2016 Popcorn Kernel Training Aug 22, 23, 24 5:30 5:45 6:30 7:00 7:15 7:20

Sign In, Try Popcorn, Get Settled Sale Basics, Door Prizes What’s New, What’s Not District Breakouts Final Words, Door Prizes Collect materials, Go Home New Kernel only Camp Master ordering system

2015 Sales Facts • $890,626 in sales • 70%, over $623,000 Returned to Scouting! • $6,798 per unit • $493 per scout • 131 units participated • 1,800+ scouts 2

Key Insights from 2015 (Nationally) • 63% of products sold were $15 or higher • Consumers have shown willingness to support Scouts and Scouting at higher dollar levels • 37% of registered Scouts, Nationally, participate in the sale – What is your unit participation? – More Scouts participating = more money for program

• Units using CAMP MASTERS Sales Training & Approach had a 14% increase in their sales

Unit Pack Pack Pack Pack Pack Pack Pack Pack Troop Troop Troop Troop Troop Troop Troop Troop

Top Pack & Troop per District

464 3 415 202TB 340 262 114 904 400 201 304 171 208 152 345 921

District Grizzly Old Missions Chief Kamiakin Thunderbird Chinook Lewis Clark Trail David Thompson Stevens Grizzly Old Missions Chinook David Thompson Thunderbird Lewis Clark Trail Chief Kamiakin Stevens

2014 Retail $ 33,830 $ 29,265 $ 14,925 $ 7,955 $ 24,285 $ 12,975 $ 11,280 $ 13,410 $ 5,735 $ 2,900 $ 11,920 $ 7,145 $ 6,600 $ 2,145 $ 3,250 $ 1,885

2015 Retail $ 35,920 $ 27,484 $ 21,106 $ 19,243 $ 17,825 $ 15,754 $ 13,106 $ 11,645 $ 19,038 $ 12,035 $ 10,701 $ 10,475 $ 10,274 $ 6,714 $ 6,404 $ 3,976

% Incr 6% -6% 41% 142% -27% 21% 16% -13% 232% 315% -10% 47% 56% 213% 97% 111%

ASP $ 18.94 $ 18.80 $ 18.56 $ 18.61 $ 18.28 $ 18.07 $ 17.66 $ 18.54 $ 18.66 $ 20.93 $ 18.14 $ 18.67 $ 19.80 $ 18.05 $ 18.51 $ 21.04

Why We Do This

Character Build confidence Set and Achieve a Goal Present oneself Overcome rejection Handle money

What’s the Same? • • • • • •

No penalty for returns (except melted chocolate) Camp Masters Tins $750 Club Prize & $1,250 Club HUB Party Fill It Up weekly drawings - $25 gift card Commission structure – Up to 36% 25% 2% 2% 1% 1% 1% 2% or 3% or 4%

Base Attend(ed) Michael Beck Presentation Attend Kernel Training Submit Sales Plan by 9/4 Place Pre-Order & Pay by 10/28 Submit Unit Ideal Year of Scouting Budgeting form by 10/28 Average $300 per registered Scout Average $400 per registered Scout Average $500 per registered Scout

2015 Unit Commissions

Avg 33%

$300/400/500 Average Per Scout • Registered # boys on Kernel contact sheet • Call Kori Brumbaugh if different • Honor System – A Scout is Trustworthy

What’s New? • • • • • • •

$10 Caramel Corn Product Samples for every unit Mauve hull-free popcorn Limited Show & Sell offerings Trail Mix (max 3% of pre-order) Contact info for fellow Kernels Working together as a District

2016 Changes in Program • 100% Trans Fat Free Product Lineup!!

– Some products removed – Reduced pouches in Microwave to maintain Return to Scouting

• New MAUVE Popcorn offering – TASTES GREAT! – Virtually NO Hulls – Contains Antioxidants

