1. ©2013 Trail’s End®. All rights reserved. Welcome!

2. The Key Steps to a Successful Sale 1. Goal-setting - Budgeting and planning. “What is the goal?” - Fulfilling the Scouts Dreams! 2. Communication at a GREAT Unit Kickoff - Kickoff Needs to be Fun, exciting and motivating - Clear explanation of the sale / benefits to Scout families - Training Scouts: salesmanship & safety 3. Execution of the sale - Unit Incentives, rewards, etc. - Tracking

3. ©2013 Trail’s End®. All rights reserved. Goal Setting

4. Goal-Setting 1.Calculate your cost to have an “Ideal Year of Scouting” for your unit, to take a trip, etc. 2.Determine how much popcorn you would need to sell to reach your budget goal. - Budget goal / Commission = Sales Goal 3.Set a dollar sales goal per Scout. - Sales goal / # of Scouts or Families = Scout Goal 4.Break the goal down to a container goal. - Scout goal / $20.00 (avg. retail) = Container goal  Two of every three people asked will buy

5. Sales Goal Type in budget goal Enter # of Scouts

6. Secret Formula 25 families in our unit $3,500 Needed for Program Costs ($140 / Scout) $12,500 Worth of Popcorn to Sell $500 Per-Scout Sales Goal 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” on average.

7. Take the Challenge and Fill Up One Take Order form in LESS than One Week Daily Activity Plan Number of items to Sell Saturday (Blitz Day): 15 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. Monday: Sell to Mom and Dad at home after your Scout meeting. 2 item Tuesday: Sell to neighbors on both sides and two neighbors across the street 3 items 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…..…………………………………………… 30 Containers

8. ©2013 Trail’s End®. All rights reserved. Communication

9. It starts with hosting a GREAT Unit Kick-Off!

10. 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

11. The Unit Popcorn Kickoff Make it FUN! At your unit’s popcorn kickoff, consider having decorations, pop some popcorn, play music, balloons, sport a silly hat or costume, etc. Play games with the Scouts, and explain any additional Unit and Council prizes that a Scout selling popcorn can receive.

12. The Unit Popcorn Kickoff Communicate Well The Unit’s Kickoff is the first exposure to the sale for many Scouts and parents They will learn what this is for, and how to do it Scouts need to be trained on what to say at the door Parents need to understand “What’s in it for me” (hand out documentation) Remind all of the program, the popcorn sale goals, and how Blitz Day will work

13. Tell Parents, “What’s in it for them” Sell $__, and you don’t have to open your checkbook! Sell $ __, and your Scout learns to “earn their own way” and other life-lessons like: self reliance, communication, and perseverance. Sell $__, and your unit has the funds to execute a fun-filled Scouting program!

14. Communication Clearly explain the sale and the benefits to Parents

15. Letter to Parents (cont.)

16. Communication Training Scouts: Salesmanship Hi sir, my name is _______________ (say first name only). I’m a C/B Scout with Pack/Troop ______. We’re selling popcorn to help raise money for our Pack/Troop and so that I can go to Camp. I have a sales goal of ____. Will you help me?

17. Mentioning a SALES GOAL to a potential customer and asking them to help the Scout REACH HIS SALES GOAL will produce more sales and fewer rejections! DO NOT say to the consumer, “Do you want to buy some popcorn?” Instead, state one of the following: “Will you help me reach my goal?” “Will you help me get to camp?” “Will you help me earn a college scholarship?” Communication Training Scouts: Salesmanship

18. Communication Training Scouts: Safety Always wear your uniform. Always sell with an adult Never enter anyone’s home Be polite and always say “Thank You” Always stay on the sidewalks and driveways Do not sell after dark

19. ©2013 Trail’s End®. All rights reserved. Executing the Campaign

20. The Unit Popcorn Kernel The success of a Unit’s Popcorn Sale is actually determined more by what the Unit Popcorn Kernel does than anything else. He or she has a major impact on the participation rate of Scouts and parents, the level of excitement, and as a result, the overall profitability of the sale.

