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2010 Consumer SpendingWhy Do We Sell Popcorn?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
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
2010 Consumer SpendingWall Street Journal Article
November 7, 20135
Prepared. For Life.
Ideal Year of Scouting
2010 Consumer SpendingWhy Do We Sell Popcorn?
To FUND… a Great, Robust, Rewarding and…
FUN Scouting Program Year!
Why Do We Sell Popcorn?
Why Do We Sell Popcorn?
$0
$20$40$60$80
$100$120$140
Unit Budget Popcorn Commission
$138
$52
$86
Assumes 35% Unit Commission & 4% PrizeCurrent Sales per Scout = $ 136Sales 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
How Can We Help?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
Ideal Year of Scouting Purpose
2010 Consumer SpendingDream BIG for Your
Program!
What will YOUR Unit do this year? Where will YOUR Unit go?
Pack 328 Example
Prepared. For Life.
Tips for Success in
2014
2010 Consumer SpendingPLAN Things Out
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!
2010 Consumer SpendingImportance of Setting Goals
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.
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:
3$200
12
$200
$200I 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!
2010 Consumer SpendingThe 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!
2010 Consumer SpendingTeaching Scouts How to SellWant 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?”
2010 Consumer SpendingCommunicate 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 andthroughout 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!
2010 Consumer SpendingOther 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• Hold a fun event after sale ends - prizes
Prepared. For Life.
Case Study: Pack 119
Farmington, Minnesota
Under $5,000 in SalesIncreased to $80,000
2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013$0
$10,000
$20,000
$30,000
$40,000
$50,000
$60,000
$70,000
$80,000
Pack 120Pack 119
Reg
iste
red
Scou
ts: 8
0
Reg
iste
red
Sco
uts
: 3
5
S
cou
ts:
45
Regi
ster
ed S
cout
s: 7
0
Sco
uts:
50
Regi
ster
ed S
cout
s: 4
0
S
cout
s: 4
0
Regi
ster
ed S
cout
s: 4
0
Sc
outs
: 40
Sco
uts:
60
Regi
ster
ed S
cout
s: 6
0
Regi
ster
ed S
cout
s: 3
5
S
cout
s: 4
0
Regi
ster
ed S
cout
s: 2
5
Sco
uts:
35
Break Down Scout SalesGoals to be Less Intimidating
Sales Goal Sales Per Week Sales Per DayAverage # 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: Fall Trails End Popcorn Sale Using 5 Weeks of Sales
Scout 17.5%
Unit 17.5%
Total 35%
Example of Bonus Credits For Scout When Higher Sales Are Reached
If Scouts Sales Total$0 - $999
Scout 21%
Unit 14%
Total 35%Sco
ut 24%
Unit 11%
Total 35%
If Scouts Sales Total
$1000-$1749
If Scouts Sales Total
$1750 and Up
Hold a Celebration for Great Selling Effort
Throw SomePies!!!!
2010 Consumer SpendingSummary
• 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!
Prepared. For Life.
Questions, Comments?