Golden Spread Council

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• Double the Revenue from your Popcorn Sale

Golden Spread Council
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T.E.A.M. the Sale in 2008!
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• Train the Leaders More

• How to conduct a Family Kick Off
• How to set goals
• How to sell (sales methods)
• Commission structure and incentives
• Product and Pricing strategy (if needed)

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2.Engage the Parents More

• Excited about their Scouting Program
• Popcorn can pay for their Program
• How to set a goal
• How to be successful in the sale
• How to sell safely

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3. Ask More Consumers

• 7 out of 10 buy when asked
• They want to support Scouting
• They believe in/value Trails End Quality
• 72 have NOT been asked to buy
• 70 are asked by a friend or relative

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4. Motivate Scouts More

• Unit Popcorn Kick Off
• Supplement the Fill It Up Program
• Encourage Unit to offer added incentives
• Council Top Seller Programs
• Trails End Prize Program
• Trails End Top Seller Programs

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uper Popcorn ales for 2008

• Based on proven ideas, plan, presentation and
  results
• Built for those Units who WANT to increase
  their sales
• This plan should help you
• Motivate your Scouts more
• Gain participation from more parents
• Make your sale more profitable efficient
• Help your boys enjoy a more robust Scouting
  program
• Teach your boys how to earn their own way
• Spend more time on Scouting, and less on
  fundraising
• Help your Council

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Why Have a Great ale?

• Every Unit wants a quality Scouting program.
• No one likes playing check collector all year
  long.
• Popcorn offers your Scouting Families a simple,
  safe,
• effective RISK FREE fundraiser that helps
  teach your boys
• salesmanship, speaking skills, confidence,
  etc.
• Helps ensure the Councils financial stability.
• Helps your Scouts realize their Scouting
  interests dreams.
• Allows your Unit to stop worrying about dues,
  money to
• operate, having other fundraisers, etc.
• Less fundraising MORE Scouting FUN!
• If youre going to sell popcorn this year anyway,
  why not do a few simple things to raise a LOT
  more money?

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If your unit had 5000 to spend, how would you do
it?

• Unique Campout in the Wilderness
• New Equipment (maybe tents, backpacks,
• how about a new trailer?)
• Summer Camp
• Camp for Parents
• How about a totally FREE scouting program!

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The Program Basics

• Planning Your Sale
• A Unit will be successful if time is spent
  planning, budgeting, and establishing goals.
• Unit Popcorn Kickoff
• The most important step. This is where you train
  Scouts, create excitement, communicate with
  parents, give out goals, show prizes, etc.
• Blitz Day
• Crucial in order to get as many of your Scouts
  out selling, to get off to a good start as
  possible, and to cover your communities.
• Keep Going Until You Reach Your Goals
• Scouts should continue after Blitz Day until they
  reach their goals. Parents taking the form to
  work, another Blitz Day, selling in another town,
  etc.

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Planning Your Sale

• Planning out everything in advance is the main
  differentiator between those Units who have a
  good sale, and those who do not. Involve your
  Den Leaders!
• Is the Program Set?
• Most agree a Unit should have a robust program
  with camp and lots of Scouting activities to
  deliver the dream that young boys have when they
  join Scouting.
• What are the Costs?
• Depends on the Unit, depends on the program,
  depends on the parents. Once your Program and
  the costs are determined, decide what the
  proceeds from the Popcorn Sale will cover.
• Plan the Family Popcorn Kickoff and a Blitz
  Day.
• The first exposure to the sale for Scouts and
  parents. Make it fun, exciting, and informative.
  Your Blitz Day will not reach its potential
  without advance planning.

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Goal Setting

• Goal-setting is a big differentiator between
  Scouts (and Units) who succeed in the popcorn
  sale, and those who dont. Only 57 of Units had
  a defined goal on 2007 even fewer had per-scout
  goals.
• If the Unit reaches its goal, then Scouting is
  less expensive for parents, the boys have more
  FUN activities so they enjoy their experience
  more and stay in Scouting longer. Reaching ones
  goal is an achievement!
• The best way for a goal to make sense is to
  tie it to the program, but the goal must be
  comfortable for everyone.
• Insist the boys write their goal on their
  order form.
• An excellent idea is to suggest each Scout
  Fills Up the two order forms as their goal.
  The boys can visualize this and track their
  progress very easily. Its easier to follow than
  a dollar-based goal.

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• Whats the best way to goal-set?
• Follow the IDEAL YEAR OF SCOUTING in these 6
  simple steps!

