Prepared. For Life.

Highest Opportunity Unit

Training

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Agenda• Welcome/Introductions• What is a Highest Opportunity Unit?• Why we sell popcorn?• Ideal Year of Scouting/Program Planning• 2014 Product Mix• Tips for Success• Key items for Highest Opportunity Units• How can we support you?• Comments/Questions

2010 Consumer SpendingWhy Do We Sell Popcorn?Because the Popcorn Sale is the biggest Pikes Peak

Council-sanctioned FUNDRAISER…

Because it is:

• Safe for Scouts and no risk to the Units• Delivers the most back to Scouting• Scouts can wear their uniform when

participating• The council supplies the forms, provides training,

pays for the 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)

Trail’s End Commitment

2010 Consumer SpendingWall Street Journal Article

November 7, 20135

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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

$47

$91

Assumes 34% 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 for more money all the time

• Raise the most amount of money possible, in the least amount of time, with the least amount of effort

• Ask your Scouting families to do fewer fundraisers… so they can spend MORE time on Scouting

• 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 and never join

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

• Allow your Scouts to experience things they otherwise might 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?

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2014 Product Mix

2010 Consumer SpendingPromotion of Scouting and Packaging Variety

2014 Product Highlights

32

2010 Consumer Spending

Retail Price Point

Chocolate Lover’s Collection (box) $55

Cheese Lover’s Collection $35

Silver Military Donation $30

White Chocolatey Pretzels $25

18 Pack Kettle Corn MW $25

Chocolatey Caramel Crunch $25

Caramel Corn with Almonds, Pecans, Cashews $20

Dark and White Chocolatey Drizzle $20

18 Pack Unbelievable Butter MW $20

18 Pack Butter Light MW $20

2014 Product Line

2010 Consumer Spending

Retail Price Point

White Cheddar Cheese

$15

Bacon Ranch $15

Buffalo Cheddar $15

Jalapeño Cheddar $15

Caramel Corn $10

Popping Corn

$10

3pk MW Butter Popcorn (Show & Sell Only) $5

2014 Product Line

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Tips for Success in

2014

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 scout with Pack/Troop ___. I’m selling Trail’s End Popcorn, it is very good popcorn. Over 70% of the money we raise goes to our local scouting community. Scouting teaches good sportsmanship, good citizenship, and many other life skills. So, would you like to support the scouts by purchasing some popcorn? – actual pitch from 2013 national top seller

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• Have a “celebration” event in January!• Hold a fun event for those who met goals

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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

Average Sales Per Scout In Pack 119

2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 20130

200

400

600

800

1000

1200

1400

100 100

240

450

600675 686 700

837912

1053

1333

Give Your Scouts A Ramp for Paying Dues

Product Total Sold Unit Profit

Dues OwedBy Scout

$351 and Up $61.43 and Up $0

$301-$350 $52.68 - $61.25 $10

$251-$300 $43.93 - $52.50 $20

$201-250 $35.18 - $43.75 $25

$151-$200 $26.43 - $35.00 $35

$101-$150 $17.68 - $26.25 $45

$100 and Under $17.50 and Under $60

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%

Unit 17%

Total 34%

Example of Bonus Credits For Scout When Higher Sales Are Reached

If Scouts Sales Total$0 - $999

Scout 21%

Unit 13%

Total 34%Sco

ut 24%

Unit 10%

Total 34%

If Scouts Sales Total

$1000-$1749

If Scouts Sales Total

$1750 and Up

Hold a Celebration for Great Selling Effort

Throw SomePies!!!!

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Key Items• Assign your unit popcorn kernel early• Attend our Council Kickoff• Have your own exciting Unit Kickoff• Promote our Scout Kickoff (Date TBD)• Participate in all types of the sale

• Show & Sell• Show & Deliver • Door to Door Sales• Online Sales

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Show & Sell• Track time at booths, locations, weather, number of people and

sales per hour• Use banners provided by Pikes Peak Council• Take credit cards using charging systems of your choice• Select nonstandard sites

• Gas stations• Sporting goods stores• Truck stops• Etc.

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Show & Deliver• Map out the neighborhood• Have unit blitz days with product available and close by• Check out product for use with NO RISK to the unit• Collect data on sales

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Door to Door• Map out the neighborhood• Have unit blitz days• Collect data on sales• Encourage all families in your unit to sell door to door• Encourage systematic coverage of your neighborhood, knock on

every door• Leave door hangers with contact information when no one

answers

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Online Sales• Make sure every scout has an online account• Promote the online sales• Remember that online sales CANNOT replace regular door to

door sales

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Key Dates• Council Popcorn Kickoff – August 26th and 28th • Show & Sell Order Due online – September 2nd

• Door to Door sales begin – September 5th

• Scout Kickoff – September 6th – TENTATIVE• Show & Sell Distribution – September 13th

• Door to Door Orders Due online – October 16th

• Door to Door Distribution – November 1st • Money due to Council Office – November 25th

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How can we support your

unit?

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Questions, Comments?