By working in teams of four, students develop unique game objectives and rules that increase student engagement and promote collaboration skills.

Aligned to curricular standards, it includes a 72-page Teacher’s Resource book with method, planning guides and ideas to get started.

800-443-7771

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New True The 100+ Growth Mindset Comments series from Newmark Learning includes three grade-specific books that provide just the right words at the right time to develop a growth mindset in every child. For Grades K-2, 3-4, and 5-6. To view videos on growth mindset from author Dr. Rosanne Kurstedt visit http://bit.ly/2PzlEJg 877-279-8388, newmarkneworders@newmarklearning.com or contact your sales rep

Sensory Playtivity Discs from Essential Learning Products provide captivating and soothing tactile and visual sensory experiences for early learners, students with special needs, and fidgety students.

The 5-inch-diameter discs are made for touching, squeezing, exploring and observing! Five different kinds are available in February: Scaly, Squishy, Squeezy, Fuzzy and Hidden.

Sold as a set of all five sensory experiences or in three-packs of one experience.

800-357-3570 essentialdealer.com

The Stress Less Teacher Planner from Scholastic keeps teachers organized and offers useful tips to promote mindfulness and prevent burnout. This sturdy planner is thoughtfully designed with everything a busy teacher needs, plus stress-relieving activities and inspirational quotes to stay engaged and inspired throughout the year.

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

Encourage inquiry, innovation, development and design with the STEAM Bulletin Board Set from Teacher Created Resources. The colorful and informative posters highlight each academic discipline that combine to make up the STEAM curriculum. Each STEAM letter is about 5-3/4 inches tall. Includes six posters, each measuring 12 by 18 inches, 14 geared accent pieces, and teacher’s guide.

Arcards from PBS Publishing use augmented reality to make learning more fun. By downloading the free app, the flashcards come to life and enhance learning. The images on the flashcards are augmented with video and audio clips that will keep children engaged while learning letter recognition. pbs-publishing.com

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Cool Hot innovations in the furniture and equipment category

EnduroMat rest mats from Peerless Plastics are made with a thick, rugged vinyl reinforced with a tearproof polyester backing. The binding is high-strength nylon so the edges won’t crack or fray. Choose from 1 or 2-inches thick. To clean, wipe with warm soapy water or purchase our washable sheets. Tri-fold design folds down to 12 by 24 inches from 24 by 48 inches. Made in the USA. 800-458-9595, peerlessplastics.com

Turtle Seats from Children’s Factory help energetic students gently release energy without disturbing others. Sculpted sides allow for movement and natural fidgeting while the flat bottom keeps it stable. Textured handles provide tactile stimuli. The seats are made of solid foam and covered in wipe-clean, ecofriendly polyurethane material. They’re lightweight and easy to move. Available in 12-inch and 16inch heights. childrensfactory.com

Make learning fun and focused with TimeCube timers from Datexx. Just turn it to the pre-set time needed, then turn it back when time is up. It’s that simple. Just turn and learn! sales@datexx.com, datexx.com

The Kore Office PLUS Everyday Adjustable Chair adjusts from 18.5 to 26.75 inches – great as a task chair for office or home. The gently rounded base allows you to move and flex while you sit to increase comfort and productivity, and to exercise core muscles. Black leather-like or fabric seat, limited lifetime warranty.

516-662-0108, info@korestool.com

Beautiful and functional, HEX 3-D Acoustical Tiles by Stille Acoustics add dimension and depth to learning spaces. With an NRC of .90, they can dramatically impact noise and echoes in halls, libraries and classrooms. Each individual hex-shaped panel aligns tightly to the next to form the overall shape.

They are available with a resilient acoustical felt finish and in a range of 18 colors.

817-893-8852, stilleacoustics.com, info@stilleacoustics.com

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Cool Hot The Jonti-Craft Take Home Center is an eightsection locker that makes it easy to organize take-home items in any space! Each section features a clear paper tray for storing messages, homework, and smaller items.

Two double hooks provide the perfect place to hang book bags, jackets, and more. jonti-craft.com 800-543-4149

The Unicorn from Rich Tech is a dynamic and innovative teaching solution that helps children learn through play. Its interactive technology provides more than 100 games and activities that help kids develop social and cognitive skills. It’s easy to use, and quickly mobilizes the interest of children to learn through movement while providing fun and laughter.

