East Carolina Council Fall 2017 Popcorn Sale

THANK YOU FOR BEING A POPCORN PARTNER Single most important factor in a Unit’s success is Your involvement with the popcorn sale! Not the weather. Not the products. Not even the prices. Your excitement and efforts will have the greatest impact on your unit’s success! THANK YOU!!!

Key Contact Information Council Popcorn Kernal– TBD Council Popcorn Staff Advisor- Nicholas Long 910-459-288 nicholas.long@scouting.org Council Popcorn Co-Advisor- LaMarr Walker 252-560-1222 lamarr.walker@scouting.org Council Popcorn Support Staff- Dale Howard 252-522-1521 dale.howard@scouting.org East Carolina Council Office 252-522-1521 Fax: 252-522-9707 www.eccbsa.org/Popcorn

So What’s New in 2017 White Chocolate Pretzels are now available in a tin $650 Club Sellers can choose two different drones Online Sales Prizes are now Amazon.com gift cards District Top Seller will receive a special drone Online Commission will be placed in your Unit’s Account at the Scout Office No other sales will be allowed in conjunction or in competition with the Council sponsored Popcorn Sale, units found in violation may have a provisional charter status. If you pay your Show and Sell invoice by October 31st your unit will have a free ice cream social provided by the council.

Key Sale Dates Aug 7th – Aug 27th Districts Hold Kick-offs   Aug 28th Show-N-Sell Orders Due in Trails End Online System Aug 27th - Sept 9th Units Hold Kick-offs    Sept 2th Popcorn Sale Starts (Saturday) Sept 9th Show-N-Sell Distribution to Units Nov. 3rd Show and Sale Returns due to Council office by 3pm Nov 6th Popcorn Sale Ends- Take Orders Due in Trails End Online System Nov. 6th Show and Sale Returns due to Council office by 3pm –LAST CHANCE S Nov 11th $650 Seller Club, VIPS $1000 Seller Club, Military Patch Winners due to Council Office Nov 18th Take Order Distribution to Units Dec 8th ALL Popcorn Monies are Due to Council !!! Dec 8th First Day for Prizes to be Released for Units that have Paid their Invoices in full.

Council Goals Council Goal: $555,709 including Show and Sell, Take Order and Online Sales Blackbeard- $25,527, sold $19,375 in 2016 sale Caswell- $22,879, sold $12,435 in 2016 sale Croatan Trails- $71,928, sold $62,630 in 2016 sale Lewis-Deanes- $20,099, sold $16,260 in 2016 sale Neuse Basin- $76,020, sold $62,470 in 2016 sale Pitt- $112,018, sold $100,555 in 2016 sale Tar River- $46,453, sold $39,525 in 2016 Sale White Oak River- $169,605, sold $152,695 in 2016 Sale Wilson- $11,180, sold $5,750 in 2016 Sale.

Commission Structure To simplify your qualification you start at a base commission of 32%  When your unit hits it’s unit goal you automatically gain an extra 3% making a commission of 35% along with the great prizes your scouts earn as part of the council incentives. 3% Bonus Commission Option – Units that reach their 2016 Unit Sales goal. (If you do not know your sales goal please contact your District Kernel) So how did we reach your goal- well unit sales goals are found by which ever is higher: A Units 2016 sale with a 5% increase in sells Or $130 per scout based on your April 30th 2017 unit roster. Online commission - 30% Commission for online sales this was not determined by East Carolina Council but rather Trails End on a national level. Online Sales can be viewed on your Trails End site and will be placed in your Unit Account at the scout office. Please be reminded that if you do not pay your invoice on or before December 8th you will receive a 5% deduction in commission for your unit.  

2017 Product Line Up Chocolate Lovers $60 Cheese Lovers $30

Chocolatey Carmel Crunch Tin $30 2017 Product Line Up Chocolatey Carmel Crunch Tin $30

2017 Product Line Up White Chocolate Pretzel Tin $30 White Chocolate Pretzel Bag $25

2017 Product Line Up Unbelievable Butter 18 Pack $20 Butter Light 18 Pack $20

2017 Product Line Up Kettle Corn 18 Pack $25 Premium Carmel Corn with Nuts $20

2017 Product Line Up White Cheddar Cheese $15

And the world famous Carmel Corn $10 2017 Product Line Up And the world famous Carmel Corn $10

Product Available for Show N Sale 2017 Product Line Up Product Available for Show N Sale

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.”

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.

The “Why” of Popcorn

Character Development Program + Popcorn = Character Development Public Speaking Confidence Building Goal Setting Money Management Life Lessons

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

No Out-of-Pocket Expense Message to Scout Parents No Out-of-Pocket Expense No Risk Fundraiser, if it doesn’t sell bring it back 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

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.

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. 

Practice Sale Script Game Line Scouts up in two lines facing each other. Give each pair a ball. Scouts with the balls deliver their sales pitch while their partners across listen. When they are done, they pass the ball to their partner. Partner deliver’s their sales pitch, repeat. Walk around while this is happening. Give constructive criticism and praise. Repeat and have fun! (Speed up, slow down, pass diagonally, etc.)

Easy Plan to sell $650 … $350 1. $150 2. + $150 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. $350 $150 + $150 $650 1. 2. 3.

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 Host a text messaging blitz campaign Pick a meeting night to hold the blitz Notify parents well in advance Send each Scout’s personalized fundraising page to friends and family via text message 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

East Carolina Council Incentives for 2016

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.

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)

2017 Prize Program

Popcorn For Our Troops How do you get the patch? If a scout has $100 or more in Military Donations they will receive a free Military Popcorn Shoulder Patch. If 4 or more scouts reach the $100 level a additional patch will be given to a Leader **Military donations on the popcorn system must match the number of reported patch requests.  

$650 Club Reward If a youth sells at least $650 then they have the opportunity to fill out a form to choose between a: UFO Mini Drone Light-Up Ball Drone *Pictures may not represent the final exact prize distributed - Youth also get the Seller Club Patch from the Mega-Corn Collection Patch

Top District Seller Top Seller in each district will receive UFO Quadcopter Drone with LED Night Lights  

Pick a day and come to the water park, just fill up an order form! Fill It Up – Lions Park Pick a day and come to the water park, just fill up an order form! Once a youth has Filled-Up an entire order form and fax or email it to the office they will receive ¨ Two Free Tickets to Lions Water Adventure in Kinston ¨ 1 Additional Ticket for each form filled ¨ Will be redeemable in Spring/Summer 2018  ** this only applies to take order and show and delivery sales

Each Scout who Sells $1,000 or greater is a VIPS Very Important Popcorn Seller Each Scout who Sells $1,000 or greater is a VIPS -   Invited to a special screening in Greenville on Dec. 16th 2017 at 8:00 am (tentative date) Each $1,000 in Sells earns 2 tickets with additional 1 ticket per $1,000 sold Additional tickets for siblings/parents may be purchased if available day of Top Seller Patch for Mega-Corn Patch Set

High Adventure Program  Scouts forgo all prizes and standard commission Individual scouts must turn in a personal Show and Sell and Take Order form, as well as a personal commitment. All monies will come in to ECC the commission will be taken out at the office. Cub Scouts are not allowed to participate 50% commission goes into account for use at: ECC Pamlico Sea Base National High Adventure Bases Florida Sea Base, Northern Tier, Philmont, The Summit, and National Jamboree

How To Sell

Show-N-Sell Strategies Secure Good locations Book early- but be respectful of other units in the area 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-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

And please check out the Popcorn files at eccbsa.org/Popcorn Have Fun and a Great Scouting Year! And please check out the Popcorn files at eccbsa.org/Popcorn