1. Atlanta Area Council, Atlanta, Georgia 2015 The Ideal Year of Scouting is Funded by Popcorn!

2. Atlanta Area Council, Atlanta, Georgia 2015 Where to begin? With our SCOUTS of course. “The Scouting program has three specific objectives, commonly referred to as the Aims of Scouting: character development, citizenship training, and personal fitness.” Let’s always start here with our Scouts, Parents, Leaders and Customers.

3. Atlanta Area Council, Atlanta, Georgia 2015 Raises money to fund program. Other organizations stop there. Here are 7 more SCOUT reasons. 1.Scouts experience adult interaction (a Scouting Method) 2.Character building 3.Scouts are responsible for their program 4.Incentives (prizes, $$, etc.) 5.Scholarship Fund 6.Easy and profitable compared to other fundraisers 7.Scouts are good at it Why We Fundraise...

4. Atlanta Area Council, Atlanta, Georgia 2015 1.Planning 2.Preparing 3.Selling 4.N ew and Returning for 2015 What We’ll Cover Today

5. Atlanta Area Council, Atlanta, Georgia 2015 New Kernel Training Seminars after Council Kick-Offs (Maybe one in early July?) Webinar What We WON’T Cover Basics of Popcorn Sale How Money is Earned Using Trail’s End System Distribution Pickup

6. Atlanta Area Council, Atlanta, Georgia 2015 Look for the 4 Keys See if you spot them all.

7. Atlanta Area Council, Atlanta, Georgia 2015 1.Planning 2.Preparing 3.Selling 4.N ew and Returning for 2015 What We’ll Cover Today

8. Atlanta Area Council, Atlanta, Georgia 2015 1.Planning Ideal Year of Scouting Tools for Planning Goooooooooooals! Incentives What We’ll Cover Today

9. Atlanta Area Council, Atlanta, Georgia 2015

10. Step 1: Planning Ideal Year of Scouting

11. Atlanta Area Council, Atlanta, Georgia 2015 Step 1: Planning Ideal Year of Scouting

12. Atlanta Area Council, Atlanta, Georgia 2015 What makes Scouting great? What’s your Ideal Year? Dream it. This is Scouting! Philmont Sea Base New Pinewood Derby Track Blue and Gold Entertainment Camping in Colorado Aircraft Carrier Yorktown Battleship Alabama Space Camp Sapelo Island Cave Camping Six Flags Trip Kayaking Whitewater Rafting Northern Tier Tour Washington D.C. Grand Canyon ASK YOUR SCOUTS! Heard any good ideas? Step 1: Planning Ideal Year of Scouting

13. Atlanta Area Council, Atlanta, Georgia 2015 An Alaskan Troop ordered too much popcorn: $90,000. Decided to sell it and go to summer camp... in Hawaii. They did it! (Before only sold $16,000.) Aloha Council Only $460/Person +Travel Expenses Kayaking, Snorkeling, Canoeing, Scuba and Parent’s Luau! IN HAWAII! Step 1: Planning Ideal Year of Scouting

14. Atlanta Area Council, Atlanta, Georgia 2015 So what’s your minimum potential? Step 1: Planning Tools

15. Atlanta Area Council, Atlanta, Georgia 2015 Available on the thumb drive and the web. Step 1: Planning Tools

16. Atlanta Area Council, Atlanta, Georgia 2015 Available on the thumb drive and the web. Step 1: Planning Tools

17. Atlanta Area Council, Atlanta, Georgia 2015 Step 1: Planning Tools

18. Atlanta Area Council, Atlanta, Georgia 2015 Ugh... Math... But We Do It For You! Available on the thumb drive and the web. “Ideal Year of Scouting Budget Spreadsheet” Step 1: Planning Tools

19. Atlanta Area Council, Atlanta, Georgia 2015 Step 1: Planning Set a Goal $15,000+ Units: average Scout sale ~$350 Top Selling Unit: average Scout sale: $578 (107 Scouts)

20. Atlanta Area Council, Atlanta, Georgia 2015 It’s Easy: Pick A Number & Use It  Average sales were 170% higher among Scouts who set a goal  Average sales were 89% higher among Units who set a goal Step 1: Planning Set a Goal