• 16oz Trail Mix re-sealable bag • New High Achievers Program prizes 10

New Microwave Packaging 22 Pack – Movie Theater Extra Butter 14 Pack – Roasted Summer Corn 12 Pack – Kettle Corn 11

New Tin Designs

Chocolatey Treasures

Chocolatey Drizzled Caramel

3-Way Premium

Supreme Caramel w/nuts

3-Way Cheesy

Mauve Sea Salt

Caramel Corn

Mauve Variety

Mauve Popping Corn 12

The Order Form

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Only for Take Order N

Mauve Variety, Real Butter & Kettle Tin

SS

Mauve Sea Salt Tin

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Popping Corn

X

Trail Mix May order up to 3% of total pre-order

2016 Prize Program

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2016 High Achiever Prizes …Fill Up Your Order Form and earn Sell $1,500 and earn ….

or

Sell $3,000 and earn… 16

… Sell $2,000 and earn

or

$750 Club

$1250 Club

Cub Scout Prize

Boy Scout Prize

Weekly Fill It Up Drawings 2 $25 cards each week 17

Keys to a Successful Sale • • • • • • • •

Set Goals Kick-off event – with product samples Practice sales pitch together Door-to-Door AND Storefront AND online Order Show & Sell product Extra unit incentives, 3-4% of sale Return to past customers Hold $20 tin

Action Item #1 • Know your UNIT’S GOAL – What program elements you will fund – Equipment needs – Special Events/Trips

• Be able to COMMUNICATE the goal – What it means for the Scouts – What it means for the families

• Get your Unit behind the goal

Goal of a Unit Kick-Off 68% of Units Conducted Kick-Off in 2015 Parents understanding how the Popcorn Sale benefits their son and his Scouting Program

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Leaders understanding how the Popcorn Sale provides a better Scouting experience

MORE SCOUTS SELLING = & Better Program for Unit 20

Action Item #2 • Conduct a KICK OFF! – COMMUNICATE the goal – SHARE the plan

• Make it FUN! – What it means for the Scouts – Skits to emphasize training – Talk about the Prizes

• Focus on SKILL DEVELOPMENT – Public Speaking Skills – Goal Setting – Personal Responsibility

3 Ways to Win !!!

Prizes will be awarded to the TOP 3 Units in each category: $300 Bonus Commission & $25 Gift Cards for the 1st place Units $200 Bonus Commission & $20 Gift Cards for the 2nd place Units $100 Bonus Commission & $15 Gift Cards for the 3rd place Units

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Cabela’s Youth Rally Saturday Sept 17 10am - noon

Samples Fly Casting Games Archery Giveaways Training Scavenger Hunt

Action Item #3 • TRAIN your Scouts!

– Establishes best Practices – Builds Confidence – Simply put: IT WILL HAVE A HUGE IMPACT

• Promote the CAMP MASTERS approach

– Site Sales – $65-150/scout hour

• No tables or chairs, teams of 2-3 • Stack product against wall in a colorful display, not in cardboard • Scouts in front talking to customers

– Door to Door - $100-$200/scout hr • Take product with you • Use the same presentation • Canvas entire neighborhoods

Use This – IT WORKS!   





Excuse me sir/ma’am, my name is_____________ I’m a scout with pack/troop _________ We’re selling popcorn to help raise money for our pack/troop. You can help us by trying some of our delicious popcorn. You’ll help us, won’t you? (don’t forget to knod)

Have the boys (and supervisors) practice until they don’t have to think about what they are going to say.

Sales Approach – Door to Door • Use the Take Order Form • Bring Product if you can – No returning to deliver, finding no one home – Customer instant gratification – Let boy demonstrate product, handle money, order form, etc.