866-204-2158, unicornlearning.net, sales@unicornlearning.net

Saturn’s Stack-Rack from A.W.T. World Trade is a modular drying and storage rack system designed to expand with your needs. It has hundreds of uses for drying, storing, and transporting rigid or semi-rigid objects in the classroom, workshop, studio, home, or office. They can stand alone on a flat surface or be mounted on a door or wall. dryingandstorageracks.com/ saturn-stack-racks.php sales@dryingandstorageracks.com

Kore Kids Adjustable Wobble Chairs hold up to 280 pounds and come in multiple colors. The anti-tip ring on the base prevents falls. They are manufactured with a patent pending, FDA-approved antimicrobial that helps reduce common bacteria. Students can’t wipe or scrape it off. Sitting height adjusts from 15.5 to 21.5 inches to grow with the child. Made in USA, limited lifetime warranty.

516-662-0108, info@korestool.com

The Nimbus Spandex Bean Bag Chair by Jaxx helps kids feel calm and relaxed while reading, watching movies, and engaging in class discussions. The beads move inside the spandex outer cover to conform to the body for comfort and plenty of back support. Available in three sizes and a variety of colors. jaxxbeanbags.com 770-246-6416

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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 Any sports facility can have a rigid, safe and easy-to-operate basketball system with Y-Frame Ceiling Mount Structures from IPI by Bison. Their fabricated steel components carry an industry-leading limited lifetime warranty. With periodic inspection and maintenance, the suspended basketball system could last longer than the gym!

Eight styles to choose from.

800-637-7968, sales@ipibybison.com

The Kore Office PLUS Sit-Stand Desk Adjustable Chair is the ultimate teacher’s seating choice! It adjusts from 21.5 to 32 inches for desk, standing table, or perching.

The gently rounded base allows you to move and flex while you sit to increase comfort and productivity, and to exercise core muscles. Black leather-like or fabric seat, limited lifetime warranty.

516-662-0108, info@korestool.com

Kore Kids Wobble Chairs hold up to 275 pounds. The anti-tip ring on the base prevents falls. They are manufactured with a patent pending, FDA-approved antimicrobial to reduce common bacteria. Students can’t wipe or scrape it off.

Available in five sizes from 10 inches to 18.7 inches high, and in multiple colors. Made in the USA, limited lifetime warranty.

516-662-0108 info@korestool.com

The Time Timer PLUS 120 Minute includes all the features that make our visual timers the first choice of teachers, students, and parents.

Time management is not one-size-fits-all. The right tools – like a visual timer of longer duration – can make all the difference for students, teams and family. Use it to practice for an upcoming test, complete a group project, or managing a long meeting.

877-771-8463, support@timetimer.com timetimer.com

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EYE ON EDUCATION

For the 12th consecutive year, the Empire State Building lit up in yellow and blue for afterschool. Lights also shone at the Pennsylvania Capitol, Florida’s OrlandoEye, the Indianapolis Power & Light building, buildings along the Dallas skyline, and the M&T Bank Stadium in Baltimore.

Earlier in October, the waterfalls of Sioux Falls lit up to kick off South Dakota’s celebration.

Other highlights from the poll include the following.

• Support for afterschool programs is highest in the West (70 percent), followed by the Northeast (68 percent), South (65 percent), and the Midwest (64 percent).

Communities Spotlight Afterschool Programs

Results of a national poll released in October revealed that a vast majority of the public – across gender, race, age, regional and party lines – consider afterschool programs important to their communities. Seven in 10 adults oppose eliminating federal funds for afterschool programs, as President Trump has twice proposed to do, and 52 percent are strongly opposed.

Two in three adults say they want their federal, state and local leaders to provide funding for afterschool and summer programs, even if it would mean they would pay more taxes.

The poll was designed by the bipartisan team of Lake Research Partners and the Tarrance Group and administered

by Ipsos through an online omnibus survey from September 7-9, 2018. It reached 1,001 adults nationwide. The results were released in conjunction with Lights On Afterschool – the national rally for afterschool programs held on October 25, when 1 million people advocated for afterschool at 8,300 events across the country.

Breath, Sleep and ADHD

A Canadian dentist who has trained extensively in orthodontics says that children who breathe through their mouth may be easily misdiagnosed with ADHD. Dr. Ami Barakat, author of Perfecting Smiles, Changing Lives points out that more than half of the people diagnosed with ADHD are mouth breathers. “It’s too significant a statistic to be coincidence.”

