14 Secrets of Food Sample Demonstrators

Tim Boyle, Getty Images
Tim Boyle, Getty Images

Ever turn a corner in your local grocery store or warehouse club and see the aisle backed up? You might be able to blame a food sample demonstrator, those stationary sales representatives who invite congestion in stores by offering up free bites of food products in an effort to raise sales. (The strategy works—one study found that samples can increase sales by as much as 2000 percent.)

The task might look easy, but it isn’t. Sample demonstrators have to endure annoyed customers who can’t navigate aisles due to the traffic, unattended kids, and more—all while adhering to food safety regulations. To get a better perspective on the job, Mental Floss spoke with two former demonstrators. Here’s what we found out about life in the apron.

1. THEY’RE USUALLY NOT EMPLOYED BY THE STORE.

Food demonstrators are often mistaken for store employees, but they're usually not. The people working behind sample trays at Costco, for example, are often employed by Club Demonstration Services (CDS), a separate entity that hires sample representatives to present products endorsed by Costco and usually backed by the product manufacturer. (Companies can send their own reps out, too.) “CDS might have an office set up in the back of the store,” says Jim, a former food sample demonstrator for Costco locations in California. “We’d sign in, go through the warehouse, and get a quick brief on the product we were demonstrating.”

Though CDS is owned by Costco, CDS employees aren’t technically store employees, and don’t migrate to other work areas. But because customers figure the demonstrators work for the warehouse, they’re often asked for directions. “People just assume you know where stuff is,” Jim says. “I usually told them to find someone in a red vest.”

2. THEY CAN SPEND HALF THEIR SHIFT PREPPING.

A man mixes ingredients in a bowl
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It may seem like a sample demonstrator is burning calories at the rate of a Queen's Guard, but they're usually very busy during the course of a six- or eight-hour shift. Food prep—including mixing ingredients for things like chicken salad or cooking steak strips—can take up as much as half of their time. It’s worth it, as cooked food has a huge advantage over ready-to-eat samples like chips. “There’s a kind of anticipation you build up when cooking something like steak,” Jim says. “It could take a few minutes or 45 minutes, and people are standing there asking when it will be ready.”

3. THEY NEED TO STAY WITHIN A 12-FOOT RADIUS OF THE CART.

Food sample demonstrators may sometimes work in a massive warehouse, but they don’t have the run of the property. Once they’ve settled into their work area—typically near where the product they’re demonstrating is stocked or wherever there’s free space in the building—they’re expected to never be more than 12 feet away from the cart. “The 12-foot radius has to do with the fact that you’re responsible for maintaining your station and keeping customers safe,” says Skyler, a former demonstrator for Costco. “If a kid sees an unattended station with a hot grill running and grabs a sample off of it and burns themselves, it’s a liability.” Demonstrators also need to make sure no one is grabbing a sample and then putting it back, which would be a gross (literally) violation of food handling safety. Once you touch it, it goes either in your mouth or in the garbage.

4. THEY FOLLOW AN ACRONYM FOR SALES SUCCESS.

Vice-president Joe Biden greets food sample servers at a Costco
Saul Loeb, AFP/Getty Images

Food sample pushers don’t work on commission, but they can get bonuses if they sell through their inventory, so it benefits them to make sure people are consuming what they’re offering. One method for enticing customers is what Jim describes as a corporate acronym called SITGA. “It stands for Smile, Invite, Talk, Give Sample, and Ask,” he says. Demonstrators are also free to come up with their own strategy. “I liked to rhyme, like ‘come on by, give it a try,’ that sort of thing.”

5. THEY HAVE TRICKS FOR STAVING OFF BOREDOM.

Speaking with the Yes and Yes blog, Sam's Club food demo specialist Jan said that the hours spent sporadically interacting with customers can require demonstrators to make up their own fun. "I deal with the boredom in several ways. I practice standing on one foot and count the seconds before I lose my balance ... I count and rearrange samples. I reorganize the equipment under my cart. I alphabetize equipment. I grab items off the shelves and read the ingredient and nutrition labels, read slogans on T-shirts, or I try to engage customers in conversation."

