1. WELCOME! 2012 AWAC Popcorn Kickoff

2. 2012 Popcorn Sale What’s in it for YOU! 1.Exciting NEW products and improvements 2.One-stop shop at www.trails-end.comwww.trails-end.com 3.Simple steps for GROWING your sale 4.Best ways to SELL 5.INCENTIVES that motivate!

3. Product Improvements 36% Increase in nuts in Caramel Corn with Almonds and Pecans! 0g trans fat across the entire product line

4. Product Improvements – WOW! Significantly improved flavor in all microwave products: Unbelievable Butter Microwave Popcorn Now LOADED with more Butter than ever before! Butter Light Microwave Popcorn Tastes better than most regular butter popcorn! 0g trans fat across the entire product line

5. NEW Products NEW Chocolate Lover’s Collection Chocolatey Caramel Crunch White Chocolatey Caramel Crunch White Chocolatey Pretzels Milk Chocolatey Pretzels 0g trans fat across the entire product line

6. NEW Products NEW Premium Chocolate Lover’s Collection White Chocolatey Caramel Crunch Chocolatey Caramel Crunch Chocolatey Peanut Clusters White Chocolatey Pretzels Milk Chocolatey Pretzels 0g trans fat across the entire product line

7. NEW Products NEW Sweet & Savory Collection NEW Sour Cream & Cheese Corn NEW Milk Chocolatey Pretzels Butter Toffee Caramel Corn 0g trans fat across the entire product line

8. NEW Products NEW Cheese Lover’s Collection NEW Sour Cream & Cheese Corn Cheddar Cheese Corn White Cheddar Cheese Corn 0g trans fat across the entire product line

9. NEW Product NEW Double Caramel Crunch with a hint of cheese 0g trans fat across the entire product line

10. Popcorn For Our Troops Over 1.3 million donations since 2007 $30 Silver Level Donation$50 Gold Level Donation

11. 2012 Product Line Premium Chocolate Lovers Chocolate Lover’s Collection $50 Military Donation $30 Military Donation Sweet & Savory Collection Cheese Lover’s Collection Double Caramel Crunch White Chocolatey Pretzels Caramel Corn with Almonds & Pecans Chocolatey Triple Delight 18 Pack Unbelievable Butter 18 Pack Butter Light Caramel Corn Popping Corn

12. One-stop shop at trails-end.com Virtual Sale Planner – grow your sale Popcorn System – place popcorn and prize orders Online Selling Key Sale Information Training Videos & Tutorials

13. Grow Your Sale 1. Plan your program 2. Motivate your Scouts with INCENTIVES! 3. Build your best Popcorn Kickoff ever! 4. Constantly Communicate with Scouts and parents 5. Use the best ways to Sell and achieve your goal!

14. #1 Plan Your Program Go to the Virtual Sale Planner at leaders.trails-end.comleaders.trails-end.com Build your plan using the Program Planner 1.Plan 2.Budget 3.Set Goals Fill in your number of boys, commission and activities per month with costs. The planner does the rest!

15. Complete Your Program Planner

16. Set Your Sales Goal - $600! Only 44% of parents say their Scout set a sales goal. Scouts who set goals average $626 in sales. Scouts with no goal average $304 in sales.

17. #2 Motivate Your Scouts Build your own unit-level incentives Pie in the Face for $600 Sellers! Top Seller Prizes! Top-selling Den – Pizza Party! Already available to you and your Scouts: Council-Sponsored Scout Rewards Program Bonus Trail’s End National Rewards Bonus Council Incentives

18. $15 Gift Card LEGO Creator Blue Roadster Nalgene Water Bottle 2012 Scout Reward Levels Sell $250 Sell $350 Sell $450 $10 Gift Card Binoculars Multi-fuction Knife $20 Gift Card LEGO Creator Propeller Adventures 6-Piece Camp Kit Physical prize options available at lower levels.

19. 2012 Scout Reward Levels Sell: $650 $850 $1,100 $1,300 $1,800 $2,300 Gift Card: $30 $40 $55 $75 $110 $150 OR

20. Trail’s End National Rewards Funded by Trail’s End Face-to-face, online and mobile sales count! $600 Club Earn a $20 Amazon.com or Walmart Gift Card! $1,500 Club Earn a $50 Amazon.com or Walmart Gift Card! College Scholarship: Sell $2,500 once and 6% of your total sales each year is invested in your own college scholarship account

21. The Incentives Keep on Coming! Sell $600 1. $20 gift card from the Rewards Program $450 Level 2. BONUS $20 gift card for the $600 Club 3. Unit Incentive Build everything in your unit-level incentives around the $600 Club!

22. The Incentives Keep on Coming! Sell $1500 1. $75 gift card from the Rewards Program $1300 Level 2. BONUS $20 gift card for the $600 Club 3. Unit Incentive 4. BONUS $50 gift card for the $1500 Club

23. The Incentives Keep on Coming! Sell $2500 1. $150 gift card from the Rewards Program $2300 Level 2. BONUS $20 gift card for the $600 Club 3. Unit Incentive 4. BONUS $50 gift card for the $1500 Club 5. Top Seller Prize from your unit 6. Scholarship Program from Trail’s End

24. 2013 CCLT CAMP CREDIT INCENTIVE

25. Sell $1,300 - Cubs through Webelos I Sell $1,500 – Webelos II and Boy Scouts 2013 CCLT Resident Camp is PAID for 2013!!! Does not effect Unit Commissions!!! $275 Boy Scout/ $155 Cub Scout Value WIN!!! WIN!!! WIN!!!! 2013 CCLT CAMP CREDIT INCENTIVE

26. #3 Build the BEST Popcorn Kickoff! The kickoff is the single most important factor for you to have a good sale Have a 30-minute fun-filled Popcorn Kickoff: 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!

