1. Let the Adventures Begin. 2014 Popcorn Kickoff WELCOME!

2. Exciting NEW products NEW PRIZE PROGRAM Simple steps for growing your sale Best way to SELL INCENTIVES that motivate! One-stop shop at www.trails-end.comwww.trails-end.com 2014 Popcorn Sale

3. New Products with New Packaging White Cheddar Cheese Corn Chocolatey Caramel Crunch Now with Dark Chocolate! Pre-popped Kettle Corn

4. University of Alabama Tin with New Product! University of Alabama Tin with Classic Caramel Corn ONLY AVAILABLE THROUGH SHOW AND SELL ORDER IN 2014!

5. New Prize Program

6. 0g trans fat across the entire product line 2014 Product Line Chocolate Lovers $50 Military Donation $30 Military Donation Sweet & Savory Cheese Lovers White Chocolatey Pretzels Chocolatey Caramel Crunch Premium Caramel Corn with Almonds, Cashews & Pecans Dark & White Chocolatey Drizzle 18 Pack Unbelievable Butter 18 Pack Butter Light Bacon Ranch Kettle Corn White Cheddar Cheese Corn Classic Caramel Corn

7. 9 Products $20 and Less Only Available through Show and sell pre- order

8. $30 Silver Level Donation Over 1.3 million donations since 2007 Popcorn For Our Troops $50 Gold Level Donation

9. Online Selling Popcorn System – place popcorn orders Virtual Sale Planner Training Videos & Tutorials One Stop Shop at Trails-End.com

10. Grow Your Sale 1. Plan your program and Set Goals 2. Motivate your Scouts with INCENTIVES! 3. Build your best Popcorn Kickoff ever! 4. Constantly Communicate with Scouts and parents 5. Use the best ways to Sell and achieve your goal!

11. #1 Plan Your Program Go to the Virtual Sale Planner at sell.trails-end.com Build your plan using the Program Planner 1.Plan 2.Budget 3.Set Goals Fill in your number of boys, commission and activities per month with costs. The planner does the rest!

12. #1 Plan Your Program PROCESS 1.Calculate $$ of an “Ideal Year of Scouting” 2.Determine how much popcorn to sell 3.Calculate dollar goal per Scout 4.Break the goal down to a container goal

13. Program Planner Enter all activities and per scout costs for your unit for the next 12 months; Enter the number of scouts in your unit; Enter your unit commission % to be earned in the popcorn sale; Your unit's and each scout's popcorn sales goal will calculate automatically. *Note...fill in the shaded boxes only. Pack/Troop 0 # of Scouts in Unit 0 Unit Commission 0% SeptemberOctoberNovember ActivitiesCostActivitiesCostActivitiesCost Total Cost$0.00Total Cost$0.00Total Cost$0.00 DecemberJanuaryFebruary ActivitiesCostActivitiesCostActivitiesCost Total Cost$0.00Total Cost$0.00Total Cost$0.00 MarchAprilMay ActivitiesCostActivitiesCostActivitiesCost Total Cost$0.00Total Cost$0.00Total Cost$0.00 This spreadsheet will be available on the Trails-End website to help you plan your year.

14. Set Your Sales Goal- $600! Only 44% of parents say their Scout set a sales goal. Scouts who set goals average $626 in sales. Scouts with no goal average $304 in sales. The Black Warrior Council suggests a per boy sales goal of $600 per scout.

15. Goal Setting Recap Every unit needs a sales goal! Break goals to “per Scout” or “per family” Tie it to the unit’s annual program! This ensures success!

16. #2 Motivate Your Scouts Build your own unit-level incentives 1.Door prizes during the kick-off QUANTITY not quality! 2.Parties (pizza or sundaes) for the top sellers 3.Extra incentive to Scouts who hit their goal 4.Prize for top seller in Pack or Troop such as... Gift cards, iTunes card, GameStop, Fishing pole, Back pack What Else 5.And of course the ever popular …PIE IN THE FACE! College Scholarship Sell $2,500 once and 6% of your total sales each year is invested in your own college scholarship account

17. #2 Motivate Your Scouts $600 Dollar Club- BWC Incentive Each Boy who reaches $600 in sales will receive ONE of the following: Free Cub Scout Uniform Shirt (Includes BWC Council Strip and World Crest) Free Boy Scout Uniform Shirt (Includes BWC Council Strip and World Crest) Free Venturing Uniform Shirt (Includes BWC Council Strip and World Crest) All Council and District Prizes must be claimed by 12/15/2014

18. #2 Motivate Your Scouts “ Fill the Form ” and win!-BWC Incentive Each scout that fills a form with sales will receive a remote control helicopter! All Council and District Prizes must be claimed by 12/15/2014

19. #2 Motivate Your Scouts District Top Salesman (One for Each District) Council Top Salesman is not eligible for District Top salesman prize. Options (Choose ONE of the following) Free week to Boy Scout Summer Camp (Black Warrior Council Camp only) OR Free week to Cub Scout Resident Camp for 1 Boy and 1 Parent (Black Warrior Council Camp only) OR $200 Gift Card

20. #2 Motivate Your Scouts Black Warrior Council Council Top Salesman $350 Shopping Spree to OR Ipad mini + $20 iTunes card

21. #3 Build the BEST Popcorn Kickoff! The kickoff is the single most important factor for you to have a good sale Have a 30-minute fun-filled Popcorn Kickoff: 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!

