8/2/2017 1 2017 Popcorn Kickoff A long time ago in a fundraiser far, far away…. A Scout unit set their vision to have a program year that would enable life-changing adventures that kept families engaged in their programming; delivering the promise of Scouting’s offerings. Scouts had an understanding of the need for the sale. Families had buy-in to the sale’s success. Plans were established, sales force was trained, and they set their sights on the stars. This Force can also be realized in your program…
Transcript
8/2/2017
1
2017 Popcorn Kickoff
A long time ago in a fundraiser far, far away….
A Scout unit set their vision to have a program year
that would enable life-changing adventures that
kept families engaged in their programming;
delivering the promise of Scouting’s offerings.
Scouts had an understanding of the need for the
sale. Families had buy-in to the sale’s success.
Plans were established, sales force was trained, and
they set their sights on the stars. This Force can also
be realized in your program…
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Why Popcorn
• To Provide a Quality Program and The Experience of a
Lifetime.
• Parents Must Understand What’s In It For Them
How to prepare
• Set Goals Based on Your Budget
• Plan Your Kickoff and Ask Your Scouts What Unit
Incentives They Want
• Communicate and Recruit Some Helpers
In this briefing, you will learn...
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In this briefing, you will learn...
How to train
• Scouts Must Be Prepared and Know
What to Say When Speaking With
Customers.
• Trained Scouts Are More Likely to
Hit Their Goals and Get More Yeses.
How to sell
• There Are So Many Ways For Scouts
to Reach Their Goals.
• Start With Family and Friends, Add
a Couple of Show-N-Sell Shifts, and
Make Sure Each Scout Canvases The
Neighborhood.
Program + Popcorn =
Character Development
Gain Confidence
Goal Setting
Money Management
Life Lessons
Public Speaking
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Does popcorn drive your
program?
Or
Does your program drive
popcorn?
The answers are Yes & Yes!
• No out-of-pocket-expense to enjoy 12 months of Scouting activities
• Do one fundraiser a year; more time enjoying Scouting
• Scouts ...
– Earn their own way
– Learn life lessons and responsibility
• All Scouts will enjoy the Unit’s program
• Consumers are motivated to purchase based on the cause
• We should ask our boys and parents to go out and be confident that our communities WANT to support Scouting. They will IF we ask them to.
Message to Scout Parents
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We are selling adventures!
NOT popcorn
Consumers are 2x more likely to support a cause
to believe in!
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1. Plan your Scouting program at least one year in advance
– Always get input from Scouts and families
2. Create a budget that captures all costs of the program
3. Determine how much fundraising is required to cover the cost of program
– Set fundraising goals (per unit, per Scout)
4. Create a fundraising plan
– Determine key dates, incentives, amount of popcorn to order, show-n-sell locations
– Recruit a popcorn team to help share the load
– Plan/host a fun and engaging kickoff party
– Arrange for popcorn pickup / distribution
5. Host a fun kickoff to communicate your fundraising plan and goals
6. Check-in with Scouts and parents weekly on their fundraising progress
7. Hit your fundraising goals
8. Have a fun and adventurous year in Scouting!
Courses For Everyone!First Time And Experienced Kernels
• Training courses linked from
the Trail’s End Popcorn System
• Learn to sell like the top selling
units
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On My Honor, I Promise To Plug In My Jump Drive
• 4 Great Videos!
• Unit Kickoff PowerPoint Presentation
• Parent Handout (fill-able PDF)
• Unit Incentive Program Handout
• Program Planner Spreadsheet
• Scout Sale Script and Selling Tips Cards
• Unit Kickoff Checklist
• Benefits and Features of Selling Online
• And Much More...
Play the “Learn From Luke” Video at your Kickoff
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• Set goals for your unit
and for each Scout.
• Scouts who set goals sell
twice as much as Scouts
who do not set a goal…
same is true for units.
• Goals should be based
on your budget to fund
the Scouting year.
• If a Scout runs out of
product, encourage him
to continue to SELL to his
goal by taking orders to
be filled later!
• Scouting activities that THEY planned
• Experiences – field trips, weekend
getaways, sporting events, etc.
• “Little Things” for selling $100, $200, $300,
etc.
