1. Prepared. For Life. Welcome Future Champions

2. Opening and Introductions Anne Herriage Council Popcorn Team ©2014 Trail’s End®. All rights reserved. Prepared. For Life.

3. 2014 Future Champions Dinner - Welcome Steve Eddy Council Popcorn Chairman ©2014 Trail’s End®. All rights reserved. Prepared. For Life.

4. Products & Pricing – WHAT’S NEW Cindy Day Council Popcorn Team ©2014 Trail’s End®. All rights reserved. Prepared. For Life.

5. What’s New? White Cheddar Cheese Dark Chocolatey Caramel Crunch And, the new Buffalo Cheddar in… 2014 Product Mix Prepared. For Life.

6. Sports Logo Tins Prepared. For Life.

7. New product mix for the Cheese Lover’s Collection Cheddar Cheese White Cheddar Cheese Buffalo Cheddar 2014 Product Mix Prepared. For Life.

8. $55Chocolate Lover’s Collection $50 Military Donation $30 Military Donation $30Cheese Lover’s Collection $25Dark Chocolatey Caramel Crunch $25Cyclone Tin – Buffalo Cheddar $25Hawkeye Tin – Buffalo Cheddar $22Kettle Corn Micro $20Caramel with nuts $20 Unbelievable Butter Micro $20 Butter Light Micro $20 Dark and White Chocolate Drizzle $15White Cheddar Cheese $10Classic Caramel $10 Popping Cord 2014 Product Pricing Prepared. For Life.

9. Prizes Darla Hunzelman Council Popcorn Team ©2014 Trail’s End®. All rights reserved. Prepared. For Life.

10. PRIZES Prepared. For Life.

11. “BLITZ BUCKS” Prepared. For Life.

12. Prize Incentive Levels

15. 2014 How to be a Champion Unit! Chuck Pattison Trails End Popcorn Representative ©2014 Trail’s End®. All rights reserved. Prepared. For Life.

16. 2010 Consumer Spending Why Do We Sell Popcorn? Because the Popcorn Sale is one of Mid-Iowa Council’s sanctioned FUNDRAISERS… Because it is: Safe for Scouts and no risk to the Units Delivers the most back to Scouting Scouts can wear their uniform when participating The council supplies the forms, provides training, pays for the prizes & incentives The community has come to know popcorn as a way to support Scouting 6 in 10 will buy, and 9 in 10 that do, will buy again Popcorn is growing as a snack food

17. We protect the Scouting brand from a 60 Minutes moment. We protect your Scouts, leaders and consumers –Only popcorn company with 0g trans fat in ALL of our products –World-Class manufacturing with a fully automated facility –SQF Level III Certified (only 2% U.S. food producers qualify) –Trails-End.com is PCI compliant, which is required to prevent fraud and keep consumer credit card numbers safe –Trails-End.com is 100% COPPA compliant (Children’s Online Privacy Protection Act of 1998) Our Commitment

18. 2010 Consumer Spending Wall Street Journal Article November 7, 2013 5

19. Prepared. For Life. Ideal Year of Scouting

20. 2010 Consumer Spending Why Do We Sell Popcorn? To FUND… a Great, Robust, Rewarding and… FUN Scouting Program Year! Why Do We Sell Popcorn?

21. Ideal Year of Scouting Steps 1.Planning – March through June 2.Budgeting – June / July 3.Goal Setting – July / August 4.Communicating the Plan to Parents & Scouts – August / September 5.Earning the Money – September / October 6.Executing the Program Plan – Rest of Year

22. How Can We Help? How Can the Ideal Year of Scouting Help You? Stop having to ask your parents for more money all the time Raise the most amount of money possible, in the least amount of time, with the least amount of effort Ask your Scouting families to do fewer fundraisers… so they can spend MORE time on Scouting Retain your registered youth and attract new youth into Scouting Improve the overall quality of program and health of your Unit Make sure that a HIGHER number of interested potential Scouts / parents join Scouting vs. walk out of sign-up night and never join Have the ability to send more Scouts to different camping opportunities Allow your Scouts to experience things they otherwise might never do Ideal Year of Scouting Purpose

23. 2010 Consumer Spending Dream BIG for Your Program! What will YOUR Unit do this year? Where will YOUR Unit go? Pack 328 Example

