staff guide for setting up youth sales booths 2016...
TRANSCRIPT
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Staff Guide for Setting Up Youth Sales Booths
2016 Edition
This packet is for Missouri 4-H staff and volunteers to coordinate sales booths for 4-H youth to
sell original products and services at local venues, including county fairs! For more information
about the Show Me 4-H Wares program, please visit: http://4h.missouri.edu/showme4hwares
Show Me 4-H Wares learning objectives:
Youth make connections between 4-H project skills and entrepreneurship
Youth gain practical business experience
Youth implement marketing techniques
Youth practice social skills while interacting with customers
Youth engage in positive experiences with caring adults while earning their own money
What Missouri 4-H staff are saying:
“I was proud of our young people and their
ability to answer questions when asked by
the general public. They were all
knowledgeable of their craft/product and
very pleasant to their clientele.”
– Becky Fay
Dade County 4-H Youth Program Assistant
“I love the idea of this program because it
brings the real world into a youth’s 4-H
project – they have to think about
production, timing, cost of construction,
and marketing.” – Shaun Murphy
Livingston County 4-H Youth Specialist
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Packet Contents For 4-H youth/parents, pg. 3:
Youth application, pg. 4-7
Youth selection letter, pg. 8
Youth selling guidelines, pg. 9-12
Youth tax information, pg. 13-14
Youth evaluation, pg. 15-16
For 4-H staff, pg. 17:
Sales booth flyer, pg. 18
Sales booth media advisory, pg. 19
Sales booth press release, pg. 20
MO state sales tax remittance, pg. 21
Sales booth results, pg. 22
For 4-H salesmanship contest “mystery shopper” judges (optional for ages 11-18 only), pg. 23:
Salesmanship criteria, pg. 9-12
Mystery shopper letter, pg. 24
Salesmanship score sheet, pg. 25-26
Salesmanship tally sheet, pg. 27
Salesmanship results, pg. 28
10 Steps to Running a 4-H Sales Booth
1. Set booth dates, application deadline, and secure space.
2. Promote the sales booth to 4-H members countywide, and invite the media.
3. Recruit volunteers to coordinate and/or “staff” the booth. (Optional: recruit “mystery
shoppers” to evaluate youth on salesmanship.)
4. Review applications and select youth exhibitors.
5. Send youth exhibitors selection materials.
6. Conduct the sales booth. (Optional: “mystery shoppers” evaluate youth).
7. Collect sales tax from gross sales of each exhibitor (based on state/county sales tax rate).
8. Fill out sales tax form and remit money to MO Dept. of Revenue.
9. Fill out sales booth results form and send to state 4-H office.
10. Recognize 4-Hers for their accomplishments! (Optional: share “mystery shopper” results
and comments back to exhibitors).
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Materials for
4-H Youth/Parents
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Show Me 4-H Wares
Youth Exhibitor Application
Thank you for your interest in applying as Show-Me 4-H Wares exhibitor. The program is designed to give 4-H members ages11-18 [counties can opt for ages 8-18] opportunities to showcase their projects, practice entrepreneurship skills, and earn money!
Any 4-H member (or group of up to three 4-H members) may apply to market and/or sell at the fair an original product or service that demonstrates the use of 4-H project skills.
Sales Booth Dates:
Sales Booth Location:
Application Due Date:
Eligibility All 4-H youth are encouraged to apply. Applicants must:
Be a 4-H member between the ages of 11-18 and be in good standing with their county. (Youth ages 8-10 can assist older 4-H members with displays and selling.)
Have an original product or service to sell on-site or be able to receive customer orders on site and fill them after the event.
Be available to market and sell on-site for at least a half day during the event.
Include all required materials and signatures [Optional: $__ registration fee] Preferred, but not required (youth without these are still strongly encouraged to apply)
Completion of a county 4-H entrepreneurship project.
Participation in a Show-Me 4-H Wares booth at a county or regional level. Categories [Optional: counties may choose which of these categories to offer]
Individual – one youth selling independently o Junior (ages 8-10) o Intermediate (ages 11-13) o Senior (ages 14 & up)
Biz Buddies – two youth selling together o Each youth completes Section 1 of application; both complete Section 2 together o Junior (two youth ages 8-10 selling together) o Intermediate (two youth ages 11-13 selling together) o Senior (two youth ages 14 & up selling together)
Team – up to 3 youth of any age selling for a 4-H club or countywide group o Each youth completes Section 1 of application; all complete Section 2 together
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Selection 4-H members will be selected to showcase their wares based on the following:
1) Youth demonstrating an original, high-quality product or service they have developed from one or more 4-H project areas;
2) Youth showing they have applied 4-H science and/or entrepreneurship skills to invent or enhance a product or service and;
3) Youth demonstrating they are ready to represent Missouri 4-H at local events. Restrictions on food items/logo use Fair rules may not allow the sale of food, beverages, or produce by non-vendors. Ask your county 4-H staff for more information. Exhibitors can display, but cannot sell, items bearing the 4-H Clover, University of Missouri logo, or other protected images unless they have obtained prior permissions. For details on obtaining permissions, please contact Steve Henness, 4-H Center for Youth Development, at [email protected] or 573-884-6618. Expectations of exhibitors Youth exhibitors are expected to model professional qualities while at the Show Me 4-H Wares booth (i.e. come prepared, dress nice casual, interact with public, uphold the six pillars of 4-H character). Upon selection, youth exhibitors will receive a packet of information to help them prepare for their appearance at the event. [optional: they will also be expected to participate in a pre-event meeting to meet other exhibitors, describe their sales strategy, and receive tips for finalizing their preparation]. Instructions Please include the following items with your Show-Me 4-H Wares application: 1. This application with the information filled out and signed by the youth, parent or guardian. 2. A written letter of recommendation from an adult (other than a parent) such as a club or
project leader, previous customer, neighbor, etc., who can attest to the youth’s abilities and the quality of the item to be sold.
