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Popcorn Key Leader BriefingWe will start at 7:00 PM!
• If you are participating by Go to Webinar, you are automatically muted• To ask a question – type it in the “Questions” tool or in “Chat”• If you are at one of the in-person locations, your moderator can allow you to ask a question
Agenda
• Brief 2019 Sale Review• Why we sell popcorn• Best Methods• Timeline• Product Lineup• Commissions• Planning for Success• Sales Methods (and dealing with a pandemic)• Tips from Michael Beck• Prize Program
See “handouts” in the webinar tool bar – there are 3 files that you can download tonight
Questions?• If you are participating by Go to Webinar, you are automatically muted• To ask a question – type it in the “Questions” tool• If you are at one of the in-person locations, your moderator can allow you to ask a
question
After the meeting tonight - visit the council popcorn page 24/7 at
https://www.nlcbsa.org/popcornThe contact information for each of the District Popcorn Kernels is listed there.
Darin Steindl, Director of Support Services
Office: (701) 499-0646 Cell: (218) 979-4653
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2019 Sales Facts
$1,752,000 in sales
211 Units participated
NLC unit sales average = $ 8,302
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1. Pack 4032 Roughrider $ 76,6922. Pack 4153 Frontier Trails $ 55,2833. Pack 4112 Roughrider $ 44,1834. Pack 3013 Lake Agassiz $ 35,0895. Pack 4150 Frontier Trails $ 33,6786. Pack 3225 Northern Sky $ 27,1217. Pack 3644 Northern Sky $ 25,5208. Troop 0246 Northern Sky $ 25,3839. Pack 4028 Roughrider $ 25,04010. Pack 4412 Tomahawk $ 24,790
2019 Council Top Selling Units
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2019 Sales FactsNLC Scout sales average = $ 289
1. Roughrider $ 6812. Frontier Trails $ 3163. Tomahawk $ 3044. Lake Agassiz $ 2765. Northern Sky $ 2716. Oxcart Trails $ 2227. Lakes $ 2138. Great Plains $ 208
Why do we sell Popcorn?
• To fund the Scouting PROGRAM– Help Scouts earn their own way & make
Scouting more affordable for families– Helps Packs/Troop pay expenses– Helps the council support units
• Help Scouts learn new SKILLS– Setting and reaching goals– Salesmanship– Public speaking
Best Methods
Create a Program Plan
– Involve Scouts and parents in creating the plan
– Build a calendar so everyone knows when the fun will happen
– Share the calendar will every family– Distribute the calendar at recruiting
meetings
Best Methods
Build a Budget
– How much is it going to cost to provide the program that has been planned?
– Explain to parents how much the unit is paying for and how much they will need to pay for
– Knowing how much the parents have to pay will help set a fundraising goal
Best Methods
Budget template
– There are templates for both Packs and Troops on the council website
– The templates are on the Program Planning page and the Popcorn page
– If you have questions about how the templates work, let us know
Best Methods
Get parent “buy in”
– You can’t over-communicate– Explain the costs of Scouting and how the
popcorn sale can help them cover those costs
– Make it convenient for them
Poll Question
Does your unit have a program plan & budget?
Best Methods
Utilize different sales methods this year
– Encourage Scout to use the Friends and Family worksheet to identify customers
– Have Scouts create a video for parents to share on Facebook telling how people can support their Scouting adventure
– Use door hangers– Share information about ordering online
Our Timeline and Dates
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*Full details are in the Popcorn Guide and on the Popcorn web page
• Aug 4, 13 & 18 – Key Leader Briefings (2% extra commission available)
• Aug 19 – Initial order due (2 products not available)
• Aug 19 – Calendar and budget due (2% extra commission available)
• Sept 10 & 11 – First product distribution• Oct 29 – First payment due (only pay for what has been sold)
• Oct 29 - Final order due• Nov 19 & 20 – Final product distribution• Dec 11 – Final payment due (after Dec 11 a 3% late fee will be assessed)
The 2020 Product Lineup!