In the United States, anxiety disorders such as ADHD are common and affect 40 million adults, according to the Anxiety and Depression Association

• By a strong majority, Americans say that there should be opportunities outside of the school day for schoolage children to explore topics that interest them, try out new things, and gain skills like communication and teamwork.

• Sixty-seven percent of parents, 60 percent of women and 58 percent of men say they are more likely to vote for an elected official supporting public funding for afterschool and summer learning programs.

Another poll, the Afterschool Alliance’s “America After 3PM” household survey of more than 30,000 families, found that participation in afterschool programs has increased to 10.2 million students nationwide, up from 6.5 million in 2004. The unmet demand for afterschool programs has increased as well. Today, for every child in an afterschool program, there are two more whose parents say they would participate if a program were available. Unmet demand is especially high in rural communities and communities of concentrated poverty. One in five students in the country is unsupervised after the school day ends.

of America. Meanwhile, ADHD is the most prevalent psychiatric disorder in children in Canada, according to the Centre for ADHD Awareness in Markham, Ontario. Conservative estimates suggest that 5 percent of Canadian children are affected.

The number of diagnoses has risen dramatically over the decades, along with the number of children being medicated.

Mouth breathing, often caused by an obstruction in the nasal airway, can result in a lack of oxygen saturation in the brain, Barakat says. Mouth breathers are more likely to have cerebral hypoxia or a reduced supply of oxygen to the brain. Mouth breathing children also

get a lower quality of sleep, which affects their mood, their ability to focus, and their behavior at school. Those symptoms, and the ones associated with ADHD, can be easily confused.

Mouth breathing also causes snoring, teeth grinding, nightmares and bedwetting.

“Not all diagnosed cases of ADHD can be ‘cured’ by solving mouth-breathing issues,” Dr. Barakat says, “but parents of children who are mouth breathers and have been diagnosed with ADHD should get a second opinion from a dentist or orthodontist. It may help to prevent taking powerful drugs such as Ritalin or Adderall for the rest of their lives.”

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President Trump Unveils New STEM Initiative

On December 3, the White House presented a five-year strategic plan for science, technology, engineering and math education that “represents an urgent call to action for a nationwide collaboration with learners, families, educators, communities, and employers,” according to U.S. News and World Report.

It was developed by the National Science and Technology Council Committee on STEM Education and the White House Office of Science and Technology Policy.

The plan has three goals to guide future federal investment.

1. For every American to master basic STEM concepts (computational thinking, for example) in order to respond to technological change; 2. to increase access to STEM among historically underserved students; and 3. to encourage students to pursue STEM careers.

Twenty-four percent of boys want a STEM career, down from 36 percent last year, indicating a more general trend of declining interest in STEM, according to a recent report.

Meanwhile, the results of a Junior Achievement USA

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and Ernst & Young survey this summer of 13-to-17-yearold students revealed that boys’ interest in a STEM career has declined in one year (24 percent now versus 36 percent last year), while girls’ interest remained unchanged at 11 percent.

As to why interest is dropping or flat, Ed Grocholski,

senior vice president of brand at Junior Achievement and manager of the project, points to a January Pew Research Center survey. According to 52 percent of U.S. adults who participated, young people don’t pursue STEM college degrees because they believe those fields are “too hard.”

“It’s definitely disconcerting to see declining interest in STEM,” Grocholski told U.S. News. “Teens look for a career they’re good at, and they may not think they’re good at math and science.”

A desire for a career in the arts also dropped – from 18 percent to 13 percent.

Meanwhile, interest in medical and dental careers increased from 15 to 19 percent, with girls “far more likely to choose this path” than boys, says the survey.

Your one source solution for early childhood equipment.

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BUSINESS NOTES Shoppers Miss the Point in 2018

Small Business Saturday, the yearly event that encourages people to shop for holiday gifts at small, local businesses, appears to be on a downward slide.

Marketing guru Pam Danziger reports that only about 104 million Americans participated in this year’s event on November 24, down from 108 million in 2017 and 112 million in 2016.

Rather than flock to Main Street and downtowns, shoppers were much more likely to go online or to national retailers to take advantage of deals. There were more deals in 2018 than in the past, she said, citing Numerator, a market intelligence firm that analyzed 10,500 promotions across 17 major retailers.

“Retailers are pulling out all the stops

to offer better discounts on popular gift items this year, with jewelry, pictures and frames, stationery and women’s apparel offered at more significant discounts than last year,” says Danziger.