3. A sample item to be examined for quality. If your item is too large, please send a quality
photo depicting your product. (If your item is a service rather than a product, please attach a detailed description).
4. [Optional] A copy of any promotional materials you plan to use on-site (such as a brochure,
business card, print advertisement, etc.).
5. [Optional] Youth exhibitor registration fee of $ [insert fee amount] (same for individual, biz buddies, or team category).
Applications will be received until [insert date], or until all booth vacancies are filled. Please mail signed applications, materials, and [fee] to:
SHOW ME 4-H WARES [Insert County Extension Center]
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Show-Me 4-H Wares Application To be written or printed in ink or filled in with a computer by the youth.
Section 1 – Youth Biographical Info (for each exhibitor)
Name of Year 4-H Club or Group
Year (application year)
Male Female
Name Adult t-shirt size (circle one) [t-shirts are optional] S M L XL 2XL 3XL
Address
City
State
Zip
Phone
Age as of January 1 this year
Birth Day Grade Years in 4-H
Names of Parents/Guardians Category (circle one) Individual Biz Buddies Team
Race (check all that apply)
White Black American Indian/Alaskan Asian Asian/Pacific Islander □ Multi-
Racial
Ethnicity Hispanic Not Hispanic
Residence (check one)
Farm Suburb of more than 50,000 Rural less than 10,000 City of more than 50,000 Town of 10,000 to 50,000
Section 2 - Youth Business Information (for individual, buddies, or team)
Name of your product or service:
Description of your product or service:
What 4-H projects have you enrolled in that led you to create this product or service?
What 4-H skills have you learned that led you to invent or improve this item (to better solve the problem)?
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Do you already sell items as a business? Have you ever sold a 4-H project before?
Are you enrolled in a county 4-H entrepreneurship project this year? In past years?
Have you participated in a Show Me 4-H Wares booth or selling opportunities in the community? If YES, please describe.
Please mark your top 5 preferred time slots (1=first choice, 2=second choice, etc.) You may choose whichever time slots you prefer:
[Morning timeslots are 9:00-1:00; Afternoon timeslots are 2:00-6:00] [Date 1] ____ 4 HRS. MORNING ____ 4 HRS. AFTERNOON [Date 2] ____ 4 HRS. MORNING ____ 4 HRS. AFTERNOON [Date 3] ____ 4 HRS. MORNING ____ 4 HRS. AFTERNOON [Date 4]
____ 4 HRS. MORNING
____ 4 HRS. AFTERNOON
Any special setup/equipment requested (laptop, digital projector, etc.)?
Any additional information about you, your item, or your sales strategy we should consider?
Statement by 4-H Member and Parent/Guardian
The youth member prepared this application, and we certify that the information is true and accurate. We give permission to 4-H Missouri to use information in this application to promote the 4-H program.
Date (month, day, year)
Signature of 4-H Member
Date (month, day, year) Signature of Parent/Guardian
Approval of this Application
I believe that the applicant has produced a quality product to sell at the named event and exhibits the leadership and character to be a positive representative of Missouri 4-H. I have reviewed this application and believe it to be correct.
Date (month, day, year) Signature of 4-H Youth Specialist or Program Assistant
Completed applications should be mailed to:
SHOW-ME 4-H WARES
[Insert County Extension Center]
University of Missouri, Lincoln University, U.S. Department of Agriculture and Local Extension Councils Cooperating EQUAL OPPORTUNITY/ADA INSTITUTIONS
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Congratulations!
You have been selected to sell at the Show-Me 4-H Wares booth for your county! This opportunity can allow you to turn your 4-H project into profit by giving you a marketplace to sell your wares. You have been selected to showcase your items on (date) _______________. Here is some important information you need as you get ready to sell your wares to the public.
1. Ensure your 4-H Health Information is updated in 4-H Online. You will need to have current health information in order to be on site at the Show Me 4-H Wares booth.
2. If you will be receiving payment for any items at the booth (not just taking orders to fill later), you will need to collect Missouri state sales tax on-site for each item you sell. The tax rate is __% (see page 13), meaning you will need to charge your paying customers __ cents for every dollar of your item’s sales price. At the end of your exhibit, you can pay the sales tax to 4-H, and we will ensure it is paid to the Missouri Dept. of Revenue. (Only goods are subject to sales tax; services are not.)