21. Atlanta Area Council, Atlanta, Georgia 2015 Pick a worthwhile number. Recommended Minimum: $400 Optimal: $600 Step 1: Planning Set a Goal

22. Atlanta Area Council, Atlanta, Georgia 2015 What’s gets your Scouts selling? Step 1: Planning

23. Atlanta Area Council, Atlanta, Georgia 2015 3 Ways to Earn Prizes 1.Trail’s End Prizes (Keller) 2.Council Prizes (more later) 3.Your Unit Prizes (spend a little money to make money) Step 1: Planning Incentives

24. Atlanta Area Council, Atlanta, Georgia 2015 Your Unit Prize Ideas 1.At Kick-off: DOOR PRIZES: Quantity (not quality, $100). 2.Top Seller Party (Game Truck, Pizza, Sundaes, etc.) 3.Top Seller Prizes such as... Gift cardsiTunes cardGameStop Fishing poleBack packScout shop gift CertificateWhat did your units do? 4.Incentive for Scouts who hit unit’s goal. 5.And of course the ever popular … Step 1: Planning Incentives

25. Atlanta Area Council, Atlanta, Georgia 2015 Pie In The Face Let’s hear some ideas. What has your unit done?

26. Atlanta Area Council, Atlanta, Georgia 2015 Available on the thumb drive and the web. Step 1: Planning Incentives

27. Atlanta Area Council, Atlanta, Georgia 2015 Appeal to wallet! Dues returned Trips / events paid for What else? What to say to parents... “Sell $$$, and keep checkbook closed.” “Sell $$$, Scout learns to “earn their own way” “Sell $$$, unit has the funds to execute a fun-filled Scouting program!” “Scout learns life-lessons: self reliance, communication, perseverance, etc.” Step 1: Planning Incentives

28. Atlanta Area Council, Atlanta, Georgia 2015 Prizes for Parents? Are you crazy? Why not? Prizes specifically for parents Local businesses donations Oil Change, Spa Package, Dinner for 2, Pet Trimming, Gift Card (no money), etc. Donations from unit parents Chartered org Enter in drawing or They earn when Scout earns Step 1: Planning Incentives

29. Atlanta Area Council, Atlanta, Georgia 2015 i.Plan Ideal Year of Scouting ii.Determine Cost and Budget iii.Set Scout Goals and Unit Goals iv.Lineup Incentives Step 1: Planning Recap What Are Your Questions?

30. Atlanta Area Council, Atlanta, Georgia 2015

31. 1.Planning 2.Preparing 3.Selling 4.N ew and Returning for 2015 What We’ll Cover Today

32. Atlanta Area Council, Atlanta, Georgia 2015 1.Planning 2.Preparing The Most Important Thing Team Building Kick Off Kernel Power (Momentum) What We’ll Cover Today

33. Atlanta Area Council, Atlanta, Georgia 2015 Wanna guess what it is? Step 2: Preparing The Most Important Thing to the Sale YOU! Sale’s success is determined MORE by the Unit Popcorn Kernel than anything else.

34. Atlanta Area Council, Atlanta, Georgia 2015 YOU will make it easy for the Scouts YOU will create the excitement YOU will determine participation rate YOU will influence the profit Step 2: Preparing The Most Important Thing

35. Atlanta Area Council, Atlanta, Georgia 2015 Regular Communication is key Keep Parents Updated Weekly Weekly or Monthly prizes Packs: Den Kernel -- Troops: Patrol Kernel Share who is doing well and how. Stay excited... or find someone who can Step 2: Preparing The Most Important Thing: You

36. Atlanta Area Council, Atlanta, Georgia 2015 MM Step 2: Preparing Building Your Team

37. Atlanta Area Council, Atlanta, Georgia 2015 The Unit Kernel shouldn’t do it alone. Most frustrating part? One Person does it all. You need help. You want help. But how? Step 2: Preparing Building Your Team

38. Atlanta Area Council, Atlanta, Georgia 2015 To Improve Recruiting Success… 1.Ask Directly: Emails = Bad...... Phone/In Person = Good 2.Be Specific: We volunteer for “tasks” not “titles”. Examples: a.Ask a parent to pick up Show-N-Sell popcorn instead of being the Pick-Up Kernel. b.Ask someone to decorate / set up the Kick-Off Party instead of being the Kick-Off Kernel “Tasks” before “Titles” Step 2: Preparing Building Your Team

39. Atlanta Area Council, Atlanta, Georgia 2015 Assistant Kernel Positions  Kickoff  Distribution Pickup  Show N Sell  Communication  Marketing  Business Incentives Procurer  Popcorn Chief (Youth Position) Available on the thumb drive and the web. Step 2: Preparing Building Your Team Great job for non-leader parents.

