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2017 District Popcorn Kickoff
for Unit Kernels
• Why Do We Sell Popcorn?• To Provide a Quality Program and The Experience of a
Lifetime• Parents Must Understand What’s In It for Them
• Sale Preparation• Setting Goals Based on Your Budget• Planning Your Kickoff• Sale Timeline & Deadlines• Product Mix• Prize Program• Commission Structure • Review support materials & resources• Sales Methods
Today’s Kickoff Agenda:
Why Popcorn?
Program + Popcorn =
Character Development
Gain Confidence
Goal Setting
Money Management
Life Lessons
Public Speaking
Does popcorn drive your program?
OR
Does your program drive popcorn?
The Answers Should Be Yes And Yes
• No out-of-pocket-expense to enjoy 12 months of Scouting activities
• Do one fundraiser a year; more time to enjoy Scouting
• Scouts ...• Earn their own way• Learn life lessons and responsibility
• Consumers are motivated to purchase because they want to support Scouting
• We should ask our Scouts to go out and be confident that our communities WANT to support Scouting.
Message to Scout Parents
We are selling adventures!
NOT popcorn
Consumers are 2x more likely to support a cause
to believe in!
How To Prepare
How to have a successful fundraiser
1. Through the Ideal Year of Scouting Plan…• Plan your Scouting program at least one year in advance by getting input from
Scouts and families• Create a budget that captures all costs of the program• Utilize resources available at: www.crossroadsbsa.org/IYOS
2. Determine how much fundraising is required to cover the cost of program• Set fundraising goals (per unit, per Scout)
3. Create a fundraising plan• Determine key dates, incentives, amount of popcorn to order, show-n-sell
locations• Recruit a popcorn team to help share the load• Arrange for popcorn pickup / distribution
4. Host a fun kickoff to communicate your fundraising plan and goals5. Check-in with Scouts and parents weekly on their fundraising progress6. Hit your fundraising goals7. Have a fun and adventurous year in Scouting!
Set Goals
• Set goals for your unit and for each Scout.
• Scouts who set goals, sell twice as much as Scouts who do not set a goal… same is true for units.
• Goals should be based on your budget to fund the Scouting year.
• If a Scout runs out of product, encourage him to continue to SELL to his goal by taking orders to be filled later!
2017 Unit Sales Plan: carbon copy (Complete Tonight)
• Unit Type & Number: ___________
• Current number of Scouts:__________
• 2017 Unit goal: ________________
• Individual Scout goal: ___________
Each unit will hold a kickoff party no later than September 9
Every Scout sells at least one item and they will receive the Mega Corn Main Patch
Scouts should do their best to achieve the Mega Corn Collection 6 Piece Limited Edition Patch Set
Strongly encourage units to have credit card readers for store front sales to overcome NO cash objections
For families selling door to door we strongly encourage them to have their own credit card reader to overcome NO cash objections
Units encourage Scouts to participates in online/mobile sale
Unit participates in Show-n-Sell (store front or show and deliver sale)
Encourage all Scouts to participate in the military donation program
Attend the district training session
Send PARENT COMMUNICATION LETTERS or EMAILS ABOUT THE SALE throughout the entire campaign
Dist. Exec. or Dist. Kernel Signature Unit Kernel Signature
2016 Show-n-sell Total Order: ___________
2016 Take Order Sale: __________
2016 Total Sale: _________
Unit Level INCENTIVES• Items above and beyond the official prize program,
managed and funded by YOU
• Experiences – field trips, weekend getaways, sporting events, etc.
• “Fun Giveaways” for selling $100, $200, $300, etc.• Fishing poles and gear• Camping equipment• Video games / small dollar gift cards
• Pizza party & Ice Cream socials
• Pie in the Face
• Ask your Scouts what they want… you might be surprised!
Communicate Recruit a Team
• The Kickoff Party is a great opportunity to present a lot of important information
• Utilize the communication tools available on sell.trails-end.com
• Send weekly or bi-weekly emails to families with timely information and keep families excited about selling
• Communicate bonus prizes, blitzes, etc.
