Prepared. For Life.

2014 Sale Details

2010 Consumer SpendingWhy Do We Sell Popcorn?To raise the most money for our time &

effort spent!

Because it is:

• Safe for Scouts and no risk to the Units• Delivers more back to Scouting than any other

fundraiser• Scouts can wear their uniform when participating• The council provides forms, training, prizes &

incentives• The community has come to know popcorn as a

way to support Scouting• 6 in 10 will buy, and 9 in 10 that do, will buy again• Popcorn is growing as a snack food

We protect the Scouting brand from a 60 Minutes moment.

We protect your Scouts, leaders and consumers– Only popcorn company with 0g trans fat in ALL of our

products– World-Class manufacturing with a fully automated facility– SQF Level III Certified (only 2% U.S. food producers qualify)– Trails-End.com is PCI compliant, which is required to prevent

fraud and keep consumer credit card numbers safe– Trails-End.com is 100% COPPA compliant (Children’s

Online Privacy Protection Act of 1998)

Our Commitment

2010 Consumer SpendingWall Street Journal Article

November 7, 20135

Prepared. For Life.

Ideal Year of Scouting

2010 Consumer SpendingWhy Do We Sell Popcorn?

To FUND… a Great, Robust, Rewarding and…

FUN Scouting Program Year!

Why Do We Sell Popcorn?

Why Do We Sell Popcorn?

$0

$20$40$60$80

$100$120$140

Unit Budget Popcorn Commission

$138

$52

$86

Assumes 35% Unit Commission & 4% PrizeCurrent Sales per Scout = $ 136Sales Needed to meet budget = $389

Ideal Year of Scouting Steps

1. Planning – March through June

2. Budgeting – June / July

3. Goal Setting – July / August

4. Communicating the Plan to Parents & Scouts – August / September

5. Earning the Money – September / October

6. Executing the Program Plan – Rest of Year

How Can We Help?How Can the Ideal Year of Scouting Help

You?

• Stop having to ask your parents to do fundraiser or for more money all the time

• Retain your registered youth and attract new youth into Scouting

• Improve the overall quality of program and health of your Unit

• Make sure that a HIGHER number of interested potential Scouts / parents join Scouting vs. walk out of sign-up night

• Have the ability to send more Scouts to different camping opportunities

• Allow your Scouts to experience things they otherwise would never do

Ideal Year of Scouting Purpose

2010 Consumer SpendingDream BIG for Your

Program!

What will YOUR Unit do this year? Where will YOUR Unit go?

Pack 328 Example

Prepared. For Life.

Tips for Success in

2014

2010 Consumer SpendingPLAN Things Out

Planning out these items will make you much more successful:

The Program Plan: Scouts and parents want to know HOW their participation will directly benefit them

The Popcorn Kickoff: Ask some parents to help, to make the event the most fun it’s ever been!

Your Sales Goals: Everyone does better when they have a goal

Sales Area: Make sure everyone in your community is asked to support Scouting. They will if asked!

2010 Consumer SpendingImportance of Setting Goals

Only 44% of parents say their Scout set a sales goal.

Scouts who set goals averaged $626 in sales.

Scouts with no goal averaged $304 in sales.

The Unit’s goal for their fundraiser should be calculated so that

your Scouts’ Program costs are FREE.

Goals should be broken down to the Scout level:

3$200

12

$200

$200I work at least two booths and I should get about $100.00 each time I work at least 1 hour. I signed up for the following: ____________ & ___________

By talking to my family & friends AND with my parents talking to their friends at work I should get at least the amount. But I have to ask in order to get the sale.

By going around in my neighborhood & knocking on doors I should be able to get this amount. BUT I need my parent’s help as I know even as an older scout it’s unsafe for me to sell by myself.

$600 This is only the start! Imagine what

happens when I keep selling? I could

pay for my own Summer Camp!

Scout’s Plan to $600 and BEYOND!

2010 Consumer SpendingThe Kickoff is Crucial

The kickoff is the single most important factor for

you to have a successful sale

Have a 30-minute fun-filled Popcorn Kickoff:• PLAN it out in advance• 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!

2010 Consumer SpendingTeaching Scouts How to SellWant to close sales, improve confidence? Teach

your Scouts to use the following approach:

Hi, my name is _____ and I’m a Cub Scout with Pack ___.

I’m selling popcorn so I can earn my way to camp.

My goal is $____.

Will you help support me and Scouting?

“What are you selling?” –Answer: “The world’s best popcorn!”

More effective than asking, “Want to buy some popcorn?”

2010 Consumer SpendingCommunicate to Parents

Use email, Facebook, and meetings to remind families about:

• Sales goal for each Scout• Key sale dates• Scout rewards available • Online selling

I like handing my Pack’s parents a letter

• Lists our Scouting program details• Has incentives, goals, tips• May consider having a “sale calendar” on it

ALSO, it’s important to follow up after your kickoff andthroughout the sale with important sale information.

No one put their Son into Scouting to sell something. But funding comes from somewhere. Ask the community to

support Scouting!

2010 Consumer SpendingOther Tips & Strategies

• “Organize” your selling area• Get Scouts out in neighborhoods the

first week• Leave any site sales for after that first

week• Keep your order forms for future years• Have “Unit Incentives” for your Scouts• Simple, easy items• Three big-ticket items shown to boys

entire time

• Visit Den Meetings during the sale• Hold a fun event after sale ends - prizes

Prepared. For Life.

Case Study: Pack 119

Farmington, Minnesota

Under $5,000 in SalesIncreased to $80,000

2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013$0

$10,000

$20,000

$30,000

$40,000

$50,000

$60,000

$70,000

$80,000

Pack 120Pack 119

Reg

iste

red

Scou

ts: 8

0

Reg

iste

red

Sco

uts

: 3

5

S

cou

ts:

45

Regi

ster

ed S

cout

s: 7

0

Sco

uts:

50

Regi

ster

ed S

cout

s: 4

0

S

cout

s: 4

0

Regi

ster

ed S

cout

s: 4

0

Sc

outs

: 40

Sco

uts:

60

Regi

ster

ed S

cout

s: 6

0

Regi

ster

ed S

cout

s: 3

5

S

cout

s: 4

0

Regi

ster

ed S

cout

s: 2

5

Sco

uts:

35

Break Down Scout SalesGoals to be Less Intimidating

Sales Goal Sales Per Week Sales Per DayAverage # Items Per

Day

$350 $70 $10 1

$750 $150 $20 1.5

$1000 $200 $27 2

$1500 $300 $40 2.5

$1750 $350 $47 3

$2000 $400 $54 3

$2500 $500 $68 4

Example: Fall Trails End Popcorn Sale Using 5 Weeks of Sales

Scout 17.5%

Unit 17.5%

Total 35%

Example of Bonus Credits For Scout When Higher Sales Are Reached

If Scouts Sales Total$0 - $999

Scout 21%

Unit 14%

Total 35%Sco

ut 24%

Unit 11%

Total 35%

If Scouts Sales Total

$1000-$1749

If Scouts Sales Total

$1750 and Up

Hold a Celebration for Great Selling Effort

Throw SomePies!!!!

2010 Consumer SpendingSummary

• PLAN things out• Get your Unit’s Program Plan for upcoming year• Write your “Letter to the Parents”• Plan your Unit’s Popcorn Kickoff• Organize your sales area• Discuss w/Committee a revenue-sharing plan

• Use the Online Selling Card• Have “Unit Incentives” for your Scouts• Get Scouts out in neighborhoods the first

week• Keep momentum going, stay enthusiastic!• Have a “celebration” event in January!

Prepared. For Life.

Questions, Comments?