The retail industry was bullish about the holidays, but online ecommerce – not brick-and-mortar retail – drove sales growth, she points out. Cyber Monday 2018 became the largest online shopping day in U.S. history with $7.9 billion in sales, an increase of 19.3 percent yearover-year, according to Adobe Analytics.

Black Friday online sales broke records too, growing 23.6 percent over the previous year to reach $6.2 billion.

“It outpaced earlier predictions by 5 percent,” Danziger noted.

On Small Business Saturday, online year-over-year growth was even higher – 25.5 percent, or $3.02 billion in sales.

RetailNext forecasted a 15-percent increase in year-over-year sales through digital channels, while predicting, “brickand-mortar store performance will likely fall short of posting YoY gains.”

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Specialty independent retailers were disappointed not just on Small Business Saturday, but on the entire weekend, reports Danziger. Based on data compiled by RetailNext, shopper traffic to stores was down 6.6 percent for the four-day holiday weekend compared to one year ago. Also, mall-based stores did a better job than standalone stores for attracting customers.

In order to compete, she says, independent retailers need to practice consumer psychology and make shopping in their stores a delight. In a study called the “Happiness Halo,” Lippincott provides scientifically informed and tested ideas to make shoppers happy. “While omnichannel national and ecommerce retailers like Amazon focus primarily on driving the actual purchase interaction, happiness research finds that retailers need to activate people’s emotions both before and after the purchase experience, not just during the interaction,” notes Danziger.

“The happiness halo defines the way to make retail personal by using psychology, not just retail and selling tactics, to attract, engage and leave people more than satisified, and happy,” she adds. Here’s how.

Tease, tempt and treat customers in anticipation of shopping

Most consumers get more pleasure during the “anticipation” phase of a purchase than during the “acquisition” phase, says the study. Traditionally, compelling street-side window displays are an effective tease for shoppers, but with today’s shoppers planning their excursions on their mobile devices and computers, you have to pay more attention to your online display. Make sure it’s personally engaging and relevant to what shoppers expect to get in store.

Instead of “product as hero” shots on your “About Us” page, for instance, feature pictures of people in your store engaged in shopping, advises Danziger.

Immerse, direct and elevate the in-store interaction.

During this phase, shoppers are happier when they are directed and guided, rather than left to their own devices. “Immersive customer experiences engage customers through all the touch points in the store to help shoppers achieve a greater level of happiness through a guided process,” says Danziger.

She recommends immersing shoppers in sight, sound, smells, tastes, signage, and interactive displays.

“Sales staff on the floor can play host or hostess to the many things and experiences found in the store.”

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“Sealing the experience in the customers’ memory means leaving them with a favorable last impression,” notes Danziger. “Retailers should train their staff on elevating the customers’ final interaction, the goodbye, with as much emphasis as they place on the opening, welcome statement.”

It doesn’t have to be scripted. Just honest, authentic and memorable.

In addition, “nothing reinforces a positive feeling more than a handwritten thank you note after the visit,” she adds.

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To find out more, call now on (866) 204-2158 Or email sales@unicornlearning.net today!

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BUSINESS NOTES

Consumers Choose the Year’s Best Brands

“The Brands That Defined 2018,” a new report from Morning Consult reveals the brands that dominated American culture and commerce last year. The data comes from the firm’s flagship brand-tracking software, Brand Intelligence. It surveys 5,000 to 10,000 American consumers every day on 2,000-plus brands and products.

Here are highlights from the report.

Amazon is the most-loved brand of 2018, for the second year in a row. It’s highest in net favorability, coming in at 78.7.

Netflix is the Brand Most People Told Their Friends About. In 2018, 74 percent of all adults would be very likely to recommend the streaming service. Here’s how it breaks down by generation.

• 77 percent of Gen Zers (ages 18 to 21) • 77 percent Millennials

(ages 22 to 37) • 75 percent of Gen-Xers

(ages 38 to 53) • 69 percent of Baby Boomers

(ages 54 to 72)

Word-of-mouth is the big thing Netflix has going for it. It’s going to need that and more in 2019 when it faces a barrage of new competitors.

DoorDash is a Brand On the Rise. 2018 was a banner year for food delivery apps. DoorDash, UberEats, and Grubhub all saw double digit growth in the percentage of consumers who recognized their brand. Here’s a breakdown.

