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Stefan Spruill, Professional Staff Advisor for Fall Product Sale
WHY PARTICIPATE?
• Scouts fundraise to earn their own way in Scouting.
• The Product Sale provides each scout (and each unit) with the opportunity to fully fund their entire program year.
• Scouts learn valuable lessons about:
• The importance of fundraising in the Scouting program
• Interpersonal communication skills through Show and Sell booths
• The cost of their program year, and the hard work that goes in to making it affordable and fun!
2019 Product Sale Numbers
2019 TOTAL SALES: Units in our council sold a total of ~$350,000!
2019 UNIT COMMISSIONS: Units in our council earned an average of 34.5% in commissions, with over $123,000 going back to our scouts!
2019 POPCORN: Our units sold over $220,000 (63%) in Popcorn in 2019!
2019 PEANUTS: Our units sold over $129,000 (37%) in Peanuts in 2019!
WHY DO WE HAVE A FALL PRODUCT SALE?
To teach Scouts about communication
To teach Scouts about working hard for the things they enjoy
To support the unit with funds!
SET YOUR GOAL
• YOUR UNIT GOAL SHOULD BE BASED ON EVERY SCOUT EARNING THEIR IDEAL YEAR OF SCOUTING
• Q: What is the Ideal Year of Scouting?
• A: It’s your unit’s calendar of adventures and events, such as campouts, day trips, Blue and Gold, Pinewood Derby, and more!
• Provide your Scouts with the experiences of a lifetime!
SET YOUR GOAL
Q: How do you calculate your Ideal Year of Scouting?
A: Product Sale fundraising goals should be based on your unit’s budget to fund your program year.
LEADER’S GUIDE REVIEW
• Product Sale Calendar• Sales Methods and Techniques• 2020 Product Sale Incentives• Prize Offerings• Product Sale Contacts• Product Sale Delivery Locations
PRODUCT SALE CALENDAR
Sale Starts, Product Sale Kickoff Meeting: August 1stShow and Sell Orders due: August 5thShow and Sell Distribution: September 3rdFirst date for ordering prizes: October 12thSale end date: October 19thAll Product Orders Due: October 20thProduct Delivery and Sorting/Distribution Starts: November 19thProduct Distribution Ends: November 20thAll Product money due to council: November 25th; base commission drops to 20% if payments are received after this date, no exceptionsAll Prize Orders Due, including Fill-It-Up Patches: November 25th
The Tuscarora Council has suspended scheduling of storefront sales for 2020 due to COVID-19. This is an unfortunate decision that we did not want to make, but all stores that we normally contact for storefront sales have either neglected to confirm the availability of dates of have suspended all storefront sales until further notice. These stores include:
• Lowe’s Foods – all storefront sales suspended by corporate offices until further notice.
• Harris Teeter – all storefront sales suspended by corporate offices until further notice.
• Wal-Mart – Individual store managers can make decisions regarding storefront sales but have not yet responded to requests made by the council.
• Food Lion – Storefront dates have been requested by the council but have not yet been confirmed.
SALES METHODS AND TECHNIQUES – SHOW AND SELLS
• While the Council is not providing the scheduling of corporate stores for the 2020 Fall Product Sale, your units can still schedule your own storefront sales with locally owned businesses so long as the following guidelines are met:
• Any storefront sales must be locally-owned or franchised – no corporate chain stores (Food Lion, Wal-Mart, etc.) are permitted to be scheduled by the unit.
• The appropriate storefront sales form (included in this packet) must be completed and submitted to Stefan Spruill at [email protected] no later than 48 hours before the scheduled storefront sale is to begin.
• Your Chartered Organization’s Executive Officer and Chartered Organization Representative have agreed to allow the unit to participate in Storefront sales.
• All state mandates, guidelines, and laws must be followed without exception. This includes social distancing guidelines, mask requirements, etc.
SALES METHODS AND TECHNIQUES – SHOW AND SELLS CONT.
SALES METHODS AND TECHNIQUES – TAKE ORDERS
• Individual forms for each Scout. Scouts take these around to friends, family, church, etc.
• These orders are fulfilled during our second distribution dates, and are compiled by the unit in order to place their second orders.