• Hype-up popcorn at all Unit and Den/Patrol meetings throughout the sale
• Post a sale tracker board / thermometer so everyone can see sale goal status
• Keep momentum going and provide encouragement
▪ You can do this on your own, but it is encouraged to have a team support you
▪ Ask your fellow leaders and parents to help you with…
▪ The Kickoff Party – look for someone with enthusiasm (who will be willing to wear a mask and cape)
▪ Distribution – to pick up and transport the popcorn
▪ Communication – to keep everyone informed and motivated
▪ Storefront Sales – to book and coordinate storefront shifts for your unit
▪ Popcorn Chief (a Scout) – ask your top selling Scout to serve as your “hype-man”
How To Train
Unit Popcorn Kickoff Party (PKP)• The single most important thing is…
ENTHUSIASM!
• If it’s not you, then find that person!
• Dress up the room using the theme and use your popcorn tasting kit.
• Wear your Megacorn Cape and Mask
• Have games and music for Scouts to play the minute they walk in the door.
• Role play a “sale” either at a storefront or at the neighbor’s door.
• Families should walk out excited, informed, and ready to sell.
• Train Both Scouts AND Parents (different messages)
Scout sale script• Hi, my name is _______________ (say first name only).
• I’m a Scout with Pack/Troop/Crew _________ here in _________ (city/town).
• I am raising funds to earn my way to Scout Camp next summer (or other big adventure).
(Hand the customer the order form and a pen, and point out your favorite flavor. Consider recommending a $20 or more item.)
• Can I count on you for your support?
Practice, practice, practice!
The most successful sellers can recite this in their sleep.
Fun Sale Script Game Example1. Line your Scouts in two long lines
facing each other and give each pair a ball.
2. The Scouts with the balls will deliver their sales pitches while their partners across listen.
3. When they are done, have them pass the ball to their partner so they can practice.
4. Walk around while this is happening and give constructive criticism and praise.
5. Repeat and have fun!
Kickoff Party KitsKits Include…• MegaCorn Cape and Super Kernel Mask• Trails End Folder
✓ Popcorn Sale Flyers - Unit Kickoff Checklist, Unit Kickoff Best Practices, Scout Sale Planning Worksheet, Successful Storefront Sale, Path to Advancement
✓ 1 – Unit Goal Tracking Poster ✓ 2 – Show N Sell Banners✓ 1 – Bundle Military Receipts (100 receipts total) ✓ Kernel Guide
• Tasting Kit✓ The tasting kits contain the following items:✓ 1 bag - 16oz Salted Caramel Corn✓ 1 bag - 9.5oz Milk Chocolate Pecan Clusters✓ 1 bag - 15oz Chocolatey Caramel Crunch✓ 1 bag - 5oz White Cheddar Popcorn✓ 3 Pouches - Unbelievable Butter
• Marble Coptor- light-up helicopter• online blitz prize, sell $180
• JumpDrive…
On My Honor, I Promise To Plug In My JumpDrive
Popcorn Sale Kit
• Kickoff Tickets for Scouts• Watch 4 Great Videos!• Unit Kernel Guide• This Powerpoint• Unit Kickoff PowerPoint Presentation • Parent Handout (fill-able PDF) • Unit Incentive Program Handout • Program Planner Spreadsheet • Scout Sale Script and Selling Tips Cards • Unit Kickoff Checklist • Benefits and Features of Selling Online• And Much More...
Play the “Learn From Luke” Video at your Kickoff
How To Use Your Tasting Kit
• Have your Scouts taste a kernel or two of each flavor and if you have enough left over… ask parents and siblings to sample!
• When everyone is done, say the name of each flavor one-by-one (Who liked the Salted Caramel Corn?) and listen for which flavor is “yelled” the loudest!
Popcorn Tasting Is Important
• We want our Scouts to enjoy selling popcorn and feel confident when asked questions by consumers.