Walmart is the Brand Most People Want to Buy From. In 2018, no company had a larger pool of potentially interested consumers than Walmart, with 69 percent saying they are either very likely or absolutely certain they would consider purchasing from the company.

Across income levels, Walmart performed well.

• Household Income Under $50k: 71

percent say they are either very

likely or absolutely

certain they would consider

purchasing from Walmart.

• $50 to $100k: 70 percent • $100k+: 62 percent

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Amazon and Google tied for the Most Admired Employer. Sixty percent of Americans say they would be proud to work for either Amazon or Google – the highest level for any company. Both perform well among college graduates who are largely attracted to the tech industry.

Named one of the fastest growing technology companies in North America by Deloitte, Morning Consult is revolutionizing ways to collect, organize, and share survey research data to transform how leaders in business and government make decisions.

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BUSINESS NOTES

New Laws for Internet Retailers

On December 1, 2018, online sales tax laws in Colorado and Connecticut took effect, bringing the total number of states that have sales tax collection statutes and regulations to 24, reports Internet Retailer.

The Colorado law requires online retailers that do not have a physical presence in the states to collect sales tax if they generate more than $100,000 of gross sales or services and at least 200 transactions annually in the state. The Connecticut law requires online retailers that do not have a physical presence in their states to collect sales tax if they generate more than $250,000 in revenue and 200 transactions annually in the state. It also excludes child car seats and safety equipment, such as bike helmets, from taxation, reports Retail Dive.

Then, on the third Sunday in August

until the following Saturday every year, Connecticut will not require retailers to collect sales tax on clothing and footwear sales that are less than $100.

The online sales tax law was signed into effect on June 14, 2018, by Connecticut Governor Dannel Malloy.

A week later, the U.S. Supreme Court

issued its ruling in the South Dakota versus Wayfair Inc. case. For the first time, it allowed states and local governments to require online retailers to collect sales tax even if they don’t have a physical presence, or nexus, in the state or local tax jurisdiction.

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INDUSTRY NEWS Primary Concepts and Essential Learning Products have merged. Under terms of the agreement, Primary Concepts has acquired the product line of Essential Learning and brands from ELP’s parent company, Highlights for Children.

Kevin Casey, ELP general manager, will take over as the company’s new president and COO from Primary Concepts’ Jim Whitney, who plans to retire after assisting Casey with the transition.

“We have entered into this agreement motivated to serve our distribution partners’ best interests and long-term success,” they said. “This merger combines the strengths and expertise of our two firms and expands the products and services we provide to partners like you.”

Kent Johnson, CEO of Highlights for Children, states, “We have proudly served educators through Essential Learning Products over the years. This merger logically combines two product lines in a way that will increase the reach and impact of both entities.”

Until February 1, 2019, all operations of Essential Learning Products will continue uninterrupted in Columbus, Ohio. Beginning February 1, Primary Concepts will take over all ELP operations; all shipments will be made from the company’s Berkeley, California facilities. All orders, inquiries, and remittances for ELP products should be addressed to Primary Concepts. Invoices for Essential Learning Products orders placed through Columbus will start coming from Primary Concepts beginning in January.

Current ELP product numbers, prices, and terms will remain in effect unchanged. Certain Zaner-Bloser products distributed by ELP are not included in the acquisition and will ultimately be ordered directly from Zaner-Bloser. During a transition period, ELP will facilitate continuous service for customers who have purchased Zaner-Bloser products from ELP.

“As we explored various options for the continued operation of Primary Concepts, it became clear that combining forces with Essential Learning Products created a perfect and rare win-win scenario for all concerned,” says Whitney. “With our mutual focus on hands-on learning for preK-grade 3, the two product lines are highly complementary.

“Kevin Casey is the best person imaginable to take the combined company to the next level,” he added.

About the merger, Casey said, “It was obvious to us that putting these two similar-sized companies together – with ELP’s emphasis on math and classroom solutions and PC’s focus on literacy – would instantly create a new dealerfocused powerhouse supplier to serve the industry. Our immediate priority is to make the transition as smooth and transparent as possible for our distribution partners, and our long-term mission is to provide a steady stream of highly innovative and desirable new products for the educational dealer market.”

Fat Brain Toys has acquired Surprise Ride, a subscription box service originally featured on ABC’s “Shark Tank.” Surprise Ride has developed more than 50 kits filled with screenfree crafts, STEM projects, and games. Company founders Rosy and Donna Khalife (in photo, left, with Karen and Mark Carson), will continue to develop additional products under the new collaboration with Fat Brain Toys.