6. THEY GET TIRED OF HEARING THE SAME RESPONSES.

A man in an apron looks tired
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Sometimes it's hard to tell what's worse—going for long stretches without customers, or hearing the canned answers they love to give over and over (and over) again. "Customers make stock remarks about certain foods," Jan said. "If you serve sausage, they ask, 'Where are the pancakes?' If you serve a cold drink, they say it would be better with vodka. Coffee samples inevitably get, 'Now I need a donut.'"

7. THEY HAVE TO DEAL WITH “SAMPLE NINJAS” ...

There’s usually no cap on the number of samples a customer can grab from a cart. Still, people can feel a degree of embarrassment going back for seconds—or thirds—and sometimes try to sneak a taste without being seen. Skyler calls these people “sample ninjas” for their attempts to go undetected. “People love free food,” he says. “They don’t want to be seen as freeloaders, they don’t want to hear a sales pitch, they just want snacks.”

8. ... BUT THAT SHAME CAN WORK IN THE STORE’S FAVOR.

A woman examines a supermarket shelf
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When people are so addicted to a food sample they keep going back for more, they might opt to just buy the product rather than risk being perceived as a greedy shopper. “There have been cases where I’ve been shopping at Costco myself and went and bought something because my overwhelming shame kept me from grabbing a fifth sample,” Skyler says. “The system works.”

9. THEY HAVE A HEIGHT POLICY.

Kids represent a dilemma for demonstrators. If they’re unaccompanied by a parent, it can be potentially problematic to offer up a baked good or other food that could contain an allergen. Fortunately, most kids are aware of their food sensitivities. According to Jim, the unofficial rule of thumb is to give out samples to unattended children if they’re tall enough to see what’s on the cart. “We can’t really determine the age of a kid just by looking,” he says. “They just need to be tall enough to see the sample and discern what it is.”

10. THEY HAVE REGULARS.

Food samples are set out on a tray
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Many Costco demonstrators stick to one store or district, making them a familiar face for people who shop there frequently. “There were definitely regulars,” Skyler says. “I would see old teachers from school, old friends, new friends, and regulars who would know my sales pitch and always play along—for more free samples, obviously.” Others were memorable for other reasons. “I was making cookies once and a woman grabbed the raw cookie dough and yelled at me because it was not cooked.”

11. THEY DEMO NON-EDIBLE PRODUCTS, TOO.

While Jim estimates that 90 percent of his time was spent demonstrating food, CDS also handles accounts for a variety of indigestible products, like Ziploc bags. “I’ve done dish soap and laundry soap, which is hard to demonstrate on the floor,” he says. “You have to give someone a sample and hope they try it and then come back.” Another time, Costco charged him with selling prefabricated outdoor tool sheds. “No one is buying a $3000 shed on the spot. They take a flyer. We didn’t get a sale the entire week.”

12. THEY HAVE A PLAN TO MAKE SURE NO FOOD GOES TO WASTE.

Food sits in a trash can
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Toward the end of their shift, demonstrators start to estimate how many more samples they’ll need to meet remaining demand without setting out food that will wind up going to waste. “I do what I can not to waste anything,” Jim says. “We’ll usually make sure we’re done cooking by a certain time so nothing is left over.” Sealed food might go to a food pantry, depending on store policies, but prepared and unused food goes into the garbage. And no, it's not going to the demonstrators: They’re prohibited from taking the excess home.

13. NOT EVERYTHING THEY MAKE IS APPETIZING TO THEM.

Sample demonstrators are usually expected to taste their supply so they can make informed comments when a customer presses for details. While most everything is intended to be delicious, it may not necessarily be the demonstrator's own personal preference. "[I served] horrifying steak chimichangas, microwaved," Jan told Yes and Yes. "When cut into bite sized pieces, [they] squirt out a nasty brown liquid. Worse yet, lots of people liked them."

