A Course to the Top

“We drop a book in January and then some follow-up mailings and circulars through the spring. Orders start coming in late spring through summer. Our product shipping cycle is very concentrated: 65 percent goes out in June, July and August.”

Financial analyst Urdan agrees that part of the business isn’t likely to change. “People who’ve tried to change the buying habits of schools always realize they have too large a force to go against.”