40. Atlanta Area Council, Atlanta, Georgia 2015 Available on the thumb drive and the web. Step 2: Preparing Building Your Team

41. Atlanta Area Council, Atlanta, Georgia 2015 Step 2: Preparing Building Your Team

42. Atlanta Area Council, Atlanta, Georgia 2015 MO Step 2: Preparing Kick Off

43. Atlanta Area Council, Atlanta, Georgia 2015 Host a GREAT Unit Kick-Off!

44. Atlanta Area Council, Atlanta, Georgia 2015 Ideas for Fun... Door Prizes: Spend $100 to sell $10,000. Decorations, costumes, etc. (even for Boy Scouts) Have popcorn to eat, Popcorn machine. Stink up the room! Fun skits Games: stations, guess the # of popcorn in the jar, contests, etc. Get the Scouts INVOLVED. You’re creating MOMENTUM (more later) Step 2: Preparing Kick Off

45. Atlanta Area Council, Atlanta, Georgia 2015 Exciting, Motivating, Informative Step 2: Preparing Kick Off Pack 312

46. Atlanta Area Council, Atlanta, Georgia 2015 Step 2: Preparing Kick Off Pack 1429

47. Atlanta Area Council, Atlanta, Georgia 2015 Step 2: Preparing Kick Off Pack 4234

48. Atlanta Area Council, Atlanta, Georgia 2015 Step 2: Preparing Kick Off Troop 1459

49. Atlanta Area Council, Atlanta, Georgia 2015 Step 2: Preparing Kick Off Troop 15

50. Atlanta Area Council, Atlanta, Georgia 2015 Theme: Mission Impossible, Sci-Fi, Country & Western, what else? Explain the sale & benefits Train Scouts: Salesmanship & Safety Remember first time Scouts and parents Should know everything when they leave Special Parent’s Breakout on Why We Sell? Step 2: Preparing Kick Off

51. Atlanta Area Council, Atlanta, Georgia 2015 Popcorn Pokey (to the tune of The Hokey Pokey) You put your wallet in. You put your wallet out. You put your wallet in and you shake it all about. You sell some scouting popcorn and your wallet's put away. That's what it's all about! Do something silly with the parents. Take out your wallet...

52. Atlanta Area Council, Atlanta, Georgia 2015 Skit Training: adult acts out “ugly” sale (have scouts critique), then a “bad” sale (getting better but still not great) and a “good” sale. Then have Scouts do it. Hi. My name is _______________. (first name only) I’m a Cub/Boy Scout with Pack/Troop ______. We’re selling popcorn to raise money for our Pack/Troop to sleep on an aircraft carrier. You can support us by buying some of our delicious popcorn. (hand customer Take Order form and a pen) Will you help me? The Good, the Bad and the Ugly!

53. Atlanta Area Council, Atlanta, Georgia 2015 Goal + Kickoff + You = Momentum Step 2: Preparing Momentum

54. Atlanta Area Council, Atlanta, Georgia 2015 Step 2: Preparing Momentum

55. Atlanta Area Council, Atlanta, Georgia 2015 Track weekly updates: Parents, Scouts bring in sales sheet Weekly incentive or competition Remember: Communication Weekly email updates to families. Have incentive reminders. Friendly, competitive atmosphere. Step 2: Preparing Momentum

56. Atlanta Area Council, Atlanta, Georgia 2015 i.Build Your Team ii.Awesome Kick Off i.Promote Goals ii.Incentives iii.Fun iii.Your Momentum / Communications Recap What Are Your Questions? Step 2: Preparing

57. Atlanta Area Council, Atlanta, Georgia 2015

58. 1.Planning 2.Preparing 3.Selling 4.N ew and Returning for 2015 What We’ll Cover Today

