prepared. for life. highest opportunity unit training
TRANSCRIPT
Prepared. For Life.
Highest Opportunity Unit
Training
Prepared. For Life.
Agenda• Welcome/Introductions• What is a Highest Opportunity Unit?• Why we sell popcorn?• Ideal Year of Scouting/Program Planning• 2014 Product Mix• Tips for Success• Key items for Highest Opportunity Units• How can we support you?• Comments/Questions
2010 Consumer SpendingWhy Do We Sell Popcorn?Because the Popcorn Sale is the biggest Pikes Peak
Council-sanctioned FUNDRAISER…
Because it is:
• Safe for Scouts and no risk to the Units• Delivers the most back to Scouting• Scouts can wear their uniform when
participating• The council supplies the forms, provides training,
pays for the 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)
Trail’s End Commitment
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
$47
$91
Assumes 34% 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 for more money all the time
• Raise the most amount of money possible, in the least amount of time, with the least amount of effort
• Ask your Scouting families to do fewer fundraisers… so they can spend MORE time on Scouting
• 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 and never join
• Have the ability to send more Scouts to different camping opportunities
• Allow your Scouts to experience things they otherwise might 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?
Prepared. For Life.
2014 Product Mix
2010 Consumer Spending
Retail Price Point
Chocolate Lover’s Collection (box) $55
Cheese Lover’s Collection $35
Silver Military Donation $30
White Chocolatey Pretzels $25
18 Pack Kettle Corn MW $25
Chocolatey Caramel Crunch $25
Caramel Corn with Almonds, Pecans, Cashews $20
Dark and White Chocolatey Drizzle $20
18 Pack Unbelievable Butter MW $20
18 Pack Butter Light MW $20
2014 Product Line
2010 Consumer Spending
Retail Price Point
White Cheddar Cheese
$15
Bacon Ranch $15
Buffalo Cheddar $15
Jalapeño Cheddar $15
Caramel Corn $10
Popping Corn
$10
3pk MW Butter Popcorn (Show & Sell Only) $5
2014 Product Line
Prepared. For Life.
Tips for Success in
2014
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 scout with Pack/Troop ___. I’m selling Trail’s End Popcorn, it is very good popcorn. Over 70% of the money we raise goes to our local scouting community. Scouting teaches good sportsmanship, good citizenship, and many other life skills. So, would you like to support the scouts by purchasing some popcorn? – actual pitch from 2013 national top seller
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• Have a “celebration” event in January!• Hold a fun event for those who met goals
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
Average Sales Per Scout In Pack 119
2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 20130
200
400
600
800
1000
1200
1400
100 100
240
450
600675 686 700
837912
1053
1333
Give Your Scouts A Ramp for Paying Dues
Product Total Sold Unit Profit
Dues OwedBy Scout
$351 and Up $61.43 and Up $0
$301-$350 $52.68 - $61.25 $10
$251-$300 $43.93 - $52.50 $20
$201-250 $35.18 - $43.75 $25
$151-$200 $26.43 - $35.00 $35
$101-$150 $17.68 - $26.25 $45
$100 and Under $17.50 and Under $60
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%
Unit 17%
Total 34%
Example of Bonus Credits For Scout When Higher Sales Are Reached
If Scouts Sales Total$0 - $999
Scout 21%
Unit 13%
Total 34%Sco
ut 24%
Unit 10%
Total 34%
If Scouts Sales Total
$1000-$1749
If Scouts Sales Total
$1750 and Up
Prepared. For Life.
Key Items• Assign your unit popcorn kernel early• Attend our Council Kickoff• Have your own exciting Unit Kickoff• Promote our Scout Kickoff (Date TBD)• Participate in all types of the sale
• Show & Sell• Show & Deliver • Door to Door Sales• Online Sales
Prepared. For Life.
Show & Sell• Track time at booths, locations, weather, number of people and
sales per hour• Use banners provided by Pikes Peak Council• Take credit cards using charging systems of your choice• Select nonstandard sites
• Gas stations• Sporting goods stores• Truck stops• Etc.
Prepared. For Life.
Show & Deliver• Map out the neighborhood• Have unit blitz days with product available and close by• Check out product for use with NO RISK to the unit• Collect data on sales
Prepared. For Life.
Door to Door• Map out the neighborhood• Have unit blitz days• Collect data on sales• Encourage all families in your unit to sell door to door• Encourage systematic coverage of your neighborhood, knock on
every door• Leave door hangers with contact information when no one
answers
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Online Sales• Make sure every scout has an online account• Promote the online sales• Remember that online sales CANNOT replace regular door to
door sales
Prepared. For Life.
Key Dates• Council Popcorn Kickoff – August 26th and 28th • Show & Sell Order Due online – September 2nd
• Door to Door sales begin – September 5th
• Scout Kickoff – September 6th – TENTATIVE• Show & Sell Distribution – September 13th
• Door to Door Orders Due online – October 16th
• Door to Door Distribution – November 1st • Money due to Council Office – November 25th
Prepared. For Life.
How can we support your
unit?
Prepared. For Life.
Questions, Comments?