1. Smile Scout in uniform, shirt tucked in Manners, please and thank you Tell the customer what they are supporting, why your selling (Show and Sell, lots of pictures of service projects & activities so they see what they are supporting) Speak clearly and in an appropriate volume Make eye contact Provide handouts to those homes you had no responses or when you delivery product, provide reorder info Make sure you have a clean order form with writing utensil Work on sales skits with Scouts so they are prepared to make a sale Salesmanship

3. Troop Sales Script KNOCK Script for customers that take time to review order form and don’t like/eat popcorn: Scout:Hi, I’m ____________________________ with Troop _________ I’m selling Trails End popcorn to support my Troop’s activities. Would you like to support us? Hand her/him the order form Customer:I’m sorry my husband and I don’t eat popcorn Scout:We also offer a Military Support item for either $30 or $50, would you like to support our Military Troops? Customer:Yes, that would be something I could do, let me get my check book Scout:Thank you for supporting our Military Troops and your local Boy Scout Troop_______.

4. Troop Sales Script KNOCK Script for customers that don’t have cash/check: Scout:Hi, I’m ____________________________ with Troop _________ I’m selling Trails End popcorn to support my Troop’s activities. Would you like to support us? Hand her/him the order form Customer:I’m sorry, I don’t have any Cash Scout:We accept checks and debit or credit card purchases using Smartphone credit card readers. We use First Data Mobil Pay Solutions which are encrypted and are safe for our merchants and customers. Customer:OK, let me get my debit card Scout:Thank you for supporting our Troop and your local Boy Scout Council.

5. Troop Sales Script KNOCK Script for “No” customers Scout:Hi, I’m ____________________________ with Troop _________ I’m selling Trails End popcorn to support my Troop’s activities. Would you like to support us? Hand her/him the order form Customer:I’m not interested but thank you. Scout:Thank you for your time; here’s a list of a few of our community service projects and activities with our Leaders contact information in case you would like to support our Troop, your community or Military Troops at a later date. By giving them that contact piece with some background on what your Unit does to give back to their Community and what activities your unit provides to your Scouts may capture a “No” sell and make it end with a “Yes”!

6. Troop Sales Script KNOCK Script for average “Yes” customers Scout:Hi, I’m ____________________________ with Troop _________ I’m selling Trails End popcorn to support my Troop’s activities. Would you like to support us? Hand her/him the order form Customer:Yes, and they began to fill out sale form Scout:Thank you for your support! Here’s a list of a few of our community service projects and activities so you can see how our unit and Scouting give back to our community and what fun activities you are supporting for our unit! It also has our Leader’s contact information, in case you would like to order additional product. Our sale ends October 23rd.

7. Troop Sales Script for businesses Hi, I’m __________________________________________ with Troop _______________________ I’m selling Trails End popcorn to support my Troop’s activities. Would your business like to purchase some popcorn as a give-away for purchasing a new vehicle or home or even employee Christmas gifts? By supporting our Troop sale you will be giving back to our community because we do service projects and help out at community events such as: Relay for Life - water booths Detrash the Wabash Conservation projects in our Community Parks Community Garden & Scouting for Food to fill local food banks

8. Funding a Pack or Troop’s Year of Scouting Hi, I’m _____________________________ with Pack __________ If you purchase popcorn you will be helping to support my unit’s entire year of Scouting! In addition: If I sell $600 I will receive a Fireteck Rocket If I sell $2,500 I qualify for a scholarship program that will invest in my academic future! Below are some of the things we do for our community: 6. Scouting for Food - to support local Food Pantries 7. Park Clean Up 8. Distribute Water at Relay for Life Event 9. Shoveling and/or Raking leaves for the Elderly 10. Conservation Project with the City These are some activities we do throughout the year: 5. Winter camping 5. Cub Day Camp 6. Pine Wood Derby 6. Bowlathon 7. Cub Fun Day 7. Scouting for Food 8. Belt Loop Activity Day 8. March in Town Parade and much more! Scouting prepares youth for the future and enables them to grow into well rounded, respectful and productive adults to lead and guide OUR country and future! Please contact my Scout unit leader if you would like to purchase popcorn to help fund our unit’s Year of Scouting! Unit Leader’s Name____________________ Phone ______________ Fillable PDF available for your use on-line Be sure to never use Scouts First & Last name nor their contact info. Use leaders. Safety is first priority

9. How to Approach Customers Want to close sales? Take the following approach when speaking to a potential customer… Hi, my name is _____ and I’m a C/B scout w/ P/T # ___. I’m selling popcorn so I can ______. (go to camp / pay for my scouting program / earn a scholarship) I have a goal of $____. You can help me reach my goal and support Scouting by trying some of my popcorn! Will you help me? More effective than asking, “Want to buy some popcorn?” don’t you think?

10. Online Selling You can sell to far-away friends and family, and Trail’s End ships the product directly to your customers. Online sales COUNT toward Scout Rewards! (starting August 1 through your council’s fall sale end date) Scouts create their own accounts on sell.trails-end.com and are given a unique link that will directly connect customers to the Scout’s account. Contact your customers through email, text, Facebook, and Twitter. The average online order is $52!

11. Online Selling Incentive

12. Follow Trail’s End Follow Trail’s End on social media: Facebook: facebook.com/TrailsEndPopcorn Twitter: twitter.com/trailsendsnacks YouTube: youtube.com/user/TrailsEndScouting Don’t forget to tune in this fall to Trail’s End TV!

13. ©2015 Trail’s End®. All rights reserved. Facebook.com/trailsendpopcorn Thank You!