21. Unit Incentives 1.Door prizes during the kick-off (QUANTITY not quality!) 2.Pizza party / ice cream sundaes for the top selling den 3.Extra incentive for Scouts who fill a sheet and/or hit their sales goal. 4.Prize for top seller in Pack or Troop. Examples: Gift cards, iTunes card, GameStop, fishing pole, back pack, Scout shop gift certificate, etc. 5.And of course the ever popular….

24. Unit Incentives What are YOUR unit’s incentives this year? Ask Your Scouts… Ask Your Parents… Ask Your Fellow Leaders… Be Creative! Invest In Your Sale!

25. Tracking Encourage your Scouts to provide weekly updates on their sales progress Share this info with your Scout families Create a friendly, competitive atmosphere between selling Scouts Weekly rewards to being sales leader Remind all of the Scout / unit sales goals

26. What To Do Now? Go Back and Talk to Your Unit’s Leadership… Think About And Plan Out How You’re Going to Be Successful: Who within the Unit can assist you to make your Unit kickoff FUN for the Scouts? Find that person! What kinds of things will you do to make your Unit’s kickoff a GREAT Event? Be creative & plan it! What Unit level incentives will you offer? Motivate! What will reaching the goals you suggest do for your Scouting families / Parents? Inform! Take the potential from here back to your unit!

27. ©2013 Trail’s End®. All rights reserved. 2013 Product Mix

28. New for 2013… Bacon Ranch Tin Jalapeno Cheddar Ready-to-eat Kettle Corn

29. Why the New Ready-to-Eat Items? Ready-to-Eat popcorn is experiencing exponential growth in the marketplace Bold and unique flavors are driving this shift Trail’s End has identified a unique opportunity for Scouting by offering a multitude of new flavors that are popular with consumers while being at the price points volunteers are requesting

31. Questions? Comments?

32. Thank You & Good Luck With Your Sale!

33. ©2013 Trail’s End®. All rights reserved.

34. Packet Contents Commitment Form Key Dates Job Description Sample Script Bonus Commission Form Order Forms

35. Key Dates October 4 – Unit Show & Deliver Order Due 8 – Council Show & Deliver Order Due 16 – Show & Deliver Popcorn Arrives 17 – Unit Show & Deliver Popcorn pick-up 18 – Popcorn Sale Begins November 20 – Unit Popcorn Orders due/Prize Orders Due 22 – Council Popcorn Order Due December 3 – Popcorn arrives at warehouse 4 – Distribution to District Sites 5 – Unit Popcorn pick-up 20 – Popcorn $ Due to council

36. Product Mix $60 – 567 - Chocolate Lover’s Tin $43 – 573 - Sweet and Savory Collection $31 – 954 - Cheese Lover’s Collection $25 – 1296 - White Chocolatey Pretzels $25 – 849 - 18-pack Kettle Corn $20 – 2319 - 18-pack Unbelievable Butter $20 – 1332 - 18-pack Butter Light $21 – NEW - Bacon Ranch Tin $21 – 2376 - Caramel Corn with Almonds and Pecans $21 – 1040 - Butter Toffee Light $15 – NEW - Jalapeno Cheddar $15 – NEW - Kettle Corn Pre-popped $11 – 4080 - Caramel Corn

37. Bonus Popcorn Commission Achievement Base Commission 30% Potential Commission 40% District _______________________ Unit Type and Number __________ Your unit may qualify for up to an additional 10% bonus for completing the following: Additional 5% Identify a Unit Popcorn Kernel Kernel: Name: ___________________________Phone: _________________ Email: ______________________________________________________ Hold a Unit Level Kick Off prior to the start of the sale Our Kick Off will be conducted on: ____________________________ All orders are placed on time and payment is received in the Council Office on time Establish a Unit Goal Our Unit Goal for 2012 is : ___________ Additional 5% Increase your unit’s gross sale over 2012 by 5% (if your unit did not sell in 2012, you may qualify by selling a minimum of $462 per selling Scout) 2012 Gross Sale: _______________ 2013 Gross Sale: _______________ (needed to achieve 5% bonus). If you meet both sets of criteria you qualify for an additional 10% bonus commission. Your unit’s bonus commission will be applied to your Scout account after the end of the sale

38. Good Luck!