VENDING

Vending is a great way to sell Yankee Rubs, Sauces, and Mixes. Vending requires you to make a set up, and sell where potential customers will be. There are many ways to vend as a sales person. There are Markets, (Farmer’s and Public), Festivals, Private Functions, home parties, Private sales at work, Hospitals, and so on.

I’m sure you all know what we are talking about, basically, where there are people that are shopping, and spending money, that’s where we need to be. A traditional Vending Set up requires a few things, but that depends where you might want to vend. There are some questions you need to ask before you start calling around and asking for a vending spot.

1. What kind of event is this?
2. How much does that spot cost?
3. Is the spot inside or outside?
4. Does the spot need insurance
5. Does the spot have electricity?
6. Does the spot generate traffic
7. Does the spot follow Food Regulation Guide lines?
8. Do I need to pay for that spot every week (Markets)
9. Location
10. Where do I find these events?
11. Do I need a DBA?
12. What is a good set up look like?
13. How do I sell Yankee Rubs, Sauces and Mixes?

So do you really need to know these questions before you sign up for a spot? The answer is yes. The reason why is that it all has to do with your bottom line. Just like the big companies think, the less we spend, the more we make”. This couldn’t be more accurate.

Question #1 “What kind of event is this?

This question needs to be answered before you ask any more questions. Is it a Craft Show, or a Farmers market? How about a Home party or a Private Party? Where is this event taking place and what kind of traffic will this location be? Is it an outdoor Festival or an indoor Flea Market? All of these kinds of events will make you money, but the bottom line is that there needs to be at least 50 customers or more to make it worthwhile. Remember you need customers and not promises, and yes these organizers will promise you the moon and the stars, so do your homework.

Question #2 “How much does that spot cost?”

This question should be the first question at all times. Spending big dollars on a spot effects your bottom line. Just keep in mind, a lot of organizations want their money up front before the event. Why, well there’s advertising, rent, fee, insurances, or anything like that that the organizer has to pay first to secure a vending event. Yes, even the organizer’s profit as well…these people do NOT do this stuff for free. Just keep in mind that renting a spot at an event needs to be made up in sales. So if you are spending $100 for a spot for the day, you had better make sure that there is going to be customers there so you can sell enough products to quickly make up for it.  ALSO, not all “expensive” spots are good spots. Use your commonsense, know what and where you’re going too, because we want to eliminate the mistakes, and yes you will make mistakes, but it’s ok!

Question #3 “Is the spot inside or outside”?

This is a big question that needs to be answer because it will affect your bottom line very quickly. The obvious answer is weather. Weather can make or break your sales event in a heartbeat. You could be signed up for the best event in your area, the cost is just right or maybe it’s a little pricy, either way weather is friend or foe. Does it really matter if you get a spot inside, you know don’t let the weather be a factor. YES, sometimes. I’ve been in situations where there were large crowds and at an indoor facility and the customers weren’t buying. I didn’t know for sure but I’m sure the freezing rain outside had a little something to do with it. Customers, when happy and having fun, spend money.

I’ve also heard of events charging BIG time dollars for their outdoor festival. Does it bring in a ton of people? YES they do, but remember, if you’re spending $1000 on a BIG time event and one rain storm or one wind storm can ruin everything for you. Then it’s no fun for anybody.

Look at the spot, where you’re located, are you on the end? Are you by the bathrooms? Is it a dead end? Use your common sense, ask the organizer where the good spots are. See if you can get close, usually time and repeating your visits to these events gives you a good standing with the Event Organizers.

Question #4 Does the spot need insurance?

Small Business insurance for vending is fairly inexpensive. You’re really not insuring bricks and mortar as you are liability. Some places require insurance and some places don’t. That’s it. There are insurance companies that will insure you for a day or two and the prices vary. We’ll talk about Business insurance later on in the Vending Sales Training as we go along. Shop around, my best way to find affordable insurance was through a broker, but you may know a better way. Remember, though the Event might not ask for insurance but ask you to sign a Hold Harmless contract, just remember, you need to be professional and take care of your surroundings. If you do get a COI (Certificate of Insurance) it’s probably the best way to keep you covered. Each Event has their own requirements, so check with your organizer and see what you need or don’t need.

Question #5 Does the spot have Electricity?

Depending on your needs you may or may not need electricity. Why do we need it? Well we all have cell phones and tablets and those tools we need for charge cards. We’ll get into charge cards later in set up. Also sampling. Sometimes you may or may not want to cook some sampling. Remember our products are food based and yes, sometimes cooking a pork chop on an induction cooker gets the smell going and customers buying. Or what about lighting or signage. Remember we are in sales. Anything to attract the customers to our table is necessary. Use what you know to get the customers over to taste Yankee Products. So if you need electricity that may or may not be a price charge, if it is it’s usually minimal. No more than $5 to use,

Question #6 Does the Spot Generate Traffic?