The sisters founded Surprise Ride in 2013 and appeared on “Shark Tank” a few months later, where they were backed by investor Kevin O’Leary.

“We’ve been evaluating the subscription space for a number of years knowing families today want more convenient ways to get quality products for their kids,” said Fat Brain Toys CEO and cofounder Mark Carson. “Surprise Ride’s mission to get kids off their devices and help them engage in the real world with hands40 EducationalDealerMagazine.com — January/February 2019

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Creative Teaching Press®

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on activities is just what the market needs.”

Surprise Ride’s products are inspired by memories of their childhood. The sisters grew up as war refugees from Lebanon, and did a lot of projects with their artist dad to keep busy.

“This acquisition means big things for the toy industry,” says Surprise Ride COO Rosy. “Every subscription category from food to beauty has a clear

leader, except toys. With our products, Fat Brain has the infrastructure to build a global billion-dollar toy subscription.”

Fat Brain Toys was founded in 2002 when 10-year-old Adam Carson suggested to his father, a web developer, that they create an online toy store. Since then, the company has evolved into one of the nation’s fastest growing manufacturers of educational toys and games.

Terms of the deal were not disclosed.

Safco-Mayline company has changed its name to Safco Products. According to company officials, this move represents an important step in solidifying Safco products’ position as a midmarket manufacturer of workplace solutions and ancillary products.

“It is important that we go to market as one unified brand,” said Xiao Zhang, Safco interim general manager. “As we bring an expanded line of products and services to our customers, we will

leverage the strength of the Safco name.”

In 2019, Safco Products will continue to invest in new product development as well as manufacturing infrastructure. With its state-of-the-art plant in Milford, Iowa, Safco will deliver a full complement of office furniture solutions to current and future customers alike.

Safco is part of the Liberty Diversified International family of companies.

FEEDBACK

(continued from page 27)

Tom, like me, never met a person he could not become friends with within a few moments. I can still remember him walking into the interview room looking like Tom Selleck and hiring him in about 30 seconds after meeting him – not for his looks but for the chemistry that great salespeople have. You are so correct that Tom was a part of a rare breed of people who always saw an opportunity to bring a smile to someone, have a good time, create a sale and have a beer (I was more a vodka guy). Like you, we, too, spent many a night out and about, and always enjoyed every moment and chance we had to work together.

I still remember when Tom advised me he was leaving Beckley and going with you. I did all I could to talk him out of it, but could see from the onset that this was one pitch I would not win. He had the same vision/dream that you have

had all these years.

I, too, left Beckley after 22 years as regional manager in the Northeast, Southeast and mid-America. I went to School Specialty for a few more years before going to Sagus International. I was national sales manager at Midwest Folding Products until I retired in 2009.

Overall, I spent more than 42 years in our industry.

I continue to read your articles with great interest and view the changing market and products.

Kevin – thank you for the kind words and reminders of Tom Williams, who was a great man. I can assure you that each Saturday as I am on my knees before mass, I will ask the Lord to keep Tom close to his side.

With respect and thanks, Bill Bolebruch

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Getting Down to the Nuts and Bolts (continued from page 24) founded Inquiry Schools in 2013, a nonprofit that creates and supports student-centered, project-based learning environments. The award-winning Science Leadership Academy is a strategic network of three progressive science and technology schools in Philadelphia.

“There were 53 individual education sessions held at EDspaces,” Dayton adds.

“The top three in terms of attendance were, ‘Exploring the Future of Learning: Insights from an Educator-Designer,’ presented by Designer David Jakes; ‘Safe and Secure Schools, How Do We Get There?’ presented by Architect Chris Gibbs and Attorney Shamus O’Meara; and ‘Reimagining and Transforming Your Library Space on Any Budget,’ presented by Media Specialist Diana Rendina, Tampa Preparatory School.”

What to expect this year

Because of EDspaces’ impressive growth, the 2016 and 2017 editions were both recognized by Trade Show Executive magazine. (We have yet to see where the publication ranks EDspaces for 2018). Contributing to its growth and success are the many partnerships it has formed with organizations like the American Institute of Architects Committee on Architecture for Education, which holds its annual conference at EDspaces.

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Demonstrating a table’s adjustable legs at the Hertz Furniture booth.