59. Atlanta Area Council, Atlanta, Georgia 2015 1.Planning 2.Preparing 3.Selling Take Order Ideas Show-N-Sell Ideas Online Sales Idea What We’ll Cover Today

60. Atlanta Area Council, Atlanta, Georgia 2015 Take Order Step 3: Selling

61. Atlanta Area Council, Atlanta, Georgia 2015 Generates most sales Always wear your ________? (Right! UNIFORM) Take Order Step 3: Selling

62. Atlanta Area Council, Atlanta, Georgia 2015 1. Successful Ideas Neighborhood “Blitz Day”: pack / troop blitzes whole neighborhood in one morning “Secret house” prize. Show-N-Deliver. Take popcorn to the door. Practice a “script”: simple and personal Focus on Scouting “We’re not selling popcorn, we’re selling ________?” Last resort: Donations to Support the Troops Always wear your _____________? (did you say “uniform”?) Take Order Step 3: Selling

63. Atlanta Area Council, Atlanta, Georgia 2015 2. Tips from the “experts” Write down (Take Order Sheet / Poster) goals and why they are important On Blitz Days: Plan neighborhood routes Neighborhood sales tracking sheet (for next year, too!) Go to businesses. Businesses do buy popcorn for their employees. Turn a “no” into a $5 YES. Do you have any tips? Take Order Step 3: Selling

64. Atlanta Area Council, Atlanta, Georgia 2015 MO Show-N-Sell Step 3: Selling

65. Atlanta Area Council, Atlanta, Georgia 2015 1.SnS Prep Secure SnS sites early... like now! Best location: high traffic areas (See handout) Secure 2+ for each den/patrol. Have them sign up! Always wear uniform. (but you already knew that.) Show-N-Sell Step 3: Selling

66. Atlanta Area Council, Atlanta, Georgia 2015 2. On SnS Sales Days... Make it fun: grill hot dogs, costumes, music, etc. 2-4 boys per 2 hour shift (more if more exits) Keep Scouts Engaged No sitting / staying behind table Be specific with customers on what fundraising is for. Focus on Scouting. (Camping, Space Camp, etc.) Display banners / make signs Show-N-Sell Step 3: Selling

67. Atlanta Area Council, Atlanta, Georgia 2015 2. On SnS Sales Days con’t... Have Scouts practice DO NOT break open the microwave boxes Why? a.not labeled for individual resale b.have to make 18 x $1 sales instead of 1 x $18 sale. people will almost always give the smallest amount. Do you have any tips? Show-N-Sell Step 3: Selling

68. Atlanta Area Council, Atlanta, Georgia 2015 3. Selling Ideas Credit Card Readers. These work well. 2 nd to last resort. Cash  Checks  Credit Cards  Donations  “Thank You” No Show-N-Sell: Military Donations Have no product. Just collect money to buy Military Popcorn. Everyone likes to help both Scouts and the Military! Snow-N-Sell for Police / Fire Station Take donated money and buy popcorn. Take it straight to Police or Fire Station. Take pictures. Repeat. Show-N-Sell-N-Deliver: Hub approach Have Show-N-Sell but with extra stock. While some scouts sell at store, rest of Scouts canvas nearby neighborhoods with Show-N- Deliver and restock from store’s sale. Show-N-Sell Step 3: Selling

69. Atlanta Area Council, Atlanta, Georgia 2015 Online Sales Step 3: Selling

70. Atlanta Area Council, Atlanta, Georgia 2015 Begins August 1 All products available except Chocolate until weather permits (won’t ship when temps above 80°to prevent melting) Single Items & Flat Rate ($6 or $8/Microwave) Setting up accounts has been improved As always, sales count toward prizes Note: ensure Scouts select correct unit when setting up their account Note: Prices may be different (each council chooses their prices, online costs are national average.) Online Sales Step 3: Selling

71. Atlanta Area Council, Atlanta, Georgia 2015 Tips Customize emails to friends and family Great method for Troops/Crews Online Sales Step 3: Selling

72. Atlanta Area Council, Atlanta, Georgia 2015 i.Make it fun ii.Practice Presentations iii.Try Different Selling Methods iv.Always wear a. Recap What Are Your Questions? Step 3: Selling