Location, location, location! This is always the rule. Just remember location means where the event is taking place. Craft shows, although they are fun to go, usually are held in a VFW someplace off the road and all you’re really going to get is friends and family of the vendors. Same as for Festivals and Markets. Use your common sense and look at their locations. Not all festivals and Markets have the best locations. They might be wonderful folks running them, but if there are NO CUSTMORS then there’s NO MONEY to be made. There’s nothing like taking 6-8 hours of your time and sitting looking at other vendors. Ask the questions. How many people come to this, ask other vendors, is this a good event, and LISTEN

Let’s say you just reserved a spot in an event that you know is good. Email or text the organizer and see if you can be put in “The Best Spot”. WHY NOT? If you don’t ask…right? Do everything you can to make yourself visible to your customers. If there is a lot of traffic, be ready to go to work. We’ll discuss how to sell later on.

Question #7 Does the spot follow Food Regulation Guide Lines (Sampling)

OK, this is a biggie, so don’t skim over this. Selling food products usually require having a tasting to the customers. What does this mean? Well simply put, prepping a piece of food that requires cooking or non-cooking.  Sampling Yankee Rubs, Sauces and Mixes are usually part of what we do.  So you need to decide if you’re going to do some simple cooking or not at your sales events. When I do cook I use an induction cooker, they’re safe and they are electric. Also they only turn on when a metal pan is touching them. THE FIRE DEPARTMENT LOVES THIS. Simply, I’ll cook pork chops and cut them up into little bite size pieces, so when a potential customer comes along I’ll ask if they would like to sample and what spice would they like for me to put on the sample. This technique is very effective and sales are almost 100% after tasting. But in order to do this I need to know where I’ll be sampling.  A lot of “Public” Events require a Food Permit. Sampling prepared is almost the same as selling prepared food. You will need to check with your local counties and see what the requirements are to serve cooked samples. Some counties might want a Wash-rinse-Sanitize station as well as a cooking license, so check into your local requirements. Just remember, you’re sampling and using cooked canned chicken and cucumbers work very well and usually don’t need any kind of food permits, but always check to be sure. Food permits usually are an annual fee, and getting a permit for a county that you may not be working in all of the time might be cost ineffective. We’ll get into sampling later on in the sales tips.

Question #8 Do I need to pay for a spot weekly-monthly?

This is a great question. If you chose to sell at a market or a public event and you know it’s more than a onetime deal, there are a few things to think about.

1-is this market place always busy

2- Does this market place attract new customers?

3- Does this market place advertise?

4-what’s the reputation of this market place?

5-Hows the support from the staff to the vendors?

These are basic questions you need to ask yourself or ask other vendors. Remember, you’re there to make money, and not there to fill spots or be a decoration to make that market place attractive and full. So if you’ve done your research and know that this market place can generate customers week after week, and you know the staff is to help you , the vendors, then you should have all of the answers to make the right call. Sometimes contracts need to be signed and you might need a liability insurance of some kind or another.

Remember, this is sales and nothing is guaranteed, but you want to put yourself in a good spot to succeed. Also you’ll be with other vendors, who like you, are trying to succeed. Usually good people, go getters like us.

Question #9 Does location really matter?

YES, in most cases. Take a look at your events that you might be signing up for. If I had to choose between an event between a small craft show in the country or a home Show in the city, which one do you think there’s going to be more expendable money at? But is this the case all of the time? No, but most. Look at where the location is, and that will tell you everything. Again , home parties, Craft Shows in someone house, ask yourself, what is my customer base, is my surrounding fun, energetic, how’s the lighting, is there music…all things you need to look at mentally so you can succeed.

You want high volume, good traffic, different faces, good parking, all the things that you would want to succeed as a vendor. Will you chose the wrong vending event? Yes, you will, but remember the event, the location and keep the good ones and lose the bad ones.

Question #10 where do I find sales events?

Sales events are not that hard to find. Web sites like Craig’s list or even your local Penny saver or Community Bulletin Board is helpful. Markets, Public and Farmer’s, are always well known too. You know your area better than anyone so reach out to the Festival committees.  Here’s a great tip, sometimes I go to www.booksarefun.com and put in your zip code to find out where their Reps are selling, usually in a Hospital setting where there are lots of people who buy, because of their busy schedules.