• Take Orders should be filled completely so that you know where to deliver your product when it arrives. Be sure to inform people of when they can expect their product based on distribution dates and sorting time for your unit. • Note: The second distribution date is November 19th and 10th ; customers
should be aware that their product will not be available until after that date.
SALES METHODS AND TECHNIQUES – ONLINE ORDERS
• Online orders can be done for Trail’s End Popcorn and Whitley’s Peanuts. Scouts may set up accounts online and receive a unique ID that they can share using email, social media, etc.
• Orders placed online are filled automatically; they do not need to be ordered, picked up, or delivered. Trail’s End or Whitley’s will deliver the product directly to the customer.
SALES METHODS AND TECHNIQUES – MILITARY SALES
• Military Sales are exactly what they sound like! Scouts use an order form to sell popcorn for military service members.
• Military Sales are tax deductible donations for the unit. Product does not exchange hands with the units but is instead given to the folks at Seymour Johnson Air Force Base and it’s members abroad.
• Supporting our military through these donations is our theme this year, so you’ll see more rewards revolving around them!
• Remember that units cannot directly solicit funds for themselves, as they lack the appropriate licenses. Donation buckets should always be labeled as military donations and should always be submitted to the council as such.
SHOW AND SELL GUIDELINES AND TIPS
• Both Trail’s End Popcorn and Whitley’s Peanut products are available for Show and Sell booths, except for chocolate products.
• Locations are to be reserved through the Council Show and Sell Coordinator. To reduce burden on our local business partners, please do not contact businesses without coordinating with the Council Show and Sell Coordinator for your area. Units must give 24 hours’ notice if they are unable to work their assigned Show and Sell location.
• All Scouts and Leaders should, when able, wear their “Class A” uniform, and wear it properly, for all Show and Sell booths.
• Bring a table large enough to display your product and unit insignia, but not so large as to cause issues at your location. Card Tables usually work very well.
• Note: Show and Sell kits are available for checkout from our council office. Please contact Stefan Spruill at [email protected] if you would like use of one of these kits.
• Include a Military Donations bucket on your table! Many people won’t buy popcorn, but would love to donate to the military! Earn those rewards!
SHOW AND SELL GUIDELINES AND TIPS
• At least two adults must always be present. Always follow Youth Protection guidelines. • Be ready and able to make a change in your plans for your Show and Sell. Your set up
location, time allotted, and much more is up to the discretion of the location’s management. • Being allowed to conduct a Show and Sell is a privilege, not a right. Please respect the
decisions of all location’s management, as well as any other organizations (or units) that may be present at the same time as you.
• Bring a poster or sign with all your product offerings; people are more likely to buy what they can see.
• Scouts should always be ready (and willing!) to address a potential customer. Scouts should stand throughout the sale period; scouts who sit, play around, and generally ignore their audience in favor of other things sell less.
• Make eye contact with your customers, open doors, and be courteous! Ask people if they would like to “Buy some delicious popcorn or peanuts”, “Support Scouting”, or some similar. People won’t say “Yes!” if you don’t ask!
• Remove all empty boxes and any other trash you may have as you leave!
• Orders due August 5th
• Trail’s End orders are placed online using the trails-end.com portal.
• Whitley’s Peanut orders are placed using the order form that will be provided to you at the start of the sale.
• Orders not submitted by August 5th cannot be guaranteed and may require your unit to pay an additional shipping cost to receive your product at a later date.
• Orders to pickup September 3rd
• Location TBD
INITIAL PRODUCT ORDERING AND PICKUP – SHOW AND SELL
ADDITIONAL PRODUCT PICKUP
• During the Show and Sell period, requests for additional product can be placed at any time. Once the product is available, you will be given a pickup time. We will do our very best to get the product to you quickly but keep in mind that COVID-19 has slowed down the production and delivery of some products.
• Orders must be submitted using the Additional Product Order Form. Submit forms via email to Stefan Spruill at [email protected]
• All Take Orders are due by October 20th
• It is recommended to use your own order and money deadlines with plenty of time to accommodate lateness. Setting a deadline for orders at October 20th, for example, gives you an extra couple of days to collect forms before the hard deadline set by the council.