73. Atlanta Area Council, Atlanta, Georgia 2015

74. What were our 4 Keys? 1.Set a Goal 2.Awesome Kickoff 3.Regular Communication 4.Create & Keep Momentum

75. Atlanta Area Council, Atlanta, Georgia 2015 1.Planning 2.Preparing 3.Selling 4.N ew and Returning for 2015 What We’ll Cover Today

76. Atlanta Area Council, Atlanta, Georgia 2015 What Happened in 2014? 2015 AAC sold $2,286,000... $686,000 to units Take Order:$1,295,000 ( 57%+) Show-N-Sell:$881,000 (~39%) Online:$112,000 ( 5%)

77. Atlanta Area Council, Atlanta, Georgia 2015 What’s Possible? In 2014… 2015 Top Selling Scout National: Ben C in Albany, NY:$31,245 AAC: Alexander C, Foothills:$13,129 Top Selling Unit National: Pack 14, Calif.:$75,655 AAC (9 th in Nation), Pack 21, Hightower Trail:$61,901

78. Atlanta Area Council, Atlanta, Georgia 2015 Things Returning 2015 1.Thumb Drives at Kick Off Training PowerPoints & VideosPosition description sheet FAQ’sScholarship form Popcorn system loginKickoff PPT Online system loginScout incentive sheet Creating onlineParent information sheet accounts for ScoutsShow N Sell tally form IYOS spreadsheetUnit sales history (3 yrs.) Unit potential sheetFamily Guide PDF Sample unit incentivesPrize form Scout sales scriptDen goal setting poster Popcorn info sheetNew Kernel Kickoff PPT + Much More!

79. Atlanta Area Council, Atlanta, Georgia 2015 Things Returning 2015 2. Commission 30% Base commission 1.Just Sell Popcorn 35% above plus... 1.Attend June/July Unit Training (Completed!) 2.Attend an August Kickoff (to get your stuff) 3.Email Kickoff Picture to Emily (2 x $25 prizes!) 4.Pick up SnS and/or Take Order popcorn on time 5.Pay by Deadline, Dec 3 38% above plus... 1.Increase sale 10% (automatic if didn’t sell last year)

80. Atlanta Area Council, Atlanta, Georgia 2015 Things Returning 2015 3.Order by Bag/Tin at Take Order (Applause!) 4.Top Seller Tiered Party: 3 Levels

81. Atlanta Area Council, Atlanta, Georgia 2015 New Items 2015 1.One Log-In for Both Systems? 2.“73% Return to Scouting” 3.New Artwork Promoting Scouting 4.New Scholarship Website Who knows about this?

82. Atlanta Area Council, Atlanta, Georgia 2015 New Items 2015 6.New Online Stuff Texting Capabilities Customizable Emails for Scouts E-Mail Address Storage View current and prior year sales 500 x $10 Gift Card Drawing to Scouts that sign up by September 1 Every unit that sells over $2,000 on-line, unit leader gets $50 Gift Card

83. Atlanta Area Council, Atlanta, Georgia 2015 New Items 2015 Kick Off Kits

84. Atlanta Area Council, Atlanta, Georgia 2015 New Items 2015 Credit Card Readers Trail’s End working with Square Sign Up through Trail’s End Popcorn System 2.4% Promotional Rate (normally 2.75%) No fee on first $100 in sales Will know more after July 1

85. Atlanta Area Council, Atlanta, Georgia 2015 Very Important Popcorn Seller (VIPS) / Champion Dinner Monday, July 20 (you’ll be notified) Council Kickoffs (required for commission) Saturdays:July 25 & August 1 Wednesday:August 5 New Kernel Training After All Kickoffs OR Webinar on Tuesday, Aug 4, 8:00 pm Maybe in July? Key Dates

86. Atlanta Area Council, Atlanta, Georgia 2015 1.Build your Unit Teams 2.Reserve Show-N-Sell locations 3.Select Kickoff date Put it on calendar Prepare for it 4.Inform Parents: Email info about Unit’s Kick Off date Benefits / Incentives “It’s not popcorn, it’s Scouting” reasons. Create excitement! June-July Objectives

87. Atlanta Area Council, Atlanta, Georgia 2015 Question me! Questions? Go ahead! Stump the Chump!

88. Atlanta Area Council, Atlanta, Georgia 2015

89. Thank You! Please Help Clean Up. Thanks.