We promise you, once you start Vending, and they see what you are vending, you will be asked to go to their event. Our suggestion is to get a good calendar or Calendar App and keep track, because you are going to get busy. Below are some ideas to vend at:

• Markets, public and Farmers ,Flea
• Wineries-Breweries (look at their calendars for sales events)
• Festivals
• Private Clubs
• Hospitals
• Fundraisers
• Biker Clubs (Don’t laugh, these guys love our products)
• Concerts
• Town Events (Holiday parades- celebrations- etc.)
• Fairs (State-County-Local)
• Race Tracks
• VFW (anything Veterans)
• Firehouses (Caravels-Fundraisers-etc.)
• Big Craft Shows

Sometimes its just as easy to “Google” events in your area then anything. State web sites, local chamber of commerce, etc.

Again, once they see that you’re selling Yankee Rubs, Sauces and Mixes, you will be asked to vend. Just remember to follow the tips we are giving you. You want to make Money and not be a filler in a bad vending event.

Question #11 Do I need a DBA?

Doing Business As. This is what you’ll need to ask yourselves? There are certain advantages to having a DBA. Like writing off against your income, or getting into certain events that require insurances, or just as simple as keeping your vending income separate from your other funds, whatever the reason having a DBA will give you the pride of being a small business owner. I would just ask your accountant about acquiring a DBA vs just vending without it. Only you know what is best for you and your finical situation.

If you do want a DBA then head down to your County Building and ask where to acquire one. You will need to come up with a name of your new business and I believe it will cost around $30 depending on what part of the country you live in. So when you get your DBA then here are some tips to follow up on:

• DBA (with your company name)
• Business checking account (You’ll need your DBA and make sure it’s free)
• Credit Card Reader (Credit Cards are almost used more than cash)
• Smart phone or Tablet (down load the CC reader App)
• Keep your receipts Tools-vending fees-supplies-products ALL WRITE OFFS
• Insurance    shop around in case you need this

Now you’re ready for business. Again we advise you check in with a local accountant or a business owner to help you get started.

Good luck Small Business Owner!

Question #12 What does a Good Vending Set Up look like? WHAT DO I NEED TO SELL?

This is a great question because it really depends on the Sales event you’re going to attend. Sometimes all you’re going to need is a table, your product and your CC reader, but other times you’ll need a 10 x 10 tent , a table, your products, and bags, and so on.

Below is a couple of pictures displaying what kinds of set ups you’ll need.

[insert pics here]

It really comes down to where you’re selling, is it outside or inside? Do the events provide tables and chairs or electricity? Use your common sense before you go.

Basically you’ll need these to vend:

• 6’ or 8’ Table
• Table cloth
• CC reader
• Sample products open to sample
• Chicken or cucumber or both
• Products
• Change
• Extension cords is needed
• Smile and GREAT attitude

These are your basic items to sell. Below we’ve listed a full list of items to bring on your sales events. Feel free to copy and use.

Sweet Carol Swine Direct Sales Item Check List

SET UP:

• 10 X 10 TENT
• 6 OR 8 FT TABLE
• ENTENSION CHORD 50’-100’
• SMALL TARPS(IF WORKING IN A FIELD)

DISPLAY:

• SCS BBQ TABLE TOP
• SHELVING FOR PRODUCT
• SIGNS, DISPLAYS, PRICING ETC.
• SAMPLES OF PRODUCTS FOR CUSTOMERS TO TRY

PRODUCTS:

• YANKEE RUBS 3.5 AND 15 OZ.
• WINDJAMMERS/SCS FRUIT FINISHING SAUCES
• HAPPY HOTSAUCE
• Yankee Fruit Corn Bread Mixes
• AMMOUNTS OF PRODUCT TO BRING WILL DEPEND ON THE SIZE OF EVENT YOUR WORKING AT

TOOLS:

• INDUCTION /COLEMAN COOKER (Depends if there’s electricity and if your cooking samples)
• SKILLETT
• KNIVES-TONGS
• SERVING GLOVES
• TOOTH PICKS
• 1 OZ SOUFFLE SERVING CUPS
• CLEANING SPRAY –PAPER TOWELS
• CHEAP BAGS TO PUT PAID FOR PRODUCTS IN FOR CUSTOMERS

IF YOU ARE COOKING AND IT’S NOT IN A “PRIVATE SETTING” AND IN A “PUBLIC SETTING” YOU WILL NEED TO DISPLAY THESE ITEMS TO BE COMPLIANT FOR THE HEALTH INSPECTORS:

• A WATER COOLER WITH A SPOUT THAT IS PARTICALLY FILLED AND WATER RUNS OUT
• SOAP AND PAPER TOWELING
• WASH-RINSE-SANITIZE STATION(I USE 3 SMALL TUPPERWEAR TUBS AND LABEL THEM)
• DISH SOAP AND BLEACH(JUST 2 SMALL BOTTLES, DON’T HAVE TO OPEN THEM)
• THERMOETER (THIS ALSO NEEDS TO BE BY YOUR COOKER 135’MEAT 165’ CHICKEN FYI)