14. THEY APPRECIATE A LITTLE CUSTOMER ETIQUETTE.

Food samples are set out on a tray
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While free food can cause some of us to abandon civility and manners, food sample demonstrators always appreciate when customers acknowledge they have a job to do—and it’s not to hand out free stuff. Listening to their sales pitch is the polite thing to do in exchange for the eats. “Just try to remember that it’s a sales job and that final sale number is being held over the sample demonstrators’ heads,” Skyler says. “They’re not just someone being paid to hand out food to boost customer morale.”

11 Secrets of Tour Directors

iStock
iStock

Tour directors get paid to travel the world, dine at incredible restaurants, and sleep in comfy hotel beds. Of course, there’s a lot more to the job than merely hoisting a brightly colored flag and rattling off pertinent facts. Some would even describe the work as exhausting, both physically and mentally. Unlike tour guides—who provide local expertise about a city or attraction and generally don't have to travel far—tour directors book gigs across the country or abroad via tour operation companies, handle the pre-trip planning, and conduct the tour, all while fixing the problems that pop up along the way. To find out what their day-to-day work is really like, Mental Floss spoke with three tour directors (or managers, as they're also known). Here’s what they had to say about an occupation that many label a “dream job.”

1. FORMAL TRAINING IN TOURISM ISN’T REQUIRED.

While some tour directors hold certificates in tourism and hospitality management, this isn’t a strict requirement, and professional directors come from a range of educational backgrounds. Kimberly Fields-McArthur, an American tour director based in Australia, has a degree in biblical studies and archaeology, and Anne Marie Brooks, a former tour director turned cruise ship worker in Orlando, has a background in musical theater.

More important than education or training: their skills. Tour directors must be highly organized, adept at speaking in front of large groups, and people-oriented. "A lot of it is a personality thing versus a training thing," Brooks says. "You can’t train someone to have a personality to work with people.”

2. WHEN THEY’RE ON A TOUR, THEY’RE ON CALL 24/7.

While they might get to spend the night in a nice hotel, the sleep of a tour director is often interrupted. Brooks, who used to lead city tours for high school performance groups, recalled a time when a large group of rowdy, drunk men stayed on the same floor of a hotel as the girls in her group. Although she was staying on a different floor, she received word around 3 a.m. that the boozed-up bros were making some of the girls—and adult chaperones—uncomfortable, so she went down to the front desk to sort it out. No other rooms were available, but the hotel agreed to hire a security guard to sit in the hallway for the duration of their stay.

Similarly, Fields-McArthur says she’s been forced to respond to issues in the middle of the night quite a few times. “One of them was a gentleman who made a very bad decision about what height he could jump into the pool from and ended up breaking his foot,” she says. “That was 2 o’clock in the morning.”

3. THEY HATE IT WHEN YOU CALL THEIR JOB A “FREE VACATION.”

“There’s nothing about what I’m doing right now that is me on vacation,” Fields-McArthur says. “If I am on vacation, it means I am not doing my job and you are probably not having a good time.”

Kathi Thompson Cullin, a tour director based in Grand Rapids, Michigan, adds: "I was up at 6 o’clock this morning and didn’t go to bed until midnight doing my paperwork.” When they're not traveling, they're handling all the pre-trip arrangements: crafting the itinerary, ordering tickets for activities, taking care of transportation and lodging, and following up with venues to make sure they haven't forgotten about their reservations (a common problem). Plus, there's the added challenge of shepherding dozens of people around a city that's unfamiliar to them, which isn't exactly a walk in the park, either.

4. THEY GO THROUGH A LOT OF SHOES ... AND LUGGAGE.

If you’re looking for a job that forces you to stay active, tour directing might be the profession for you. Thompson Cullin and Brooks say they walk so much they burn through three or four pairs of sneakers per year. (Pro tip: If you’re looking for comfy travel shoes, they both swear by their Skechers.) Suitcases tend to be another casualty of the job. Thompson Cullin says she stopped buying expensive luggage because it would just end up “beat up and broken with the wheels off” by the end of the year.