• Planning
• Budgeting
• Goal Setting
• Communicating the Plan
• Earning the Money
• Executing the Plan

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Planning
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• 65 of all Scouts stated that scouting should
  take place year round.
• 59 of Scouts want to get involved in the
  planning/scheduling of activities
• 87 of the Parents think the Scouts should be
  involved in the planning process.
• Scouts and Parents are tired of The same old
  stuff
• Evaluate the previous years activities
• Fulfill the Scouts Dreams

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Planning

• List all the activities that the Scout want to
  participate in for the next 12 months.
• Be sure to include summer camp.
• Work with your District Executives and
  commissioners to include district and council
  activities.
• Seek advice from other leaders within the
  community.
• Get assistance in planning and scheduling
  activities from area (ball games, amusement
  parks, swim clubs, state parks, etc.).

Ideal Timing April-June
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Budgeting
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• Determine the cost for each activity you are
  planning within your calendar.
• Can go back to determine definite costs.
• Have other leaders/parents assist in the process.
• Determine the cost based upon the number of
  Scouts within your unit.
• Remember to fulfill the Scouts Dream

Ideal Timing April-August
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Goal Setting
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• Determine the sales goal in order to meet your
  units total annual plan.
• Set a goal per Scout. Parents want to know what
  they (scouting family) are responsible for.
• Units that set goals per Scout show significant
  increased in fundraising efforts, parental
  involvement, retention, etc.
• We have the opportunity to make parents true
  partners regarding this fundraiser b/c they can
  see directly how the money is going to benefit
  their son and his unit.

Ideal Timing April-August
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Goal Setting
IYOS Goal Setting _at_ the UNIT LEVEL
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Goal Setting
IYOS Goal Setting _at_ the SCOUT LEVEL
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Secret Formula

• Need to FILL UP an order form?
• (sell to 25 individual customers)
• Statistics show 2 of 3 consumers will buy when
  asked
• Number of Sales Needed 25
• Number of People to Ask to Support You 36
• The best way to explain the Per-Scout Goal Can
  you ASK 36 people? If so, 25 WILL say Yes!

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Communicate The Plan
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• 67 of all Parents feel that a meeting was the
  best way to communicate the Units annual plan.
• Parents also feel that multiple channels of
  communication are also essential.
• e-mail, web site, newsletter, phone, etc.
• 51 of parents went into Scouting expecting to
  pay between 25-149 for the year.
• Avoid surprises-communicate what the program is,
  what it will cost, and how to fund it!
• Hold program family kick-off meeting at a fun
  location firehouse, cookout at local park, ball
  park, etc.

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Communicate The Plan

• Explain to the parents what his and/or her child
  will get out of participating in the popcorn
  sale.
• Learning experiences, helping others, earning
  their own way, personal responsibility, etc.
• Request volunteer support from parents.
• Lay out annual plan so people may plan
  accordingly.
• 66 of parents hesitate to get involved due to
  time constraints.
• Distribute calendars and web site address to all
  parents and Scouts.

Ideal Timing August-September
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Earn The Money Needed
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• 83 of Cub Scout parents and 97 of Boy Scout
  parents feel that their child should earn his own
  way in Scouting.
• Distribute materials for the Popcorn sale.
• Review the products, commission structure, and
  incentives (prizes) for the boys.
• 52 of the Scouts were motivated by prizes

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Earn The Money Needed

• Review sales needed to reach the Scouts goal and
  review how money raised benefits Scouting.
• 39 of parents do not know how the money raised
  is spent.
• Recruit more Scouts.
• Get 100 participation from the Scouts and their
  parents.
• Monitor the sale from start to finish with weekly
  reports.

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Execute The Plan!
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• Keep the calendar (budget) updated.
• Communicate upcoming events well in advance.
• Constantly review activities for the future
  planning meetings.
• Track actual costs for all activities.
• DELIVER THE SCOUTING PROGRAM!

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Improve Parental Involvement
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Parental Involvement

• Parents want to know
• Whats in it for me and my Scout?
• How will this benefit our Unit?
• What do I need to do?

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Parental InvolvementWhats In It For Me?

• Success Engage at a Higher Level
• Scouting Values
• Scouts earn their own way
• Scouts learn responsibility
• Scouts learn perseverance

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Parental InvolvementWhats In It For Me?

• Success Engage at a Higher Level
• Scouting Achievement
• Salesmanship
• Communication
• Self Confidence

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Parental InvolvementUnit Benefits

• Success Engage at a Higher Level
• Win / Win for all in the unit
• Enhance Scouting Programs
• Provide needed equipment
• Reduce program costs

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Parental InvolvementWhat Do I Need To Do?

• Success Engage at a Higher Level
• Parental Support
• Attend Unit Kick off
• Donate time during the sale
• Encourage other parents to support the sale

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Parental InvolvementWhat Do I Need To Do?