“Each year we tap into the expertise of both national and regional organizations that can help develop content and assist in promoting the event among their constituents,” explains Dayton. “We had eight partners in 2018, including four new ones: the American Society of Interior Designers, the Association of Technology Leaders in Independent Schools, the Florida Association of Curriculum Directors, and the Independent Office Products & Furniture Dealers Association. These partnerships are extremely important to our future success as we continue to grow the event. Our goal is to

incorporate everyone who is interested in the convergence of pedagogy, technology and space in the learning environment.”

This year, EDspaces will take place October 25 through 27 in Milwaukee.

The Planning Committee will start working in February to explore new possibilities for the event. Dayton says: “We anticipate more innovation from the exhibitors, more interactive experiences in the classrooms, fantastic tours of new education facilities, and the most comprehensive professional development program in the educational facilities marketplace.”

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

ARcards use augmented reality to make learning more fun. By downloading the free app, the flashcards come to life and enhance learning. The images on the flashcards are augmented with video and audio clips that will keep children engaged while learning letter recognition, pronunciation, vocabulary and fun facts.

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Rethinking a College Education (continued from page 18) who succeed both in college and in the workplace is that they possess certain non-cognitive capacities,” says Iny. “These include motivation, perseverance, time management skills, work habits, and the ability to ask for feedback and support. These qualities make whatever intelligence we have useful and practical. It’s not enough to be brilliant and work on a problem for five minutes, and then give up. It’s much better to be reasonably smart and keep trying new approaches after your first attempt stalls.”

There are a couple tools you can use to develop fortitude. The first is motivation. Think carefully to identify what intrinsically motivates you in terms of a major goal you have. Write them down and revisit them daily or weekly to help you reconnect to them and the reasons why you have them in the first place.

Mindfulness is another helpful tool.

Not mindfulness in the spiritual sense, but mindfulness of your intentions, attention, and attitude toward everything you say and do, and mindfulness about how your day goes. “A mindful learner is able to relate openly and flexibly to the diversity of experiences that come with learning new skills; taking in stride whatever problems, challenges, or feelings of ‘stuckness’ arise,” writes Iny. “When faced with distractions, they think clearly about what really matters and what must be set aside.”

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ENDCAP (continued from page 47) practice leads to mastery.” Its roots go back to 1992, when we began with Daily Language Review, our top seller out of all our categories.

How often do you introduce new products?

About once a year. We have critical thinking resources and we recently published two STEM products. One is a series of full-color workbooks for parents whose children are pre-K, K and grade 1. We haven’t seen any other print resources that focus on STEM for that age group. The other is for classroom teachers. The lessons include STEM challenges about solving real-life problems, plus design-thinking models, science concepts and visual-literacy support.

Some of our resources are digital.

Currently, the digital market is about 10 percent of our total business and it continues to grow.

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Evan-Moor was acquired last May

by Lincoln Learning Solutions, a nonprofit that offers online learning solutions and support services. Did business change as a result?

There have been almost no changes since we became a Lincoln Learning division. Joy passed away in 2012, and after many great years, Bill and Jo Ellen decided that it was time for Evan-Moor to evolve under new ownership.

Lincoln Learning Solutions’ business is distance learning and ours is print publishing, and we’re both dedicated to helping children learn. We’ll keep evolving as we always have.

What are classroom teachers, parents and homeschool parents looking for today? How does Evan-Moor meet their needs?

Parents and teachers rely on Evan-

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Moor for high-quality curricula. If a parent doesn’t know how to use a product or needs some help, someone from our in-house staff will get on the phone with them to provide support. We often talk to teachers and parents to make sure we understand what they need and what works well in their learning environments.

All of our products are based on research. Our content-knowledge experts go to conferences alongside teachers, and learn from educational researchers presenting their studies. We work hard to make sure we understand the pedagogy and methodologies.

Teacher stores are very important to us because they share with their customers their knowledge and expertise – of both classroom and learning-at-home materials. Often, educational dealers are working right alongside parents and teachers to help children learn. Their staffs are well trained and know the product, and they can help navigate it and make knowledgeable recommendations.

That’s a specialty that the big-box stores and Amazon do not have.

What tips can you offer teacher stores for selling Evan-Moor products?

One of the best things they can do is make up the projects from the workbooks – Evan-Moor will comp

those books for them.

It becomes very meaningful for them when they get hands-on experience.