3. Decide what forms of payment you will accept. If you will accept cash, you should come to the booth prepared to make change for your customers. Please bring a change drawer or pouch with ample coins and dollars. (4-H will not make change for exhibitors or customers at the booth.)
4. Please arrive at the booth location ___________________ in _________________, Mo. no later than 30 minutes before your scheduled time to exhibit.
You also have some important decisions to make before participating as a youth exhibitor. Keep in mind that good business people get out of a business what they put into it. The extra effort to prepare and present will help you become a better sales person and increase your sales. Enclose are suggestions to go over that will assist you in answering questions such as pricing your product, how to dress, advertising, and talking to customers. We hope your selling experience is productive and fun. Congratulations on your selection, and we look forward to seeing you at the Show Me 4-H Wares booth! Sincerely,
[insert name] 4-H Youth Specialist University of Missouri Extension of [insert] County
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Show-Me 4-H Wares
Salesmanship
Tips for Getting Ready to Exhibit and Sell Your 4-H Items
What are some qualities of a professional business person that I should consider as I prepare to sell?
How to Dress! Customers have a certain expectation of how someone will dress and appear when they are doing business.
Ask yourself does the type of clothing I choose positively reflect on 4-H and look typical for the type of business I am conducting?
Good hygiene is also important to keep in mind.
Plan to wear “nice casual” clothing or better. (Avoid old jeans, clothing with holes, shorts, tank tops, flip flops, etc.)
If you are planning to spend time at the fair before or after you exhibit, bring a change of clothes.
Positive Attitude! As a young entrepreneur, you have the opportunity to turn your work into value and to showcase your product to customers. It’s an exciting experience and your customers will be pleased to see it!
Customers often mirror back to you how you project yourself and your product.
If you have a positive attitude, show confidence, and enthusiasm, they will more likely respond with interest.
While exhibiting, maintain a high level of energy and enthusiasm for your product and your business, and customers will likely follow suit!
Know Your Product! Part of professionalism is knowing about the product you’re selling. Customers want to know why they should pay money to purchase what you’re selling.
Customers may ask you for more information about why your product is of good value, of high quality, and/or how it can solve a problem or make life better. They may also want to know how it is different or better than similar products.
Think through questions that customers may ask about your product or business.
Be able to answer questions about the materials used, how the product was made, its durability, and how it is better than other products on the market.
Think through special requests that customers ask of you. For instance, can you customize your work to their preferences?
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How do I prepare for talking to customers?
First Impression! It’s important to make a good first impression on each potential customer. Event attendees don’t stop at a booth for long, unless they see something that is appealing or makes a good impression. Generally, you only have a few seconds to draw in a customer.
Consider developing a “gimmick” that attracts customers to your booth and starts a conversation. For example, you might lure customers in by offering a free sample, coupon, treat, or give-away.
Be quick to let people know who you are, what you are doing, and how your product can solve a problem or meet a need.
Work on opening with a brief introduction of yourself and a sales pitch about your product. Keep in mind that sales pitches are short and to the point and should address only one or two key selling points about your product.
Choose words that highlight yourself as a young entrepreneur and the value of your product from the customer’s perspective. For example: “Hi, my name is Ted and I run Ted’s Tip-Top Pets. Today, I am offering $5 off pet sitting. Would you be interested in trying our reliable service?”
Practice your introduction and sales pitch with a friend or family member.
Making the Sale! After you complete your initial sales pitch, customers will usually either want to hear more details or will be uninterested and will move on.
Customers who want to know more about your product may ask about unique features of your product. They may want to know more about how your product can benefit them, or how it is different than other products out there.
Before you come to the sales booth, be prepared to share why you think your product is worth a customer’s hard-earned money.
Selling is trying to convince or persuade someone to do something (like asking your parents to go to a movie or asking to borrow from a brother or sister).
Think about how you can use “gentle persuasion” to convince a customer.
Always be respectful in the words you choose and the attitude you convey, and know when you have said/done what you can!
Customer Service! Customers may wait to see how you respond before deciding on a purchase. Reacting positively and politely to questions, desires, and complaints can be the difference between a sale and a customer saying “no thanks.”
Greet a customer in a friendly manner. Say “hello” and “thank you” to each one, whether or not they actually buy from you. Other potential buyers may be watching how you treat them.
Give your entire attention to the customer. Don’t send text messages, take calls, or get distracted while with a customer.
Listen to customer wants and try to meet their needs.
Be personable. Don’t be afraid to tell customers about yourself. Opening up allows the customer to know about the quality of your work and your trustworthiness as a business person.
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What price should I give my product?
Price Point! You can decide on your selling price using several methods. Full-time business owners use different formulas and strategies to select a final price. You will want to take several factors into consideration in deciding what to charge:
1. At what price do similar items sell for? If yours is much higher or lower, you may want to adjust your price to better fit the market.
