Equal opportunity. (Paper Warehouse store chain)

These days, party and paper product is a standard staple of the mass merchant or grocery chain, sold at bar gain basement prices. In order to survive in such a highly competitive environment, the wise independent retailer needs a clear view of the status of the local economy and demographics, through research, observation of buying patterns as well as environmental and social happenings. Case in point, Ann Ross, owner, Paper Warehouse, St. Louis, MO. Ross has transformed what began as a basement business into a three store chain which currently brings in an impressive $1 million gross annually.

An overnight success story? Hardly. In fact, Ross, a former teacher had no intention of becoming a retailer. Initially, Ann wanted to "do something" so she could be close to her children, the perfect arrangement, she decided, was a home-based business. A short while later Ross was selling industrial items from her basement. As fate would have it, Ross' stock soon outnumbered square …