5. THEY’RE TRAINED TO ANTICIPATE THE WORST ...

People get lost. Accidents happen. Natural disasters strike. Tour directors have to be prepared for the worst-case scenario. “If I’m leading a trip to Indonesia, I need to know volcanoes might be part of the process of being there, and earthquakes might be part of the process,” Fields-McArthur says. So educating herself about potential disasters—and how to deal with them—is part of her pre-trip research.

Things can go wrong with the guests, too. "I’ve had trips where people have gotten very sick," she says. "I had one trip where I had seven people end up in the hospital at different times for completely different reasons. I’ve seen broken bones and illnesses and hospital stays for days on end, where we ended up having the trip continue on to a different country and we had to leave them behind.” (In those instances, the tour director notifies the tour company, which follows up with anyone injured and left behind to ensure they have travel arrangements once they recover.)

6. ... BUT IF SOMETHING LESS SERIOUS GOES WRONG, YOU PROBABLY WON’T KNOW ABOUT IT.

Problems arise more often than you’d expect. A misspelled name could result in the hotel not having any record of a 50-plus person reservation—this once happened to Thompson Cullin—and businesses often forget that large groups are scheduled to come in on any given day. “So many things go wrong on a day-to-day basis that our guests will never know about,” Brooks says. One time, a restaurant she took her group to was understaffed, so she stepped in, grabbed a pitcher of soda and plates of food, and started refilling their glasses and serving them—all while playing it off like she was merely mingling with the group.

The job is hard work, but tour directors never let it show. Fortunately, Thompson Cullin was able to fix the hotel reservation error before her guests ever found out about it. “Think of me as a duck floating on the water,” she says. “To the human eye I’m looking very peaceful floating along, not a care in the world, but underneath my feet are paddling like crazy just to stay afloat.”

7. THEY REALLY LIKE TALL PEOPLE.

While guests do get separated from the group from time to time, tour directors do their best to avoid it. In addition to holding a flag or umbrella at the front of the line to help guests find their way, they have another trick up their sleeve: “What I usually do is try to make friends with somebody who’s very tall in the group,” Fields-McArthur says. She'll ask if they'd mind being the last person in line; that way, when she looks back and sees their head bobbing above the others, she knows that the group didn’t get split up. (Of course, this doesn’t stop the occasional straggler from ditching the group any time they get distracted by a gelato shop or chic boutique.)

8. SOMETIMES THEY HAVE TO BREAK UP FIGHTS.

When you take a big group of strangers from diverse backgrounds and send them on a trip together, it doesn’t always end well. Thompson Cullin said part of her job involves playing mediator and preventing disagreements from escalating. The most extreme example of this is the time when she had to physically break up a fight in the hotel lobby between two women who weren't getting along on her tour. When tensions reached a boiling point, one woman raised her arm to hit the other, but Thompson Cullin arrived in the nick of time. “I grabbed both of their arms and said, ‘Come with me now,’” she says. They did cooperate, but only after they received a warning that they’d be kicked off the tour if they continued to quibble.

9. THEY OFTEN DEPEND ON TIPS.

The median wage for travel guides—those who "plan, organize, and conduct long distance travel, tours, and expeditions for individuals and groups"—is $25,770 annually or $12.39 hourly, according to 2017 data from the U.S. Bureau of Labor. However, Fields-McArthur says many U.S. tour companies pay directors by the day, and wages range from $100 to $300 per day (on the lower end of the scale) to roughly $400 per day for higher-paying jobs. For directors in the former camp, tips are essential. “On some of the older adult tours, sometimes they give you $5 in an envelope and say, ‘That was the best trip of my life,’ and you’re like, ‘Great, I can’t pay my bills now,’” Fields-McArthur says with a laugh. If you’re on a tour and you're unsure how much to tip, check the information packet provided by the company. They usually include tipping guidelines.

10. THEY MEET SOME INTERESTING CHARACTERS.

Tour directors see a steady stream of fascinating people from around the world. One of the most memorable characters that Thompson Cullin ever encountered was a “sweet little old man” from New Jersey on a tour of Sedona, Arizona, who happened to be an ex-con and “retired” member of the Mafia. “He said to me at lunch, ‘You know what Kathi, I like you. You got moxie. Here’s my card. Anybody ever gives you trouble, you call me and I’ll take care of them,'” she says. She thought he was joking at first. He wasn’t.