• Orders not submitted by October 21st cannot be guaranteed, requiring your unit to either a) issue refunds to those that ordered product from your scouts, or b) pay an additional shipping cost to receive your product later.
• Orders to pickup November 19th
• Locations vary by District
PRODUCT ORDERING AND PICKUP – TAKE ORDER
PRODUCT SALE INCENTIVES – UNIT COMMISSION (BASE 30%)
+1%: Have at least 1 leader for your unit attend a scheduled District Kickoff, plus complete and submit the 2020 Unit Commitment Card.+1%: Hold a Unit-level Product Sale Kickoff (in-person if able, virtually if not) and send a picture/video to me! You can submitted these to Stefan Spruill at [email protected] with the subject line “Product Sale Kickoff Photos”, or similar. Ensure that I reply to you, so that you know I have given your unit credit!+1%: Post photos/video to social media (Facebook, Twitter, etc.) of either a) a Show and Sell location you’re running, b) a link to your unit’s online sales resource for Trail’s End and/or Whitley’s Peanuts, or c)your scouts making a door-to-door sale. You can send photos of said post to Stefan Spruill at [email protected] with the subject line “Product Sale Kickoff Post”, or similar.+1%: Increase your Unit’s total sales by 5% or more (when compared to 2019).+1%: Increase your Unit’s total online sales by 15% or more (when compared to 2019).+1%: Each scout in your unit lists at least 1 military donation (as indicated by the Final Unit Totals sheet submitted at the end of the sale)Total Commission w/o Prize Opt-Out: 36%Total Commission w/ Prize Opt-Out (does not include Scout Rewards): 39%
PRODUCT SALE INCENTIVES – PRIZE PROGRAM
• The Prize Program this year consists of 14 levels. At level 1, Scouts can earn a patch for simply selling 1 item. Level 2 starts at $115. Prizes are earned all the way through level 14, where Scouts can win a Nintendo Switch, or a Platinum Camping Bundle!
• At $650, a “Bonus” prize is automatically earned; a $20 Gift card to use at our Scout Shop!
• Unit’s that do not wish to participate in the prize program may opt out.• Unit’s that opt out will earn an additional 3% commission for their unit
(allowing for a maximum commission of 39%). • See the Full Prize Brochure for details on available prizes and prize levels.• Scout Rewards is a new prize option that units have using their new app
will have access to, providing scouts with Amazon gift cards.
PRODUCT SALE INCENTIVES – FILL IT UP PATCH
Scouts that completely fill out a Take Order Form can earn a Fill It Up Patch, if they are completed and submitted by November 25, 2020.
Take Order Forms must be completely and correctly filled out to qualify. When filling a Take Order Form for a Fill-It-Up patch, remember:• One Line per customer• Donations can only be listed in the form of Military Sales; $30 and $50 increments• Name and address must be filled out completely for each sale (if an item was sold at
a Show and Sell, it can be counted by writing “Show and Sell” in the address line)• The “Total” box must be filled on the Take Order Form. • The forms submitted must have a total of 30 completed and unique sales.
When you submit your prize order, please attach a copy of the Take Order form for each Scout earning the Fill It Up patch; we must have copies submitted for year-end auditing.
Roger SamsVP of Sales
Rick Bloss
Trail’s End Programs
Text FACEBOOK to 62771 to join our community today!
Join Scout leaders across the country to share best practices and new ideas!
Trail’s End App
Key Benefits
• Free Credit Card Processing - Paid by Trail's End
• Real-time tracking and reporting of sales, inventory and storefront
registrations
• Families can turn in cash payments via credit card
• Calculates Scout sales for easy Trail's End Rewards ordering
• Take Online Direct orders in the app as way to fundraise while
social distancing
• SAVES TIME!
Proven Results
• Used by over 14,500 units & 160,000 Scouts
• Over 10% growth for units that recorded more than 75% of sales
in the app in 2019
• Credit Card transactions averaged 27% higher than cash
Text APP to 62771 to download.
Trail’s End App
Trail’s End App 2019
2020
Trail’s End App Training
Over 200 Webinars in 2020
Every Question Asked…Every Question Answered!
Trail’s End Online Direct
Best & Preferred Way of Selling!
