1. 2017 Program Great Rivers Council
Trail’s End

2. Trail’s End
Partnering with Boy Scouts of America Councils and Units to raise the funds needed to deliver the promise of Scouting for over 36 years.
Thank you!
Photo Credit: Scouting.org

3. In this Training, you will learn...
Why Popcorn
How to prepare
Set Goals Based on Your Budget
Plan Your Kickoff and Ask Your Scouts What Unit Incentives They Want
Communicate and Recruit Some Helpers
To Provide a Quality Program and The Experience of a Lifetime.
Parents Must Understand What’s In It For Them

4. In this Training, you will learn...
How to train
How to sell
There Are So Many Ways For Scouts to Reach Their Goals.
Start With Family and Friends, Add a Couple of Show-N-Sell Shifts, and Make Sure Each Scout Canvases The Neighborhood.
Scouts Must Be Prepared and Know What to Say When Speaking With Customers.
Trained Scouts Are More Likely to Hit Their Goals and Get More Yeses.

5. Why Popcorn

6. Character Development
Program + Popcorn =
Character Development
Gain Confidence
Goal Setting
Money Management
Life Lessons
Public Speaking

7. Does popcorn drive your program? Or Does your program drive popcorn?
The Answers Should Be Yes And Yes

8. No out-of-pocket-expense to enjoy 12 months of Scouting activities
Message to Scout Parents
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.

9. Consumers are 2x more likely to support a cause to believe in!
We are selling adventures!
NOT popcorn
Consumers are 2x more likely to support a cause to believe in!

10. How To Prepare

11. How to have a successful fundraiser
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)
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!

12. First Time And Experienced Kernels
Trail’s End University – Additional Training
Courses For Everyone!
First Time And Experienced Kernels
Training courses linked from the Trail’s End Popcorn System
Learn to sell like the top selling units

13. 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

14. Learn From Luke

15. Set goals 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!

16. Unit INCENTIVES 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!

17. communicate Recruit a team
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 s 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
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

18. Helpful Resources
Visit sell.trails-end.com after this Kickoff for more good 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

19. How To Train

20. Unit kickoff party ENTHUSIASM! The single most important thing is…
If it’s not you, then find that person!
Dress up the room, pop popcorn.
Have games for Scouts to play the minute they walk in the door.
Role play a “sale” either at a storefront or at the neighbor’s door.
Families should walk out excited, informed, and ready to sell.

21. Host An Awesome Popcorn Kickoff

22. Practice, practice, practice!
Scout sale script
Hi, my name is _______________ (say first name only).
I’m a Scout with Pack/Troop/Crew _________ here in _________ (city/town).
I am raising funds to earn my way to Scout Camp next summer (or other big adventure).
(Hand the customer the order form and a pen, and point out your favorite flavor. Consider recommending a $20 or more item.)
You’ll support me, won’t you?
Practice, practice, practice!
The most successful sellers can recite this in their sleep.

23. Practice sale script Game
Line your Scouts in two long lines facing each other and give each pair a ball.
The Scouts with the balls will deliver their sales pitches while their partners across listen.
When they are done, have them pass the ball to their partner so they can practice.
Walk around while this is happening and give constructive criticism and praise.
Repeat and have fun!

24. How To Use Your Tasting Kit
Have your Scouts taste a kernel or two of each flavor and if you have enough left over… ask parents and siblings to sample!
When everyone is done, say the name of each flavor one-by-one (Who liked the Salted Caramel Corn?) and listen for which flavor is “yelled” the loudest!

25. Popcorn Tasting Is Important
We want our Scouts to enjoy selling popcorn and feel confident when asked questions by consumers.
After conducting your popcorn tasting, your Scouts will be ready to recommend their favorite flavor and the unit’s favorite.
Don’t forget to talk about upselling... for example, “Cheese is my favorite and for the price of two bags, you can get a third for free with the Cheese Lover’s Collection!”

26. A scout’s plan to sell $650…
Show your families how easy it is to hit their goal. It’s as easy as 1, 2, 3!
$200
+ $250
$650 1. 2. 3.
Start with family, friends, Mom and Dad’s co- workers, closest neighbors, etc.
Participate in two storefront shifts with an average of $100 sales per shift
Canvas your neighborhood by going door-to- door.
Don’t forget to…
Create an online sales account and send s to family and friends who live faraway, as a way to help you get to $650 even EASIER!

