Washington Independents Prepare For Batile

Independent dealers in Whatcom County, Wa., have selected various weapons to combat the encroaching Big Boxes, but they all agree the best ammunition is service.

"The main things we have here are service, delivery service and knowledgeable people," notes Rich George, one of a family of owners at Hardware Sales, Bellingham. "Three people working in plumbing here are actual plumbers. Three people in electric are actual electricians."

His grandmother, Alta McClellan, who opened the store in 1962, still works days, joining other family members and 62 other employees.

The atmosphere is casual, homey, even messy, with shelves and bins stuffed with nails, tools and piping seemingly about to overflow into the crowded aisles. "People like coming in and digging," George explained. "They like rummaging through things to find what they want."

The company, now covering two city blocks, continues to grow. The owners periodically buy another nearby house and add a warehouse or a stock yard. Last year, they replaced an old restaurant with an office furni- ture sales building. This year they tore down a house to create a back parking lot.

"We're on the positive side," George said. "Even during the slow winter months, our sales were up onehalf of lVo, We've always been on the positive side."

Fred Bovenkamp, co-owner and operations manager at Westside Building Supply, Lynden, Wa., said a small business owner will typically strive to provide a higher level of service because his livelihood depends on the store doing well.

His 30 employees have a combined 300 years of experience in the industry. "We've got people who've been in the business 30 years; even our younger employees have been with us for five years," he said. "It's more than just taking orders, it's giving assistance, knowing what you're talking about. That's something you just can't underestimate."

But the influx of superstores has also forced independents to change their business. Contractors account for 75Vo of their business. Still, in

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Retailers Yank Lead-Based Vinyl Mini-blinds

New findings that vinyl miniblinds may cause lead poisoning have prompted home centers across the country to pull the products from their shelves.

The U.S. Consumer Product Safety Commission recommended homes with children under 6 should not have non-glossy vinyl mini-blinds, since lead dust may form on their surface when exposed to sun and heat.

A test by the commission illustrated that a child would have to ingest the lead contaminant each day for several weeks to develop elevated blood levels oflead.

So far, all the mini-blinds in ques- tion have been imports. While leadbased paint has been restricted in the U.S. since 1978, other countries have far more lax requirements. Each year, about 25 million blinds are imported from Taiwan, China, Mexico and Indonesia.

( C ontinued from pre c e ding p a g e ) early May Westside opened a fully remodeled main retail store. The HWI Do-it Center more than doubled its retail space and provided a cleaner, more modern look.

Bellingham Sash & Door also refocused on contractors, who now account for 70Vo of its customers. Chains' buying power often gives them a price advantage while their huge advertising budgets provide a promotional edge, making it harder for locals to compete strictly for consumer business, said owner Joe Orem.

"When (the big chains) move in, they have immediate familiarity for retail customers," he explained. "The locals have to find a little different strategy, a little different niche."

For Bellingham Sash & Door, it's the personal touch. "It's not just a business with families, it's an emotional thing," Orem said. "'We are part of the community. The people we deal with, our customers, are also our friends and neighbors."

Some stores have stopped selling the blinds and are offering refunds to purchasers. Others are posting warning signs, until they can determine the seriousness of the threat. Consumers are clamoring for lead testing kits,

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California state attorney general Dan Lungren filed a lawsuit accusing 12 manufacturers and retailers of failing to include warnings with the leadbased products, as required by Proposition 65. The defendants are: HomeBase, Wal-Mart Stores, Bethel Group, Kmart Corp., J.C. Penney Co., Jencraft Corp., Kirsch Co., Lotus and Windoware Inc., Montgomery Ward & Co., Newell Window Furnishings, Richfield Window Coverings and Window Concepts Inc.

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