BENEFITS FOR LEADERS• No handling of products, shipped direct to consumer*• No risk of excess inventory due to over ordering product up front.• No collecting cash, all orders processed with a credit card.• Less work for leaders.• Sales tracker through the app for accurate accounting.• Bonus incentive for units that sell between July 1-Aug 15
BENEFITS FOR SCOUTS• No handling of cash or products.• Scout Earn Double Points for TE Rewards• Time saver by not having to go back and deliver products.• Ease of selling through the Trail’s End app.• Share their online webpage to sell to friends and family.• Text order to customer to complete purchase on their phone
*Consumers pay shipping for direct delivery
Text MYPLAN to 62771 to download:
How to Sell $1,000 Social Distancing
Online Direct
Accepting Credit/Debit
CREDIT SALES ARE BEST FOR SCOUTS
TELL YOUR CUSTOMERS, “WE PREFER CREDIT/DEBIT”Trail’s End pays for all credit card fees!
• Higher Sales – Customers spent 27% more with credit vs. cash in 2019
• Safer – Scouts don’t have to handle cash
• Bigger Rewards – Earn 1.5pts per $1 sold in the Trail’s End App
• Easier – Parents turn in cash sales with credit/debit payments to their unit
• Hardware – Scouts can accept credit/debit with Square readers or manual
entry
Trail’s End Rewards
Why do Scouts love Trail’s End Rewards?
• Bigger prizes and more value.
• Millions of choices on Amazon.com.
• Get prizes faster.
• Delivered to their door.
• Earn double points with Online Direct.
• Scouts select what THEY want!
Why do Leaders love Trail’s End Rewards?
• Saves time not have to handle and distribute physical prizes.
• Leaders have reported saving on average 6 hours of time
• Orders are tracked automatically for leaders when Scouts sell with the app and online.
• Online direct, Storefront, and Wagon sales all count towards rewards.
• Motivates Scouts to reach their goals.
• Trail’s End helps train and motivate Scouts through the App features.
SCOUTS CAN SELECT FROM MILLIONS OF ITEMS WITH AN AMAZON.COM GIFT CARD
Trail’s End Rewards
New in 2020• Points based Rewards system encouraging
Scouts to sell more with Online Direct and with
credit cards
• With changes to the way they sell, Scouts can
earn more Rewards faster!
Register Your Unit
Facebook Communities
CREATED & MANAGED BY POPCORN KERNELS
FACEBOOK GROUPS• Over 18,000 members• 5% growth for units who were on Facebook group • Scouts & Leaders get fast, accurate answers to their questions 24/7• Unit leaders and Scout parents get real-time best practices and tips from peers and Trail’s End experts
Text FACEBOOK to 62771 to join!
Popcorn Kernel Portal
Trail’s End App Demo
Start Selling Early
Reasons to Start Selling in July & August• Uncertainty of COVID-19 return
• Start planning and earning now for your upcoming program year.
• Provides more time for Scout families to reach their goals.
• Trail’s End Online Direct unit promotion:
• Earn 5% of Online Direct sales as an Amazon.com gift card – Jul 1-Aug 15
• Unit must be registered by August 15, 2020 to qualify.
• Scout Online Direct Entrepreneur Challenge
• Scouts that will pledge to do their best to sell $2,500 or more through Online Direct from July 1 –
August 15 will receive exclusive access to training and webinars from experts in business,
marketing, and ecommerce. The first 200 Scouts to hit the goal will receive a $200 Amazon.com Gift
Card.
Traditional Products
Online Direct(Subject to change)
$35 Chocolatey Caramel
Crunch Tin$30 Chocolatey Caramel
Crunch
$30 Dark Chocolate
Salted Caramels
$25 Salted Caramel
Popcorn$25 Unbelievable Butter
12pk
$20 White Cheddar
Popcorn
$20 Blazin’ Hot
Popcorn
$15 Unbelievable Butter
Popcorn$15 Popping Corn
Jar$10 Caramel Corn
Customers pay shipping: $7.99 plus $.99 per additional item (bundles of 2 are $8.98; bundles of 3 are $9.97). Products & pricing subject to availability and change.
Questions?