• The Most Important Thing For A Parent To Do
• MAKE SURE YOUR SCOUT REACHES HIS SALES GOAL!!!

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Influence Factor

• Lack of information limits parental involvement

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The Parent Message

• You want to inform parents about opportunities
  the popcorn sale provides to improve Scout
  programs, but what are you going to say?
• Whats your units call to action?

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Letter to Parents

• Giving a letter to all the parents at the Family
  Popcorn Kickoff is an idea that successful Units
  tell us about repeatedly.
• The letter communicates the Units program,
  activities, and costs.
• It explains how the popcorn sale is going to
  be the ONE fundraiser for the program, and if
  parents wish to pay for the program through
  popcorn, the Unit really needs their
  participation.
• It gives the Units goal, the per-family
  goal, and what happens when the goal is reached.
  
• It explains Blitz Day and gives all the key
  dates for the sale.

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Letter to Parents (cont.)
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Who Thinks its Hard to Motivate Families??? To
Overcome thatCreate a Buzz!
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The Unit Popcorn Kickoff

• The Kickoff is the most important step to a
  successful sale. Scouts AND parents should know
  everything about your plan and be excited to sell
  after your Kickoff.
• Make it FUN.
• At your kickoff, consider having decorations, pop
  some popcorn, wear a costume or a popcorn hat,
  etc. Play games with the Scouts, and explain any
  additional Unit and Council prizes that a Scout
  selling popcorn can receive.
• Communicate Well.
• The Family Kickoff is the time where Scouts and
  parents learn what this is for, and how to do it.
  For Scouts, they need to be trained on what to
  say at the door. Parents need to understand the
  whats in it for me part / receive letter.
  Remind all of the program, the popcorn sale
  goals, and How Blitz Day will work.

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The Five Ps of the Kickoff

• Parents
• Program
• get everyone excited about your Units program
• Popcorn Sales Goals
• relate the program costs to the Scouts Popcorn
  Sales goal
• Prizes
• use prizes because they motivate!
• Party
• your kickoff needs to be like a party!

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Training The Scouts

• In addition to safety tips, training the Scouts
  on actually what to say at the door is very
  important. They should be able to repeat a 3-5
  sentence sales pitch to consumers in order to
  be successful.
• Knowing details about the products, pricing,
  tin designs, etc. isnt as important as being
  able to explain WHY hes raising the money.
• In advance, plan out what you feel comfortable
  with, and communicate it with your boys at the
  Kickoff several times. Have fun with it!
• A close is very helpful. For instance,
  Popcorn sales will allow me to be able to go to
  camp. Will you help me get to camp?

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Basic Salesmanship Training is also a key
component which includes
Specialized Unit Training
A Scouts Appearance

• All scouts dressed in standard uniform
• Everyone knows the presentation
• Scouts are polite at all times!
• Every consumer that listens to the message is
  shown appreciation for doing so!

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Basic Salesmanship Training The Presentation to
Succeed
Specialized Unit Training

• Tell them your name
• Tell them who you represent what your are doing
• Explain to them how they can help you
• Close the sale!

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Basic Salesmanship Training An Example

• Hello! My name is _______________
• Im a Cub Scout with Pack _________
• Im selling popcorn to go to camp next summer
• I have a sales goal of ____
• Will you help me reach my goal?

Have the boys practice until they dont have to
think about what they are going to say.
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Basic Salesmanship Training

• Also, mentioning a SALES GOAL to a potential
  customer and asking them to help the scout REACH
  HIS SALES GOAL could yield higher sales and fewer
  rejections especially considering the possible
  economic conditions this upcoming fall!

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Blitz Day!

• Blitz Day is the best way to start a Units sale.
  It gives Scouts an opportunity to sell, to sell
  with their friends, and to get off to a good
  start. It helps Units cover their communities.
• Again, advance planning is essential.
• Know the area (map?) and set it up for the Scouts
  and parents to cover it well. Have a fun
  activity planned for everyone afterwards where
  you can communicate more details / reminders to
  all.
• Ensure Parental Involvement
• After telling Parents at the Kickoff about the
  program, prizes, goals, etc., explain that Blitz
  Day is the one time the Unit needs their
  assistance. One to two parents per street (4
  Scouts).
• Ask More Consumers.
• 75 of consumers have never been asked, 2 out of
  3 buy when asked. Consumers will support
  Scouting if approached. Knock on more doors!

