Old North State Council Fall 2017 Popcorn Sale

Council Popcorn Champion Nathan Finnin Council Popcorn Champion

Trail’s End For 36 years, partnering with BSA Councils and Units to raise the funds needed to deliver the promise of Scouting. Thank you! Photo Credit: Scouting.org

In this Training, you will learn... The “Why” of Popcorn How to Prepare Set budget-based goals Plan an awesome kickoff Ask scouts what unit incentives they want Communicate and recruit help To provide a quality program and the experience of a lifetime. To help parents understand “What’s in it for them.” We actually did this on a Council level when developing our Council Incentive plan

In this Training, you will learn... How to Train* How to sell There are many ways for scouts to reach their goal Start with family and friends Add a couple of Show-N-Sell shifts Make sure each scout canvases their neighborhood Prepare Scouts to know what to say when speaking with customers *Trained scouts are more likely to hit their goals and get more yes’s.

When you see this picture, make some noise… Door prizes When you see this picture, make some noise… just like these Wolves!

The “Why” of Popcorn

Character Development Program + Popcorn = Character Development Public Speaking Confidence Building Goal Setting Money Management Life Lessons Remind that if we are just selling popcorn to sell, then we are not doing it the Scouting way.

Does Popcorn drive your Program? Or Does your Program drive Popcorn? The Answers Should Be “Yes” And “Yes”

No out-of-pocket-expense to enjoy 12 months of Scouting activities Message to Scout Parents No Out-of-Pocket Expense One Fundraiser A Year Scouts ... Earn their own way Learn life lessons and responsibility Enjoy The Unit’s Program Motivate Customers Based On The Cause Be Confident Communities want to support Scouting. They will if asked. 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.

We are selling adventure! (NOT popcorn) Consumers are 2x more likely to support a good cause they can believe in! When Scouts ask a customer, they should emphasize what they plan to do this year (fun AND service) and ask customer to support them by buying popcorn.

How To Prepare

Determine Fundraising Required Steps for a Successful Fundraiser Plan Scouting Program One year in advance Input from Scouts and families Talk to other Units, get fun and exciting ideas! Create a Budget Work with Committee Spreadsheets available Determine Fundraising Required Covers the cost of program Try for no family out-of-pocket expenses Set unit & per-Scout goal Plan your Scouting program at least one year in advance Always get input from Scouts and families Create a budget that captures all costs of the program Determine how much fundraising is required to cover the cost of program Set fundraising goals (per unit, per Scout)

Steps for a Successful Fundraiser Create A Fundraising Plan (aka The Details) Key dates Incentives Amount of popcorn to order Show-n-sell locations Recruit a popcorn team Plan/host a fun an exciting kickoff party (very Important) Arrange for popcorn pickup / distribution Weekly Progress Check-in with Scouts and Parents Hit your Goals! Have a fun and adventurous year in Scouting! 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 Host a fun kickoff to communicate your fundraising plan and goals Check-in with Scouts and parents weekly on their fundraising progress Hit your fundraising goals Have a fun and adventurous year in Scouting!

First Time and Experienced Kernels Trail’s End University – Additional Training Courses For Everyone! First Time and Experienced Kernels Location: Trail’s End Popcorn System Learn To Sell From Top Selling Units Kernel Training: Level 1 (Basics of the Sale) Kernel Training: Level 2 (Advanced training. Growing your sale) Each training broken down into bite sized modules.

“On My Honor, I Promise To Plug In My JumpDrive” Popcorn Sale Kit “On My Honor, I Promise To Plug In My JumpDrive” 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

Learn From Luke

Set Goals Set unit & per-Scout goal. Goal-setting Scouts sell twice as much. Goal-setting Units sell more, too. Base goals on budget to fund the Scouting year. If a Scout runs out of ideas, remind him of the 3 ways to sell: Show-N-Sell, Take Order and On-Line 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!

Unit Incentive Ideas Activities that Scouts 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 Scouts what they want… you might be surprised! 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!

Communicate Kickoff Party: Present important information (separate meeting with just parents?) Utilize Communication tools on sell.trails-end.com Send weekly or bi-weekly emails with timely information Briefly talk popcorn at all Unit and Den/Patrol meetings Sale Tracker / Thermometer: everyone can see sale progress Keep Momentum Going / Provide Encouragement 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

Recruit A Team Don’t Work Alone (It’s more fun with friends!) Ask for help with… The Kickoff Party: find the enthusiastic parent Distribution: find the truck or van parent Communication: find the computer savvy parent Storefront Sales: find the good communications parent Popcorn Chief: recruit a top selling Boy Scout to serve as Co-Kernel (Position of Responsibility!) 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 (Troops Only)

Helpful Resources Visit sell.trails-end.com for 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 ENTHUSIASM! The single most important thing is… If not you, find that person! Dress up the room. Pop popcorn. Games to play the minute they walk in the door. Roleplay a “sale”: storefront AND at the door. Families should walk out excited, informed, and ready to sell.

