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Analogies for Virco Manufacturing (VIRC)

• The Steelcase or Herman Miller for schools.
• The Sysco of school furniture.

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• Classroom Furniture: Virco manufactures a wide range of desks, chairs, tables, and storage solutions specifically designed for educational environments.
• Cafeteria and Dining Furniture: The company produces various tables and seating options optimized for school cafeterias, dining halls, and other food service areas.
• Office and Administrative Furniture: Virco offers desks, chairs, filing cabinets, and conference tables for administrative offices within schools, businesses, and government facilities.
• Special Event Furniture: This includes folding tables, stackable chairs, and other portable furniture ideal for gymnasiums, auditoriums, and event spaces.

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Virco Manufacturing (symbol: VIRC) primarily sells its products to other companies and institutions (Business-to-Business and Business-to-Government), rather than directly to individuals.

The company does not have any single "major customer company" (such as a publicly traded entity) that accounts for 10% or more of its net sales, as indicated in its financial filings. Instead, its customer base is diverse and fragmented across several key categories of institutional buyers.

Virco's major categories of institutional customers include:

• Educational Institutions: This is Virco's largest and most significant market. It includes a wide range of organizations from K-12 public and private schools to colleges, universities, and other higher education facilities across the United States.
• Government Agencies: Virco supplies furniture to various federal, state, and local government entities, including administrative offices, courthouses, libraries, and military facilities.
• Commercial & Institutional Businesses: This broad category encompasses a variety of private sector and non-profit organizations that require contract furniture solutions. Examples include corporate offices, healthcare facilities (hospitals, clinics), hospitality venues (hotels, conference centers), places of worship, community centers, and other similar institutions.

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Robert A. Virtue, Chairman of the Board & Chief Executive Officer

Robert A. Virtue is the son of Julian Virtue, who founded Virco Manufacturing Corporation in 1950. Robert joined the company full-time in 1956 after completing college and serving in the U.S. Navy. He became President in 1982, Chief Executive Officer in 1988, and Chairman of the Board in 1990, following his father's passing.

Bassey Yau, Senior Vice President, Chief Financial Officer, Treasurer & Secretary

Bassey Yau was appointed Chief Financial Officer and Treasurer of Virco Manufacturing, effective April 30, 2025, succeeding Robert Dose. She also holds the position of Secretary. Ms. Yau joined Virco in 1996 and previously served as the Senior Vice President of Finance, Corporate Controller, and Principal Accounting Officer. She holds a bachelor's degree in accounting from Brooklyn College and an MBA from Pepperdine University.

Douglas A. Virtue, President & Director

Douglas A. Virtue is the son of Robert A. Virtue and the grandson of Virco's founder, Julian Virtue. He joined the company in 1984 and was appointed President in 2014. Douglas Virtue has also been influential in Virco's environmental initiatives.

J. Scott Bell, Senior Vice President & Chief Operating Officer

J. Scott Bell serves as the Senior Vice President and Chief Operating Officer at Virco Manufacturing Corporation. In this role, he is responsible for overseeing and optimizing the company's operational activities, which include manufacturing, supply chain, and logistics, ensuring efficiency and productivity.

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The key risks to Virco Manufacturing (VIRC) are:

1. Dependence on the Educational Furniture Market and Major Contracts: A substantial portion of Virco Manufacturing's sales are tied to one exclusive contract for classroom furniture, representing approximately 59% of sales in fiscal year 2025 and 64% in fiscal year 2024. This makes the company highly susceptible to fluctuations in the educational furniture market, which is influenced by factors such as school funding, the approval of school bonds for new construction, and replacement cycles. The educational furniture sector has been experiencing declining demand from budget-constrained schools, and a significant part of Virco's recent revenue growth was attributed to less recurring disaster relief projects.
2. Exposure to Macroeconomic Conditions and Input Costs: Virco's profitability is sensitive to general economic conditions, particularly changes in the costs of raw materials, energy, and freight. Furthermore, changes in U.S. trade policies, including additional tariffs on imports from countries like Canada, Mexico, and China, and the reinstatement of steel import tariffs, are likely to increase prices for imported components and materials, thereby impacting the company's cost structure.
3. Intense Competition and Pricing Pressure: Virco operates in a highly competitive market against both domestic and international manufacturers. The company faces significant pressure from increasing import competition, particularly from international manufacturers, such as those in China, who often offer products at lower prices. This challenge is compounded by Virco's higher manufacturing costs in the United States, which average 22% more compared to offshore production, affecting its overall cost structure and ability to compete on price. Despite outperforming some peers in net margin, Virco has a modest market share of approximately 0.01% in the educational furniture segment.