11. THEY NEVER GET TIRED OF THE AMAZING SIGHTS.

Sure, they may get sick of certain activities—Brooks, for example, has had her fill of Radio City Music Hall—but awe-inspiring sights like the Grand Canyon become no less impressive with repeated viewings. “I never get tired of it. That’s probably the one question I get asked all the time,” Thompson Cullin says. She also enjoys witnessing how her guests react to the sights they’re seeing. “My biggest perk is to see people’s faces transform into childlike wonder when they see things for the very first time—things that they have always wanted to see.”

10 Secrets of Subway Conductors

Chris Hondros, Getty Images
Chris Hondros, Getty Images

Despite listening to their announcements every day, there’s a lot the average rider doesn’t know about being a subway conductor. The men and women at the front of the train are the eyes and ears of the subway system, and they often act as the only line of communication between passengers and the greater transit authority. We spoke with conductors who work for two of the country’s busiest transit systems to learn more about what it's like on the rails—including the real meanings behind the phrases they use, how dirty trains really get, and the one thing they wish more riders would do.

1. IT CAN TAKE A WHILE TO GET A JOB ...

Aspiring transit employees often have to be patient. Candidates must first complete a written exam, and if they pass, their name is added to a list of people waiting to fill whatever jobs open up. The time it takes to reach the top of the list varies: Joe Benton, who's worked for Bay Area Rapid Transit (BART) in San Francisco for 10 years, tells Mental Floss he was hired a year after first submitting his application. Tramell Thompson, a New York City subway conductor since 2013, says he waited nearly four years after taking his civil service exam to secure the job. Once hired, subway conductors must undergo a training process that can take two to three months. This involves riding real trains in the yards, and learning the various signals, regulations, and procedures.

2. ... BUT STAYING IN THE POSITION PAYS OFF.

The typical base salary for a New York subway conductor is $67,000, Thompson says, but both pay and benefits become more appealing the longer a conductor works for the transit authority. As Victor Almodovar, a New York City subway conductor for 15 years, tells Mental Floss, "seniority is everything." After 12 years, he was able to get weekends off, and he now has the freedom to choose which train line he works on—something most conductors just starting out aren't allowed to do.

3. THEY MIGHT TALK ABOUT THINGS BLOWING UP—BUT DON'T PANIC.

If you could eavesdrop on the private conversations between subway personnel, you probably wouldn’t understand them. All transit conductors speak in shorthand specific to the systems they work for: “BART has literally its own language,” Benton says. That language includes a lot of numbers, like track numbers, platform numbers, and train IDs. But other bits of lingo are more colorful—and could potentially cause panic if they were ever broadcast over the wrong intercom. As an example, Thompson notes they sometimes might say "the railroad blew up." While it may sound terrifying, he explains that it means the trains aren't running on their proper schedule.

4. THERE'S A GOOD REASON THEY'RE ALWAYS POINTING.

If you live in New York City, pay close attention next time you’re waiting on a subway platform: When the train pulls in, you should see the conductor pointing a finger out the car window. The object they’re pointing at is a black-and-white strip of wood called a zebra board. It hangs above the center of every subway platform, and when the train pulls into the station correctly, it will line up perfectly with the subway conductor’s window. If the conductor notices the board is a little too far behind or ahead of them when they point their finger, they know it’s not safe to open the doors. The gesture is also a good indicator that your conductor is paying attention.

5. THEY WORD ANNOUNCEMENTS CAREFULLY.

There are a few phrases regular subway riders are used to hearing—“sick passenger,” “police investigation,” and the standard “we are experiencing delays,” to name a few. These may sound like obvious euphemisms, but Thompson promises that using carefully worded language is in the passengers’ best interests. A police investigation, for instance, could refer to someone causing a scene on a train, but in some cases it’s a lot more serious. “If God forbid there’s a terrorism or a bomb scare, that’s not something you want to put over the public address system,” Almodovar says. “It becomes self-preservation and you don’t want that on a packed rush hour train. So instead you say, ‘We have a police investigation,’ which is basically the truth but you’re not telling them the whole truth.”