They’ll find that their customers will be drawn to the creative learning tasks, especially when they see them on display.

In terms of creating the knowledge base for staff to help parents and teachers make decisions … we encourage storeowners to go through the “front matter” with their staff. Almost all of our products have front matter that explains how to use the book, what page types target particular skills, and how the lessons fit into the child’s educational experience. They’ll discover what’s great about the product and what makes it different – they’ll be excited about it! – and they’ll be able to talk intelligently about it with customers.

What’s next for Evan-Moor?

We’re publishing more products for at-home learning, such as fullcolor workbooks. More parents are homeschooling and extending learning to the home, so we’re responding to that demand. We’re always looking at teachers’ blogs and teachingchannel. org to see what’s really happening in the classroom; and edutopia.org for videos and professional development.

The nature of education is changing; students are becoming more involved with their own learning, and our resources are evolving to support them. Evan-Moor will continue to evolve as we see education evolving and classrooms changing. But we know now, more than ever, that there is something really special about sitting with a book and having those tactile and visual experiences. That’s one thing that will never change.

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SPREAD THE WORD! Company

Welcomes 5 New Advertisers!

Evan-Moor publishes high-quality resource materials for grades PreK-8 in a wide variety of curriculum areas. Every title is aligned with current standards and best educational practices, and has been written, edited, and classroom-tested by professional educators. The company operates today with the same family spirit and enthusiasm it did 40 years ago when its founders created their first book. That inaugural title has led to 500 more, plus digital resources, e-books, center kits, RTI resources, and an interactive learning platform for one-to-one learning models.

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PBS Publishing based in Perrysburg, Ohio, offers teacher written and approved creative teaching materials. They include affordably priced workbooks, flashcards, wipe-clean books, jumbo floor puzzles, Lace & Trace, music CDs, Match & Learn games and more!

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RichTech is an interactive multimedia company with more than a decade of experience. Its projection system is a comprehensive solution that includes both hardware and software. It can transform ordinary surfaces – like floors and walls – into dynamic and interactive spaces and hologram showcases. Located in Las Vegas, RichTech also has offices in China, the UK and Dubai.

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Musgrave Pencil

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The panels from Stille Acoustical Solutions in Grand Prairie, Texas, absorb extra noise while adding color and design to classrooms and offices. The panels are manufactured in the U.S. using recycled PET plastic bottles, which can help earn LEED green building credits. The company offers solutions for walls, ceilings, lighting, and even acoustical furniture with its sister company Fräsch. Stille’s team boasts years of combined design, manufacturing and product development experience in the commercial furniture industry.

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Tell our advertisers you saw their products in Educational Dealer magazine!

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ENDCAP

Evan-Moor Puts the “FUN” in Functional Education Materials

by Claire Sykes

I

The book covers here represent just some of the new and updated series from Evan-Moor for 2019.

In the mid-1970s, Joy Evans and Jo Ellen Moore were two Title I-school teachers determined to not only teach their students basic skills, but also to ignite a love of learning. They created their own lessons to supplement the core curriculum and as they watched their students succeed, they knew they were bringing something special into their classrooms. In 1979, Joy’s brother, lawyer Bill Evans, joined the two friends and together they founded Evan-Moor Educational Publishers.

Since then, the Monterey, California-based company has produced more than 450 pre-K-through-grade-8 resources for teachers and parents; as well as games, center kits and flashcards. They’re used in more than 1 million classrooms in the U.S. and 90 countries. The supplemental educational materials enhance core curricula in building and bolstering basic and complex skills in all subjects while sparking students’ curiosity.

Ed Dealer is curious, too, about how the company has evolved to meet the needs of today’s learners. We recently talked with Lisa Vitarisi Mathews, the company’s publisher of print products, about Evan-Moor’s success, and where it’s setting its sights for the future.

Ed Dealer: Forty years is a long time. To what do you attribute the company’s longevity?

Lisa: As a company of teachers, we’ve always been grounded in current standards and best practices in education. We’re inspired by teachers in the classroom and we’re excited about what we’re doing!

This passion only feeds our commitment to support teachers and parents in helping children learn. We’re also committed to learning, about new methodologies and best practices, as we change and grow with the market.

What’s your bestseller today?

The “Daily” product line – for language review, math practice, word problems, science and many other skills across the curriculum. These are paced programs, most for 36 weeks, with a worksheet for each day. The methodology is “repeated (continued on page 44)

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