Demonstrators, Product Promoters, and Models
Demonstrators, product promoters, and models create public interest in buying products such as clothing, cosmetics, food, and housewares. The information they provide helps consumers make choices among the wide variety of products and services they can buy.
Demonstrators and product promoters encourage people and stores to buy a product by demonstrating it to prospective customers and answering their questions. They may sell the demonstrated merchandise or gather names of prospects to contact later or pass on to sales staff. Demonstrators promote sales of a product to consumers, while product promoters encourage sales to retail stores and help them market products effectively.
Demonstrators and product promoters generate sales of both sophisticated and simple products, ranging from computer software to mops. They attract an audience by offering samples, administering contests, distributing prizes and coupons, and using direct-mail advertising. They must greet and catch the attention of possible customers and quickly identify those who are interested and able to buy. They inform and educate customers about the features of products and demonstrate their use with apparent ease to inspire confidence in the product and its manufacturer. They also distribute information, such as brochures and order forms. Some demonstrations are intended to generate immediate sales through impulse buying, whereas others increase the likelihood of future sales by increasing brand awareness.
Demonstrations and product promotions are conducted in retail and grocery stores, shopping malls, trade shows, and outdoor fairs. Locations are selected based on the nature of the product and the type of audience. Demonstrations at large events may require teams of demonstrators to efficiently handle large crowds. Some demonstrators promote products on videotape or on television programs, such as “infomercials” or home shopping programs.
Demonstrators and product promoters may prepare the content of a presentation and alter it to target a specific audience or to keep it current. They may participate in the design of an exhibit or customize it for particular audiences. Results obtained by demonstrators and product promoters are analyzed, and presentations are adjusted to make them more effective. Demonstrators and product promoters also may be involved in transporting, assembling, and disassembling materials used in demonstrations.
A demonstrator’s presentation may include visuals, models, case studies, testimonials, test results, and surveys. The equipment used for a demonstration varies with the product being demonstrated. A food product demonstration might require the use of cooking utensils, while a software demonstration could require the use of a multimedia computer. Demonstrators must be familiar with the product to be able to relate detailed information to customers and to answer any questions that arise before, during, or after a demonstration. Therefore, they may research the product presented, the products of competitors, and the interests and concerns of the target audience before conducting a demonstration. Demonstrations of complex products often need practice.
Models pose for photos, paintings, or sculptures. They display clothing, such as dresses, coats, underclothing, swimwear, and suits, for a variety of audiences and in various types of media. They model accessories, such as handbags, shoes, and jewelry, and promote beauty products, including fragrances and cosmetics. The most successful models, called supermodels, hold celebrity status and often use their image to sell books, calendars, fitness videos, and other products. In addition to modeling, they may appear in movies and television shows.
Models appear in printed publications, live modeling events, and television to advertise and promote products and services. Most modeling jobs are for printed publications, and models usually do a combination of editorial, commercial, and catalog work. Editorial print modeling uses still photographs of models for fashion magazine covers and to accompany feature articles. Commercial print modeling includes work for advertisements in magazines, newspapers, and billboards. Catalog models appear in department store and mail order catalogs.
During a photo shoot, a model poses to demonstrate the features of clothing and products. Models make small changes in posture and facial expression to capture the look desired by the client. As they shoot film, photographers instruct models to pose in certain positions and to interact with their physical surroundings. Models work closely with photographers, hair and clothing stylists, makeup artists, and clients to produce the desired look and to finish the photo shoot on schedule. Stylists and makeup artists prepare the model for the photo shoot, provide touchups, and change the look of models throughout the day. If stylists are not provided, models must apply their own makeup and bring their own clothing. Because the client spends time and money planning for and preparing an advertising campaign, the client usually is present to ensure that the work is satisfactory.
Editorial printwork generally pays less than other types of modeling but provides exposure for a model and can lead to commercial modeling opportunities. Often, beginning fashion models work in foreign countries where fashion magazines are more plentiful.
Live modeling is done in a variety of locations. Live models stand, turn, and walk to demonstrate clothing to a variety of audiences. At fashion shows and in showrooms, garment buyers are the primary audience. Runway models display clothes that either are intended for direct sale to consumers or are the artistic expressions of the designer. High fashion, or haute couture, runway models walk a runway before an audience of photographers, journalists, designers, and garment buyers. Live modeling also is done in apparel marts, department stores, and fitting rooms of clothing designers. In retail establishments, models display clothing directly for shoppers and may be required to describe the features and price of the clothing. Other models pose for sketch artists, painters, and sculptors.
Models may compete with actors and actresses for work in television and may even receive speaking parts. Television work includes commercials, cable television programs, and even game shows. However, competition for television work is intense because of the potential for high earnings and extensive exposure.
Because advertisers need to target very specific segments of the population, models may specialize in a certain area. Petite and plus-size fashions are modeled by women whose dress size is smaller or larger than that worn by the typical model. Models who are disabled may be used to model fashions or products for disabled consumers. “Parts” models have a body part, such as a hand or foot, which is particularly well-suited to model products such as fingernail polish or shoes.