24. Prepared. For Life. Tips for Success in 2014

25. 2010 Consumer Spending Importance of Setting Goals Only 44% of parents say their Scout set a sales goal. Scouts who set goals averaged $626 in sales. The Unit’s goal for their fundraiser should be calculated so that your Scouts’ Program costs are FREE. Goals should be broken down to the Scout level:

26. 3 $200 1 2 I work at least two booths and I should get about $100.00 each time I work at least 1 hour. I signed up for the following: ____________ & ___________ By talking to my family & friends AND with my parents talking to their friends at work I should get at least the amount. But I have to ask in order to get the sale. By going around in my neighborhood & knocking on doors I should be able to get this amount. BUT I need my parent’s help as I know even as an older scout it’s unsafe for me to sell by myself. $600 This is only the start! Imagine what happens when I keep selling? I could pay for my own Summer Camp! Scout’s Plan to $600 and BEYOND!

27. 2010 Consumer Spending The Kickoff is Crucial The kickoff is the single most important factor for you to have a successful sale Have a 30-minute fun-filled Popcorn Kickoff: PLAN it out in advance Make it FUN and FESTIVE! Show parents what’s in it for them Have giveaways and prizes Prepare your Scouts Have role plays and practice the sales script Help your Scouts gain the confidence to sell!

28. 2010 Consumer Spending Teaching Scouts How to Sell Want to close sales, improve confidence? Teach your Scouts to use the following approach: Hi, my name is _____ and I’m a Cub Scout with Pack ___. I’m selling popcorn so I can earn my way to camp. My goal is $____. Will you help support me and Scouting? “What are you selling?” –Answer: “The world’s best popcorn!” More effective than asking, “Want to buy some popcorn?”

29. 2010 Consumer Spending Video Zombie-Ah-Pop-A-Lips Enjoy the Video !

30. 2010 Consumer Spending Communicate to Parents Use email, Facebook, and meetings to remind families about: Sales goal for each Scout Key sale dates Scout rewards available Online selling I like handing my Pack’s parents a letter Lists our Scouting program details Has incentives, goals, tips May consider having a “sale calendar” on it ALSO, it’s important to follow up after your kickoff and throughout the sale with important sale information. No one put their Son into Scouting to sell something. But funding comes from somewhere. Ask the community to support Scouting!

31. 2010 Consumer Spending Other Tips & Strategies “Organize” your selling area Get Scouts out in neighborhoods the first week Leave any site sales for after that first week Keep your order forms for future years Have “Unit Incentives” for your Scouts Simple, easy items Three big-ticket items shown to boys entire time Visit Den Meetings during the sale Have a “celebration” event in January! Hold a fun event for those who met goals

32. Prepared. For Life. Case Study: Pack 119 Farmington, Minnesota

33. Under $5,000 in Sales Increased to $80,000 Registered Scouts: 70 Scouts: 50 Registered Scouts: 40 Scouts: 40 Scouts: 60 Registered Scouts: 60 Registered Scouts: 35 Scouts: 40 Registered Scouts: 25 Scouts: 35

34. Average Sales Per Scout In Pack 119

35. Give Your Scouts A Ramp for Paying Dues Product Total SoldUnit Profit Dues Owed By Scout $351 and Up$61.43 and Up$0 $301-$350$52.68 - $61.25$10 $251-$300$43.93 - $52.50$20 $201-250$35.18 - $43.75$25 $151-$200$26.43 - $35.00$35 $101-$150$17.68 - $26.25$45 $100 and Under$17.50 and Under$60

36. Break Down Scout Sales Goals to be Less Intimidating Sales GoalSales Per WeekSales Per Day Average # Items Per Day $350$70$101 $750$150$201.5 $1000$200$272 $1500$300$402.5 $1750$350$473 $2000$400$543 $2500$500$684 Example: Fall Trails End Popcorn Sale Using 5 Weeks of Sales

37. Hold a Celebration for Great Selling Effort Throw Some Pies!!!!

38. Prepared. For Life. Questions, Comments?

39. Goal Setting – “Thanks for Selling Trails End Popcorn Recognition” Anne Herriage Development Director ©2014 Trail’s End®. All rights reserved. Prepared. For Life.