Walking through Costco on a Saturday afternoon, weaving around massive shopping carts and towering shelves, there’s one thing that makes the chaos worth it – those little sample cups scattered throughout the warehouse. But behind every friendly sampler offering free bites of pizza rolls or cheese cubes lies a world of bizarre rules and regulations that would surprise most shoppers. These aren’t just casual food demonstrations run by friendly Costco employees.
Sample workers don’t actually work for Costco
That cheerful person in the blue apron handing out samples isn’t on Costco’s payroll. Every single sampler works for a completely separate company called Club Demonstration Services, which operates exclusively inside Costco warehouses. This means when customers ask samplers to help find items or complain about store policies, they’re barking up the wrong tree entirely.
The arrangement gets even stranger when considering that Costco actually charges this demonstration company fees to operate inside their stores. So while samplers work to boost Costco’s sales, their employer pays rent for the privilege. This third-party setup started as a small pilot program in just 16 stores during the 1980s and has since expanded internationally to 13 countries.
They follow a specific five-step sales process
Every interaction at a sample station follows a carefully choreographed routine called “SITGA” – an acronym that stands for smile, invite, talk, give sample, and ask. Samplers must smile broadly enough for passing customers to notice, then verbally invite them over to try something. Only after explaining the product’s benefits can they actually hand over the sample.
The final step requires asking customers if they have questions about what they just tasted. This isn’t just friendly conversation – samplers can earn bonuses for moving large quantities of the products they demonstrate. Those who consistently sell out their assigned items might even score extra shifts, turning sample success into actual career advancement within the demonstration company.
Samplers must try everything but not during work hours
Nobody wants a sampler pushing food they’ve never tasted, so demonstration workers are strongly encouraged to sample their assigned products before their shifts begin. They’re also expected to try what their coworkers are demonstrating to better understand the day’s offerings. However, this taste-testing must happen on personal time, like during breaks or before clocking in.
Getting caught snacking on samples during work hours can lead to immediate termination at some locations. One sampler reported that eating samples while working is considered unsanitary and grounds for firing. The rule makes sense from a hygiene standpoint, but it must be tempting when surrounded by delicious food for hours at a time.
They can’t wander more than 12 feet from their station
Once assigned to a sample station, workers become tethered to that spot for their entire shift. The 12-foot radius rule exists primarily for safety and liability reasons – if a child approaches an unattended station with hot equipment and gets injured, the company could face serious legal consequences. Samplers must remain within sight of their cooking equipment and food displays at all times.
This restriction means samplers spend most of their six-hour shifts standing in the same small area, only leaving for scheduled breaks. Standing is required throughout the shift, though workers can request a stool for medical reasons. The close proximity also helps prevent food tampering, ensuring customers don’t touch or contaminate samples when no one’s watching.
All leftover food must be thrown away
Even when sample stations have plenty of prepared food remaining at closing time, workers cannot take any of it home. Every morsel of cooked, ready-to-eat food goes straight into the trash, regardless of how fresh or untouched it might be. This policy prevents potential food safety issues but results in significant waste on slower shopping days.
To minimize waste, experienced samplers time their preparation carefully as shifts wind down. They stop cooking at specific times to avoid having excess prepared food. Unopened packages might get donated to food banks depending on individual store policies, but anything that’s been cooked or displayed must be discarded completely.
Gloves get changed every five minutes
The constant glove changing at sample stations isn’t just for show – it’s a strict requirement that predates recent health concerns. Samplers must wear non-latex gloves on both hands throughout their shifts and replace them approximately every five minutes. Any time they touch something outside their immediate station area, fresh gloves go on immediately.
The hygiene requirements extend beyond gloves to include mandatory hairnets that cover all head hair, including bangs, beards, and mustaches. All equipment must be sanitized at the start of each shift, and anything touched by customers gets immediately discarded or replaced. The only exception to hairnet requirements comes when demonstrating non-food products like cleaning supplies or electronics.
Product assignments are based on employee personality
Managers don’t randomly assign products to samplers – they carefully match personalities with merchandise to maximize sales potential. The most energetic and outgoing workers typically get assigned to desserts, baked goods, and other crowd-pleasing items that draw long lines throughout the day. These high-traffic stations require workers who can handle constant customer interaction without burning out.
Meanwhile, older employees often demonstrate cleaning products, supplements, or household items that don’t generate the same feeding frenzy as free pizza bites. The strategic assignment system helps ensure that each product gets the right type of sales approach while playing to individual workers’ strengths and comfort levels.
They need government permits to serve food
Despite giving away free samples, demonstration workers are classified as food service employees and must obtain official food handler’s permits from their local health departments. These permits must be carried during every shift, along with a second certification called a Costco Food Certificate that requires passing a separate test at a Costco warehouse.
The dual certification requirement means samplers carry two different cards proving their food safety knowledge. While the government permit covers general food handling principles, the Costco-specific certificate ensures workers understand the warehouse’s particular policies and procedures. Both documents must be physically present during shifts, not just stored at home or in a car.
Samples can never be handed directly to customers
The casual interaction between samplers and customers masks a very specific protocol for food distribution. Workers cannot hand samples directly to customers, even when wearing gloves or using small cups. Every sample must be placed on a tray first, then customers must pick up their own portions. This extra step reduces contamination risks and maintains consistent food safety standards.
Samplers can gesture toward the tray or verbally encourage customers to help themselves, but physical hand-to-hand transfer is absolutely prohibited. The rule applies even to items served in paper cups or other containers. This policy might seem overly cautious, but it helps protect both the company and customers from potential food safety issues.
There’s no official limit on how many samples customers can take
Contrary to what many shoppers assume, Costco doesn’t set limits on sample quantities. Customers can return for seconds, thirds, or even more without breaking any official rules. The only guidelines involve basic courtesy – not taking entire trays or grabbing multiple samples when crowds are waiting. Most samplers won’t stop customers from taking extra portions unless behavior becomes excessive or disruptive.
However, samplers cannot enforce customer behavior themselves. Only store managers have authority to ask customers to leave or modify their sampling habits. This hierarchy means demonstration workers must tolerate almost any customer behavior, even when it seems unreasonable or affects other shoppers’ experiences. The psychology often works in Costco’s favor – customers who feel guilty about taking multiple samples frequently end up purchasing the products they’ve been sampling.
The next time someone grabs a sample cup at Costco, they’re participating in a complex operation governed by dozens of specific rules and procedures. From the five-step sales process to the 12-foot radius restrictions, every aspect of the sampling experience is carefully controlled to maximize sales while maintaining safety standards. Understanding these behind-the-scenes requirements adds a new appreciation for those hardworking demonstration employees who make warehouse shopping just a little more enjoyable.
