New Birth of Freedom Council 2015 Popcorn Sale Kickoff Meeting

WHY ARE YOU HERE?

Top-Selling Units Nationwide Unit

Council Name

Council City, State

Total Sales

Pack 14

Greater Yosemite

Modesto, CA

$ 75,655

Pack 31

Knox Trail

Framingham, MA

$ 71,416

Pack 51

Alamo Area

San Antonio, TX

$ 65,990

Pack 358

Crossroads Of America

Indianapolis, IN

$ 64,635

Pack 55

Sam Houston Area

Houston, TX

$ 62,900

Troop 9212

Coastal Carolina

Charleston, SC

$ 61,544

Troop 214

Great Alaska Council

Anchorage, AK

$ 60,475

Pack 3877

Ventura County

Camarillo, CA

$ 58,400

Pack 21

Atlanta Area

Atlanta, GA

$ 57,852

Pack 3093

Montana

Great Falls, MT

$ 56,290

NBOFC Top-Selling Units District  

Unit  

Total  Sales  

Susquehanna  Trail  

Pack  54  

$26,605  

Keystone  Capital  

Pack  362  

$19,185  

Pioneer  

Pack  190  

$18,865  

Indian  Rock  

Pack  28  

$15,360  

Pioneer  

Pack  279  

$14,615  

Susquehanna  Trail  

Pack  25  

$13,915  

Pioneer  

Pack  39  

$12,655  

Keystone  Capital  

Troop  262  

$10,570  

Pioneer  

Pack  171  

$9,855  

BaIlefield  

Pack  84  

$9,650  

2010 Consumer Spending 2014 Product Mix 60.0%   50.0%   40.0%   30.0%   20.0%   10.0%   0.0%   High  Dollar  Items   ($30-­‐$55)  

Upper  Middle   Middle  Dollar  Items   Low  Dollar  Items   Range  ($20-­‐$25)   ($15)   ($10)   Containers  

Dollars  

2015 Product Enhancements

Trails  End  Only     •  Single  Brand  Focus   •  Significant  logisYcs  and  performance   problems  with  “other”  vendor   •  Non-­‐popcorn  opYon  added   •  Simpler  product  lineup    

onsumer Spending 2015 Product Updates Product Line •  Increase Return to Scouting per container •  New artwork promoting Scouting •  Simplified product mix Improved value perception •  Caramel with Nuts increases from 18oz to 22oz •  Chocolatey Caramel Crunch bag in boxes increases from 14oz to 15oz •  White Cheddar and Jalapeno move to higherexpanding corn

20102015 Consumer Spending Product Updates Prominent photos of Scout activities instead of Scouts standing still

Previous Higher “Return to Scouting” callout

2015

2015 Packaging

Five Steps to Success

nsumer Spending Steps to Success •  Set a Sales Goal •  Have a Unit Kick-Off •  Implement your own Incentives for the Scouts •  Develop a good Communication plan •  Use all the Selling Methods

2010 Consumer Spending Setting The Goal What do Scouts want to do?

Think outside the box!

2010 Consumer Spending Setting The Goal Goals should be set ensuring that all Scouts have an “Ideal Year of Scouting” to experience the BEST program year ever!

DREAM BIG!

Submit  your  Unit  Program   Plan  to  earn  an  addiYonal   2%  Commission  

Email  to  [email protected]  by  Aug.  24   To  include:   Ø Unit  leadership  inventory  lisYng  all  posiYons.   Ø Annual  Calendar  with  dates  for  Friends  of  ScouYng   presentaYon,  Summer  Camp  PromoYon,  Fall  and   Spring  Recruitments,  Unit  Popcorn  Sale  Kickoff.   Ø Annual  Budget  that  includes  overall  Popcorn  Sales   goal  and  per  Scout  sales  goal.  

           USE  THIS  NEW  TOOL!   PROGRAM  PLANNING  RESOURCE  DRIVE   for  Packs,  Troops  and  Crews  to  help  you   develop  your  Program  Plan.    

Available  as  an  EXCEL  spreadsheet  and   may  be  obtained  by  contacYng  your   District  Kernel  or  Professional  Scouter.  