Almost all models work through agents. Agents provide a link between models and clients. Clients pay models, while the agency receives a portion of the model’s earnings for its services. Agents scout for new faces, advise and train new models, and promote them to clients. A typical modeling job lasts only 1 day, so modeling agencies differ from other employment agencies in that they maintain an ongoing relationship with the model. Agents find and nurture relationships with clients, arrange auditions called “go-sees,” and book shoots if a model is hired. They also provide bookkeeping and billing services to models and may offer them financial planning services. Relatively short careers and variable incomes make financial planning an important issue for many models.
With the help of agents, models spend a considerable amount of time promoting and developing themselves. Models assemble and maintain portfolios, print composite cards, and travel to go-sees. A portfolio is a collection of a model’s previous work that is carried to all go-sees and bookings. A composite card contains the best photographs from a model’s portfolio, along with his or her measurements. Increasingly, composite cards are being sent electronically to clients and printed portfolios are being replaced with digital portfolios.
Models must gather information before a job. From an agent, they learn the pay, date, time, and length of the shoot. Also, models need to ask if hair, makeup, and clothing stylists will be provided. It is helpful to know what product is being promoted and what image they should project. Some models research the client and the product being modeled to prepare for a shoot. Models use a document called a voucher to record the rate of pay and the actual duration of the job. The voucher is used for billing purposes after both the client and model sign it. Once a job is completed, models must check in with their agency and plan for the next appointment.
Work environment. More than half of all demonstrators, product promoters, and models work part time and about 1 in 4 have variable work schedules. Many positions last 6 months or less.
Demonstrators and product promoters may work long hours while standing or walking, with little opportunity to rest. Some of them travel frequently, and night and weekend work often is required. The atmosphere of a crowded trade show or State fair is often hectic, and demonstrators and product promoters may feel pressure to influence the greatest number of consumers possible in a very limited amount of time. However, many enjoy the opportunity to interact with a variety of people.
Models work under a variety of conditions, which can often be both difficult and glamorous. The coming season’s fashions may be modeled in a comfortable, climate-controlled studio or in a cold, damp outdoor location. Schedules can be demanding, and models must keep in constant touch with an agent so that they do not miss an opportunity for work. Being away from friends and family, and needing to focus on the photographer’s instructions despite constant interruption for touchups, clothing, and set changes can be stressful. Yet, successful models interact with a variety of people and enjoy frequent travel. They may meet potential clients at several go-sees in one day and often travel to work in distant cities, foreign countries, and exotic locations.
Postsecondary education, while helpful, usually is not required for demonstrators, product promoters, and models.
Education and training. Demonstrators and product promoters usually receive on-the-job training. Training is primarily product oriented because a demonstrator must be familiar with the product to demonstrate it properly. The length of training varies with the complexity of the product. Experience with the product or familiarity with similar products may be required for demonstration of complex products, such as computers. During the training process, demonstrators may be introduced to the manufacturer’s corporate philosophy and preferred methods for dealing with customers.
Some aspiring models opt to attend modeling schools. Modeling schools provide training in posing, walking, makeup application, and other basic tasks, but attending such schools does not necessarily lead to job opportunities. In fact, many agents prefer beginning models with little or no previous experience and discourage models from attending modeling schools and purchasing professional photographs. Agents continually scout for new faces, and many of the top models are discovered in this way. Most agencies review snapshots or have “open calls”, during which models are seen in person; this service usually is provided free of charge. Some agencies sponsor modeling contests and searches. Very few people who send in snapshots or attend open calls are offered contracts.
Agencies advise models on how to dress, wear makeup, and conduct themselves properly during go-sees and bookings. Because models’ advancement depends on their previous work, development of a good portfolio is key to getting assignments. The higher the quality and currency of the photos in the portfolio, the more likely it is that the model will find work.
Other qualifications. Employers look for demonstrators and product promoters with good communication skills and a pleasant appearance and personality. Demonstrators and product promoters must be comfortable with public speaking. They should be able to entertain an audience and use humor, spontaneity, and personal interest in the product as promotional tools. Foreign language skills are helpful.
Models should be photogenic and have a basic knowledge of hair styling, makeup, and clothing. Some local governments require models under the age of 18 to hold a work permit. An attractive physical appearance is necessary to become a successful model. A model should have flawless skin, healthy hair, and attractive facial features. Specific requirements depend on the client, but most models must be within certain ranges for height, weight, and clothing size in order to meet the practical needs of fashion designers, photographers, and advertisers. Requirements may change slightly from time to time as our society’s perceptions of physical beauty change. However, most fashion designers feel that their clothing looks best on tall, thin models. Although physical requirements may be relaxed for some types of modeling jobs, opportunities are limited for those who do not meet these basic requirements.
A model’s career depends on preservation of his or her physical characteristics, so models must control their diet, exercise regularly, and get enough sleep in order to stay healthy. Haircuts, pedicures, and manicures are necessary work-related expenses for models.
