A Course to the Top

Of course, School Specialty remains eager for any new sources of names. “With many catalog purchases, we’re really after the customer list,” says Vander Zanden. “We still have only 15-percent market share, so there’s plenty of room to grow.”

Growth by Acquisition

The company remains committed to its growth-by-acquisition strategy, so for School Specialty, staying on top of its marketplace — and targeting those who might be ripe for a sale — is serious business. “We keep a list of possible acquisition targets. We have a person on staff who does nothing but look for acquisition opportunities,” Vander Zanden reveals.