1. Camp Masters Presents:
How To Sell $10,000. In A Weekend
Sponsored by Ramsey Popcorn Company
© 2001, Revised 2004 by Michael Beck
All Rights Reserved. No part of this presentation may be reproduced or transmitted in any form or by any electronic or mechanical means, including photocopying, recording, or by any information storage or retrieval system, without the permission of the author.

2. Over $80,000 with all sales completed within 3 weekends
Pack & Troop 111
Sales Results By Year
Base - $1500 in total sales –Take Order Only
Year 1 - $11,000 in Sales
Year 2 - $41,650 in Sales - $4,470 in Take Orders
Year 3 - $69,000 in Sales
Year 4 - $80,279 in Sales - $8,872 in Take Orders
Year 5, 6 and 7 and on
Over $80,000 with all sales completed within 3 weekends
$10,000 plus in Take Orders

3. Training & Supervision
Hit ALL of the Steps!
Training & Supervision
Use ALL Sales Methods
Controls & Incentives
Merchandising
Locations

4. For Leaders To Obtain Locations:
Tell them who you are:
“Hi, my name is ________________”
Tell them where you are from:
“I’m a leader with Pack / Troop ____”
Tell them what you are doing:
“We will soon be participating in our annual popcorn fund raising drive.”

5. Tell them what they can do for you:
“We would appreciate it if our Scouts could set up out front to sell popcorn. Our Scouts have been trained to be professional and it will give them an opportunity to practice their communication skills while taking responsibility to support our Pack / Troop and the programs it offers the community.”
Close them:
The dates are________. You’ll help us out won’t you?

6. How Many Locations Do You Need?
Location selling, using all of the principles discussed will generate sales of at LEAST
$200.00
Per Hour!

7. DO NOT ASK FOR DONATIONS!
People will give donations without you asking.
Asking for donations will reduce the volume of sales. YOU WILL EARN LESS MONEY!
Use the donations to help keep the kids motivated. Make sure they’re fed and watered!
When the sale is over, remaining donations should be used to scholarship your Special-Needs Scouts, to scholarship your MOTIVATED boys from families with a financial need, and then any scout unit within the Council that may need some help.

8. Limit Lower Priced Show & Sell Items !
Limit lower priced items to sell-out quickly !
People will gravitate their purchasing decisions
towards the lowest priced item you show them

9. Merchandising
Clean The Area First – Have the Scouts ask the store manager for a broom and dust pan.
No Table – The Scouts will use it as a shield and it prevents movement
Use empty cartons to keep product off the ground and to elevate display
Pyramid the product. Be creative in developing an appealing display. Use posters with pictures of the boys involved in activities and the community.
Do not put up signs with pricing!!
DO NOT OPEN PREPACKAGED POPCORN AND SELL AS SINGLE UNITS! This action will reduce the dollar level of your lowest sale and you will lose donation dollars.

10. Appearance All Scouts In Class A Uniform
All Scouts Know the Presentation
All Scouts are Courteous At All Times!
Area is kept clean and unobstructed
Everyone spoken to is shown appreciation for taking the time to listen!

11. The Presentation: 5 Principles to Success!
Tell them who you are – First Name Only!
Tell them where you are from.
Tell them what you are doing.
Tell them what they can do for you.
Close the sale!

12. The Principles in Use Hi sir, my name is _______________
I’m a cub scout with pack _________
We’re selling popcorn to help raise money for our pack.
You can help us by trying some of our delicious popcorn.
You’ll help us, won’t you?
Have the Scouts (and supervisors) practice until they don’t have to think about what they are going to say.

13. To Succeed You Must Remember One Thing!
You Are
NOT
Selling Popcorn!

14. You are Selling The Scouting Program!
And isn’t this something you already believe in?

15. Allow The Scouts To Take The Reigns!