2010 Consumer Step 1 Spending Leader Inventory

2010 Consumer Spending Step 2

Brainstorming your Ideal Year of Scouting

2010 Consumer Spending

Step 3 Create Your Annual Calendar

2010 Consumer Spending Step 4 Create Your Annual Budget

Step 5 Set Your Unit Popcorn Goal & Per Scout Goal

2010 Consumer Spending Goal Setting Leader Testimonial

Popcorn Kick-Off

erUnit Spending Kick-off BEFORE THE KICKOFF •  This is often the first gathering of the new program year for Scouts and parents, so MAKE IT A FUN EVENT! •  Plan and conduct games, have snacks, offer door prizes, etc.

rUnit Spending Kick-off FIRST, INTRODUCE THE SALE

•  Explain how selling popcorn helps both your unit and your local council •  Distribute Order Forms and Prize Forms •  Review the product mix and the prices SECOND, REVIEW YOUR IDEAL YEAR of SCOUTING

•  •  •  • 

Planned activities and other costs Total Annual Budget Review the Total Sale Goal Per Scout Sales Goal

nsumer SET THESpending EXPECTATION Emphasize to parents that participating in the Unit Popcorn Sale is an “expectation” of Scout families. Each family should be expected to meet their per Scout sales goal. Parents and Scouts will follow where their unit leaders lead them!

THIRD - Motivate Your Parents 2010 Consumer Spend

How can selling popcorn benefit my Scout?

Ø  Learns the value of earning their own way Ø  Learns salesmanship skills Ø  Increases self-confidence Ø  Saves a family out-of-pocket expenses Ø  Enhances communication and public speaking skills Ø  Learns how to manage money Ø  Learns how to set goals and achieve them

Fourth - Motivate Your Scouts

2010 Consumer Spending

2010 Consumer Spending Bonus Incentives Every Scout that sells $600 or more will receive a Zing Firetek Rocket!

2010 Consumer Spending Bonus Incentives Every Scout that sells $1000 or more will receive a two tickets to a Hershey Bears Game!

2010 Consumer Spending Bonus Incentives

Every Scout that sells $1500 or more will receive a two passes to Hershey Park!

2010 Consumer Spending Bonus Incentives

Every Scout that sells $2500 or more will receive 6% of their sales towards a college scholarship!

2010 Consumer Spending Motivate Your Scouts What are the best unit incentives? • Prize Program • Gift cards • Camping equipment • Fishing poles • Movie theater passes • Video games • Pizza party • Ice Cream socials And……………

2010 Consumer Spending Motivate Your Scouts

2010 Consumer Spending Unit Kick-off Fifth, discuss Safety and Youth Protection ü  Never sell alone. Always sell with an adult and/or with a group. ü  Never enter anyone’s home ü  Do not sell after dark. ü  Always stay on the sidewalks and driveways ü  Never carry large amounts of cash

Finally…

Teach Scouts how to sell… “Hi sir / ma’am, my name is ________, and I’m a Scout with Pack /Troop/ Crew _____. We’re trying to raise money to go to camp. Won’t you please help us by trying some of our delicious popcorn?” MAKE SURE THE SCOUT IS HOLDING SOME PRODUCT!

rUnit Spending Kick-off

Leader Testimonial

Communication •  •  •  •  •  •  • 

Keep information about the sale updated and in front of people Remind parents and Scouts of the sales goal. Promote the incentives and how to “Earn your own way” E-mail, E-newsletters, Unit website Weekly updates at Den and Patrol meetings. Email Scouts and parents about key dates as reminders. Utilize Social media

Selling Methods

2010 Consumer Spending Selling Methods • 

Show-n-Sell •  Have Scouts set up in front of a store and sell. •  Book locations many weeks in advance •  Take Order •  Scouts use order forms to sell to family, friends, and neighbors •  Online Selling •  Sell to friends and family far away •  Visit www.trails-end.com for more

UGHHHH!!!! THE ADMIN

r Spending Key Dates •  •  •  •  •  •  •  •  •  • 

August 24 August 24 September 11 September 29 October 9 October 21-24 October 26 October 26 November 13 December 4

