1. Prepared. For Life. Highest Opportunity Unit Training

2. 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

3. 2010 Consumer Spending Why Do We Sell Popcorn? 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

4. 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) Trail’s End Commitment

5. 2010 Consumer Spending Wall Street Journal Article November 7, 2013 5

6. Prepared. For Life. Ideal Year of Scouting

7. 2010 Consumer Spending Why Do We Sell Popcorn? To FUND… a Great, Robust, Rewarding and… FUN Scouting Program Year! Why Do We Sell Popcorn?

8. $138 $47 $91 Assumes 34% Unit Commission & 4% Prize Current Sales per Scout = $ 136 Sales Needed to meet budget = $389

9. 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

10. How Can We Help? 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 Ideal Year of Scouting Purpose

11. 2010 Consumer Spending Dream BIG for Your Program! What will YOUR Unit do this year? Where will YOUR Unit go?

12. Prepared. For Life. 2014 Product Mix

13. 2010 Consumer Spending Promotion of Scouting and Packaging Variety 2014 Product Highlights 32

14. 2010 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 2014 Product Line

15. 2010 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 2014 Product Line

16. Prepared. For Life. Tips for Success in 2014

17. 2010 Consumer Spending Importance of Setting Goals 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. 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:

18. 3 $200 1 2 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 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. $600 This is only the start! Imagine what happens when I keep selling? I could pay for my own Summer Camp! Scout’s Plan to $600 and BEYOND!

19. 2010 Consumer Spending The Kickoff is Crucial 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!

20. 2010 Consumer Spending Teaching Scouts How to Sell 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?”

21. 2010 Consumer Spending Communicate to Parents 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 ALSO, it’s important to follow up after your kickoff and throughout the sale with important sale information. No one put their Son into Scouting to sell something. But funding comes from somewhere. Ask the community to support Scouting!

22. 2010 Consumer Spending Other Tips & Strategies “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

23. Prepared. For Life. Case Study: Pack 119 Farmington, Minnesota

24. Under $5,000 in Sales Increased to $80,000 Registered Scouts: 70 Scouts: 50 Registered Scouts: 40 Scouts: 40 Scouts: 60 Registered Scouts: 60 Registered Scouts: 35 Scouts: 40 Registered Scouts: 25 Scouts: 35

25. Average Sales Per Scout In Pack 119

26. Give Your Scouts A Ramp for Paying Dues Product Total SoldUnit 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

27. Break Down Scout Sales Goals to be Less Intimidating Sales GoalSales Per WeekSales Per Day Average # Items Per Day $350$70$101 $750$150$201.5 $1000$200$272 $1500$300$402.5 $1750$350$473 $2000$400$543 $2500$500$684 Example: Fall Trails End Popcorn Sale Using 5 Weeks of Sales

28. Scout 17% Unit 17% Total 34% Example of Bonus Credits For Scout When Higher Sales Are Reached If Scouts Sales Total $0 - $999 Scout 21% Unit 13% Total 34% Scout 24% Unit 10% Total 34% If Scouts Sales Total $1000-$1749 If Scouts Sales Total $1750 and Up

29. Hold a Celebration for Great Selling Effort Throw Some Pies!!!!

30. Prepared. For Life. 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

31. 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.

32. 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

33. 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

34. 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

35. Prepared. For Life. Key Dates Council Popcorn Kickoff – August 26 th and 28 th Show & Sell Order Due online – September 2 nd Door to Door sales begin – September 5 th Scout Kickoff – September 6 th – TENTATIVE Show & Sell Distribution – September 13 th Door to Door Orders Due online – October 16 th Door to Door Distribution – November 1 st Money due to Council Office – November 25 th

36. Prepared. For Life. How can we support your unit?

37. Prepared. For Life. Questions, Comments?