SAMPLES:

• CHICKEN-PORK CHOPS(IF YOU ARE COOKING GET THE OLD CHEAP STUFF)
• PRE COOKED CHICKEN (IF YOU ARENT COOKING YOU CAN GET COOKED CHICKEN IN A CAN)
• CUCUMBERS ARE GREAT TOO…CHEAP AND FOR THE VEGITARIANS
• CRACKERS IF YOU CAN’T SAMPLE AT ALL. THIS WILL BE GREAT FOR THE SAUCES BUT NOT SO FOR RUBS

MOST HEALTH INSPECTORS AREN’T TOO BAD BUT IN THE MAJOR MARKET’S THEY CAN BE. JUST SHOW THAT YOU’RE TRYING TO BE COMPLIANT AND THEY WILL WORK WITH YOU.

**Now you don’t have to cook at your sales events, that’s entirely up to you. Cooking does create a mood, a smell and for an extra $15 in chicken and pork and bacon, it will help you sell more. It creates an event and customers are always hungry and nosey***

**If you do go to event with the intensions of frying up a chicken breast or pork chop then get 2 small coolers, load them with ice, if you choose to have 1 cooler chicken always goes on the bottom. ***

***Also some counties want permits. If you have to get a permit to work the public market or a festival you want a sampling permit only. You’re not selling food. Also get the multi usage permit. These will usually cover the cost between months and not per event****

YOUR OFFICE:

• CHANGE $1’S $5’S 10’S QUARTERS IF YOU NEED THEM
• SQUARE OR PAYPAL CC SWIPING TOOL
• YOUR BUSINESS CARDS
• PENS, NOTEBOOK
• MONEY POUCH OR CASH REGISTER
• SMALL FIRST AID KIT
• RADIO FOR MOOD
• LAWN CHAIRS FOR THE BIG EVENTS (YOU’LL SELL MORE BY STANDING)

OTHER:

Before you start going crazy look at the event you’re doing. Is it a hospital event or church craft show? More than likely the tables and chairs are provided for you. Ask each vending event what your options are, then make your plan accordingly. You’ll all get your grooves on his. Make sure he car is packed the night before, believe me 5 am is early to start packing.

Question #13 How Do I sell Yankee Rubs, Sauces and Mixes?

Since this is the Vending part of this lesson I will talk about selling as a Vendor. There are a few things that I noticed that work.

• Have sample spices and sauces open to try, smell and look
• Make a sample of Fruit Corn Bread
• Greet people as they walk by

I know this all sounds pretty basic to some of you, but if you stick to these few samples, you will attract customers your table.

After my set up is completed as discussed above I want to open a few bottles of rub , some open bottles of sauce and some sample Corn bread mixes on the table.

When a customer walks by I’ll say “Hi how are you, would you like to sample a piece of Blueberry Corn Bread?

After watching their faces because they never heard of Blueberry Corn bread before, I say Help yourself.

This seems to be a nice Gateway into my pitch

“Welcome to my table, like my Corn Bread I offer Spices that are infused with fruit pieces as well as my sauces. We are the only Company in the country that manufactures spices with Fruit pieces. So when you’re cooking, Grilling, slow cooking, baking or even smoking the fruit pieces caramelizes to what you are cooking them with. We offer Sweet Spices, Savory Spices and Hot Spices, any of which you can try. We have chicken and cucumbers to taste them with”

This is where your customer will look intrigued or just walk on by. Most will be intrigued because they never heard of spices made with fruit pieces before.

At this point listen to your customer, let them ask questions, because everyone is looking to change dinner up a little and we have the how to do it.

Most people eat the proteins, Chicken, Fish, meat, etc. The spices work on all of those because they are spices! Look, I’ve had some customers use Yankee Apple on steak before, now I might think that sounds awful, but everyone’s tastes are different.

**Rubs are a combination of spices to enhance the flavor of what you are cooking**

Just remember, spice is wonderful no matter what you put it on. Everyone’s tastes are different.

“We also have Tons of recipes on the web site to help you cook with our special and one of a kind spice blends.”

Now it’s time to watch your customers. Watch their faces, their reactions, their moods, try and figure out what they want.

Ask them “What do you have cooking for dinner tonight, can we help?” More times then not people are looking for answers…give them some solutions. Cook-Grill-Smoke like a Yankee and let our Rubs, Sauces and mixes be the difference on what you and your family are having for dinner tonight.

I hope this section of Vending Helps you. If you have any questions, or even additions to this segment please email us at support@sweetcarolswinebbq.com ,

Happy Vending