• Fishing poles and gear
• Camping equipment
• Video games / small dollar gift cards
• Pizza party & Ice Cream socials
• Pie in the Face
• Ask your Scouts what they want… you
might be surprised!
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• The Kickoff Party is a great opportunity to present a lot of important information
• Utilize the communication tools on sell.trails-end.com
• Send weekly or bi-weekly emails to families with timely information
• Talk popcorn at all Unit and Den/Patrol meetings throughout the sale
• Post a sale tracker / thermometer so everyone can see sale goal status
• Keep momentum going and provide encouragement
� You can do this on your own, but it’s not a good idea
� Ask your fellow leaders and parents to help you with…� The Kickoff Party – look for someone with enthusiasm
� Distribution – to pick up and transport the popcorn
� Communication – to keep everyone informed and motivated
� Storefront Sales – to book and coordinate storefront shifts for your unit
� Popcorn Chief (a Scout) – ask your top selling Scout to serve as your Co-Kernel
• Visit sell.trails-end.com after this Kickoff for more good ideas and resources!
• Have games for Scouts to play the minute they walk in the door.
• Role play a “sale” either at a storefront or at the neighbor’s door.
• Families should walk out excited, informed, and ready to sell.
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• Hi, my name is _______________ (say first name only).
• I’m a Scout with Pack/Troop/Crew _________ here in _________ (city/town).
• I am raising funds to earn my way to Scout Camp next summer (or other big adventure).
(Hand the customer the order form and a pen, and point out your favorite flavor. Consider recommending a $20
or more item.)
• You’ll support me, won’t you?
Practice, practice, practice!
The most successful sellers can recite this in their sleep.
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1. Line your Scouts in two long lines facing each other and give each pair a ball.
2. The Scouts with the balls will deliver their sales pitches while their partners across listen.
3. When they are done, have them pass the ball to their partner so they can practice.
4. Walk around while this is happening and give constructive criticism and praise.
5. Repeat and have fun!
• Have your Scouts taste a kernel or two of each flavor and if you have enough left over… ask parents and siblings to sample!
• When everyone is done, say the name of each flavor one-by-one (Who liked the Salted Caramel Corn?) and listen for which flavor is “yelled” the loudest!
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• We want our Scouts to enjoy selling popcorn and feel confident when asked questions by consumers.
• After conducting your popcorn tasting, your Scouts will be ready to recommend their favorite flavor and the unit’s favorite.
• Don’t forget to talk about upselling... for example, “Cheese is my favorite and for the price of two bags, you can get a third for free with the Cheese Lover’s Collection!”
Show your families how easy it is to hit their goal. It’s as easy as 1, 2, 3!
$250
$200
+ $300
$750
1.
2.
3.
Start with family, friends, Mom and Dad’s co-workers, closest neighbors, etc.
Participate in two storefront shifts with an average of $100 sales per shift
Canvas your neighborhood by going door-to-door.
Don’t forget to…
Create an online sales account and send emails to family and friends who live faraway, as a way to
help you get to $750 even EASIER!
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Make account registration part of your kickoff
• Pick a location that has access to Wifi and ask parents to bring a tablet or smartphone (have extra laptops available if possible)
• Walk parents through the quick steps of registration, and run through the ways to share the personalized fundraising page
Host a text messaging blitz campaign
• Pick one meeting night to hold the blitz
• Give parents ample notice for the event
• Send each Scout’s personalized fundraising page to friends and family via text message
Earn Money for College!Online Prize Program
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Story:The evil robot, Mega-Corn the Destroyer has come to planet Earth to eat all of the world’s popcorn, so Earth has called upon The Popcorn Squad, a group of brave and adventurous Scouts with super powers, to stop Mega-Corn before planet Earth is eradicated of all traces of popcorn!
Scouts Earn All Six Patches� Participation: Sell One Item� Online: Make One Online Sale� Military: Sell One Military Donation� One of Each: Sell One of Each Item� Sellers Club: Reach Selling Goal (set by Council)� Top Seller: Reach Top Selling Goal (set by Council)
Mega-Corn
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How to Sell
Secure the right locations– Book locations early
– High volume of traffic
– Think outside the box – Where do the people gather in your community?