2. How much did the materials cost for each item? Figure the total amount you spent on materials and divide by the number of items you have made. Your price should be at least this amount or higher if you want to make a profit.
3. What’s your time worth? Consider how much time you spent on each item and how much you want to make per hour. If you want to make $10 an hour and it takes you two hours to make an item, you should price your product $20 over your material costs.
4. What are customers willing to pay? If you price your items too high, you may have a great product but will not realize the sales you are seeking.
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Diagram used with permission. “Selling Strategies for Local
Food Producers.” University of Missouri Extension Pub.
#G6222, Dec. 2007.
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2016 Missouri Tax Information
for 4-H Youth Exhibitors
Taxes are a fact of life, even for young entrepreneurs! This guide summarizes sales tax obligations a young person may have from money earned while participating in 4-H activities, such as sales booths.
Q: What do I need to know about taxes? A: For an overview of who is responsible for paying taxes, please visit: http://dor.mo.gov/business/sales/
Most youth who sell items once or on a regular basis WILL be responsible for paying some taxes.
Two types of taxes you should know about include: sales tax and self-employment tax. This guide is about sales tax. For self-employment tax, visit: https://www.irs.gov/individuals/self-employed.
If a young person earns income for themselves personally or for a business, they are LEGALLY REQUIRED to collect sales tax from customers, and pay the tax amount to the State of Missouri, even if the business is considered a hobby.
At vendor events such as county fairs where youth sell, only tangible goods are subject to state sales tax. Services are not taxable.
Youth can pay sales tax out of the current price they charge for their items, or pass sales tax on to their customers by calculating and adding it to their base price.
Most youth choose a rounded off price that includes the sales tax amount and allows them to easily collect money and make change for customers.
For example, a 4-H member can decide to charge $12.00 per item with tax added in, rather than adding on the sales tax to get an odd price like $11.13.
Youth may also need to pay Federal and state income taxes at the end of the tax year.
Young people must file a Federal tax return, even if claimed as a dependent, if they have net earnings from self-employment of at least $400.00.
A benefit of youth filing their own tax return is they may receive a return, especially if eligible for the earned income tax credit or educational tax credits.
See Federal (http://www.irs.gov) and state (http://dor.mo.gov) tax guidelines, or consult with a tax accountant for advice.
Q: What if the money I’m earning is going to benefit my 4-H club? A: If youth are selling to raise funds for their 4-H club or another charitable tax-exempt group, (in other words, not keeping what they earn for themselves or their business), the activity is considered fundraising, and is not subject to sales tax.
Youth should present to 4-H staff a printed sheet that shows their 4-H club (or the organization to whom they are donating their earnings) is tax exempt.
Ask the 4-H club leader or organizational leader to provide you with a copy of the tax-exempt letter for the club/group.
Q: How do I figure how much tax I need to collect? A: Sales tax rates for Missouri can be found here: http://dor.mo.gov/business/sales/rates/2016/.
Add state sales tax (4.225%) and local sales tax rate to calculate the total sales tax rate to use.
Tax rates are different county to county and often change year to year, so check the tax table on the website above to find the rate for your sale location.
For example, the 2016 sales tax rate for Columbia (Boone County) is 10.4% (4.225 + 5.975), while the rate for Sedalia (Pettis County) is 9.45% (4.225 + 5.225).
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(MO TAX INFO CONT.)
To calculate the sales tax to charge for each item sold, multiply the item sales price by the sales tax rate for the county. For example, a $10.00 item sold in Pettis County will require $0.95 in sales tax collected and remitted to the state (10 x 9.45%). The 4-H member can adjust the item sales price from $10.00 to $10.95 (or round up to $11.00) to include sales tax in the selling price.
Q: How do I go about paying or remitting sales tax to the state? A: For youth participating in 4-H activities such as sales booths, there are two methods to choose from:
1. Pay state sales tax on your own. To do so, youth must have a State of Missouri Tax ID number, or use an existing Tax ID number for a family business. If youth choose this route, they will be responsible for sending in the state sales tax money to the state after the sales event. They should let 4-H staff or the booth organizer know they are electing to pay their own sales tax.
a. To request a State of Missouri Tax ID number, fill out Form 2643A online 3 to 4 weeks prior to the sales event. http://dor.mo.gov/forms/2643A.pdf
b. Send in sales tax money and Form 53-1 after the event to the Missouri Dept. of Revenue. Ensure the youth or family business Tax ID number is included on the form. http://dor.mo.gov/forms/53-1.pdf
2. Turn your sales tax in to be paid by 4-H staff or sales booth organizer. This is the simplest method for youth and families just starting out. Youth can turn in sales tax they owe to the 4-H staff or sales booth organizer. The 4-H staff will calculate and collect from the youth the total sales tax due, based on their gross sales on-site:
a. 4-H staff send in sales tax money for all youth exhibitors and Form 53-1 after the event to the Missouri Dept. of Revenue.