Host An Awesome Popcorn Kickoff

5 minute break

Practice, practice, practice! Scout Sale Script Hi, my name is _______________. (first name only) I’m a Scout with Pack (Troop/Crew) ________ here in _________.... (unit #) (city/town) ... and I’m raising funds so I can go to Scout Camp next summer. (or other big unit adventure) Hand customer order form and pen. Point out favorite flavor, recommend a $20+ item. Will you support me? Practice, practice, practice! Successful sellers can recite this in their sleep. 

Fun Games For Scouts to Play Popcorn Toothpick Swap: Place popcorn in a bowl. Place an empty bowl about 12” away. Each players has one minute to move the popcorn to the empty bowl, ONE piece at a time, using two toothpicks. The player with the most pieces wins. Popcorn Mouth Toss: Two players stand a certain distance apart from each other and take turns trying to throw popcorn into each other’s mouths. Take one step back after each successful toss. The team that gets the furthest without dropping any popcorn on the ground wins. Popcorn Cup Catch: Give each player a cup. Toss each player 20 pieces of popcorn one piece at a time and see how many they can catch. Player who catches the most wins.

Create Scout’s Online Account at Kickoff Online Selling Training Create Scout’s Online Account at Kickoff Pick a Wi-Fi accessible location. Parents bring a laptop, tablet or smartphone Have extra laptops available if possible Walk parents through registration Review the ways to share the personalized fundraising page Do this during a fun scout activity Scouts have fun while parents do the nitty gritty 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

Mega-Corn Video

Mega-Corn Story: Scouts Earn All Six Patches Trail’s End Piece Patch 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 1 Item Online: Make 1 Online Sale Military: Sell 1 Military Donation One of Each: Sell 1 of Each Item Sellers Club: Reach Selling Goal (set by Council) Top Seller: Reach Top Selling Goal (set by Council)

Easy Plan to sell $650 … $300 1. $150 2. + $200 3. $650 Show families it’s as easy as 1, 2, 3! Start with Take Orders: friends, Mom and Dad’s co-workers, neighbors, etc. Participate in two Show-N-Sell shifts Set-up Online: Email to distant relative and have them forward on to their friends. $300 $150 + $200 $650 1. 2. 3.

Trail’s End National Rewards Online Prize Program Earn Money for College! Text is small, so review each incentive from Trail’s End. Note that the 5% online reward is instant and from Trail’s End, not the Council.

How To Sell

Show-N-Sell Strategies Secure Good locations Book early High foot traffic volume Think outside the box: Where do people gather in your community? Retail stores, school sporting events, auctions, churches, farmers markets, fairs Always get permission Accept credit cards as payment Square, PayPal, Stripe, etc. This will change your sale! Increased sale will offset transaction fee cost Tell Scouts’ stories with pictures Customers want to know what they are supporting Make poster boards for table displays Make photo books for young Scouts Secure the right locations Book locations early High volume of traffic Think outside the box – Where do the people gather in your community? Retail stores, school sporting events, auctions, churches, farmers markets, fairs Always get permission Accept credit cards as payment Square, PayPal, Stripe, etc. This will change your sale! You’ll likely sell a lot more to offset cost of transaction fees Tell your Scouts’ stories with pictures Customers want to know what they are supporting Make poster boards for table displays Make photo books for young Scouts

Show-N-Sell Strategies Display not blocking doorway and area kept clean Sign showing Scouting activities Thank you and Re-order Cards to hand to customers Class A Uniform Product stacked neatly Standing in front of table