• After conducting your popcorn tasting, your Scouts will be ready to recommend their favorite flavor and the unit’s favorite.
• Don’t forget to talk about upselling... for example, “Cheese is my favorite and for the price of two bags, you can get a third for free with the Cheese Lover’s Collection!”
A Scout’s plan to sell $750…Show your families how easy it is to hit their goal. It’s as easy as
1, 2, 3!
$250
$200
+ $300
$750
1.
2.
3.
Start with family, friends, Mom and Dad’s co-
workers, closest neighbors, etc.
Participate in two storefront shifts with an
average of $100 sales per shift
Canvas your neighborhood by going door-to-
door.
Don’t forget to…
Create an online sales account and send emails to family and friends who live far way (during the online blitz: Oct. 7-
15), as a way to help you get to $750 even EASIER!
Online Selling Training
Make account registration part of your kickoff• Pick a location that has access to Wi-Fi and ask parents to bring a
tablet or smartphone (have extra laptops available if possible)
• Walk parents through the quick steps of registration, and run through the ways to share the personalized fundraising page
Host a text messaging blitz campaign• Pick one of the Council Online Sales Blitz Weekends (Oct. 7-15)
• Give parents ample notice for the event
• Send each Scout’s personalized fundraising page to friends and family via text message
How To Sell
Show-N-Sell Strategies
Secure the right locations• Book locations early• High volume of traffic• Think outside the box – Where do the people gather in your community?
• Retail stores, school sporting events, auctions, churches, farmers markets, fairs
• Always get permission
Accept credit cards as payment• Square, PayPal, Stripe, etc.• This will change your sale!
• You’ll likely sell a lot more to offset cost of transaction fees (i.e. Square is 2.75%)
Tell your Scouts’ stories with pictures• Customers want to know what they are supporting• Utilize your membership poster boards for table displays• Make photo books for young Scouts
Show-N-Deliver Strategies
Popcorn Blitz Day• Pick a day during the Council blitz days (Sept. 16-24) and promote at your
Popcorn Kickoff
• Set a unit and per Scout fundraising goal for the day
• As a group, canvas a large neighborhood in your area
• Once goals are reached, have an ice cream or hot cocoa party in a nearby park
Little Red Wagon!• Don’t get stuck with leftover product at the end
• If all else fails, load up the products in a little red wagon• Walk neighborhoods, local fairs, tailgates, mall parking lots, local businesses
Take Order Strategies
Take the order form to work• If not allowed to solicit at work, ask if putting a form in break room is acceptable
Create a map of your area• Print off Google Maps of your area, and give to Scout families• Ask Scouts to mark houses that did and did not purchase• Use year over year to help save time• Encourage Scouts to ask for phone numbers & email addresses
Assign Scouts selling territories• Sets expectation – takes out the guess work for Scouts and parents• Helps prevent duplication of efforts
Always save copies of order forms• Give your Scouts a copy of their previous year’s order form at the kickoff• Always require Scouts to turn in their order form, even if they don’t sell
• Prevents submission of late orders
Selling to Local Businesses
Many businesses in your community are willing to support• Corporate gifts for clients• Holiday gifts for staff• Staff purchases
Follow these steps:• Scouts should lead the sales pitch and dress in Class A uniform• After school before 5pm• Look for strip malls or office parks with many businesses in close proximity• Start at the top! - Always ask for the owner or manager• Bring several paper order forms, pens, and a way to accept credit cards• Always leave customers with a way they can purchase again
• Print off homemade business cards with your email address / contact info (available on Council website)
• Include link to your Trail’s End online selling account
Online Selling
Steps to a successful online sale - Scouts1. Register an online selling account at Trails-End.com – 1 min
2. Create a selling profile (write bio, upload pictures & videos) – 5 min
3. Share the personalized fundraising page on social platforms (Facebook, Twitter, Instagram, etc.) – 2 min
4. Send link to fundraising page via email & text message to friends and family – 5 min
5. Remember to send Thank You messages (written or video) to those that support
Sell a lot of popcorn in less than 15 minutes!• No product delivery – ships directly to customer• No money collection• Average purchase over $60 in 2016
This Year’s Sale Details
IMPORTANT:• Scout Popcorn Festival: August 13th 1p-4p @ Belzer• NO 20% Payment Deadline
2017 Popcorn Dates
Premium Caramel Corn
with Almonds, Cashews &
Pecans - $20
White Cheddar Cheese
$15
Popping Corn
$10
Classic Caramel Corn
$10
White Chocolatey
Pretzels Tin
$25
Chocolatey Caramel
Crunch Tin
$25
03 0
Product Lineup Crossroads of America CouncilReady-to-Eat & Microwave
Kettle Corn – 18 Pack
$20
Unbelievable Butter – 18 Pack
$20
Salted Caramel
Corn $25
03 0
What’s In The Collections?