b. Ensure the County Extension Council Tax ID number is included, and indicate that the tax is for a one-time event rather than for an ongoing business operation. http://dor.mo.gov/forms/53-1.pdf
Each time 4-H members sell items, be sure to keep track of the number of items sold, amount collected, and the amount of state sales tax collected and remitted. If donating earnings to a 4-H club or tax-exempt organization, be sure to receive a receipt for your donation. These steps are a part of sound business record-keeping, and are useful should you need to answer questions about your business and taxes! This information is provided as a guide to answer basic questions for youth and families about state sales tax. For more information, talk to a tax accountant about your specific tax situation. Want to learn more about youth taxes and financial management? Check out these sites:
4-H Project - Financial Champions
MU Extension Taxpaper Assistance Program
Missouri Taxpayer Bill of Rights
Missouri Department of Revenue
Internal Revenue Service This guide is prepared for educational purposes only by: Steve Henness, State 4-H Specialist, University for Missouri Extension 4-H Center for Youth Development, 1110 S. College Ave., Columbia MO 65211, 573-884-6618, [email protected]
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Because of my participation in Show Me 4-H Wares, I am able to:
Before I participated in Show Me 4-H Wares…
After I participated in Show Me 4-H Wares…
Circle one number for each statement. No Sometimes Usually Yes
Circle one number for each statement. No Sometimes Usually Yes
1. List my options before making a decision.
1 2 3 4
1 2 3 4
2. Evaluate decisions I have made.
1 2 3 4
1 2 3 4
3. Plan how to use my financial decisions.
1 2 3 4
1 2 3 4
4. Use my time wisely.
1 2 3 4
1 2 3 4
5. Take care of my personal belongings.
1 2 3 4
1 2 3 4
6. Make a presentation.
1 2 3 4
1 2 3 4
7. Listen carefully to what others say.
1 2 3 4
1 2 3 4
8. Settle disagreements in ways that are not hurtful.
1 2 3 4
1 2 3 4
9. Treat people who are different from me with respect.
1 2 3 4
1 2 3 4
10. Work out problems that are presented to me.
1 2 3 4
1 2 3 4
11. Follow instructions that are given to me.
1 2 3 4
1 2 3 4
12. Accept responsibility for doing a job.
1 2 3 4
1 2 3 4
13. Keep accurate and useful records.
1 2 3 4
1 2 3 4
14. Admit to mistakes I have made.
1 2 3 4
1 2 3 4
15. Have control over my own personal goals/future.
1 2 3 4
1 2 3 4
16. Plan how to publicly display and sell items I have made.
1 2 3 4
1 2 3 4
17. Determine and set a price for items I have made.
1 2 3 4
1 2 3 4
18. Make a business card, brochure, or other materials that
describe me and the items I sell.
1 2 3 4
1 2 3 4
19. Understand how to attract others to my exhibit and start a
conversation with them.
1 2 3 4
1 2 3 4
20. Understand how others can help me start or grow a small
business.
1 2 3 4
1 2 3 4
Show Me 4-H Wares Evaluation
for Youth Exhibitors
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Show Me 4-H Wares Evaluation for Youth
Exhibitors (cont.) 1. The most important thing I have gained from participating in
Show Me 4-H Wares is…
2. The one thing, if anything, I would change about Show Me 4-H Wares is…
3. Other comments I would like to make… Tell us about yourself. (Check one response to each question). My age falls in the following group: __8-10 __11-13 __14-17
My grade is: __2-5 __6th __7th __8th __9th __10th __11th __12th
I am: __female __male
My current home is located on (in) a: __farm __rural non-farm __town under 50,000 __city over 50,000
I would describe myself as: __African American __American Indian __Asian/Pacific Islander __Hispanic __White/Caucasian __Multi-racial
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Materials for
4-H Staff
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4-H members can apply to sell original products or market
services as an individual, with a friend, or as a team of three
members.
To apply, fill out a Show-Me 4-H Wares application, include
a photo or sample of your product, a letter of
recommendation from an unrelated adult, and a small
exhibitor fee, and send to your County Extension Office.
Show Me 4-H Wares is for 4-H members like you to have
opportunities to showcase your projects, gain skills as
entrepreneurs, and earn your own money while doing the
things you enjoy in 4-H!
4-H Youth Exhibitors to Sell Original Projects!
What if I have not exhibited or sold items before?
4-H youth who are new to exhibiting or selling can still
apply. Consider this an opportunity to gain new skills
for marketing yourself and your work to others and even
possibly starting your own business!
How much can I expect to earn? The amount you earn
will depend on how much people want what you are
selling, the price you set, how you present yourself and
your work to others, and other things such as the
number of fair goers and the weather that day. No sales
are guaranteed. It is up to you how you sell your work!
Will I also be able to do this at the State Fair? Yes!
Contact your County Extension Office about applying for
selling opportunities at the Missouri State Fair sales
booth for 4-H youth!
