COUNTDOWN TO BLAST OFF!

Transcription

1 COUNTDOWN TO BLAST OFF! A LEADER S GUIDE TO THE 2015 POPCORN SALE Heart of Virginia Council Boy Scouts of America 4015 Fitzhugh Ave. Richmond, VA

2 CALENDAR 8/11 Capitol District Explosion - Service 7 PM 8/17 Crater District Explosion - Wesley 7 PM 8/18 Cardinal District Explosion - Martin s, Shoppes at 7 PM 8/20 Arrohattoc District Explosion - Hopewell 7 PM 8/25 Huguenot Trail District Explosion - Mt. Pisgah 7 PM 8/27 Battlefield District Explosion - New Hanover 7 PM 9/1 Popcorn Sale Begins! 9/3 Rivers District Explosion - Beale 7 PM 9/14 Show & Deliver (Door-to-Door) Orders Due 9/25 & 26 First Order Popcorn Distribution 11/9 Popcorn Sale Ends! 11/9 Final Popcorn Orders, Fill-it-up Forms & Free Camp/Top Seller Reports Due 11/20 & 21 Final Order Popcorn Distribution 12/5 POPCORN BLAST DAY!!! 12/18 Final Payment and Prize Orders Due! 2

3 Trail s End Product Many of our favorites are available again this year: Chocolatey Caramel Crunch, White Chocolatey Pretzels, Jalapeno Cheddar, White Cheddar and Classic Caramel Corn in addition to the Microwave Unbelievable Butter, Butter Light & Kettle Corn! We are saying farewell to the Dark & White Chocolate Drizzle, Bacon Ranch and Buffalo Cheddar Cheese. This year s new product is Chocolatey Triple Delight! This delicious caramel corn has a decadent dark chocolatey coating and a white chocolatey drizzle. Sounds yummy, huh? Please don t drool on the Leader s Guide! Popcorn Prize Houses! Show and Deliver (door-to-door) is the most effective sales method! Throughout our Heart of Virginia area, there are 7 Popcorn Prize Houses! If you knock on the door of a Popcorn Prize House, the Scout could be instantly awarded a check for $100! What does the Scout have to do to be eligible? Do his best and sell Scouting! Winners will present their checks to the Council office for a $100 bill! We will post our Popcorn Prize House Winners on as well as on the Heart of Virginia Council s Facebook page. Good luck, Scouts! Scout Prize Program The prize program for this year is the General Commercial Corporation, Keller Marketing Division Prize Program. There are fourteen levels in this program where Scouts can earn a patch or pin starting at Level 1 for selling just one item. In Level 2 at $75 to Level 14 at $4,000, Scouts can earn everything from a BSA branded light-up bracelet to a Lionel Train Set to Walmart gift cards ranging from $40 - $100! It s a great selection of awesome prizes for Scouts of any age! 3

4 Online Selling Prizes Scouts who sign up or log into their Trail s End online selling account by September 30, 2015 will receive a chance to win one of 500 Amazon gift cards. ALL units who sell $2,000 or more online will earn a $50 Amazon Gift Card. You can reward your Top Seller with this gift card or use it to purchase prizes to award your Top 3! Remember online sales are added to traditional sales for other prizes, too! Top Seller Prizes The top seller in each District will win $100 gift card and be recognized at a special Champion s event in The Top Seller in the Heart of Virginia Council will receive their choice of an ipad Mini, Wii U, Xbox One, or a PlayStation 4! The Unit Leader & Popcorn Kernel of the Top 5 Units in each district will also be invited to a special Champion s event in 2016! BLAST DAY is back by popular demand! Scouts who fill up an order form will be invited to a special Blast Day on Saturday, December 5th, 2015 at Cub Adventure Camp in Maidens, Virginia. The fun activities will include rocket launches, a rocket repair station, bouncy house, games, prizes and more! Lunch (and of course popcorn!) will be provided. Scouts who fill up at least one order form will receive the following... 1 filled-up order form = A Big rocket! 2 filled-up order forms = An even Bigger rocket! + 3 filled-up order forms = The Biggest rocket! (over 5 feet tall) + + Scouts who fill up four or more order forms will receive a $10 gift card for each order form! **Please see pages for important information regarding order forms** 4

