Fall 2017 Popcorn Sale

Trail’s End

Partnering with Boy Scouts of America Councils and Units to

raise the funds needed to deliver the promise of Scouting for over 36

years.

Thank you!

Photo Credit: Scouting.org

Why Popcorn

In this Training, you will learn...

How to prepare

To Provide a Quality Program and The Experience of a

Lifetime.

Parents Must Understand What’s In It For Them

Set Goals Based on Your Budget

Plan Your Kickoff and Ask Your Scouts What Unit Incentives

They Want

Communicate and Recruit Some Helpers

How to train

In this Training, you will learn...

How to sell

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.

There Are So Many Ways For Scouts to Reach Their Goals.

Start With Family and Friends, and Make Sure Each Scout

Canvases The Neighborhood.

Why Popcorn

Program + Popcorn =

Character Development

Gain Confidence

Goal Setting

Money Management

Life Lessons

Public Speaking

• 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

We are selling adventures!

NOT popcorn

Consumers are 2x more likely to support a cause they believe in!

How To Prepare

How to have a successful fundraiser

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 program3. 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 goals6. Check-in with Scouts and parents weekly on their fundraising progress7. Hit your fundraising goals8. Have a fun and adventurous year in Scouting!

Trail’s End University – Additional Training

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

Set goals

• 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.

Unit INCENTIVES• “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!

Communicate Recruit a team

• 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

▪ Popcorn Chief (a Scout) – ask your top selling Scout to serve as your Co-Kernel

Helpful Resources• Visit sell.trails-end.com after this Kickoff for more good ideas and resources!

• Download and Customize the following:• Program Planning Spreadsheet• Scout Incentive Handout• Unit Kickoff Presentation• Parent Handout• Product and Promotional Images• Selling Tools – Posters, Scout Sales Script & Safety Tips Cards, etc.

• Also available…• Training Videos• Trail’s End Scholarship Information• Frequently Asked Questions

How To Train

Unit kickoff party

• The single most important thing is…

ENTHUSIASM!

• If it’s not you, then find that person!

• Dress up the room, pop popcorn.

• 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.

Scout sale script• 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.

One for each Scout is

included in Kick Off Kit

How To Use Your Tasting Kit

• 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!

Popcorn Tasting Is Important

• 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!”

A scout’s plan to sell $750…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 and closest neighbors, etc.

Next, talk to Mom and Dad’s co-workers and

friends.

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!

Online Selling Training

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

Trail’s End National Rewards

Earn Money for College!Online Prize Program

How To Sell

Take Order Strategies

Take the order form to work• If not allowed to solicit at work, ask if putting a form in break room is acceptable

Create a map of your area• Print off Google Maps of your area, and give to Scout families• Ask Scouts to mark houses that did and did not purchase• Encourage Scouts to ask for phone numbers & email addresses

Assign Scouts selling territories• Sets expectation – takes out the guess work for Scouts and parents• Helps prevent duplication of efforts

Always save copies of order forms• Give your Scouts a copy of their previous year’s order form at the kickoff• Always require Scouts to turn in their order form, even if they don’t sell

• Prevents submission of late orders

Mystery Houses• Give higher level prizes to three or more random houses in your community• The first Scout to knock on the door of each mystery house wins the prize

Take Order Strategies

Encourage your Scouts/ Parents NOT TO SELL at:

Sports games with random people

Grocery or other type of store

- Very difficult to deliver.

- Very difficult to communicate with them if you don’t get their complete contact information at the time of the order.

Grocery stores are excellent places to sell leftover popcorn!

Selling to Local Businesses

Many businesses in your community are willing to support• Corporate gifts for clients

• Holiday gifts for staff

• Staff purchases

Follow these steps:• Scouts should lead the sales pitch and dress in Class A uniform

• After school before 5pm

• Look for strip malls or office parks with many businesses in close proximity

• Start at the top! - Always ask for the owner or manager

• Bring several paper order forms, pens, and a way to accept credit cards

• Always leave customers with a way they can purchase again• Print off homemade business cards with your email address / contact info

• Include link to your Trail’s End online selling account

Online Selling

Steps to a successful online sale - Scouts1. Register an online selling account at Trails-End.com – 1 min

2. Create a selling profile (write bio, upload pictures & videos) – 5 min

3. Share the personalized fundraising page on social platforms (Facebook, Twitter, Instagram, etc.) – 2 min

4. Send link to fundraising page via email & text message to friends and family – 5 min

5. Remember to send Thank You messages (written or video) to those that support

Sell a lot of popcorn in less than 15 minutes!• No product delivery – ships directly to customer• No money collection• Average purchase over $60 in 2016