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The clear emerging threat to Virco Manufacturing (VIRC) is the accelerating shift in K-12 education towards flexible learning environments, hybrid instructional models, and collaborative classroom designs. This trend, significantly amplified by recent global events and ongoing pedagogical reforms, fundamentally challenges the traditional demand for fixed, individual classroom furniture, which has historically been Virco's core market. As educational institutions increasingly adopt versatile spaces that accommodate various teaching methods, technology integration, and student collaboration, the demand for adaptable, modular, and multi-purpose furnishings grows. This shift can lead to reduced overall demand for Virco's more conventional, durable, and less flexible product lines, compelling them to rapidly innovate their product offerings and potentially face increased competition from companies specializing in agile learning space solutions.

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Virco Manufacturing (VIRC) primarily serves the educational, institutional, and contract markets, with a strong focus on K-12 education in the United States. Its main products include classroom furniture (desks, chairs, activity tables), storage solutions, and general office furniture.

The addressable markets for Virco Manufacturing's main products and services are as follows:

• U.S. K-12 Furniture Market: This market was estimated to be between USD 1.94 billion and USD 2.06 billion in 2024. It is projected to grow to approximately USD 2.91 billion to USD 3.45 billion by 2030-2034, with a compound annual growth rate (CAGR) ranging from 5.32% to 6.2% during the forecast periods.
• U.S. School Furniture Market (broader educational institutions): The U.S. school furniture market was valued at USD 2.00 billion in 2024 and is expected to reach around USD 3.45 billion by 2034, growing at a CAGR of 5.60% from 2025-2034. North America held approximately 41% of the global education furniture market revenue in 2023.
• Global School Furniture Market: This market was estimated at USD 5.2 billion in 2024 and is projected to reach USD 8.6 billion by 2033, exhibiting a CAGR of 5.47% from 2025-2033. Another estimate valued the global school furniture market at USD 4.09 billion in 2022, expecting it to reach USD 6.57 billion by 2030 at a CAGR of 6.1% from 2023 to 2030.
• U.S. Office Furniture Market: This market was valued between USD 16.18 billion and USD 17.2 billion in 2024/2025. It is projected to grow to approximately USD 22.24 billion to USD 27.61 billion by 2030-2034, with a CAGR ranging from 4.87% to 6.80% during the forecast periods.

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Expected Drivers of Future Revenue Growth for Virco Manufacturing (VIRC)

Over the next 2-3 years, Virco Manufacturing (VIRC) is expected to experience revenue growth driven by several key factors:

1. Growth in the Educational Furniture Market and School Construction: The overall U.S. school furniture market is projected to grow, with forecasts indicating a compound annual growth rate (CAGR) of 5.5% from 2023 to 2030. Additionally, Virco anticipates renewed growth in school construction and benefits from a favorable mid-term school bond environment, as communities continue to invest in educational infrastructure.
2. Product Innovation: Virco's continued ability to introduce new and improved product designs and functionalities within school furniture is identified as crucial for attracting new customers and retaining existing ones. This focus on innovation is essential for staying competitive and meeting evolving educational needs.
3. Strategic Investments in Domestic Manufacturing and Operational Efficiencies: The company has been making strategic investments in its U.S.-based manufacturing processes and "platform processes" for its factories. These investments are aimed at enhancing future growth, improving operational efficiencies, and leveraging its vertically integrated domestic production to mitigate supply chain risks and potential tariffs, providing a competitive advantage.
4. Market Expansion: Expanding into new geographic markets or broadening its reach to new customer segments beyond its primary focus on educational environments is a key strategy to significantly boost revenue.

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Share Repurchases

• Virco Manufacturing's Board of Directors authorized a new share repurchase program on January 21, 2025, allowing for the repurchase of up to $10 million worth of the company's Common Stock.
• The program began on February 1, 2025, with no set time limit, and is intended to be funded using existing cash and cash equivalents.
• Virco initiated share buybacks in fiscal year 2024.

Capital Expenditures

• Virco's capital expenditures were $2 million in 2021, $3 million in 2022, $3 million in 2023, $5 million in 2024, and grew to $6 million in 2025.
• The company projects capital expenditures to be $5 million annually from 2026 through 2030.
• Capital expenditures support the company's long-term vision, which includes manufacturing and supplying movable furniture and equipment primarily for educational environments.