50
Let the Adventures Begin 2013 Popcorn Kickoff WELCOME!
Let the Adventures Begin
2013 Popcorn Kickoff
WELCOME!
Exciting NEW products
Simple steps for growing your sale
Goal setting
Communication plan
Successful popcorn kick-off
Best ways to SELL
INCENTIVES that motivate!
One-stop shop at www.trails-end.com
Sale specifics: Dates, commissions, etc.
2013 Popcorn Sale
New Products
• Scouts want to hear “yes” more often at the door
• Give Scout families unique products they’re excited to
sell.
• Emphasis on mid-range priced products, $15-$20
• Bring unique and flavorful products to the consumer
• Continue to offer the healthiest products in the
industry-All products have Zero grams of Trans-Fat
New Products
“New” White Chocolate Pretzels Tin
New Products
“New” Dark & White Chocolatey Drizzle
New Products
“New” Buffalo Cheddar Cheese
New Products
“New” Sour Cream & Onion
New Products
“New” Kettle Corn
$30 Silver Level Donation
Over 1.3 million donations since 2007
Popcorn For Our Troops
$50 Gold Level Donation
Grow Your Sale
Teresa Barnett from Springfield, MO
• Real Scout mom
• Motivate the parents – The sale doesn’t last forever
• Everyone takes a piece
• “Can do” Attitude
Grow Your Sale
1. Plan your program and Set Goals
2. Motivate your Scouts with INCENTIVES!
3. Build your best Popcorn Kickoff ever!
4. Constantly Communicate with Scouts and parents
5. Use the best ways to Sell and achieve your goal!
Set Your Sales Goal
Only 44% of parents say their
Scout set a sales goal.
Scouts who set goals average $626 in sales.
Scouts with no goal average $304 in sales.
Units that set goals average $9,710 in sales.
Plan Your Program
Go to the Virtual Sale Planner at sell.trails-end.com
• Build your plan using the Program Planner
1. Plan
2. Budget
3. Set Goals
• Fill in your number of boys, commission and activities per
month with costs.
• The planner does the rest!
Complete Your Program Planner
Set Your Sales Goal
4,000$ / 20 = 200$
Sales GoalNumber of
ScoutsScout Goal
Set Your Sales Goal
4,000$ / 35% = 11,429$
Budget GoalUnit
Commission
Unit Sales
Goal
11,429$ / 20 = 571$
Sales GoalNumber of
ScoutsScout Goal
Set Your Sales Goal
4,000$ / 35% = 11,429$
Budget GoalUnit
Commission
Unit Sales
Goal
11,429$ / 20 = 571$
Sales GoalNumber of
ScoutsScout Goal
571$ / 18.00$ = 32
Scout GoalAvg. Price per
Container
Container
Goal
Set Your Sales Goal
How does your Unit set its’ popcorn goal?
Motivate Your Scouts
Prize Program Keller Marketing BSA Branded Merchandise Gift Cards
Motivate Your Scouts
Keller Marketing
Motivate Your Scouts
Council Incentives $600 Club: Each $600 Club member will receive a ZX Crossbow!
for every sell $600 in sales get a ticket in the Council drawing for some great prizes.
Top Sellers: Scouts will receive a $25 Wal-Mart gift card for every $500 in sales over $4,000
Council Top Seller: Zamboni Ride at ADK Phantoms game!
District Top Seller: Cub Scout: bowling party with your den Boy Scout: Free off-season weekend at a TRC camp with troop and pizza!
Motivate Your Scouts
2013 $600 Club prize!!!
ZX Crossbow for every Scout that sells over $600!!
Motivate Your Scouts
2013 $600 Club • 3 drawings during the sale:
• Friday, September 20th
• Friday, October 4th
• Friday, October 18th
The Air Hog Remote Controlled Hover Vehicle!!!
Motivate Your Scouts
• Build your own unit-level incentives
• Pie in the Face for $500 Sellers!
• Top Seller Prizes!
• Top-selling Den – Pizza Party!
• College Scholarship
• Sell $2,500 once and 6% of your total sales each year is invested in your own college scholarship account
Build the BEST Popcorn Kickoff!
The kickoff is the single most important factor for
you to have a good sale
Have a 30-minute fun-filled Popcorn Kickoff:
• Make it FUN and FESTIVE!
• Show parents what’s in it for them
• Have giveaways and prizes
• Prepare your Scouts
• Have role plays and practice the sales script
• Help your Scouts gain the confidence to sell!
Build the BEST Popcorn Kickoff!
Want to close sales?
Take the following approach when
speaking to a potential customer…
Hi, my name is _____ and I’m a Cub Scout with Pack ___.
I’m selling popcorn so I can ______.
You can help me reach my goal by trying some of my popcorn!
Will you please help me?
More effective than asking, “Want to buy some popcorn?” don’t you think?
Build the BEST Popcorn Kickoff!
Kickoff Tools for You
• Refer to pages 6 in the Popcorn Sale Guidebook
• Customize the Kickoff Presentation in the Virtual Sale Planner
• Training videos from trails-end.com
• Invest a little in your kickoff to reap huge rewards with your sale!