Sales Booth Location/Dates:
Applications Due:
County Extension Office:
University of Missouri, Lincoln University, U.S. Department of Agriculture and Local Extension Councils Cooperating
EQUAL OPPORTUNITY/ADA INSTITUTIONS
Show-Me 4-H Wares at the [County] County Fair
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Media Advisory
Date: [insert date] Contact: [insert your name] [insert your contact info]
4-H YOUTH TO SELL WARES AT [insert county] COUNTY FAIR WHO: University of Missouri Extension Center of [insert] County [and local
sponsors] WHAT: Local youth entrepreneurs will sell products and services at a “Show Me
4-H Wares” booth at the county fair. [Optional: youth exhibitors will be evaluated by “mystery shoppers” visiting the booth as part of a 4-H salesmanship contest.]
WHERE: [Sales booth location -- building, fairgrounds address, and community.
Include any special info on parking, admission, press passes, etc.] WHEN: [Sales booth date(s) and time(s)] WHY: The sales booth gives youth opportunities to apply skills they are learning
through 4-H while earning their own income. Fairgoers can learn more about 4-H while supporting these business-minded youth in practicing good salesmanship and customer service, and providing goods and services that meet the needs of their community.
DETAILS: Show Me 4-H Wares is a University of Missouri Extension 4-H program
through which youth demonstrate mastery of projects while learning business and marketing skills, and receiving support from their communities. Missouri 4-H is helping to grow the next generation of scientists, inventors, and entrepreneurs. For more information on this and other programs, visit http://4h.missouri.edu/showme4hwares.
Notes: 1. Try to keep media advisory to one page. 2. Email or fax to media contacts 2 days to 1 week prior to event. 3. Follow up with media via phone to determine interest in covering the event.
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Press Release
Contact: [insert name] [insert contact info] Youth Turn 4-H Projects to Profit at [insert county] County Fair TOWN, Mo. – PARTICIPANT’S NAME of HOMETOWN, Mo., was one of # youth who were chosen to market and sell items at the Show Me 4-H Wares booth at the NAME OF COUNTY County Fair, INSERT COUNTY FAIR DATES. LAST NAME is a member of the local NAME OF 4H CLUB 4-H club.
To participate in the Show Me 4-H Wares program, youth members had to fill out an application describing their project and their goals for participating.
“Show Me 4-H Wares gives 4-H youth hands-on experience with presenting themselves
and their original items to the public,” said Steve Henness, State 4-H Specialist with the University of Missouri Extension 4-H Center for Youth Development. “They plan how to display and price their products, create promotional literature, make a sales pitch, and, of course, remember to smile and thank their customers.
The NAME OF COUNTY Fair booth provides a venue for young entrepreneurs to gain
confidence in interacting with the public, be complimented on their work, and practice business skills, sometimes a hundred times or more in one day.
“When 4-H youth discover the skills they are learning and the items they are making have value to others, that really is priceless,” Henness said.
Some of the items 4-H youth sold at this year’s booth included DESCRIBE ITEMS SOLD. NUMBER OF WINNERS of this year’s County Fair exhibitors, INSERT WINNERS.
Show Me 4-H Wares organizer, NAME was pleased with the results of the program. “INSERT QUOTE.”
Show Me 4-H Wares is a University of Missouri Extension 4-H program in which youth demonstrate mastery of projects while learning business and marketing skills, and receiving support from their communities as aspiring entrepreneurs. For more information on this and similar programs, visit http://4h.missouri.edu/showme4hwares.
###
21
MO State Sales Tax Remittance
for 4-H Staff
This sheet summarizes steps 4-H staff should take to handle state sales tax collected from youth exhibitors participating in local sales booths: Q: What should 4-H staff know about state sales tax and local sales booths? A: Most youth who sell items once or on a regular basis WILL be responsible for paying some taxes.
Two types of taxes youth exhibitors should be aware of are: sales tax and self-employment tax. This guide is exclusively about sales tax. For self-employment tax, visit: https://www.irs.gov/individuals/self-employed.
If a youth earns income for themselves personally or for a business, they are LEGALLY REQUIRED to collect and pay state sales tax, even if the business is considered a hobby.
At vendor events such as county fairs where youth sell, only tangible goods are subject to state sales tax. Services are not taxable.
Q: How much in state sales tax needs to be collected from youth exhibitors? A: Sales tax rates for Missouri can be found here: http://dor.mo.gov/business/sales/rates/2016/.
Add state sales tax (4.225%) and local sales tax rate to calculate the total sales tax rate to use.
Tax rates are different county to county and often change year to year, so check the tax table on the website above to find the rate for your sale location.
For example, the 2016 sales tax rate for Columbia (Boone County) is 10.4% (4.225 + 5.975), while the rate for Sedalia (Pettis County) is 9.45% (4.225 + 5.225).
