Alamo Area Council, BSA 2013 Popcorn Training Presentation

3. $1,603,110.00
3% Increase
Over $570,000.00 in
unit commissions

4. 246 Units Sold
$6,516 Average per Unit

5. 5,454 Scouts Sold
$212.67 Average per Scout
12.9% Increase

6.  Military Donations - $30 and $50
 18 pk. Microwaveable Unbelievable Butter
 18 pk. Microwaveable Butter Lite
 18 pk. Microwaveable Kettle Corn
 Caramel Corn w/Assorted Nuts
 Caramel Corn
 Jalapeño Cheddar Cheese - NEW
 Cheddar Cheese - NEW
 Sour Cream & Onion – NEW

7.  Premium Chocolate Lover’s Collection in Tin
 Chocolate Lover’s Collection
 White Chocolatey Pretzels in Tin
 Sweet & Savory Collection – NEW
(Dark & White Chocolatey Drizzle, Cheddar Cheese Corn, Kettle Corn)
 Cheese Lovers Collection - NEW
(Cheddar Cheese Corn, White Cheddar Cheese Corn, Sour Cream & Cheese Corn)
 Dark & White Chocolatey Drizzle - NEW
 Bacon Ranch - NEW
 Buffalo Cheddar Cheese Corn - NEW

8. HOW DO WE INCREASE OUR
SALES AND HAVE A
SUCCESSFUL POPCORN
FUNDRAISER?

9. Tie the popcorn sale back to the unit’s
Scouting program
Show parents how selling popcorn will benefit the unit
and their son’s Scouting program.

10. 1. Plan
2. Budget
3. Set Goals
Plan your unit’s Scouting program by month, determine all of
your costs, and set unit and Scout sales goals.

11. • The instruction manual for your unit’s popcorn fundraiser is
The 2013 Popcorn Sales Guide in your Unit Sale Kit.
• This booklet is crucial to your unit’s success!
• The sales guide explains how to plan your annual scouting
program, assign a cost to those activities, determine a unit
budget, and finally set sales goals at the unit level.
Be sure to break down the unit sales goal to a
PER SCOUT or PER FAMILY LEVEL.

12. Units that set goals sell 2x more than
those that do not…

13. Plan a great unit popcorn kickoff!
It has to be:
• Fun for the scouts
• Informative for the parents
• Around 30-45 minutes at the most!
The POPCORN SALE GUIDEBOOK in your sales kit contains a section on
executing a good kickoff!

14. Your kickoff needs…
• A festive & fun atmosphere!
• Music
• Decorations
• Give-aways /Prizes

15. What’s the hardest sale to make?
The first one!
How are we going to help our scouts make
that first sale?
We are going to build the scouts’ confidence at the
kickoff by teaching them how to sell…

16. • We have to train your Scouts and get them
comfortable speaking to adults!
• A “sales script” should be demonstrated to the
group.
• Have the scouts role play with the leaders &
parents at the kickoff so they have the
confidence they need to be successful!

17. Want to close sales? Take the following approach when speaking to a
potential customer…
• Hi, my name is _____ and I’m a CUB SCOUT with PACK # ___.
• I’m selling popcorn so I can ______.
(go to camp / pay for my scouting program / earn a scholarship)
• I have a goal of $____.
• You can help me reach my goal by trying some of my popcorn!
• Will you help me?

18. Offer additional unit incentives
Highlight the standard prizes and council incentives
during the kickoff but also offer fun things within the
unit to increase scout motivation!

19. How to sell? Let us count the ways!
SHOW & SELL
TAKE ORDER
ONLINE at the Trail’s End website
(www.trails-end.com)

20. Get out there and let them see you!
Set up a space in front of a retailer on the weekends! Product on hand.
Sell, collect, deliver at one time!
 Set up your location(s) well in advance
Please do not contact H-E-B and Bass Pro Shop
 High-traffic retailers are a must
 Work with your council popcorn staff to limit over-ordering thereby
reducing the volume of product returned

21. Show & Sell/Deliver
Order for 5 Scouts
14 containers per Scout
Cases per Containers Scout
Scouts
2 11oz. Gourmet Caramel Corn 4
3 18-pack Unbelievable Butter Microwave Popcorn 3
2 18-pack Butter Light Microwave Popcorn 2
3 26 oz. Gourmet Caramel Corn with Almonds & Pecans 5
10 cases 78 containers 14 total
$ 220.00

22. Time to knock on some doors.
Scouts use the paper TAKE ORDER FORM and go door-to-door to sell to
family, friends, and neighbors.
 Set up a “Blitz Week” to blanket your neighborhood
 Load up the Wagon
 Make sure parent(s) take the form to work

23. Average spent per container is 2x as much as the traditional sale.
 Easy sign up at the TE website – scout family responsibility
 Now only ONE email is needed to enroll multiple scouts within a
single residence
 Consumer pays w/credit card - product is shipped directly to them
>>> Eliminates timely distribution and inventory

24. Communication
You have to keep the sale in front of your scout families throughout the course of the
campaign. We have some tools to help you and they can be found on the main Leader
page at the TE website…
• Email templates – plug and send
- Customizable
- Send out from the TE website as well
• www.AlamoAreaBSA.org/popcorn
• Newsletter

25. Important dates
Our sale will begin on _____________ and end on _______________
All online sales count toward Scout Rewards from Aug. 1 through __________
We will have a Unit Popcorn Kickoff:
Date ___________ Time _________ Location ___________________________
Money turn in date is ________________
Popcorn Pickup Date ____________ Location ___________________________
Goals
Our unit’s popcorn sales goal is $ ____________
Each Scout’s sales goal is $ ____________ to pay for a great Scouting program.
We plan to use the money we raise to do the following things:
1 _________________________________________________________
2 _________________________________________________________
3 _________________________________________________________
Our unit’s $600 Club rewards will be:
1 ________________________________________________________
2 ________________________________________________________
3 ________________________________________________________
Have questions -- need more information?
We can help you prepare for the sale and can answer any questions you have.
Contact: ______________ Email: ___________________ Phone: ___________
Contact: ______________ Email: ___________________ Phone: ___________
Unit Type: Unit #:
2013 Popcorn
Sale

26. • Not with Trail’s End
• Keller Marketing
• September RT

27. • Newsletter
• Contest
• Top Seller

28. •Emailed
•On website – www.AlamoAreaBSA.org/popcorn

30. •Scout Night
•Missions Game
•First Pitch

31. Deadlines
August & September 2013 Unit sales training
September 6, 2013 All units contacted and signed up to sell
September 9, 2013 Show & Sell/Deliver orders DUE through www.trails-end.com
September 21, 2013 Show & Sell/Deliver picked up by units at Graebel Movers
September 21, 2013 POPCORN SALE BEGINS
October 26, 2013 Show & Sell/Deliver return to Graebel Movers
October 26, 2013 Early payment for early 30% base commission
October 28, 2013 Take Order orders DUE through www.trails-end.com
October 28, 2013 Scout prize orders DUE
November 9, 2013 Take Order popcorn picked up by units at Graebel Movers
November 14, 2013 Early 30% base commission checks ready for pick up at the
service center
December 9, 2013 FULL payment DUE to qualify for full commissions
December 20, 2013 Commission drops to 20%
January 3, 2014 Full commission checks ready for pick up at the service center