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2007 Blitz Day in East Texas Area Council

• 47 units participated, 5 of which did not sell in
  2006
• Total Blitz Day Sales 39,916, (35,952 in sales
  from units that sold in 2006)
• 348 boys sold on blitz days around the council
  and had an average of 107.97 in sales
• 9.6 of total Council Sale

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Total Coverage Plan

• Have a complete coverage plan beyond Blitz
  Day for your neighborhood / community during
  the Popcorn Sale.
• Again, think ahead and plan out in advance
• Take a few minutes before the Unit Kickoff to
  define your Units area, then, keep track of what
  part(s) were covered during Blitz Day, and push
  your Scouts during your Units fun activity at
  the end of Blitz Day to keep going.
• Lets Give Every Consumer in Our Area the
  Opportunity to Support Scouting and to Support
  our Unit.
• Youve no doubt heard, Lets give every boy the
  opportunity to experience Scouting? Communicate
  to your Scouts and parents that the Popcorn sale
  is how your community supports YOU! They will,
  if they are asked

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Keep Going

• During your fun event at the end of Blitz Day,
  have some prizes to hand out, remind everyone of
  the goals, the other prizes available and what
  happens if the goals are reached. Celebrate the
  good start youve had, and offer additional ideas
  and suggestions.
• Fill It Up prizes from the Council and Trails
  End.
• National Trails End Prizes (1,500
  Scholarship).
• Individual Scout Prizes (back of Family Sales
  guide).
• Additional Unit Prizes (pie in the face, Pizza
  Party, shave unit
• leaders head, etc.).
• Suggest Parents take the form to work.
• Where else to cover in the community? Nearby
  towns?
• Remind all when money is due, popcorn pick-up,
  etc.

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Take the Challenge and Fill It UpHow to Fill
Up One Take Order form in LESS than One Week

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• Daily Activity Plan Number of
  items to Sell
• Saturday (Blitz Day, October 7th)
  10 items
• Participate in your Den, Pack or Troop Blitz
  Event, or have Mom or Dad Drive you around to the
  homes of family and friends in other
  neighborhoods.
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• Monday Sell to Mom and Dad at home after your
  Scout meeting. 2 item
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• Tuesday Sell to neighbors on both sides and your
  neighbor across the street 3 items
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• Wednesday Call both of your Grandmas and two
  favorite Aunts 4 items
• Thursday See if Mom/Dad can take you in uniform
  to their work lunchroom 6 items
•  
• Friday Whew! Take a moment, and decide where
  to go sell over the weekend!
•  
• Total Sales.. 25 Containers

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Other Pack / Den Incentive Ideas

• They dont have to be expensive or extravagant
• Top-selling Scout Prize
• Top-selling Den Prize or Pizza Party
• Did Your Best Prize
• Pie in the face of the Leader of the
• Scouts choice
• Ask the Boys what will get them MOTIVATED!

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To Be Successful Remember This

• You Are NOT
• Just Selling Popcorn!

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You are REALLY Selling.

• The BOY
• SCOUTS of AMERICA!
• (and you already believe in this, dont you?)

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What To Do NOW?

• Spend Some Time to PLAN Things Out
• First, make sure your Units Program is set, or
  determine the costs / set your Units popcorn
  sales goal and the per-Scout goals based on
  those costs. Then, plan your Family Kickoff,
  your Blitz Day event, and your total coverage
  plan.
• Have a Great Unit Popcorn Kickoff
• Create excitement by explaining the years
  program, prizes, any additional Unit incentives,
  play games, etc. Give out the sales goals, and
  communicate to Parents about whats in it for
  them. Also, make sure your Scouts are trained,
  and explain your Blitz Day plan / details.
• Blitz Day
• Blitz Day help your Scouts get off to a good
  start. Whats your coverage plan for the
  community / neighborhood, and any nearby ones
  where your Scouts can sell?
• Keep Going to Reach Goals
• Remind Scouts that consumers will support them if
  they are asked because they believe in and value
  Scouting and trust the Trails End quality. HIT
  YOUR GOAL!

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Dont forget all of these other great Trails End
Prizes!
Additional Awards To Those Achieving Sales Of
1,500 (Gift cards). Scholarship Money for Those
Achieving Sales of 2,500 (6 of gross sales for
the sale period and 6 of every dollar sold
thereafter in subsequent annual sales). Dont be
afraid to set the bar high - the kids
will reach for it!!!
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Results from 2007
In 2007, Trails End trained 20 units from all
over East Texas Area Council. These packs,
troops, and crews sat through this same
presentation.

• Total sales of 70,783, which represents a 28.6
  increase vs. 2006 sales by the same units
• 17 of total the Councils sale in 2007 was
  generated by the 20 units that attended this
  special training

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• Questions
• or
• Comments

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Thank You Good Luck This Fall!