1. Fall 2017 Popcorn Sale

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. 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

13. Learn From Luke

14. 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!

15. 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

16. How To Train

17. 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.

18. Host An Awesome Popcorn Kickoff

19. 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.

20. 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!

21. 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!

22. 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!”

23. A scout’s plan to sell $750…
Show your families how easy it is to hit their goal. It’s as easy as 1, 2, 3!
$250
$200
+ $300
$750 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 $750 even EASIER!

24. 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

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

26. 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)

27. Mega-Corn Video

28. How To Sell

29. 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

30. Good luck & have fun!