2. Commission Plan 30% for selling 5% Do Your Best Bonus Total Possible Commission = 35% Online Commission = Straight 30% To qualify for Performance Bonus, units must beat their high watermark for the past 5 years. Must also order in FULL CASES. Limited supply of popcorn will be available at Scout Shop! Basic Information

3. Calendar 9/12All Show & Sell Orders Submitted into Popcorn System 9/27Show & Sell Product Pick-Up/Sale Kickoff Date 11/7Show & Sell Product Return/Settlement 11/11Take Orders due / Prize Orders submitted 11/22Take Order Product Pickup 12/12Final Invoices Cleared Basic Information

4. Great Prize Program Prizes shipped directly to unit Popcorn Kernel via Visa Reward Card or Scout Stuff Top Seller Prizes Top Seller in each District will receive a $50 Visa Reward Card Top 3 Sellers in the Council will receive their choice of a Scholarship to a ONSC Council Summer Camp/Cub Camp or a $100 Visa Reward Card “Fish Club” and Additional Scout Incentives $400 ClubFishing Lure $750 ClubFish Club Membership $1,000 ClubWet ‘n Wild Ticket $2,500 ClubChoice of Ipad Mini, Nano, Kindle Fire or $150 Camp Scholarship $5,000 ClubChoice of Ipad, Wii U, PS4 or Xbox Scholarship Program Form Scouts Selling over $2,500 qualify for a college scholarship! Basic Prize Information

5. Online Sales Straight 30% Commission Gift Cards for Achieving Online Benchmarks of: $250 - $15 Reward Card $500 - $50 Reward Card $750 - $75 Reward Card $1,000 - $125 Reward Card Online Sales

6. Don’t forget all of these other great Prizes! Additional Awards To Those Achieving Sales Of $400 and up! 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). GOAL Setting is the Key!

7. Unit Kernel Responsibilities As a Unit Popcorn Kernel… Sale has to be communicated clearly to parents, and be simple so they “get it” and so they care. Info must be: –Precise, simple and specific! Goal-setting, helping Scouts understand achievement and to give them opportunity to learn a solid work ethic. Must be “ongoing motivation” Other details: how to set up Unit goals and encourage them to get Show-N-Sell sites secured

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

10. Setting Unit Budgets Setting a budget does several things –It explains how much your unit needs to sell –It tells how much each scout is responsible for selling –Makes units set year-long calendar (Planning!) –Helps parents understand the financial need of the unit –Creating the budget gets organized for the Ideal Year of Scouting

11. Ideal Year of Scouting 1.Plan the unit’s complete annual program 2.Develop a budget that includes enough income to achieve the units goals 3.Identify all sources of income and then determine the amount of product sale and the sales goal per youth member that will be needed to reach the income goal 4.Gain commitments from parents, leaders and all youth.

12. Total Coverage Plan Units Sign up for areas? Have a complete “coverage plan” for your neighborhood / community during the Popcorn Sale. Again, think ahead and plan out in advance Again, think ahead and plan out in advance Take a few minutes before the Unit Kickoff to define your Unit’s area, then, keep track of what part(s) were covered during Blitz Week, and push your Scouts during your Unit’s “fun activity” at the end of Blitz Week to keep going. “Let’s Give Every Consumer in Our Area the Opportunity to Support Scouting and to Support our Unit.” You’ve no doubt heard, “Let’s 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…

13. Online Sales Online selling allows Scouts to sell to faraway friends and family. 70% of every purchase goes to the Scout’s unit and council in his name. Why sell online?  Drives incremental revenue.  It’s easy! Scouts create their own accounts on scouts.trails-end.com.  All online sales starting Aug. 1 through your council’s sale end date count toward Scout Rewards (end date shown in leader and Scout accounts).  Diverse national product line, different from your paper order form. USED TO DRIVE ADDITIONAL REVENUE! NOT A SUBSTITUTE FOR DOOR-TO-DOOR SALES!

14. http://leaders.trails-end.com View Online Sales

17. Become a member of Fish Club Cool Patch! Zebco 202 Rod & Reel Ticket to the Fish Club event at Woodfield Scout Preserve ! This event is a family fun day at Woodfield Fish Club

18. Kick Off Kits  All units will receive a kick off kit full of information necessary to perform their sale.  More information is available on www.trails-end.com.

19. Physical Prizes and Reward Cards! Chocolately Caramel Crunch Popped Kettle Corn White Cheddar Cheese Corn New Flavors in Sweet & Savory Changes This Year

20.  Fill It Up Prizes  Physical Prizes and Reward Cards  Fish Club Prizes  More Top Youth Incentives by District  Higher Unit Commission if Do Your Best Goal achieved Council Programs

21.  2 Options:  $30 Silver  $50 Gold  Accounted for 688 cases in 2013.  Over $25,000 brought in off of Military orders. Military Orders

