1. East Carolina Council
Fall 2017 Popcorn Sale

2. 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!!!

3. Key Contact Information
Council Popcorn Kernal– TBD
Council Popcorn Staff Advisor- Nicholas Long
Council Popcorn Co-Advisor- LaMarr Walker
Council Popcorn Support Staff- Dale Howard
East Carolina Council Office Fax:

4. 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.

5. 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.

6. 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.

7. 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.

8. 2017 Product Line Up
Chocolate Lovers $ Cheese Lovers $30

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

10. 2017 Product Line Up
White Chocolate Pretzel Tin $30 White Chocolate Pretzel Bag $25

11. 2017 Product Line Up
Unbelievable Butter 18 Pack $ Butter Light 18 Pack $20

12. 2017 Product Line Up
Kettle Corn 18 Pack $ Premium Carmel Corn with Nuts $20

13. 2017 Product Line Up
White Cheddar Cheese $15

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

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

16. 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.”

17. 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.

18. The “Why” of Popcorn

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

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

21. 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.

22. 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.

23. How To Prepare

24. 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)

25. 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!

26. 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

27. 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!

28. 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!

29. Communicate
Kickoff Party: Present important information (separate meeting with just parents?)
Utilize Communication tools on sell.trails-end.com
Send weekly or bi-weekly s 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 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

30. 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)

31. 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

32. How To Train

33. 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.

34. 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. 

35. 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.)

36. 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: to distant relative and have them forward on to their friends.
$350
$150
+ $150
$650 1. 2. 3.

37. 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

38. East Carolina Council Incentives for 2016

39. 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.

40. 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)

41. 2017 Prize Program

42. 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.

43. $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

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

45. 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 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

46. 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

47. 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

48. How To Sell

49. 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

50. 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

51. 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 & 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 & addresses

52. 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

53. 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 address / contact info
Include link to your Trail’s End online selling account

54. Steps To A Successful Online Sale
Online Selling
Steps To A Successful Online Sale
1 min: Register an online at
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 & 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

55. 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