Show & Sell Sale orders are due Program plans are due Show and Sell Sale distribution Show & Sell Sale 2nd orders due Show & Sell Sale 2nd orders distributed Show & Sell Sale returns to council office Take Order Sale and Prize orders due Outstanding Sellers Forms due Take Order Sale distribution Payment due

2010 Consumer Spending Commission •  •  •  •  •  •  •  • 

Base Commission with prizes 26% Value of prizes or cash option 4% Attend a Council Kickoff Meeting 2% Submit your program plan 2% Submit payment by Dec. 4 2% Average Scout Sales* are $150+ 2% Average Scout Sales* are $250+ 2% GRAND SLAM BONUS: Units earn an additional 10% on all sales over $10,000 *Average number of Scouts determined by number of Scouts registered on June 30, 2015

Maximum Commission 40% PLUS 10% Grand Slam Bonus • 

Growth Plan Prizes vs. Cash Option Prize Option Units: •  Average sale per Unit: $5,436 •  Average commission per Unit: $1,938 •  Average increased sales: 3.8% Cash Option Units •  Average sale per Unit: $3,686 •  Average commission per Unit: $1,422 •  Decline in sales: -6.6%

Popcorn Orders

2010 Consumer Spending Show and Sell Orders

2014 Problem •  Excessive Returns. •  Variety of reasons. •  Show and Sell returns exceeded the amount of the Take Order Sale. Thankfully, the product was taken by other councils with the help of Trail’s End.

2010 Consumer Spending Show and Sell Orders 2015 Solution •  •  • 

Units are asked to order 80% of 2014 total sale for their initial Show and Sell order. Reorder available in late September, if needed for delivery in early October. Only complete cases (of like product in an original carton will be accepted. Cases may be returned opened.

Marketing/Technology Updates

2015 Packaging

Credit Card Reader Program •  Easy turn-key credit card solution •  Square, a leading provider of mobile credit card processing •  Units sign up through online portal •  Free app, easy to download and customize for Trail’s End sale •  Free readers, PCI compliant, works even without cellular service •  Units can also track cash and check transactions

Trail’s End and Square are making it easy to grow show-and-sell

2015 Packaging Digital Toolkit •  •  •  •  •  •  •  •  •  •  •  •  •  •  • 

Units can customize their sale with downloads from Trails-End.com beginning July 1 Facebook cover and wall images Pre-written, sample tweets and Facebook posts Radio PSAs (:15 and :30) Videos (How to do a great kickoff, selling tips) Postcard templates Online selling how-to postcard/handout Door hanger template Posters Yard sign template Banner template Table tent Thank you cards Product images, descriptions, claims, nutritional info Logo and photos (adventure images as used in packaging)

An entire toolkit at the click of a mouse

Trails-end.com •  Send customized emails from their account •  Easy way to see current year’s sales vs. prior year •  Training and Step-by-step instructions for using the site •  Mobile responsive – easier to use on a mobile phone or tablet •  Ability to upload email addresses and store within site •  Sale notifications for Scouts, leaders & councils •  Ability for Scouts to text their personal link, as well as share via email, Facebook & Twitter •  Ability for Scouts promotional materials available

2010 Consumer Spending Trails-end.com Online selling incentives •  Selling online is easier, and now it’s worth even more Extra incentive for Scouts to sign up •  Sign up and be entered to win a $10 gift card (500 total) •  Must be registered in system by September 30 Unit leaders have more reason to drive online sales •  Unit receives $50 gift card for $2,000+ in online unit sales Grow online sales by motivating unit leaders and Scouts

2010Scholarship Consumer Spending Website Scouts & Councils view and update scholarship information •  Scouts: Update account information, view statement (sales broken out by year and total balance), submit enrollment and sales information •  Councils: Approve enrollment and sales, view Scout statements, and see reporting of totals at the council level

Thank You… Let’s Have An Adventure Of A Lifetime!

©2015 Trail’s End®. All rights reserved.

2010Contact Consumer Spending Information

VISIT NEWBIRTHOFFREEDOM.ORG/POPCORN for additional information and resources