2014 Sale
Details
Prepared. For Life.
Why Do
We Sell Spending
Popcorn?
2010
Consumer
To raise the most money for our time & effort spent!
Because it is:
•
•
•
•
•
Safe for Scouts and no risk to the Units
Delivers more back to Scouting than any other fundraiser
Scouts can wear their uniform when participating
The council provides forms, training, 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
Our Commitment
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)
Wall Consumer
Street Journal
Article
2010
Spending
November 7, 2013
5
Ideal Year of
Scouting
Prepared. For Life.
Why
WhyDo
DoWe
WeSell
Sell Popcorn?
Popcorn?
2010
Consumer
Spending
To FUND…
a Great, Robust,
Rewarding and…
FUN Scouting Program
Year!
Why Do We Sell Popcorn?
$140
$120
$100
$80
$60
$40
$20
$0
$86
$138
$52
Unit Budget
Popcorn Commission
Assumes 35% Unit Commission & 4% Prize
Current Sales per Scout = $ 136
Sales Needed to meet budget = $389
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
Ideal Year
HowofCan
Scouting
We Help?
Purpose
How Can the Ideal Year of Scouting Help You?
• Stop having to ask your parents to do fundraiser or for more
money all the time
• 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
• Have the ability to send more Scouts to different camping
opportunities
• Allow your Scouts to experience things they otherwise would
never do
Dream
BIG for Your
Program!
2010 Consumer
Spending
Pack 328 Example
What will YOUR Unit do this
year? Where will YOUR Unit go?
Tips for
Success in 2014
Prepared. For Life.
Things
Out
2010PLAN
Consumer
Spending
Planning out these items will make you much
more successful:
The Program Plan: Scouts and parents want to know HOW
their participation will directly benefit them
The Popcorn Kickoff: Ask some parents to help, to make the
event the most fun it’s ever been!
Your Sales Goals: Everyone does better when they have a goal
Sales Area: Make sure everyone in your community is asked to
support Scouting. They will if asked!
Importance
of Setting
Goals
2010 Consumer
Spending
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:
Only 44% of parents say their
Scout set a sales goal.
Scouts who set goals averaged $626 in sales.
Scouts with no goal averaged $304 in sales.
Scout’s Plan to $600 and BEYOND!
3 $200
2 $200
1 $200
$600
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 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.
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.
TheConsumer
Kickoff isSpending
Crucial
2010
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!
Teaching
Scouts How
to Sell
2010 Consumer
Spending
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?”
Communicate
Parents
2010
ConsumertoSpending
No one put their Son into Scouting to sell something. But funding
comes from somewhere. Ask the community to support Scouting!
ALSO, it’s important to follow up after your kickoff and
throughout the sale with important sale information.
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
Other
Tips & Strategies
2010
Consumer
Spending
• “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
• Hold a fun event after sale ends - prizes
Case Study: Pack 119
Farmington, Minnesota
Prepared. For Life.
$10,000
Scouts: 60
$20,000
Registered Scouts: 25
Registered Scouts: 35
Registered Scouts: 35
Scouts: 35
Scouts: 40
Scouts: 45
Scouts: 40
$50,000
Registered Scouts: 40
Scouts: 40
$40,000
Registered Scouts: 40
Registered Scouts: 70
Registered Scouts: 80
Registered Scouts: 60
$0
Scouts: 50
Under $5,000 in Sales
Increased to $80,000
$80,000
$70,000
$60,000
Pack 120
Pack 119
$30,000
2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013
Break Down Scout Sales
Goals to be Less Intimidating
Example: Fall Trails End Popcorn Sale Using 5 Weeks of Sales
Sales Goal
Sales Per Week
Sales Per Day
Average # Items Per
Day
$350
$70
$10
1
$750
$150
$20
1.5
$1000
$200
$27
2
$1500
$300
$40
2.5
$1750
$350
$47
3
$2000
$400
$54
3
$2500
$500
$68
4
Example of Bonus Credits For Scout When
Higher Sales Are Reached
Scout
17.5%
Unit
17.5%
Total
35%
If Scouts
Sales Total
$1000-$1749
Scout
21%
Unit
14%
Total
35%
If Scouts Sales
Total
$1750 and Up
Scout
24%
Unit
11%
Total
35%
If Scouts
Sales Total
$0 - $999
Hold a Celebration for Great
Selling Effort
Throw Some
Pies!!!!
Summary
2010 Consumer
Spending
• PLAN things out
•
•
•
•
•
•
•
•
•
•
Get your Unit’s Program Plan for upcoming year
Write your “Letter to the Parents”
Plan your Unit’s Popcorn Kickoff
Organize your sales area
Discuss w/Committee a revenue-sharing plan
Use the Online Selling Card
Have “Unit Incentives” for your Scouts
Get Scouts out in neighborhoods the first week
Keep momentum going, stay enthusiastic!
Have a “celebration” event in January!
Questions,
Comments?
Prepared. For Life.