Chocolate Lover’s Collection:
• $60 Tin
• Milk Chocolate Pretzel (17oz)
• White Chocolate Pretzel (17oz)
• Pecan Clusters (7oz)
• Chocolatey Caramel Crunch (15oz)
Cheese Lover’s Collection:
• $30 Tin
• White Cheddar Cheese Corn (5oz)
• Yellow Cheddar Cheese Corn (5oz)
• Jalapeno Cheddar Cheese (5oz)
Commission Structure(Same as 2016)
•32%: Base Commission
•+2%: Individual Sales Plan Signed, Attend a District Kernel Training & Hold a Unit Kickoff Party
•+2%: Have an Increase over 2016
•+2%: Sell $20,000 or more
Prize Program
Multi-Piece Incentive Patch
Story:The evil robot, Mega-Corn the Destroyer has come to planet Earth to eat all of the world’s popcorn, so Earth has called upon The Popcorn Squad, a group of brave and adventurous Scouts with super powers, to stop Mega-Corn before planet Earth is eradicated of all traces of popcorn!
Scouts Earn All Six Patches▪ Participation: Sell One Item▪ Online: Make One Online Sale▪ Military: Sell One Military Donation▪ One of Each: Sell One of Each Item▪ Sellers Club: Reach $750 Selling Goal▪ Top Seller: Reach $1000 OR Be the #1 Seller in your Unit
• Blitz - $500• Blitz Period: Sept. 16th -24th
• Prize: NightZone Football
• Google Form due Sept. 27th
• Prizes distributed at the October Roundtable
• Both online and order form sales count during this blitz period
• Online Sales Blitz - $180• Blitz Period: October 7th - 15th
• Prize: Marble Copters
• For example, six online products sold = $180
• No reporting needed by kernels• Popcorn Team will pull the sales information from Trails End
• Prizes distributed at the November Roundtable
• ONLY online sales count during blitz period
Blitz Prize Program
• $750 Sellers Club• Once a Scout reaches $750 they are in the Sellers Club
• Sellers Club Prize• Select EITHER:
Nexo Knights LEGO Set Remote Control Hummer (HUGE 1:16 Scale)
OR
Sellers Club
• Supercross Experience• Exclusive Tailgate with food, giveaways, music, and more
prior to the 2018 Supercross Event
• 2 Tickets to Supercross at Lucas Oil Stadium
• “Top Seller” Patch Piece• Once a Scout reaches the $1,000 level they automatically
qualify for the “Top Seller” Megacorn Patch Piece
$1,000 Level Seller
Notes-Voucher Only $200-$600 Level
-Prize OR Voucher for each level at $700+
-Supercross Experience for $1,000+
-Top 20 Sellers Pacers Game
• Tommy Scout Does the Following:• Hits his $1,000 Popcorn Sales Goal (Step One was him setting the $1,000 Goal)
• Participates in BOTH Blitzes
• Does each item to earn each piece patch
• Tommy Scout Earns the Following Prizes:• Drone Turbo Runner OR $45 Scout Shop Voucher
• Supercross Experience Invite (Two Tickets and Party)
• Sellers Club: Nexo Knights Lego Set OR RC Hummer
• Blitz : Nightzone Football
• Online Blitz: Marble Copter
• FULL Patch Set
A Prize Example…
• As always, online sales open August 1st
• Product sale (order forms, store front, door-to-door) runs September 16th – October 22nd
• New This Year: All online sales from August 1st – September 15th will ALSO count towards the prize program.• Previously, online sales from August 1st until the beginning of the sale
(Sept. 16th) only counted towards the college scholarship.