Product Line • Chocolate Lovers Collection – Tin $60

• Cheese Lover’s Collection - Tin $35

• Chocolatey Caramel Crunch – Tin $25

• White Chocolatey Pretzels – Tin $25

• Premium Caramel Corn $25

• Kettle Corn Microwave $25

• Unbelievable Butter Microwave $20

• White Cheddar Cheese $15

• Classic Caramel Corn $10

• Popping Corn $10

Chocolate Lovers Tin• Milk Chocolate Pretzels• White Chocolate Pretzels• Pecan Clusters• Chocolate Caramel Crunch

Cheese Lovers Tin• White Cheddar Cheese• Cheddar Cheese• Jalapeno Cheddar

White Chocolate Pretzels Tin

Chocolate Caramel Crunch Tin

New This Year Salted Caramel Corn – made with sea salt $25

Different products and prices from the order form:

Coffee, Chocolate Pecan Clusters, Simply Salted Popcorn, and more...

Online Sales Product Mix

Commission StructureBase Commission 24%- Bonus 1 1% 2 leaders attend District Popcorn Training and

submit by email Safety Roster/ Goal by October 10th

- Bonus 2 1% Have any increase in Scouts selling

- Bonus 3 2% If popcorn payment received in office by November 22nd

OR

1% If popcorn payment received in office by November 28th

Total Commission 28% (of gross sale)

Bonuses for increasing your sale:

- All sales over last year (everything over your unit’s 2016 sale) 13% increase

- Submit your unit’s Scouting year budget by October 18th 1% increase

- $500 or more average sales per Scout registered with unit 1% increase

Earn up to 15% extra commission on your increased sales!

Key Sale Dates• September 30th Sale Begins

• October 10th Safety Rosters/ Goal sheets due for bonus

• October 22nd Popcorn Sale Ends

• October 24th Popcorn order due & placed online by 10pm

Unit budget emailed to Michelle

• November 9th-10th Popcorn Delivered to drop sites

• November 28th Popcorn payment due in Great Falls for bonus

• December 20th All prize should have been received

Popcorn Pickup

• Be Flexible!

• Bring adequate trailer/ van/ truck to pick up your order!

• If you are given a specific time to arrive BE ON TIME!

• Our district distribution location is ____________

Prize Program

RTIC - Personal Water Bottle

▪ Holds 17 oz.

▪ Keeps beverages cold for 24 hours

and hot for 6 hours

▪ Great bottle for hiking or camping

Plus

25 Scout

Bucks

$600Level

$800Level

Teton Scout 3400 Backpacking Pack

▪ Internal frame backpack – with mesh lumbar support

▪ Hip and shoulder padding

▪ Water resistant rain fly

Plus

50 Scout

Bucks

$1200Level

Cub Scout Prizes

Boy Scout Prizes

➢ Leki Camp Chair – only weights 2.4 pounds

➢ UCO Rhody Hang Out LED Lantern

USB Port

Magnetic lanyard to hang it up

Moonlight Mode (Blue LED light)

➢ ComfortLite Self-Inflating Pillow

➢ Eat n’ Tool XL

• Spoon/Fork combination

• Flat and Hex Screwdriver

• Bottle and Can opener

➢ MSR Pocket Rocket 2 Camp Stove

and Solo System Cook Kit➢ UCO Rhody Hang Out LED Lantern

USB Port

Magnetic lanyard to hang it up

Moonlight Mode (Blue LED light)

➢ ComfortLite Self-Inflating Pillow

➢ Eat n’ Tool XL• Spoon/Fork combination

• Flat and Hex Screwdriver

• Bottle and Can opener

Plus your choice of

75 Scout Bucks

Or

25 scout bucks and

$50 VISA card

$2500Level

Blue Ridge Camping Tent Hammock• Weighs less than 5 pounds

• Net canopy and rain fly

Plus your choice of

270 Scout Bucks

And a $25 gas card

Or

170 scout bucks and

$100 VISA card

And a $25 gas card

$125 Visa Gift Card

Plus

$25 Gas Card

320 Scout Bucks

or

$150 VISA gift card

170 Scout Bucks

$25 Gas Card

$175 Visa Gift Card

Plus

$50 Gas Card

380 Scout Bucks

or

$150 VISA gift card

230 Scout Bucks

$50 Gas Card

$250 Visa Gift Card

Plus

$50 Gas Card

480 Scout Bucks

or

$150 VISA gift card

330 Scout Bucks

$50 Gas Card

$300 Visa Gift Card

Plus

$75 Gas Card

580 Scout Bucks

or

$150 VISA gift card

430 Scout Bucks

$75 Gas Card

$350 Visa Gift Card

Plus

$75 Gas Card

680 Scout Bucks

or

$150 VISA gift card

530 Scout Bucks

$75 Gas Card

$400 Visa Gift Card

Plus

$100 Gas Card

780 Scout Bucks

or

$150 VISA gift card

630 Scout Bucks

$100 Gas Card

$3000Level

$4000Level

$5000Level

$6000Level

$7000Level

$8000Level

Higher levels receive all the prizes too!