In addition to being attractive, models must be photogenic. The ability to relate to the camera in order to capture the desired look on film is essential and agents test prospective models using snapshots or professional photographs. For photographic and runway work, models must be able to move gracefully and confidently. Training in acting, voice, and dance is useful and allows a model to be considered for television work. Foreign language skills are useful because successful models travel frequently to foreign countries.
Models must interact with a large number of people and personality plays an important role in success. They must be professional, polite, and prompt as every contact could lead to future employment. Organizational skills are necessary to manage personal lives, financial matters, and work and travel schedules. Competition for jobs is keen and clients’ needs are very specific so patience and persistence are essential.
Advancement. Demonstrators and product promoters who perform well and show leadership abilities may advance to other marketing and sales occupations or open their own business.
Models advance by working more regularly and being selected for assignments that have higher pay. They may begin to appear in magazine, print campaigns, commercials, or runway shows with a higher profile. They may begin to work with clients who will provide them with more national exposure. A model’s selection of an agency is an important factor for advancement in the occupation. The better the reputation and skill of the agency, the more assignments a model is likely to get. Prospective clients prefer to work with agents, making it very difficult for a model to pursue a freelance career. Modeling careers are relatively short and most models eventually transfer to other occupations.
Demonstrators, product promoters, and models held about 107,000 jobs in 2006. Of these, models held only about 2,000 jobs in 2006. About 22 percent of all salaried jobs for demonstrators, product promoters, and models were in retail trade, especially general merchandise stores, and 14 percent were in administrative and support serviceswhich includes employment services. Other jobs were found in advertising and related services.
Employment of demonstrators, product promoters, and models is expected to grow faster than the average for all occupations through 2016. Job openings for demonstrators and product promoters should be plentiful over the next decade but models should face keen competition for the small number of openings.
Employment change. Demonstrators and product promoters are expected to experience 18 percent growth between 2006 and 2016, which is faster than the average for all occupations. Job growth should be driven by increases in the number and size of trade shows and greater use of these workers in department stores and various retail shops for in-store promotions. Product demonstration is considered a very effective marketing tool. New jobs should arise as firms devote a greater percentage of marketing budgets to product demonstration. However, it is also an expensive method of marketing, which will somewhat limit growth.
Employment of models is expected to grow by 10 percent between 2006 and 2016, which is as fast as the average for all occupations. Growth in the employment of models will be driven by their continued use in advertising products. Advertisers will continue to use models in fashion shows, catalogs, and print campaigns as a method to increase awareness of their product.
Job prospects. Job openings should be plentiful for demonstrators and product promoters. Employers may have difficulty finding qualified demonstrators who are willing to fill part-time, short-term positions. On the other hand, modeling is considered a glamorous occupation, with limited formal entry requirements. Consequently, those who wish to pursue a modeling career can expect keen competition for jobs. The modeling profession typically attracts many more jobseekers than there are job openings available. Only models who closely meet the unique requirements of the occupation will achieve regular employment. The increasing diversification of the general population should boost demand for models more representative of diverse racial and ethnic groups. Work for male models also should increase as society becomes more receptive to the marketing of men’s fashions. Because fashions change frequently, demand for a model’s look may fluctuate. Most models experience periods of unemployment.
Employment of demonstrators, product promoters, and models is affected by downturns in the business cycle. Many firms tend to reduce advertising budgets during recessions
Demonstrators and product promoters had median hourly earnings of $10.65 in May 2006. The middle 50 percent earned between $8.77 and $13.91. The lowest 10 percent earned less than $7.70, and the highest 10 percent earned more than $19.27. Employers of demonstrators, product promoters, and models generally pay for job-related travel expenses.
Median hourly earnings of models were $11.22 in May 2006. The middle 50 percent earned between $9.52 and $14.42. The lowest 10 percent earned less than $7.67, and the highest 10 percent earned more than $18.68. Earnings vary for different types of modeling, and depend on the experience and reputation of the model. Female models typically earn more than male models for similar work. Hourly earnings can be relatively high, particularly for supermodels and others in high demand, but models may not have work every day, and jobs may last only a few hours. Models occasionally receive clothing or clothing discounts instead of, or in addition to, regular earnings. Almost all models work with agents, and pay 15 to 20 percent of their earnings in return for an agent’s services. Models who do not find immediate work may receive payments, called advances, from agents to cover promotional and living expenses. Models must provide their own health and retirement benefits.
Demonstrators, product promoters, and models create public interest in buying clothing, products, and services. Others who create interest in a product or service include actors, producers, and directors; insurance sales agents; real estate brokers; retail salespersons; sales representatives, wholesale and manufacturing; and reservation and transportation ticket agents and travel clerks.
For information about modeling schools and agencies in your area, contact a local consumer affairs organization such as the Better Business Bureau.
Suggested citation: Bureau of Labor Statistics, U.S. Department of Labor, Occupational Outlook Handbook, 2008-09 Edition, Demonstrators, Product Promoters, and Models, on the Internet at http://www.bls.gov/oco/ocos253.htm (visited September 20, 2008).
Last Modified Date: December 18, 2007