“A passenger seeking medical attention” is another example of masking something that’s potentially disturbing without being dishonest. Thompson says, “I’m not going to say, ‘Attention passengers, somebody jumped in front of the train and it’s causing delays.’ I would say, ‘There’s an injured passenger on the train ahead of us,’ or ‘There’s a passenger seeking medical attention ahead of us.’” However, with the MTA now pushing its employees to be more transparent, riders may occasionally get conductors who make no effort to mince words.

6. SOMETIMES PASSENGERS KNOW MORE THAN THEY DO.

Passengers aren’t the only ones who are kept in the dark during delays. When a conductor doesn’t give a specific reason for the delay in their announcements, it may be because he or she doesn’t know why the train stopped in the first place. “In that case, I would tell them we’re investigating the issue,” Thompson says. Usually the control center—the hub that keeps New York City’s subways moving—will inform conductors of the problem before too much time passes, but in some cases transit news travels faster by phone. “The information will get to passengers through all these MTA apps before it’s even relayed to us,” Thompson says. “So sometimes I ask them, ‘Hey, can you check your phone and see what’s on the [MTA] website?’” (Conductors are forbidden from using their phones for personal reasons on the job, but the MTA is experimenting with giving employees work iPhones to better keep them up-to-date.)

7. MOST DELAYS AREN’T THEIR FAULT.

For better or worse, subway conductors are the face of city transit systems: That means they’re usually the first people to receive complaints and abuse from passengers when a train isn’t moving fast enough. But if your train has been stuck underground for what feels like forever, there’s only a small chance one of the system's employees is to blame; the much more likely cause is faulty equipment. According to WNYC, signal problems account for 36 percent of extended subway delays (eight minutes or more) in New York City, followed by mechanical problems at 31 percent, and rail and track issues at 19 percent. “When you get mad you have to understand that we are not the ones who made the schedules; we’re ones who have to work with the tracks and the signals which are over 100 years old and they break down,” Almodovar says. “We have to work with what we have."

8. THEY HATE DELAYS MORE THAN YOU DO.

A signal malfunction might mess up the average passenger's morning commute, but it can ruin a subway conductor's whole day—so despite being blamed for them constantly, it’s possible that no one hates train delays more than subway conductors. “I didn’t really have a lunch today,” Almodovar says, recalling how he fell behind schedule when the automatic brakes were activated on the train ahead of his. “I had enough time to run downstairs, get a slice of pizza, then I’m right back on the train.”

On some days, conductors are lucky if they get to eat at all. “With all these signal issues, track issues, and all types of other issues, it’s hard for the schedules to work,” Thompson says. “Sometimes we gotta choose between using the bathroom and eating.”

9. SOME WON’T LET THEIR FAMILIES RIDE.

Staying on schedule is a priority for most subway systems. That means employees might rush through jobs where they would ideally take their time—like cleaning a subway car that a passenger has been sick in, for instance. Thompson says the lax sanitation procedures he sees up-close have convinced him to never let his son ride the subway. “It’s like working in a restaurant—you know the other-end stuff that the customers don’t know,” he says.

10. THEY WISH YOU’D LEAVE THE HOUSE EARLIER.

If you want your commute to go smoothly, subway employees will tell you the best thing to do is plan ahead. This means finding out how delays or construction might impact your preferred route before stepping outside the house. Almodovar recommends downloading a navigation app called Citymapper, which integrates the latest data from city transit systems into one spot. Official transit system websites and Twitter accounts are also good places to go for service updates.

But regardless of what your apps tell you, it’s always safer to assume your train will be behind schedule. “We all know that the transit authority isn’t the most punctual service,” Thompson says. “Leave an extra five to 10 minutes earlier from your house, because things are always happening.”

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