Show-N-Deliver Strategies Popcorn Blitz Day Pick and promote a weekend Set a unit / per-Scout fundraising goal Canvas a large neighborhood in your area Once goals are reached, have a party (ice cream, hot cocoa, etc.) in nearby park Make Family Popcorn Kits Assemble kits of Show-N-Sell popcorn Retail $$ amount based on a selling goal (ex: $650 pays for Summer Camp) Give each Scout one kit to sell by a given date Advantage: Sell Door-to-Door with product in hand – no return trip needed Little Red Wagon! Don’t get stuck with leftover product at the end If all else fails, load up the products in a little red wagon Walk neighborhoods, local fairs, tailgates, mall parking lots, local businesses Popcorn Blitz Day Pick and promote a weekend blitz day at your Popcorn Kickoff Set a unit and per Scout fundraising goal for the day As a group, canvas a large neighborhood in your area Once goals are reached, have an ice cream or hot cocoa party in a nearby park Pre-Made Popcorn Kits Assemble kits of popcorn that equal the retail amount of desired goal Retail dollar amount based on a selling goal ($650 pays for Summer Camp) Give one kit to each Scout family to sell by a given date Advantage: Sell Door-to-Door with product in hand – no return trip needed Little Red Wagon! Don’t get stuck with leftover product at the end If all else fails, load up the products in a little red wagon Walk neighborhoods, local fairs, tailgates, mall parking lots, local businesses

Create a map of your area Take Order Strategies Take Order Form to work Form in break room? Can Scout walk around office? Create a map of your area Give Scout families a Google map of your area Scouts mark houses that did / didn’t purchase Use each year to help save time Scouts can ask for phone numbers & email addresses Take 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 Use year over year to help save time Encourage Scouts to ask for phone numbers & email addresses

Mystery Houses Mystery Houses Assign Scouts selling territories Take Order Strategies Assign Scouts selling territories Sets expectation Reduces duplication Always save copies of order forms If copies, give Scouts their forms from last year Ask 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 3 or more random houses in community The first Scout to knock on the door of each mystery house wins the prize 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

Selling to Local Businesses Businesses in your community will support you Corporate gifts for clients Holiday gifts for staff Staff purchases Steps After school, but before 5pm Scouts (in Class A Uniform) lead the sales pitch. Practice beforehand. Strip Malls, Office Parks, Businesses in close proximity Ask for owner or manager. Start at the top! Bring several paper order forms, pens, and a way to accept credit cards Leave customers a way to purchase again Homemade business cards with email address / contact info Include link to your Trail’s End online selling account

Steps To A Successful Online Sale Online Selling Steps To A Successful Online Sale 1 min: Register an online at www.Trails-End.com 5 min: Create YOUR profile: bio, pictures, videos, goals, etc. 2 min: Use links to share the your fundraising page on social media: Facebook, Twitter, Instagram, etc. 5 min: Send link to fundraising page via email & text message to friends and family Law #6: A Scout is Kind Send Thank You messages (written or video) to your customers. 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 $6.95 shipping or free shipping for orders of 3+ items Units Get 50% commission on online sales!

Best Practices What has worked for you?

Have Fun and a Great Scouting Year!

5 minute break

Product Line – Tins are Back! Tins are back in 4 items! $60 Chocolate Lovers Collection Now with Pecan Clusters $35 Cheese Lover’s Collection $25 Chocolatey Caramel Crunch $25 White Chocolate Pretzels

Product Line – The Rest of the Line Up $25 Salted Caramel Popcorn $25 Kettle Corn Microwave $20 Premium Caramel Corn $20 Unbelievable Butter Microwave $20 Butter Light Microwave $15 White Cheddar Cheese Corn $10 Classic Caramel Corn

Product Line – New Trial Product $15 We will have a small batch order (1 pallet) of cases of popping corn available for the Show N’ Sell. It will be first come first serve on checking out this product when you pick up your Show N’ Sell Product.

Commission Structure Commission Plan 30% for selling 5% Do Your Best Bonus Total Possible Commission = 35% To qualify for Performance Bonus, units must beat their high watermark for the past 5 years or sell at least $1,000 worth of product if you are a new selling Unit. Limited supply of popcorn will be available at Scout Office!

Key Sale Dates 9/8 All Show & Sell Orders Submitted into Popcorn System (full cases) 9/22 Show & Sell Product Pick-Up (pickup location in Greensboro) 9/23 Sale Kickoff Date 10/31 Show & Sell Product Return/Settlement (full unopened cases) 11/3 Take Orders due 11/10 All Prize Orders submitted 11/17 Take Order Product Pickup 12/8 Final Invoices Cleared

CAN PLACE FINAL TAKE ORDER Just like last year…….. CAN PLACE FINAL TAKE ORDER IN PIECES!!!!!!!

Mid Sale Celebration What would you like to see on a Council Level as a mid sale celebration or incentive to give a quick report on how your sale is going up to that point?

Special Delivery is Back! Delivery Information Special Delivery is Back! Units Selling Over $15,000 free delivery to unit’s Charter Organization Units Selling over $10,000 delivery to unit location for $100, optional

Prize Information Look at all of these great prizes your Scout can earn! -Reference the handout they will have too!