Q: What steps should 4-H staff (or sales booth organizers) take to collect and pay sales tax? A: Sales booth organizers have two options:
1. Have youth pay state sales tax on their own. To do so, youth must have a State of Missouri Tax ID number, or use an existing Tax ID number for a family business. With this option, each youth exhibitor will be responsible for sending sales tax money to the state after the event.
a. To request a State of Missouri Tax ID number, youth/families fill out Form 2643A online 3 to 4 weeks prior to the sales event. http://dor.mo.gov/forms/2643A.pdf
b. Youth/families send in sales tax money and Form 53-1 to the Missouri Dept. of Revenue, ensuring the youth or family business Tax ID number is included on the form. http://dor.mo.gov/forms/53-1.pdf
2. Youth turn sales tax in to be paid by 4-H staff or sales booth organizer. This is the simplest and most common method at this point. Youth turn in sales tax they owe to you or sales booth organizer at the end of their selling period. 4-H staff work with exhibitors to calculate the total sales tax due, based on their gross sales on-site:
a. 4-H staff send in sales tax money for all youth exhibitors and Form 53-1 to the Missouri Dept. of Revenue.
b. Use the County Extension Council Tax ID number on the form, and indicate that the tax is for a one-time event rather than for an ongoing business operation. http://dor.mo.gov/forms/53-1.pdf
This information is intended as a guide only to answer basic questions for organizers of youth sales booth programs. For more information, please consult a tax accountant or refer to the Missouri Taxpayer Bill of
Rights or irs.gov and dor.mo.gov.
22
Show Me 4-H Wares
2016 County Results
Click inside the boxes below and fill in results from your local youth sales booth!
County
4-H Staff or Volunteer Contact (e.g., Phone number, Email)
Number and Names of 4-H Youth Participating
Number of Items Sold (e.g., 6 types of items sold)
List Types of Items Sold (e.g., blankets, greeting cards, portraits, etc.)
Other Local, Regional, and State Events Where Youth Exhibitors Have Sold (e.g., Missouri State Fair, MADE State Competition)
Gross Revenue from All Items Sold by Youth (e.g., $612.00)
Quote from a Youth Participant about the Sales Booth Experience
Quote from an Adult Volunteer about What They Observed
Team results will be shared with sponsors, including the Missouri 4-H Foundation. Stay
tuned to 4-H for more opportunities to share your 2016 county fair results!
Please email results by Dec. 1 to: Steve Henness, 4-H Center for Youth Development [email protected]
THANK YOU!
23
Materials for
4-H Volunteers
(Salesmanship
Contest Judges)
24
Dear “Mystery Shopper”: THANK YOU for agreeing to judge the 4-H Salesmanship Contest at
_____________________! For over 100 years, 4-H has been built by
caring adult volunteers like you creating positive environments for
youth. We genuinely appreciate you helping 4-H contestants on their
way to becoming Missouri leaders in agriculture and business!
Through Show Me 4-H Wares, youth gain skills in leadership, business, and entrepreneurship
as they market and sell, earn their own income, and interact with the public. As a “mystery
shopper,” your enthusiasm, curiosity, fairness, and feedback will bolster 4-H members in
“bettering their best.” The following are steps to take as salesmanship contest judge:
1. Review the exhibitor schedule for the youth sales booth. [add exhibitor schedule info here]
2. Look over the scoresheet and judging criteria which list 20 ways 4-H members can apply
their Head, Heart, Hands, and Health to selling their items with top-notch customer service!
The “What Sells…and What Doesn’t Sell” page offers additional clues of what to look for
from exhibitors!
3. Think through starter questions you will ask youth exhibitors to get them talking about
themselves, their items, and their display. You are a “mystery shopper” so please do not
disclose that you are a contest judge! Sample questions might include:
What are you here selling today? Did you make these yourself?
I’m impressed by your craftsmanship. Where do you get your supplies?
How do you make these? What 4-H projects did you take to learn to do this?
Are you offering any kind of deal (or special) today?
How will you spend the money you’re earning today? Is there something you’re
saving for?
4. Plan to visit the Show Me 4-H Wares booth [add booth location info here]. Step into your
“mystery shopper” role as you arrive. (You can browse, shop, and buy as much as you like!)
5. Fill out one scoresheet for each youth exhibitor, whether the exhibit involves one youth,
two youth, or a team. Judge each booth with the criteria described on the scoresheet.
Youth contestants are registered as individuals, biz buddies, or a team; they are also placed
into age divisions (ages 11-13 and ages 14-18).
6. After your final booth visit, please turn in your scoresheets to Show Me 4-H Wares staff.
4-H will tally scores, announce results, and recognize all youth contestants according to age
and category after the fair. If you have questions at any time, please contact us on-site or
by phone [add contact info here].
Thank you in advance for your important role in supporting 4-H youth development! Sincerely,
[insert name] 4-H Youth Specialist
University of Missouri Extension of [insert] County
25
Show Me 4-H Wares
Youth Exhibitor Scoresheet
Youth Name
Judge Name
Items Sold
Today’s Date
Level ___ Intermediate (age 11-14) ___ Senior (age 15-18)
Category ___ 4-H Individual ___ 4-H Biz Buddies ___ 4-H Group
Instructions: see criteria descriptions on back of sheet. Circle one number of reach criteria.