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2020 Commissions
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Earn Extra Commissions
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Base commission = 27%
+2% for Key Leader Briefing participation (Kernel and CC/CM/SM)
+2% for Calendar & Budget (turned in by August 19)
+2% for achieving 5% increase in sales (or did not participate last year)
Total commission possible = 33%
Ordering Instructions
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INITIAL ORDER: Due no later than Friday, August 19 at 1:00 PM (central)
Option 1 – Unit Kernels place order online in the Camp Masters popcorn system
Option 2 – Unit Kernels place order by calling (701) 293-5011 or toll-free at (877) 293-5011
• Units will be limited to order 65% of the total 2019 sales• Order full cases only• No returns to council (use remaining product to fill “take-orders”• A limited quantity of extra product will be available from the council if you need more
FINAL ORDER: Due no later than Thursday, October 29 at 7:00 PM (central)
Option 1 – Unit Kernels place order online in the Camp Masters popcorn system
Option 2 – Unit Kernels place order by calling (701) 293-5011 or toll-free at (877) 293-5011
• Order can include individual containers – doesn’t need to be full cases
Let’s Plan for Success in 2020!
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Let’s face it, 2020 has been a challenging year so far, but we’re not going to settle! We all fund our programs with this campaign so let's develop a solid plan to succeed!
More than ever we need to sell in all three ways:
• Sell Online at www.popcornordering.com with SHIPPING INCLUDED!– Reach out for support from the comfort of home– Zero risk for Units and doesn’t impact other activities– Average online sale >$40 in 2019!
• Show and Deliver or Take Order– Use the Take Order Form in the Family Guide or Door Hangers– Take product if you can– Average $200-$400 per scout hour
• Show and Sell– Establish sales locations at local store fronts or special events– Average $65-$150 per scout hour (2-3 Scouts/location)
Online Sales
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Online sales are the safest manner available.
• Online selling allows us to expand our reach and conduct sales in the safest manner available
• Scouts must be registered in the system to gain access to the online store and get sales credit.• Instructions on how to load/register scouts
is located at www.campmasters.org/how-to-order-popcorn
• No additional shipping fees for consumers!• Social Media links built into the Scout’s account
Show and Deliver – Take Order
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Door to Door Sales net higher sales values and we can control social distancing in a more comfortable manner
• Coach Families/Scouts to approach the houses on their block as a start
• Promote a set presentation and be in Class A uniforms so they are recognized
• Be effective by selling in a group, covering an entire neighborhood as a Unit• Carry a “show board” with product images that can be seen
at a distance• Use “door hangers” to leave at homes where you miss the
residents• Coach them on your area’s safety requirements
AVERAGE $200-$400 per Scout Hour!Best Practice: Collect Money at point
of sale
Show and Sell
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This year we may be faced with:• Fewer storefront opportunities and participants• Less foot traffic than we have seen in previous
years
But we can still be successful!
Have a plan:- Secure your sites in advance- Be mindful of social distancing
and safety requirements- More locations will net more
sales- Look for any location with high
traffic to increase opportunities
Setup and Run Properly:- Display your products colorfully like
a store end-cap would be- Scouts out in front of product
displayed in their Class A uniforms- Don’t put pricing on boxes or signs- Keep area clean and inviting- DO NOT use donation boxes/jars- Limit number of scouts at a location
Draw Attention:- For this year consider signage
that promotes Scouts helping the community
- Accentuate this is a LOCAL fundraising event
- May need to have music or some other attention getter due to allowed setup location
Poll Question
Do you think your Scouts would use door hangers?
Remember ImportantPopcorn Sale Tips from Michael Beck
At a Store Front to increase Sales:
• Don’t put out table or chairs- get Scouts in front of neatly stacked product to use public speaking skills
• Take pre-order product with you to increase sales and Unit success
At Kick-off:
• Promote Scouts to establish their own sales goal based on your Prize Program
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Michael Beck webinar – Tuesday,
September 8
In Neighborhoods:
2020 Council Prize Program
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2020 CAMP MASTERSHigh Achiever Prizes
Any Scout selling $400 in online sales will receive a $10 Amazon Gift Card from CAMP MASTERS
All online sales also count towards all other prize options: High Achievers & Council Prizes
Council Scout Rewards
Top Sellers
• The #1 top seller in the council will receive a $ 300 gift card• The #2-10 top sellers will receive a $100 camp credit for 2021
Bonus Prizes• Scouts that sell $500+ will receive a 20% discount to attend a
Northern Lights Council camp in 2021• K CLUB – sell $1,000+ a receive…
Drawstring backpack OR beanie
Steps to SuccessSimple Action Items to have
the Best Sale possible!