27. #3 Build the BEST Popcorn Kickoff! Kickoff Tools for You Refer to pages 10-11 in the Popcorn Sale Guidebook Customize the Kickoff Presentation in the Virtual Sale Planner Training videos from leaders.trails-end.com Invest a little in your kickoff to reap huge rewards with your sale!

28. #3 Build the BEST Popcorn Kickoff! Want to close sales? Take the following approach when speaking to a potential customer… Hi, my name is _____ and I’m a C/B scout w/ P/T # ___ at _________. I am raising funds to (go to camp / pay for my scouting program / earn a scholarship) to help make me a better leader and citizen. I have a goal of $____. How can you help me? More effective than asking, “Want to buy some popcorn?” don’t you think?

29. Use email, social media, and meetings to remind families about: Sales goal for each Scout Key Sale Dates Scout rewards available Online/mobile selling Go to leaders.trails-end.com to access communication tools: Email Library Promotional Images Scout and parent handouts #4 Communicate with your Families It’s important to follow up after your kickoff and throughout the sale with important sale information.

30. 1.Encourage the sale at Den and Patrol Meetings 2.Use the Email Library at leaders.trails-end.com 3.Gather Sales Data Weekly – Make it FUN!!! 4. Conduct a mid-sale rally #4 Communicate with your Families

31. #5 Best Ways to SELL Getting to the $600 Club and Beyond! 1.Take Order = $100 per hour 2.Show & Deliver = $100 per hour 3.Show & Sell = $??? per hour 4.Online Selling = $50 per order

32. $600 is the GOAL Your Families can easily achieve this! TAKE ORDER = $600 Goal / $100 per hour Families simply pick six days to sell SHOW & SELL = Mix some in for more sales ONLINE = Every Scout emails 10 family or friends

33. Take Order Scouts use an order form to go door-to-door or sell to family and friends. Establish your dates – take order sales typically start immediately after kickoff. Build your Prospect list Determine sales territory Create a “Blitz Day” as a group activity Have parent(s) and scout supporters take an order form to work REMEMBER! Two out of three people will buy when asked, but less than 20% of households have been contacted.

34. Make arrangements for Scouts to set up in front of stores to sell. Ask store manager for permission several weeks in advance Assign Scouts (2-3) and parents in two hour blocks DO NOT open up microwave boxes Divide sales equally among Scouts who participate Use leftover product to fulfill take order needs Apply donations received towards your military sales Show & Sell

35. Scouts sell to far-away friends and family Trail’s End ships the product directly to the consumer. Online Selling Online & mobile sales COUNT toward Scout Rewards! (starting August 1 through your council’s fall sale end date) Scouts create their own accounts on scouts.trails-end.com to sell Get 100% of your Scouts to create an account and send 10 emails to family and friends The average online order is $50

36. NEW Trail’s End Mobile App FREE mobile app allows Scouts and their families to sell anytime, anywhere. FREE app designed specifically for Scouts Available for iPhone, iPad, and Android Allows Scouts to take online orders on their mobile device Scout signs in with his account to sell Trail’s End online Customer pays with a credit card Product is shipped by Trail’s End direct to the customer

37. Next Steps 1. Plan your program 2. Motivate your Scouts with INCENTIVES! 3. Build your best Popcorn Kickoff ever! 4. Constantly Communicate with Scouts and parents 5. Use the best ways to Sell and achieve your goal!

38. Key Dates August Online sales begin August 22 Council Popcorn Sale Kernel Orientation and Kick Off August 23 Popcorn sale starts August 31 "Show and Sell" popcorn order due via Trails End; www.trail-end.com, no later than noon September 14 "Show and Sell" popcorn pick-up. Current Mechanical 2120 E Washington in Fort Wayne. Call Laura at the Scout office to arrange a pick up time. Time slots will be set in 15 minute increments September 16 Earn an additional 1% commission by reporting to Chuck Walker, your ESTIMATED sales total each week for each of the following weeks: 9/16; 9/23; 9/30; 10/7; 10/14 and 10/21. NOTE: this additional commission is 1% ; NOT a per week percentage October 25th Final Product Return Day (Last opportunity to return extra product not needed to council for credit.) All returns must be made by 4 pm October 26 "Take Order" order due via Trails End; www.trails-end.com by midnight October 26 Unit prize orders due at www.trails-end.com by midnight November 9 "Take Order" popcorn pick-up. Consult district calendar for exact date(s). Prior to distribution obtain pick-up appointment time from District Popcorn Kernel. Week of Nov. 26 Finalize collection of all money for payment submission on Dec. 3 December 3 ALL units must make FINAL PAYMENT to local Scout office

39. What’s in it for YOU! BASE COMMISSION: 25 % ATTEND THE POPCORN KERNEL KICK OFF MEETING: 3 % INCREASE YOUR UNITS GROSS SALES IN 2012: 2 % REPORT TO CHUCK WALKER EACH WEEK, YOUR UNITS ESTIMATED SALES TOTAL: 1 % ( WEEKS OF : 9/16, 9/23, 9/30, 10/7, 10/14 and 10/21 ) AVERAGE $600 /SCOUT based on June 2012 membership: 5 % CHOOSE CASH OPTION OVER GIFT CARDS: AN ADDITIONAL: 3 % Who is going to GROW THEIR SALE!!!

40. Questions???

41. THANK YOU! ©2012 Trail’s End®. All rights reserved. facebook.com/trailsendpopcorn