Prize Program – Rocket Piece Patch

Scouts receive the Rocket Patch for

participating in the Popcorn Sale

Earn the rest of the pieces:Left Wing – One Online Sale

Right Wing – Sell One of Each Item

Rocket Booster – Have One Military Sale

Flames – Top Seller Club $1200 in total sales

New Popcorn Shoulder Patch

$750 Red Border

$1500 Gold Border

$2500 Platinum Border

Fill It Up & WinGiving Away Prizes Daily!!!!

There will be council wide daily drawings for Scout Bucks!

Weekly Drawings for Prizes!

Week 1 Prize:

Fire HD 8 Tablet

Week 2 Prize:

Rugged Rukus Xtreme Solar Speaker

Week 3 Prize:

Beats Solo3 Wireless Headphones

Grand Prize:

Xbox One /Madden NFL 18

To Enter fax forms to 406-761-4480 or scan and email to: michelle.Ferguson@scouting.org

Make sure to include your name, unit number, email and phone number on each form.

Unit Popcorn Kernel Incentive

Meet the sales increases and receive:

2017 Popcorn Sale Leader Shoulder Patch & a $50 VISA gift card!

2016 units sales of:• $5,000 and below need an increase of 10%

• $5,001- $10,000 need an increase of 5%

• $10,001- $20,000 need an increase of 3%

• $20,001 and higher need any increase

Unit Kickoff Kit• RTIC Bottle

• Order Forms

• Money Collection Envelopes

• Prize Flyers (one for each Scout)

• Fill It Up Flyer/Scholarship Information (one for each Scout)

• Online Sales Information (one for each Scout)

• Scout Goals Sheet (one for each Scout)

• Scout Script Cards (one for each Scout)

• Popcorn Sale Posters

• Unit Sale Goal Poster

• Unit Kickoff Information Sheet

• Sample Thank You Post Cards

• Sample Scout Business Cards

• Military Receipts

• Scout Buck chart

• Prize Form (can also be found on the Council website)

• Return Envelope to mail Check and Prize Form

• Prize order label for shipping prizes back to unit

Safety Roster/Goals Form Unit Budget FormCouncil website: montanabsa.org

Excel Prize FormCouncil website: montanabsa.org

Scholarship Form: sell.trails-end.com

Additional Military receipts contact the Great Falls Office761-6000

Additional Order FormsPick some up tonight or contact one of our council service centers

Other Sale information can be found on the Council Website

www.montanabsa.org

District Plan

District PlanSELLERS ACADEMY

Unit Kernel Responsibilities• Coordinates all aspects of the annual popcorn sale

• Attend council hosted kickoff/training event

• Conducts unit kickoff/training event before the start of the sale

• Provides all information to parents regarding sale

• Encourages Scouts to continue selling and to achieve their sales goal

• Receives Scout order forms and inputs order into the online system

• Oversees product pickup and distribution

• Collects money from Scouts and deposits into unit checking account

• Send in payment to council office

• Distribute prizes to Scouts

Money CollectionReasons for NOT collecting money up front:

Customer Service

1. When you collect money at the time of delivery you have another opportunity to say THANK YOU!

2. Popcorn could be delivered to the wrong house because it was just left since no money was needed to be collected.

3. Less chance of people forgetting to deliver the popcorn if they still need to collect the money. In some cases also keeps family from not delivering product and keeping the money.

Money CollectionUnit Kernel should:- Share with the parent amount of money owed and have them sign off they have received

popcorn and owe for it.

- Tell the parents to have their money in order when they bring it to the unit kernel. All fives together then tens etc. Checks should be in order based on amount. Make sure they have counted their money before turning it in.

- Recount the money with the parent present.

- Parent and unit kernel should sign off that correct amount was given or amount is owed.

Money CollectionUnit Kernel should (continued):- Keep each Scouts money separate.

- Send payment in one check to Great Falls office.

- Unit Kernel should not send payment in cash or individual checks.

- When making a deposit at the bank don’t be afraid to make more than one.- Experience tells us it is easier to keep the money counted and organized when you deposit in small groups.

- Keep Scouts with big amounts separate from Scouts with smaller amounts and deposit them together.

- Label each depost slip with names of Scouts whose money it is.

- Creates another resource to keep track of how much a Scout sold.

Thank you for attending!Have a GREAT Popcorn Sale!