Needs Work
Meets Minimum
Good Above
Average Excellent
HEALTH (Dress/Appearance)
1. CLOTHING 1 2 3 4 5
2. APPEARANCE 1 2 3 4 5
HEART (Attitude)
3. ENTHUSIASM 1 2 3 4 5
4. CONFIDENCE 1 2 3 4 5
5. TRUSTWORTHINESS 1 2 3 4 5
6. APPRECIATION 1 2 3 4 5
HEAD (Knowledge)
7. ITEM FEATURES 1 2 3 4 5
8. ITEM BENEFITS 1 2 3 4 5
9. PROJECT SKILLS 1 2 3 4 5
HANDS (Booth, First Impression, Customer Service)
10. DISPLAY 1 2 3 4 5
11. SIGNS 1 2 3 4 5
12. LITERATURE 1 2 3 4 5
13. CREATIVITY 1 2 3 4 5
14. ORGANIZED 1 2 3 4 5
15. GREETING 1 2 3 4 5
16. SALES PITCH 1 2 3 4 5
17. GIMMICK 1 2 3 4 5
18. PRICE 1 2 3 4 5
19. PERSUASION 1 2 3 4 5
20. COURTESY 1 2 3 4 5
Feedback for the youth exhibitor:
26
4-H Salesmanship Contest Judging Criteria
Health
CLOTHING – the seller dresses in “nice casual” clothing or better (no old jeans, shorts, tank tops,
flip flops, etc.)
APPEARANCE – the seller appears ready to conduct business (hygiene, cleanliness, well
groomed, etc.)
Heart
ENTHUSIASM – the seller exhibits enthusiasm for displaying and selling his/her items.
CONFIDENCE – the seller displays confidence and pride in his/her work.
TRUSTWORTHINESS – the seller demonstrates an attitude of honesty and trustworthiness.
APPRECIATION – the seller expresses appreciation for the interest and business of customers.
Head
ITEM FEATURES – the seller displays knowledge of his/her product features (THE WHATs:
materials, tools/equipment, how made, etc).
ITEM BENEFITS – the seller displays knowledge of his/her product benefits (SO WHATs: value,
affordability, quality, uniqueness, durability, convenience, problem-solving, etc.)
PROJECT SKILLS – the seller displays knowledge of how he/she applied skills learned from 4-H
projects.
Hands
DISPLAY – the seller effectively displays his/her items (accessible, variety, visually appealing).
SIGNS – the seller makes use of signage/decoration (appropriate, appealing).
LITERATURE – the seller offers promotional literature (biz cards, brochures, order forms, etc.)
CREATIVITY – the seller uses creativity or otherwise memorable elements in his/her display
(original layout, use of media, etc.)
ORGANIZED – the seller maintains a clean and well-organized selling space.
GREETING – the seller offers a greeting or introduction to customers (starts conversation, asks
questions).
SALES PITCH – the seller uses a sales pitch about his/her product (what is being sold, how
much).
GIMMICK – the seller makes use of a gimmick or special sales tactic (discounts, give-aways, etc.)
PRICE – the seller clearly displays or marks the price of items being sold.
PERSUASION – the seller uses gentle persuasion to convince customers to buy.
COURTESY – the seller shows courtesy and respect to all customers.
27
Show Me 4-H Wares
Salesmanship Contest Tally Sheet
YOUTH EXHIBITOR:
PLACE AN "X" NEXT TO LEVEL AND CATGORY BELOW: LEVEL: INTERM (11-13)
SENIOR (14 & UP)
CATEGORY: 4-H INDIVIDUAL
4-H BIZ BUDDIES
4-H GROUP
QUESTION # CRITERIA JUDGE 1 SCORE
JUDGE 2 SCORE
AVERAGE SCORE
HEALTH 1 DRESS 0 0 0
2 APPEARANCE 0 0 0
HEART 3 ENTHUSIASM 0 0 0
4 CONFIDENCE 0 0 0
5 HONESTY 0 0 0
6 APPRECIATION 0 0 0
HEAD 7 FEATURES 0 0 0
8 BENEFITS 0 0 0
9 SKILLS 0 0 0
HANDS 10 DISPLAY 0 0 0
11 SIGNAGE 0 0 0
12 LITERATURE 0 0 0
13 CREATIVITY 0 0 0
14 ORGANIZATION 0 0 0
15 GREETING 0 0 0
16 SALES PITCH 0 0 0
17 GIMMICK 0 0 0
18 PRICE 0 0 0
19 PERSUASION 0 0 0
20 COURTESY 0 0 0
TOTAL (100 PTS POSSIBLE) = 0 0 0
28
Show Me 4-H Wares
Salesmanship Contest Judging Results
Youth by Category/Level Avg Score Place Judges Comments
(0-100) (1st, 2nd, 3rd)
Individual - Interm (11-13)
insert youth name
insert youth name
insert youth name
Individual - Sr (14 & up)
insert youth name
insert youth name
insert youth name
Biz Buddies - Interm (11-13)
insert youth name insert youth name insert youth name Biz Buddies - Sr (14 & up)
insert youth name insert youth name insert youth name Group - Interm (11-13)
insert youth name insert youth name insert youth name Group - Sr (14 & up)
insert youth name insert youth name insert youth name