Palmetto Council Fall 2017 Popcorn Sale

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.”

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 One Fundraiser A Year Scouts ... 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 and 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

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

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 relatives 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

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 ($650) Top Seller: Reach Top Selling Goal ($1500)

Mega-Corn Video

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-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 available, 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 online at www.Trails-End.com 5 min: Create YOUR profile: bio, pictures, videos, goals, etc. 2 min: Use links to share 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

Commission Structure Base (30%) Standard commission for every unit who sells Scouts’ Honor (33%) Make all payments, orders and returns on time Top Performer (37%) Achieve the Scout’s Honor level plus average $200/boy based on September 30, 2017 membership Bonus (3%) Any unit who does not participate in the prize program Online Sales (50%) All sales

Key Sale Dates August 10 Popcorn Training at Roundtable September 7 Show & Sell Orders Due via Popcorn System September 21-22 Show & Sell Order Distribution September 23 Sale begins September 23 Take Order Begins October 26-27 Unsold “Show & Sell” Returns (50% by product) October 27 Show & Sell payment due November 2 Take Orders Due in Popcorn System November 16-17 Take Order Distribution November 20 Prize Orders due in Prize Mania system December 1 Popcorn Payments Due to Council

Prize Program Prize mania or 3% commission Sports Clinics Top 20 Club: Be a part of the council top 20 and win a drone!

$650 Club Clemson & USC Sports Clinics

Clemson & Carolina Championship Tins **Units will be required to submit the # of tins sold each week. We only have a limited supply of tins and have the possibility of running out before the end of the sale.

Have Fun and a Great Scouting Year!