27. Make account registration part of your kickoff
Online Selling Training
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

28. Trail’s End National Rewards
Online Prize Program
Earn Money for College!

29. 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 One Item
Online: Make One Online Sale
Military: Sell One Military Donation
One of Each: Sell One of Each Item
Sellers Club: Reach Selling Goal (set by Council)
Top Seller: Reach Top Selling Goal (set by Council)

30. Mega-Corn Video

31. How To Sell

32. Show-N-Sell Strategies
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

33. Show-N-Deliver Strategies
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

34. Take Order Strategies Take the 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 & addresses
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

35. Selling to Local Businesses
Many businesses in your community are willing to support
Corporate gifts for clients
Holiday gifts for staff
Staff purchases
Follow these steps:
Scouts should lead the sales pitch and dress in Class A uniform
After school before 5pm
Look for strip malls or office parks with many businesses in close proximity
Start at the top! - Always ask for the owner or manager
Bring several paper order forms, pens, and a way to accept credit cards
Always leave customers with a way they can purchase again
Print off homemade business cards with your address / contact info
Include link to your Trail’s End online selling account

36. Steps to a successful online sale - Scouts
Online Selling
Steps to a successful online sale - Scouts
Register an online selling account at Trails-End.com – 1 min
Create a selling profile (write bio, upload pictures & videos) – 5 min
Share the personalized fundraising page on social platforms (Facebook, Twitter, Instagram, etc.) – 2 min
Send link to fundraising page via & text message to friends and family – 5 min
Remember to send Thank You messages (written or video) to those that support
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

37. Product Line
TINS

38. with Almonds, Cashews & Pecans
Ready-to-Eat Lineup
NEW
Premium Caramel Corn
with Almonds, Cashews & Pecans
White Cheddar Cheese
Salted Caramel Corn
Popping Corn
Classic Caramel Corn

39. Unbelievable Butter – 18 Pack (reformulated)
Microwave Lineup
Kettle Corn – 18 Pack
Unbelievable Butter – 18 Pack (reformulated)

40. Ready-to-Eat Lineup Chocolatey Caramel Crunch
White Chocolatey Pretzels

41. Collection Lineup Cheese Lover’s Collection Tin
$25
Cheese Lover’s Collection Tin
Chocolate Lover’s Collection Tin

42. Commission Structure & Returns
Popcorn/Burgers’ 28% with Prizes or 33% without Prizes. This must be a unit-wide decision. Units must choose one commission option for both Show & Deliver and Take Order sales. Account Settlement Unit accounts must be settled NO LATER THAN December 1.
December 1 is the FINAL deadline for prize and patch orders. Unit commissions will not be adjusted after this date. GET THOSE PRIZE ORDERS TURNED IN ON TIME!!! Order all prizes through the Trail’s End portal  
Return Policy
Returns can be made at the council office or with your District Executive but will not be accepted any later than November 2. Partial cases may be returned. No tins of Chocolate Lover’s, Chocolatey Caramel Crunch, White Chocolatey Pretzels and no Burgers products will be accepted at return, we recommend only selling these products through take order. This is due to the perishable nature of these items if not cared for properly.
All Unit returned popcorn is a liability of the Council, so we encourage you to follow a few key practices:
Check on your outstanding inventory and make frequent honest assessments on your Unit’s ability to sell
Subscribe to a time based sales plan (i.e. we are halfway through the sale…have we sold at least half of our inventory)
Check in with your District Kernel or District Executive if you have an inventory challenge…too much or too little popcorn can usually find a home with enough notice
Work toward a zero return policy so that every dollar of popcorn revenue provides better program for our boys

43. Key Sale Dates
Thursday, November 2
Popcorn Returned No returns allowed for Burgers' or chocolate products
Sunday, November 5
Final Orders Due for both Popcorn (take order) and Burger’s products Online at  website
Thursday, November 16
GRC Incentive Form Due
Saturday,  November 18
Product Pick-up and 50% Show & Deliver Money Due Appointments required with your District Popcorn Kernel.
Friday, December 1
Popcorn Money Due/Prize Orders Due
Saturday August 12
Take order and online sales begin
August/September
Unit or District Kick offs (Pep Rally) for Scouts  Host unit kick-off and provide incentives for the Scouts
Monday,   September 11
Initial Orders Due (Show & Deliver and 1st take order) Online
Saturday, September 23  
Initial Popcorn Distribution Day Appointments required with your District Popcorn Kernel.
Saturday, September 23 
Show & Deliver and Show & Sell begins Continue to sell take order!

44. Prize Program

45. $650 Club & Top Seller Prizes
Mega-Corn the Destroyer Patch
$650 Jedi Club
FREE CAMP!
Top 100 $upper$eller$ Club
College Scholarship

46. Good luck & have fun!