22. Sweet & Savory Improvements  Dark & White Chocolately Drizzle  White Cheddar Cheese Corn  Kettle Corn

23.  Buffalo Cheddar Cheddar Cheese  White Cheddar  Cheddar Cheese Cheese Lovers Collection

24. New Products!

25. New Products White Cheddar Cheese Corn Pre-popped Kettle Corn Chocolatey Caramel Crunch

26. The rest of the starting line-up…  Unbelievable Butter and Butter Light 18 pack MW  White Chocolatey Pretzels  Caramel corn w/ Nuts  Dark & White Chocolatey Drizzle  Bacon Ranch  Buffalo Cheddar  Jalapeno Cheddar  Classic Carmel Corn Other Products

27. Things to Ponder About Selling Ask More Consumers! 7 out of 10 people buy when asked They believe in the value & quality of our popcorn They want to support Scouting 81% have NOT been asked to buy popcorn 70% are asked by a friend or relative If every Scout in our council averages $150 that would mean over $930,000 back to local scouting!

28. Show & Sell Product can be checked out for Show & Sell Product must be ordered by 9/12 and reconciled by 11/7 Units are encouraged to contact local businesses to set up storefronts No chocolate products available Under $30 items Same commission structure

29. 3 $200 1 2 $100 $450 I work at least two booths and I should get about $225 each time I work at least 2 hours. I signed up for the following: ____________ & ___________ 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. 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. $750 This is only the start! Imagine what happens when I keep selling? I could pay for my own Summer Camp, Get a new Scout Shirt… the list is endless!

31. Have a Great Unit Kickoff  We are starting training earlier to give time for good planning for Kickoff  Unit Kickoffs are the best way to help motivate your scouts to sell popcorn.  Have additional unit prizes such as Pie in the Face for hitting sales goals or go extreme like shave your head for hitting goal.  Excitement is the key, make it fun!

32. Unit Kickoff Tips  Have a 30-minute fun-filled Popcorn Kickoff:  Present your activity plan to give families a reason to sell  Have door prizes and games  Show all the incentives Scouts can earn – use the Blaster!  Role play with your Scouts so they’re ready to sell  Refer to your Popcorn Sale Guidebook  Customize the Kickoff Presentation in the Virtual Sale Planner  Watch the training videos at trails-end.com for ideas  Invest a little in your kickoff to reap huge rewards with your Sale!

33. Fill It Up Average filled sheet is $500-$600 Commission is approximately $200-$250 Invest in a GRAND PRIZE for your unit! Fill it up Drawings on the Council Level Implement Unit Incentives

34. 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… We have to train your sales force and get them comfortable speaking to adults! A “sales script” should be demonstrated to the group. Have the scouts roll play with the leaders & parents at the kickoff so they have the confidence they need to be successful! Unit Sales Tips

35.  Always wear your Class A Uniform.  Always sell with an adult and/or with a group.  Never enter anyone’s home.  Do not sell after dark.  Always stay on the sidewalks and driveways.  Never carry large amounts of cash.  Practice your sales pitch…..

36. Unit Sales Speech  Hi, my name is ________ (say first name only).  I’m a cub scout with Pack _________.  I’m selling Trail’s End Popcorn so that I can earn my way to camp.  You can support me by buying some of our gourmet popcorn (so hand the customer the Take Order form and a pen).  Will you help me earn my way to camp?

37. Use Communication Tools Use the Trail’s End Email Library to communicate often with Scout families.  Several templates to choose from  Send to hundreds of email addresses at one time  Many templates are customizable  Kickoff invitation, $600 Club promotion, online selling and much more!

38. Keeping your families engaged. No news is NOT good news. You have to keep the sale in front of your scout families throughout the course of the campaign. But we have some tools to help you and they can be found at the TE website…  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  Improved email “invite” functionality Communication

39. Email Templates. At the Trail’s End Website… Communication

40. What To Do NOW? Spend Some Time to PLAN Things Out Spend Some Time to PLAN Things Out First, make sure your District’s Program is set, or determine the costs / set your Unit’s popcorn sales goal and the “per-Scout” goals” based on those costs. Then, plan your Unit’s Kickoff and your total coverage plan. Have a Great Unit Popcorn Kickoff Have a Great Unit Popcorn Kickoff Create excitement by explaining the year’s program, prizes, any additional Unit incentives, play games, etc. Give out the sales goals, and communicate to Leaders about what’s “in it for them”. Also, make sure your Scouts are trained, and explain unit popcorn plan / details. Total Coverage Plan/Show & Sell Total Coverage Plan/Show & Sell Help your Scouts get off to a good start. What’s your coverage plan for the community / neighborhood, and any nearby ones where your Scouts can sell? Should units sign up like Scouting for Food? Keep Going to Reach Goals Keep Going to Reach Goals Remind leaders 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!

41. 2014 Program Specifics We got your back. The following folks are your support. Don’t be shy in firing off an email if you have a question… Council Staff Advisor: Travis Rubelee (travis.rubelee@scouting.org)travis.rubelee@scouting.org Your District Executive: (www.bsaonsc.org)www.bsaonsc.org Trail’s End Online Support: support@trails-end.comsupport@trails-end.com Trail’s End Scholarship Support: scholarship@trails-end.comscholarship@trails-end.com Key Contacts