5 1. Blitz Day: Taking Product Door-to-Door This is the most effective sales method! The Scouts will go door-to-door with product and Take Order forms in hand. They will give their sales pitch to the customer. If they have the product, they will complete the sale and exchange product for the payment. However, if the customer orders a popcorn product the Scout does not have on hand, he will collect the money, take the order and deliver popcorn at a later date. The Scout should give the customer an estimated date of when he will return with their order. Make sure the Scout keeps a copy of the Take Order form so that he knows where to deliver the popcorn when it comes in. Throughout our Heart of Virginia area, there are seven Popcorn Prize Houses! If you knock on the door of a Popcorn Prize House, the Scout could be instantly awarded a check for $100! What does the Scout have to do to be eligible? Do his best and sell Scouting! Winners will present their checks to the Council office for a $100 bill! We will post our Popcorn Prize House Winners on as well as on the Heart of Virginia Council s Facebook page. BLITZ KITS & HOW TO DO A BLITZ DAY: Put together one of the following Popcorn Sales Kits for each group of two Scouts - $450 SALES KIT: 4 bags - Premium Caramel Corn 4 bags - Jalapeno Cheddar Cheese 4 bags - White Cheddar Cheese 7 bags - Classic Caramel Corn 3 boxes - Unbelievable Butter Microwave 3 boxes - Butter Light Microwave 3 boxes - Kettle Corn Microwave $350 SALES KIT: 2 bags - Premium Caramel Corn 2 bags - Jalapeno Cheddar Cheese 4 bags - White Cheddar Cheese 5 bags - Classic Caramel Corn 2 boxes - Unbelievable Butter Microwave 2 boxes - Butter Light Microwave 2 boxes - Kettle Corn Microwave 5

6 BLITZ KITS & HOW TO DO A BLITZ DAY (Continued): How to do a Blitz Day - Conduct a Blitz Day each week of the sale. Gather at a public place (parking lot), parent or unit leader s house at 9:30 am (do not knock on doors prior to 10:00 am). Your Unit can do 3 different shifts: 10 am to 12 noon (with a hotdog celebration for lunch), 12 noon to 2 pm (with an ice cream celebration) and 2 pm to 4 pm (with a hotdog treat or pizza celebration for dinner). A Mega Blitz allows Scouts to choose WHICH time best suits their schedule in between football practice or other Fall commitments. In your communication with your Unit, set the expectation that everyone will participate with at least ONE shift. Have a meeting with the Scouts and Parents/Leaders to set expectations for the Blitz: All Scout should be properly wearing their uniforms (shirts tucked in and shoes tied). Scouts should walk at all times and respect people s property. Use walkways and no running through driveways or grass. Always ask your customers if they want to support Scouting. Know the popcorn flavors you are selling. Always say THANK YOU (even when the customer chooses not to buy)! Kernel passes out Blitz Kits to Unit Leaders/Parents. All Leaders and Parents are required to double-check inventory and sign-off on the Blitz Kit Inventory Sheet. Complete the Blitz Inventory Kit Sheet and return to Kernel. Parents need to bring minivans, SUV s, trucks and cars. On average there should be two to four Scouts assigned to each parent/vehicle. Scouts along with parents and/or leaders will blanket neighborhoods with two Scouts on each side of the street, stopping at each house while the parents are observing from the street. Scouts should write down the name, address and phone number on their take order forms so they have the information to come back to visit the customer if necessary. If the customer wants a product the parent doesn t have in the car, this becomes a Take Order sale. The Scouts will turn in money and any unsold product to the unit Popcorn Kernel or designee at the end of the Blitz Day. (Usually there is no risk of money or inventory disappearing.) Count inventory and settle-up on the Blitz Inventory Sheet having the Kernel sign off on the sheet to confirm inventory and that money collected is accounted for. Always emphasize safety! Review the safety information provided in the sales materials and handbook. Keep in mind: Packs, Troops, Patrols, Dens or even individual families can do a Blitz Day. The group should meet back at a designated time where you can reward Scouts for participation with a hotdog lunch, ice cream social, cookies or pizza! You can do a Blitz at any time of the day or do different shifts throughout the day. Give a small reward or recognition to those Scouts who sell the most items, have the most money in sales or knock on the most doors. Make it FUN! 6