Military Orders Options $30 Silver $50 Gold Military Council Strip Program is back! 1 patch for every $100 sold in military orders 1 patch for adults for every 4 Scouts that qualify Special Edition Patch for Top Selling Unit (1 for everyone in the Unit, leaders included!)

Additional Prize Incentives Top Seller Prizes Top Seller in each District will receive a $50 Gift Card (Scout Shop, Wal-Mart, Amazon or REI) Top 3 Sellers in the Council will receive their choice of a Full Scholarship to a ONSC Council Summer Camp/Cub Camp or a $100 Gift Card (Scout Shop, Wal-Mart, Amazon or REI) Sell 1 item – get the body and head of the Mega-Corn patch Sell $650 – Get a lightsaber Sell $900 – Invite to a special screening of the Star Wars VIII: The Last Jedi for two Sell at least $1,500 – Chance to be invited to the Top 50 Sellers Club “Big Spin to Win” Day Sell $2,500 – Open your Trails-End Scholarship Account

$900 Special Screening Sell $900 and get an invite to a special screening of the Star Wars VIII: The Last Jedi for two December 16th @ 10:00am Regal Greensboro Grande Stadium 16 (3205 Northline Ave, Greensboro, NC 27408) Age appropriate alternative for younger Scouts will be available upon request (Ferdinand)

Top 50 Sellers Club Sell at least $1,500 for a chance to be one of the Top 50 Selling Scouts in the Council 50th ranked Scout last year sold $1,600! Top 50 Scouts will be invited to a Big Spin to Win Day Spin the wheel to win from a variety of prizes! For each $1,500 sold the Scout will get 1 spin Pizza, soda, and ice cream!!!

Prize Information Prize Sheet Program: Submitted via BSA Supply System http://bsaprizemania.org Lightsaber, Special Screening, and Top 50 Sellers Club Incentives: Submitted via Form All Prizes must be submitted by Friday, November 10

Fill It Up Drawings are Back!!! Send in a copy of completely filled in Take Order sheet each week by 3:00pm on Friday to qualify That Scout will be entered in to a weekly drawing of a $25 Visa Gift Card All Scouts that sent in a completed sheet during the duration of the sale will be entered into a Grand Prize Final Drawing of an Xbox One.

Unit Kernel Patch Temporary Patch that will be given to the Popcorn Kernel of your Unit once these two items happen: A Unit representative has attended the Council Kickoff or a District Kickoff or met with me individually to go over the Popcorn Sale Implemented a Unit Kickoff party and show proof of it.

2017 Popcorn Sale Goals To Reach This… Total Sales Goals Akela = $141,300 Alamance = $171,350 Cherokee = $87,200 Guilford = $286,600 Uwharrie = $115,250 Council = $801,700 Total Units Selling Goal Akela = 28 Units Alamance = 25 Units Cherokee = 29 Units Guilford = 40 Units Uwharrie = 32 Units Council = 154 Units To Reach This…

District Kernel Incentive Meet or exceed your District’s Sales Goal Meeting or exceed your District’s Units Selling Goal Participate in Your District’s Kickoff Support and help in regular communications to your District about the Popcorn Sale Do these 4 things and receive your choice of: Invitation to a special Council Recognition Dinner Special District Kernel Popcorn Sales Polo Scouting Field Uniform Shirt

What To Do Now? Spend Some Time to PLAN Things Out First, make sure your District’s Program is set, or determine the costs / set your Unit’s popcorn sales goal and the “per-Scout” goals” based on those costs. Then, plan your Unit’s Kickoff and your total coverage plan. Have a Great Unit Popcorn Kickoff Create excitement by explaining the year’s program, prizes, any additional Unit incentives, play games, etc. Give out the sales goals, and communicate to Leaders about what’s “in it for them”. Also, make sure your Scouts are trained, and explain unit popcorn plan / details. Total Coverage Plan/Show & Sell Help your Scouts get off to a good start. What’s your coverage plan for the community / neighborhood, and any nearby ones where your Scouts can sell? Should units sign up like Scouting for Food? Keep Going to Reach Goals Remind leaders that consumers will support them if they are asked because they believe in and value Scouting and trust the Trails End quality. HIT YOUR GOAL!

Questions? If you have any additional questions, feel free to contact Trails-End at: support@trails-end.com @TrailsEndSnacks Or ONSC at: Council Staff Advisor: Matthew Lanouette (matt.lanouette@scouting.org) Your District Executive: (www.bsaonsc.org)

Good luck and have fun!