© Profile of Success, Catalog Success magazine, March 2007 Interview by Matt Griffin Catalog Success: When was the catalog established? Arnie Zaslow: ATD has been around since 1931. We celebrated our 75th anniversary last year. That’s not how long the catalog has been around though. We published the first catalog in 1957. The great thing about that is that last year we were in business for 75 years, and this year we celebrate the 50th anniversary of our catalog. CS: What is your primary merchandise? AZ: Institutional furniture and equipment for the business, education, and correctional markets. I think our biggest single
BACKGROUND: Officially, Arnie Zaslow has worked for ATD-American Co. since he was 16; that’s 60 years, according to the plaque recently mounted in his office. But Zaslow is fond of saying he was born into the business, as his father founded the institutional and government supplies company right about the time his youngest son entered the world. Now Zaslow runs the business with his two older brothers. BIGGEST CAREER CHALLENGES: • Securing better margins: For about the first 25 years the company existed, it secured business through competitive bids. “Those were so competitive, the product markups were infinitesimally small,” Zaslow recalls.