When shoppers walk into either Exchange store on Joint Base Lewis-McChord, they hear the buzz of crowds, smell the offerings of the Food Court and see a smattering of kiosks and vendors selling everything from popcorn to patriotic signs.

"We want vendors with items that will enhance what the Exchange has, not compete with their stock," explained Lani Chandler, AAFES service business manager. Chandler, who has been at JBLM for a year since transferring from Travis AFB, Calif., handles the vendors (or concessionaires) for AAFES operations not only on JBLM, but also for Portland, Vancouver and Yakima stores.

Locally, three out of four new vendors request the JBLM Main Exchange, but Chandler and her staff recommend that they try out both sites on JBLM to see which they prefer and where the sales are better.

For Alaskan Shoe Magic proprietor Sam Pearson, the advice was accurate. Though his shoe and boot cleaning business thrives with the Army, his wife's jewelry cleaning was a better fit with the Air Force. "The staff here really helped to steer us straight," Pearson said. "Lani suggested Joyce try McChord Field instead, and that totally did the trick."

Pearson works at civilian fairs and venues as well as with AAFES, but being prior service himself feels a certain extra connection to the military. In fact, when he receives tips after demonstrating his products and cleaning boots or shoes, he donates that money to the Wounded Warrior Project. This year alone, he said, he's given $10,000.

"There is a higher volume at the state fairs, but the military bases are more consistent," Pearson said. "Plus the fact that there are no fees up front makes it a less risky spot to sell."

Not charging fees up front is unique to AAFES. Each vendor negotiates a percentage of his or her net sales, which is payable after the scheduled time concludes. There are no utility fees, hidden fees or charges for utilizing AAFES' established branding, either. "With us there is a fair chance for the vendor to make money," Chandler said. "If they make nothing, they don't owe us anything."

For Salik Orzeck, however, being an AAFES vendor goes beyond the chance for profit. Orzeck, who took over the business Joyous Reflections from his disabled veteran father 33 years ago, works solely with AAFES because of one fundamental principle: all the fees he does pay to AAFES go back to provide services on the base. "I like the thought of giving it all back and bringing joy to the military," Orzeck said. "Working with AAFES and knowing the money goes to MWR does that for me ... I will do this as long as it is viable, and then I might move to part time.

"In the meantime, he and his wife will travel to AAFES stores across the country, returning to JBLM next summer for another two-week stint.

While the majority of vendors are civilians, there are also a number of retirees, which Chandler attributes to their desire to stay connected - although there is no preferential treatment in regard to hiring retirees, spouses or anyone with a military connection.

Though December holidays are the easily the busiest time of year, things will ramp up again as Valentine's Day draws near and new vendors set up displays.

"I have to bring in new blood to keep it eye catching," Chandler said. "I am always recruiting and looking for new vendors that will be a good fit."

For more information about becoming a vendor at JBLM, contact Chandler at (253) 964-5122, ext. 217, or chandlerl@aafes.com or visit www.shopmyexchange.com/DoingBusiness/vending.htm.