Transcript Document

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
Prepared. For Life.
Why Do
We Sell Spending
Popcorn?
2010
Consumer
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
Trail’s End Commitment
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)
Wall Consumer
Street Journal
Article
2010
Spending
November 7, 2013
5
Ideal Year of
Scouting
Prepared. For Life.
Why
WhyDo
DoWe
WeSell
Sell Popcorn?
Popcorn?
2010
Consumer
Spending
To FUND…
a Great, Robust,
Rewarding and…
FUN Scouting Program
Year!
Why Do We Sell Popcorn?
$140
$120
$100
$80
$60
$40
$20
$0
$91
$138
$47
Unit Budget
Popcorn Commission
Assumes 34% Unit Commission & 4% Prize
Current Sales per Scout = $ 136
Sales 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
Ideal Year
HowofCan
Scouting
We Help?
Purpose
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
Dream
BIG for Your
Program!
2010 Consumer
Spending
What will YOUR Unit do this
year? Where will YOUR Unit go?
2014 Product
Mix
Prepared. For Life.
2014Consumer
Product Highlights
2010
Spending
Promotion of Scouting and Packaging Variety
32
Product
Line
20102014
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
Product
Line
20102014
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
Tips for
Success in 2014
Prepared. For Life.
Importance
of Setting
Goals
2010 Consumer
Spending
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:
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.
Scout’s Plan to $600 and BEYOND!
3 $200
2 $200
1 $200
$600
I 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 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.
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.
TheConsumer
Kickoff isSpending
Crucial
2010
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!
Teaching
Scouts How
to Sell
2010 Consumer
Spending
Want 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?”
Communicate
Parents
2010
ConsumertoSpending
No one put their Son into Scouting to sell something. But funding
comes from somewhere. Ask the community to support Scouting!
ALSO, it’s important to follow up after your kickoff and
throughout the sale with important sale information.
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
Other
Tips & Strategies
2010
Consumer
Spending
•
•
•
•
•
“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
Case Study: Pack 119
Farmington, Minnesota
Prepared. For Life.
$10,000
Scouts: 60
$20,000
Registered Scouts: 25
Registered Scouts: 35
Registered Scouts: 35
Scouts: 35
Scouts: 40
Scouts: 45
Scouts: 40
$50,000
Registered Scouts: 40
Scouts: 40
$40,000
Registered Scouts: 40
Registered Scouts: 70
Registered Scouts: 80
Registered Scouts: 60
$0
Scouts: 50
Under $5,000 in Sales
Increased to $80,000
$80,000
$70,000
$60,000
Pack 120
Pack 119
$30,000
2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013
Average Sales Per Scout In Pack 119
1400
1333
1200
1053
1000
912
837
800
675
600
686
700
600
450
400
240
200
100
100
0
2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013
Give Your Scouts A Ramp for
Paying Dues
Product Total Sold
Unit
Profit
Dues Owed
By 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 Sales
Goals to be Less Intimidating
Example: Fall Trails End Popcorn Sale Using 5 Weeks of Sales
Sales Goal
Sales Per Week
Sales Per Day
Average # 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 of Bonus Credits For Scout When
Higher Sales Are Reached
Scout
17%
Unit
17%
Total
34%
If Scouts
Sales Total
$1000-$1749
Scout
21%
Unit
13%
Total
34%
If Scouts Sales
Total
$1750 and Up
Scout
24%
Unit
10%
Total
34%
If Scouts
Sales Total
$0 - $999
Hold a Celebration for Great
Selling Effort
Throw Some
Pies!!!!
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
Prepared. For Life.
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?
Prepared. For Life.