©2013 Trail’s End®. All rights reserved.

Welcome!

The Key Steps to a Successful Sale

1. Goal-setting- Budgeting and planning. “What is the goal?”- Fulfilling the Scouts Dreams!

2. Communication at a GREAT Unit Kickoff- Kickoff Needs to be Fun, exciting and motivating- Clear explanation of the sale / benefits to Scout families- Training Scouts: salesmanship & safety

3. Execution of the sale- Unit Incentives, rewards, etc.- Tracking

©2013 Trail’s End®. All rights reserved.

Goal Setting

Goal-Setting1. Calculate your cost to have an “Ideal Year of

Scouting” for your unit, to take a trip, etc.

2. Determine how much popcorn you would need to sell to reach your budget goal.- Budget goal / Commission = Sales Goal

3. Set a dollar sales goal per Scout.- Sales goal / # of Scouts or Families = Scout Goal

4. Break the goal down to a container goal.- Scout goal / $20.00 (avg. retail) = Container goal

Two of every three people asked will buy

Sales Goal3,500$ / 28% = 12,500$

Budget GoalUnit

CommissionUnit Sales

Goal

12,500$ / 25 = 500$

Sales GoalNumber of

ScoutsScout Goal

500$ / 20.00$ = 25

Scout GoalAvg. Price per

ContainerContainer

Goal

Type in

budget goal

Enter # of Scouts

Secret Formula• 25 families in our unit• $3,500 Needed for Program Costs ($140 / Scout)• $12,500 Worth of Popcorn to Sell• $500 Per-Scout Sales Goal

• Number of Sales Needed: 25• Number of People to Ask to Support You: 36

The best way to explain the Per-Scout Goal: Can you ASK 36 people? If so, 25 WILL say “Yes” on average.

Take the Challenge and Fill Up One Take Order form in LESS than One Week

Daily Activity Plan Number of items to Sell

Saturday (Blitz Day): 15 itemsParticipate in your Den, Pack or Troop Blitz Event, or have Mom or Dad Drive you around to the homes of family and friends in other neighborhoods.

Monday: Sell to Mom and Dad at home after your Scout meeting. 2 item Tuesday: Sell to neighbors on both sides and two neighbors across the street 3 items Wednesday: Call both of your Grandmas and two favorite Aunts 4 items Thursday: See if Mom/Dad can take you in uniform to their work lunchroom 6 items Friday: Whew! Take a moment, and decide where to go sell over the weekend!

Total Sales…..…………………………………………… 30 Containers

©2013 Trail’s End®. All rights reserved.

Communication

It starts with hosting a GREAT Unit Kick-Off!

The Unit Popcorn Kickoff

The Kickoff is the most important step to a successful sale

Scouts AND parents should know everything about your plan and be

excited to sell after your Kickoff

The Unit Popcorn Kickoff

Make it FUN!

• At your unit’s popcorn kickoff, consider having decorations, pop some popcorn, play music, balloons, sport a silly hat or costume, etc.

• Play games with the Scouts, and explain any additional Unit and Council prizes that a Scout selling popcorn can receive.

The Unit Popcorn KickoffCommunicate Well

• The Unit’s Kickoff is the first exposure to the sale for many Scouts and parents

• They will learn what this is for, and how to do it• Scouts need to be trained on what to say at the door• Parents need to understand “What’s in it for me” (hand out

documentation) • Remind all of the program, the popcorn sale goals, and how

Blitz Day will work

Tell Parents, “What’s in it for them”

• Sell $__, and you don’t have to open your checkbook!

• Sell $ __, and your Scout learns to “earn their own way” and other life-lessons like: self reliance, communication, and perseverance.

• Sell $__, and your unit has the funds to execute a fun-filled Scouting program!

CommunicationClearly explain the sale and the benefits to Parents

Letter to Parents (cont.)

CommunicationTraining Scouts: Salesmanship

• Hi sir, my name is _______________ (say first name only).

• I’m a C/B Scout with Pack/Troop ______ .

• We’re selling popcorn to help raise money for our Pack/Troop and so that I can go to Camp.

• I have a sales goal of ____.

• Will you help me?

Mentioning a SALES GOAL to a potential customer and asking them to help the Scout REACH HIS SALES GOAL will produce more sales and fewer rejections!

DO NOT say to the consumer, “Do you want to buy some popcorn?” Instead, state one of the following:

• “Will you help me reach my goal?”• “Will you help me get to camp?”• “Will you help me earn a college

scholarship?”

Communication Training Scouts: Salesmanship

CommunicationTraining Scouts: Safety

• Always wear your uniform.

• Always sell with an adult

• Never enter anyone’s home

• Be polite and always say “Thank You”

• Always stay on the sidewalks and driveways

• Do not sell after dark

©2013 Trail’s End®. All rights reserved.

Executing the Campaign

The Unit Popcorn Kernel

The success of a Unit’s Popcorn Sale is actually determined more by what the Unit Popcorn Kernel does than anything else.

He or she has a major impact on the participation rate of Scouts and parents, the

level of excitement, and as a result, the overall profitability of the sale.

Unit Incentives1. Door prizes during the kick-off (QUANTITY not quality!)

2. Pizza party / ice cream sundaes for the top selling den

3. Extra incentive for Scouts who fill a sheet and/or hit their sales goal.

4. Prize for top seller in Pack or Troop.Examples: Gift cards, iTunes card, GameStop, fishing pole, back pack, Scout shop gift certificate, etc.

5. And of course the ever popular….

Unit Incentives

What are YOUR unit’s incentives this year?

Ask Your Scouts…Ask Your Parents…Ask Your Fellow Leaders…

Be Creative! Invest In Your Sale!

Tracking• Encourage your Scouts to provide

weekly updates on their sales progress• Share this info with your Scout families• Create a friendly, competitive

atmosphere between selling Scouts • Weekly rewards to being sales leader• Remind all of the Scout / unit sales

goals

What To Do Now?Go Back and Talk to Your Unit’s Leadership… Think About And

Plan Out How You’re Going to Be Successful:

• Who within the Unit can assist you to make your Unit kickoff FUN for the Scouts? Find that person!

• What kinds of things will you do to make your Unit’s kickoff a GREAT Event? Be creative & plan it!

• What Unit level incentives will you offer? Motivate!

• What will reaching the goals you suggest do for your Scouting families / Parents? Inform!

Take the potential from here back to your unit!

©2013 Trail’s End®. All rights reserved.

2013 Product Mix

New for 2013…

Bacon Ranch Tin

Jalapeno Cheddar

Ready-to-eat Kettle Corn

Why the New Ready-to-Eat Items?• Ready-to-Eat popcorn is experiencing exponential growth

in the marketplace

• Bold and unique flavors are driving this shift

• Trail’s End has identified a unique opportunity for Scouting by offering a multitude of new flavors that are popular with consumers while being at the price points volunteers are requesting

Questions? Comments?

Thank You&

Good Luck With Your Sale!

©2013 Trail’s End®. All rights reserved.