22. #3 Build the BEST Popcorn Kickoff! Kickoff Tools for You Refer to page 6 in the Popcorn Sale Guidebook Customize the Kickoff Presentation in the Virtual Sale Planner Training videos from trails-end.com Invest a little in your kickoff to reap huge rewards with your sale!

23. #3 Build the BEST Popcorn Kickoff! Want to close sales? Take the following approach when speaking to a potential customer… Hi, my name is _____ and I’m a C/B scout w/ P/T # ___. I’m selling popcorn so I can ______. (go to camp / pay for my scouting program / earn a scholarship) I have a goal of $____. You can help me reach my goal by trying some of my popcorn! Will you help me? More effective than asking, “Want to buy some popcorn?” don’t you think?

24. #4 Communicate with your Families Use email, social media, and meetings to remind families about: Sales goal for each Scout Key sale dates Scout rewards available Online selling Announce scouts that have reached their goal throughout the sale! Go to trails-end.com to access communication tools: Promotional Images Scout and parent handouts It’s important to follow up after your kickoff and throughout the sale with important sale information.

25. #5 Best Ways To Sell EXAMPLE: $600 is the GOAL Invest a little time with your son and achieve your Goal! TAKE ORDER = $400 Goal Average $200 per hour Door-to-Door = 2 hours If you average $20 per sale that’s only 10 items! SHOW & SELL = $100 Goal = 1 hour ONLINE = Every Scout emails 10 family or friends = 10 minutes = $100

26. Take Order Scouts use an order form (in the family guide) to go door-to-door or sell to family and friends. Establish your dates – take order sales typically start immediately after kickoff. Determine sales territory Create a “Blitz Day” to have Dens sell as a group activity Have parent(s) take an order form to work REMEMBER! Two out of three people will buy when asked, but less than 20% of households have been contacted.

27. Show & Sell Make arrangements for Scouts to set up in front of stores to sell. Ask store manager for permission several weeks in advance Assign Scouts (2-3) and parents in two hour blocks DO NOT open up microwave boxes Divide sales equally among Scouts who participate Use leftover product to fulfill take order needs Apply donations received towards your military sales Ask your church to set up show and sell after services

28. Online Selling Scouts sell to far-away friends and family Trail’s End ships the product directly to the consumer. Everyone needs to create a new account to view and sell online at sell.trails-end.com Online sales COUNT toward Scout Rewards! (starting August 1 through your council’s fall sale end date) Get 100% of your Scouts to create an account and send 10 emails to family and friends The average online order is $48

29. Next Steps 1. Plan your program and Set Goals 2. Motivate your Scouts with INCENTIVES! 3. Build your best Popcorn Kickoff ever! 4. Constantly Communicate with Scouts and parents 5. Use the best ways to Sell and achieve your goal!

30. Commission Structure Base Commission: 30% Earn an Additional 3% Commission by completing the following: 1.Email a picture or video of your unit kickoff to Jim Madison. 2.Submit your unit and per boy sales goals for your unit. Email both of the above to jim.madison@scouting.org Increase Sales by 10% versus 2013: Earn an Additional 2% Commission Earn up to 35% commission!

31. Dates and Deadlines Show-N-Sell Orders Due: September 12th, 2014 Show-N-Sell Pickup: September 26th, 2014 Show-N-Sell Returns: October 31st, 2014 Online Popcorn Sale Starts: August 1st, 2014 Popcorn Sale Starts: September 26th, 2014 Popcorn Sale Ends: October 31st, 2014 Take Order & Reward Orders Due: November 4th, 2014 Take Order Pickup: November 14th, 2014 Payment Due: December 8th, 2014

32. Keys to Remember 1.Set Unit and per boy sales goals. 2.Have a true unit popcorn kickoff. 3.Follow-up with parents and scouts during the sale to see how they are doing. 4.Commit to Door to Door Sales. 5.Use technology! 1.Trails-end.com online sales 2.Unit Facebook posts promoting sales and scout/parent involvement. 3.Email family and friends asking for their support by purchasing product. If your unit does the 5 things above you will increase your sales!