• • • •

Hold $20 product Step back from door Use Sales Pitch Average $100-$200 per scout hour 27

Sales Approach – Storefront • • • • • • • •

Establish sales locations at local store fronts No chairs If a table, up against wall, scouts in front Pyramid product in nice display, not in boxes Hold $20 product Approach customers Use Sales Pitch Average $65-$150 per scout hour (2-3 Scouts per location) 28

Sales Approach – Online Sell Online at www.popcornordering.com Register your scouts via the ordering system

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Pay Anywhere • FREE app and FREE card reader • Multiple device and multiple user ready • No hidden fees….No monthly minimum fees, no setup fees, and no cancellation fees • 2.69% per swipe transaction fee; 3.49% + $0.19 for keyed transactions • Transaction fees removed from deposits automatically • Funds within 24 hours of processed transactions • Free Merchant Portal for detailed account activity and business intelligence reporting • Create versatile item library with multiple products and prices or input charges directly. • Safe and secure with immediate data encryption and PCI compliant and certified • Live Customer Support via Phone and Chat

• www.payanywhere.com/campmasters

CAMPMASTERS.ORG

Questions?

District Discussions

2016 Goal

$1,000,000 12% over 2015

3 Ways to Grow 12% • More boys selling

• Higher average per boy

• Higher Average Sales Price

More Units Selling Higher % of Boys Selling

3 Ways to Grow 12% • More boys selling

• Higher average per boy

More Units Selling

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Higher % of Boys Selling

$493  $554

• Higher Average Sales Price $18.79  $20.10

OR………Add $1,000 / Unit • Door to Door Blitz on opening Saturday • Storefront for 1 day or 2 evenings • 10 boys spend 1 hour Door to Door • 2 more boys participate at $500 each

Keys to a Successful Sale • • • • • • • •

Set Goals Kick-off – with product samples Practice sales pitch together Door-to-Door AND Storefront AND online Order Show & Sell product Extra unit incentives, 3-4% of sale Return to past customers Always, always, always hold $20 tin

Achieving Your Goal for a GREAT Program

Just Remember

Questions? This presentation, forms, other resources at: www.nwscouts.org/popcorn

For New Kernels

campmasters.org #1 Go to Campmasters.org

#2 Click Here

campmasters.org #1 Use the scroll down menu to select “Mid-America Council” #2 Type in your Username Ie: DDT0001 or WEP1234

#3 Type in your password *First time you log in your password will be “hello”

campmasters.org

Each Scout will need to be set up in the system. Click on the “admin” tab

campmasters.org

Click on “Scout”, then click on “Add”

Pre-Order/Show and Sell

To Place your Pre-order click on the “Place Unit Show-N-Sell”

Pre-Order/Show and Sell

If you need to make contact changes click here

Pre-Order/Show and Sell Pre-order must be in full cases

Click here to “preview order”

Pre-Order/Show and Sell Pre-order must be in full cases

If your order is correct click “ submit order” if not click “make changes” to edit the order

Enter Take Order (Scout Level is an option)

NOTE: Make sure to use any remaining Show and Sell inventory to fill these orders. This will have a net REDUCTION in what you order if you do.

If Entering Take Order at Scout Level

Select the Scout from the list you previously created to enter in their order

Enter Take Order

NOTE: Orders will be entered in CASE or CONTAINER amounts based Select the Scout from theon listCouncil you direction previously created to enter in their (shows containers order here)

Order is entered in containers

PRIZES

Click Prize Site to be taken to the Keller/GCC site to enter your order

PRIZES

Click on “Login”

PRIZES

First time logging in click “register”

PRIZES Click on “Quick Order”

PRIZES

Enter in Total Product Sales and Number of Scouts Selling

Enter prize quantities

PRIZES Verify your shipping address. Prizes can’t be shipped to PO Boxes

Click confirm

PRIZES

Click confirm If you need assistance with this process, please contact [email protected] or 888-341-8000

Other Helpful Tools • Youtube Video – How to Place Pre-Order – How to Place Final Order (with pre-order) – How to Place Final Order (without pre-order) – How to place prize Order

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Questions?

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