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

2. 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 = Scout Goal 4.Break the goal down to a container goal. - Scout goal / $20.00 (avg. retail) = Container goal “Two out of three people when asked will buy”

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

6. Secret Formula 25 Scouts in our Unit $3,000 Needed for Program Costs ($120 / Scout) $10,000 Worth of Popcorn to Sell $400 Per-Scout Sales Goal Number of Sales Needed: 20 Number of People to Ask to Support You: 30 The best way to explain the Per-Scout Goal: Can you ASK 30 people? If so, 20 should say “Yes.”

7. ©2013 Trail’s End®. All rights reserved. Communication

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

9. 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

10. The Unit Popcorn 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.

11. 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

12. 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!

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

14. Letter to Parents (cont.)

15. 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. You can support us by buying some of our delicious popcorn (hand the customer the Take Order form and a pen). Will you help me?

16. 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

17. ©2013 Trail’s End®. All rights reserved. Executing the Campaign

18. 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.

19. 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….

22. 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!

23. 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

24. 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!

25. ©2013 Trail’s End®. All rights reserved. 2013 Product Mix

26. New for 2013… Jalapeno Cheddar Cheese A product conceived by the volunteers right here in Texas Trail’s Council…

27. Also New for 2013… Sour Cream & Onion Buffalo Cheddar Cheese Dark & White Chocolatey Drizzle

28. Why So Many 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

30. Questions? Comments?

31. Thank You & Good Luck With Your Sale!

32. ©2013 Trail’s End®. All rights reserved.