Build the BEST Popcorn Kickoff!
Share your Kickoff Ideas
Communicate with your Families
Use email, social media, and meetings to remind families about:
• Sales goal for each Scout
• Key sale dates
• Scout rewards available
• Online selling
Go to trails-end.com to access communication tools:
• Promotional Images
• Scout and parent handouts
It’s important to follow up after your kickoff and
throughout the sale with important sale information.
Best Ways To Sell
$600 is the GOAL
Invest a little time with your son and achieve your Goal!
TAKE ORDER = $400 Goal
Average $200 per hour Door-to-Door = 2 hours
SHOW & SELL = $200 Goal = 1-1/2 hour
ONLINE = Every Scout emails 10 family or friends = 10 minutes
Take Order
Scouts use an order form (in the family guide)
to go door-to-door or sell to family and friends.
• Establish your dates – take order sales typically start immediately after kickoff.
• Determine sales territory
• Create a “Blitz Day” to have Dens sell as a
group activity
• Have parent(s) take an order form to work
REMEMBER!
Two out of three people will buy when asked,
but less than 20% of households have been contacted.
Leaders make
arrangements for
Scouts to set up in
front of stores to sell.
Show & Sell
Show & Sell FAQ’s
• How and when do I secure a location?
• Look for areas that are “high traffic” areas. Supermarkets, home
improvement stores, retail stores, convenient stores, etc.
• Start looking now. Talk to one of the managers and secure a spot
on their calendar. Many places have a sign up sheet.
• How many days (hours) should we book?
• Based upon how much money you want to raise. Plan on sales of
approximately $125 per hour. If your unit has in it’s plans to raise
$1,500 in SNS, then plan for 12 hours allocated to SNS.
Show & Sell FAQ’s
• How do we assign the Scouts and parents?
• Plan on 2-3 scouts to work a two hour shift. Wouldn’t recommend
any more.
• Some units will do it as a first come first serve for the unit, while
others assign shift(s) to a den or patrol.
• Remember to have two deep leadership when assigning parents.
• How much product, and which items should we order?
• Figure on ordering enough product to sell at a rate of $125-$150
per hour.
• You will sell more of the lower dollar items at the SNS. Stay away
from the high end products.
Show & Sell FAQ’s
• How do we divide up the sales?
• Sales should be split up evenly amongst the Scouts who
participate. It is not fair to penalize a Scout if he is assigned a
“slower” time slot.
• Do SNS sales count towards the Scout rewards program?
• Yes. Keep track of their sales. If a Scout did $250 in SNS, $700 in
the Take Order, and $50 in online sales, then he qualifies for a
$1,000 prize
• What do we do with product that goes unsold?
• Simply take any leftover product and apply it to your Take Order
portion of the sale. You do not need to pay for the product until
after the sale is over.
Show & Sell FAQ’s
• What do we do with the money collected?
• Parents should handle the money and deposit into a
unit account until payment is required from the council.
• What if a consumer does not have cash?
• There are options to use a credit card reader through
your smart phone. Go online and see the various
offerings
Show & Sell FAQ’s
• Can we accept donations?
• Although it is against BSA policy to have a donation can in plain
site, you can accept a donation on behalf of Scouting.
• Many units combine the donations and put it towards the Military
donations. Money is wisely spent and Scouts get credit for the
Scout Rewards.
Show & Sell
Share your Show-N-Sell Best Practices
Online Selling
Scouts sell to far-away friends and family Trail’s End ships the
product directly to the consumer.
• Everyone needs to create a new account to view and sell online at
sell.trails-end.com
• Online sales COUNT toward Scout Rewards!
(starting August 1 through your council’s fall sale end date)
• Get 100% of your Scouts to create an account
and send 10 emails to family and friends
• The average online order is $48
• Online Selling
• Popcorn System – place popcorn orders
• Virtual Sale Planner
• Training Videos & Tutorials
One Stop Shop at Trails-End.com
Commissions
Base Commission: 30%
Attend August Training 2%
Hit Unit Membership Goal 3%
Late Payment
01 to 30 days late -3%
31 to 60 days late -8%
Key Dates
August 22th - Show & Sell orders due to the Council office. August 26th -Sale Begins (Scouts will receive their order forms in the mail). September 6th & 7th - Show & Sell Pick-Up October 28th - Sale Ends November 1st - Unit Popcorn & Prize orders Due to Council November 4th -Show & Sell Return Deadline
Key Dates
November 21st - 23rd - Popcorn Pick-Up. November 23rd -$600 Club & Top Seller Forms Due to Council. December 6th - Payment Due to Council
Next Steps
1. Plan your program and Set Goals
2. Motivate your Scouts with INCENTIVES!
3. Build your best Popcorn Kickoff ever!
4. Constantly Communicate with Scouts and parents
5. Use the best ways to Sell and achieve your goal!
©2013 Trail’s End®. All rights reserved.
Facebook.com/trailsendpopcorn
Thank You!
