1. Palmetto Council
Fall 2017 Popcorn Sale

2. 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

3. 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.”

4. 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.

5. The “Why” of Popcorn

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

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 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.

9. 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.

10. How To Prepare

11. 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)

12. 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!

13. 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

14. Learn From Luke

15. 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!

16. 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!

17. 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

18. 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)

19. 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

20. How To Train

21. 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.

22. Host An Awesome Popcorn Kickoff

23. 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. 

24. 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.)

25. 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 relatives and have them forward on to their friends.
$350
$150
+ $150
$650 1. 2. 3.

26. 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

27. 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.

28. 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)

29. Mega-Corn Video

30. How To Sell

31. 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

32. 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

33. 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

34. 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

35. 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

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

37. 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, membership
Bonus (3%) Any unit who does not participate in the prize program
Online Sales (50%) All sales

38. Key Sale Dates August 10 Popcorn Training at Roundtable
September Show & Sell Orders Due via Popcorn System
September Show & Sell Order Distribution
September 23 Sale begins
September Take Order Begins
October Unsold “Show & Sell” Returns (50% by product)
October Show & Sell payment due
November 2 Take Orders Due in Popcorn System
November Take Order Distribution
November Prize Orders due in Prize Mania system
December Popcorn Payments Due to Council

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

40. $650 Club
Clemson & USC Sports Clinics

41. 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.

42. Have Fun and a
Great Scouting Year!