Important Online Updates…
46
Earn Money for College!
• Family Guide (Order Form)• Advancement page• Prize flyer• Arriving via USPS (mail) to each registered Scout (as of June 1st) around the end of August
• Corrugated Display Boards for Show-n-Sell • Available for NEW units or units who request another one
• Jump Drive (USB Drive) – open when you get home ☺
• Online Support Website (www.crossroadsbsa.org/Popcorn) • Electronic Order Forms• Sales Tips• Scout Business Cards• Storefront Sales – How To• Inventory Management Spreadsheets• Online Sales Tutorials• Unit Popcorn Kickoff Invitation
Marketing Materials
Corrugated Display Boards • Clean and re-use
your board from last Year
• If you are a new selling unit or replacement board is needed contact your district popcorn team
• 2017 Unit Kickoff Party• http://tinyurl.com/CACUnitKickoffParty
• Unit Kernel has to enter after Kickoff Party has occurred
• This is part of earning 2% commission
• 2017 Transfer Form• http://tinyurl.com/2017CACTransferForm
• Transfers are CONTAINERS only
• Selling Unit enters into Google Transfer Form
• Will update Transfer to Trails-End within 5 business days
• 2017 Blitz Prize Form• http://tinyurl.com/2017CACBlitzPrize
• 15 Scouts per Entry-will have to submit an additional form if exceeds 15 Scouts
• If a Large Unit exceeds more than 30 Scouts- EMAIL: [email protected]
Google Forms & Unit Transfers(Links Located at www.crossroadsbsa.org/Popcorn)
•Everyone Needs To Attend!• Great opportunity to…
• Get Scouts excited to sell popcorn• Get Scouts Trained!• Have a blast!
• Sunday, August 13th
• 1:00pm-4:00pm• Come Anytime, Stay As Long as You Want – Festival
Format• Camp Belzer
• 6102 Boy Scout Road, Indianapolis
• First 1,000 Scouts leave with a MegacornFidget Spinner
Scout Popcorn Festival
• Training Stations• Online Sales Account Creation• Prizes• Your Favorite Product• Practice your sales pitch- Learn from the top seller
Luke• How to turn a NO into a YES
• What does mom and dad say to their Scout
• Your roadmap to Super-Cross
• Fun Stations• Archery• Inflatable Obstacle Course• Face Painting• Super Cross Stunt Riders• Police Car/Fire Truck• A LOT MORE!
• Big Ticket Giveaways• X-Box One• BB-8 Droid• One of each prize from the sale’s prize program• Each Scout will leave with a fidget spinner• A LOT MORE!
Scout Popcorn Festival
Where Do I Pick-Up My Popcorn?
• Discuss date and Timeline for Pick-Up
Trail’s End University – Additional Training
Courses For Everyone!
• First Time And Experienced Kernels
• Training courses linked from the Trail’s End Popcorn System
• Learn to sell like the top selling units
• Review Materials
• Log on to the Trail’s End system!
• Explore council website! Bookmark the popcorn page in your browser!• www.crossroadsbsa.org/Popcorn
• Plan your Unit Popcorn Kickoff Party
• Prepare your unit’s popcorn communication plan
• Prepare your initial order (due by August 27th)
Suggested initial order – Unit Sales Plan Worksheet
• Spend the next 10 minutes completing your Unit Sales Plan• Turn-in prior to leaving (counts towards 2% commission)
What Now?
55
Thank you!