Have a Safe Sale !!
• Safety is paramount to all participants– Scouts should follow Local, State, and Council guidelines – At Show and Sell locations it is recommended to have ONE adult handling all
money transactions
• Take extra time to train all participants– Keeping eye contact is paramount, and it accentuates your professionalism
• For this year only, it is recommended to have signage but only if such is communicating your attempts to help the community too.– Example; “Help us to do good deeds in our community, will you help support us so
we can learn and serve in our community?”
Step #1
• Know your UNIT’S POPCORN SALE GOAL– What program elements you will fund– Equipment needs– Special Events/Trips
• Be able to COMMUNICATE the goalto everyone on board– What it means for the Scouts– What it means for the families
Download at http://campmasters.org/sales-tools/
Step #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
Step #3
Train your Scouts!– Establishes best Practices & Builds Confidence &
removes doubt– IT WILL HAVE A HUGE IMPACT
•Promote the CAMP MASTERS approach- Door to Door - $250-$400/hr
•Take product with you if you can•Use the same presentation•Canvas entire neighborhoods
- Site Sales – $300-$450/hr•No tables or chairs, teams of 3•Stack product in a colorful display•Scouts in front talking to customers
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Poll Question
Is your unit planning to do a kickoff?
Create a CAMP MASTERS Scout App
Your Scouts can conduct sales electronically!• Scouts must be registered
in system• Orders collected flow
directly to Unit’s account under Scout Sales
• Immediate visibility for Scout and Unit Sales
• Reduces paperwork• Able to mark whether paid
and/or delivered!• Replace demo information
with actual Scout’s account login
Use This – IT WORKS!
• Hi 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 nod)
Copyright and do not publish on the internet
Remember -
• Neighboring communities may not have Scouts, but they’d love to see and support you!
• Attitude affects Aptitude• Sell what we all believe in – SCOUTING!• Scouts in Class A Uniforms, represent Scouting well!• Scouts using the suggested Sales Presentation don’t
have to think about what to say• Your Scouts looking adults in the eye and speaking
directly to them, show consumers respect and will blow them away with what they represent
• Most of all, celebrate your participating Scouts as they earn their way!
Goal of a Unit Kick-Off
In 2020 it is more important than ever to get everyone on board to fund your
entire Scouting program
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Parents understanding how the Popcorn Sale benefits their child and his/her Scouting Program
+Leaders understanding how the Popcorn Sale provides a better Scouting experience
= More Scouts Selling and aBetter Program for your Unit
THIS IS THE YEAR TO BUILD AND COMMUNICATE A GREAT PLAN!
Pay Anywhere
• FREE app and FREE card readers• 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.campmasters.org/pay-anywhere
Poll Question
Will your unit set up a PayAnywhere account and accept credit card payments?
Picking Up PopcornWhat Size car do I need to pick-up the popcorn?• Midsize car- 20 case• Luxury size car- 40 case• Mini Van- 60 cases• Large SUV- 70 cases• U-Haul- over 70 cases
*Keep in mind some cases vary in size
Pick-up Popcorn in ONE trip40
Questions?
For those listening on the webinar:
• There is a spot to type in your questions
For those meeting at one of the district locations:
• Step up to the microphone to ask your question
• Or – the district executive can ask the question for you
Other Key Leader Briefing sessions
For those that missed tonight's briefing:
• Thursday, August 13 @ 7:30 pm (central) webinar
• Tuesday, August 18 @ 7:00 pm (central) webinar
Michael Beck Sales Techniques
• Tuesday, September 8 @ 7:00 pm (central) webinar
Visit https://www.nlcbsa.org/popcorn
Before you leave tonight…
Let us know if you plan on Ordering Online or Calling in the Order
• Typing your unit number and answer in the chat box
• Adding your answer to the sign in sheet
Thank you for participating this evening!