7 2. Take Orders This method involves taking the Take Order form to family members work locations, neighborhoods, church, and other locations to ask friends and family to place an order for popcorn. Mom and Dad can take the form to the office as well. Money should be collected at the time of the order and the form should be filled out as completely as possible. Let them know when the popcorn will be delivered. Once all Scouts have turned in their Take Order forms, the Unit Popcorn Kernel will then calculate the individual Scout orders and consolidate it into one unit order. That order will be submitted online through the Trail s End website at Units can also use any of their leftover show and sell inventory to calculate their take order. Make sure the Scout keeps a copy of their Take Order form so they know where to deliver the popcorn. Key Dates for Take Orders: 11/9 Final Popcorn orders due 11/20 & 11/21 Popcorn distribution to units 12/18 Final popcorn payment due! 3. Storefront Sales: Selling in front of retail establishments This sales technique involves setting up a product display in high traffic areas, such as local stores, office parks, community fairs, sports events and other venues. Remember you must have written permission from the manager of the location prior to setting up your product display. At these events, Scouts give their sales pitch to passersby, collect payment and give customers their product on the spot. Many businesses will allow units to set up and sell if they are asked. Use your imagination and your unit connections to set up locations for a Storefront Show and Sell. A word of caution stores such as Lowe s have traditionally been good Storefront Show and Sell locations primarily because Scouts set up at the dedicated out door and people are more willing to stop on their way out. Very busy locations (such as Walmart) traditionally do not make great Storefront Show and Sell locations because even though there are tons of people, they are coming and going all at once and are usually in a big hurry. It is hard for Scouts to get their attention and even harder for them to share entire sales pitch. This experience can be very frustrating and demotivating for Scouts. A BIG No-No... It is not okay to solicit donations for your specific unit during your popcorn Storefront Show and Sell. However, if someone gives you a donation, it should be counted towards a military donation so that the Scout gets credit for it. Key Dates for Show and Sell: 9/14 - Show and Deliver orders due 9/25 & 9/26 - Show and Deliver popcorn distribution 12/18 - Final popcorn payment due! 7

8 4. Square Credit Card Program NEVER lose a sale because your customer says Sorry, I don t have any cash! Now you can accept credit cards with SQUARE. Accepts all major credit cards: Visa, MasterCard, Discover, and AMEX. Works with iphone, ipad, and Android devices. Promotional rate of 2.4% per swiped transaction exclusively through Trail s End for No credit card processing fees on the first $100 in sales. Free, easy to use readers that are PCI-Compliant. To receive this exclusive rate, you must sign up through the Popcorn System. NEW SQUARE USERS: Registration Process 1 Log into the Trail s End Popcorn System. 2 On the homepage, click the Square registration link, which will take you to a page to begin registering your account. 3 Fill in your information in the blank fields, and click continue. 4 Follow the prompts, and complete the registration process. EXISTING SQUARE USERS: Registration Process Send an to trailsend@squareup.com requesting the Trail's End special promotion rate. It may take up to 10 business days for the promotion to be applied to your account. For additional information about Square visit sell.trails-end.com. 5. Online Sales This sales method utilizes , social media and websites to sell popcorn to those who are not local or prefer on-line ordering. A Scout, along with his family, sets up a Trail s End online Scout account at Scouts can customize s to friends and family members throughout the country to encourage sales to support your Scout and his local unit and Council. The customers can click a link within the to buy popcorn and have it shipped directly to them. They can also search on the website for the Scout or local Council they would like to support. Once the Scout establishes his account for online sales, he will receive a Scout ID. For every sale under that ID, the Scout will get credit and the unit will get the commission. All sales from August 1st through November 9th will be combined with traditional sales to determine prize levels for the Scout. The unit sales commission will be paid out to the unit from the Council at the end of the sale. Check out the next page for new online selling features! 8

9 NEW ONLINE SELLING FEATURES: Encourage your Scouts to kickoff their popcorn sales ASAP by selling online at All sales made from August 1st through November 9th will count towards Scout Rewards. This year we have many new, exciting features available to help your Scouts grow their sale! Address Book - Scouts can add or import contacts to their address book to keep track of their customers. Scout Link - Each Scout has a unique link to directly connect their customers to their account. Scouts can share this link via text, , Facebook, and Twitter. Customizable Template - Scouts can add a personal touch to the s they send out to customers. Sale Notifications - Scouts, Leaders, and Councils can choose to receive notifications after a sale has been made. More Resources - Check out the Tool Kit and Training tabs within your Online Sales account for additional resources to help grow your sale, such as banners, posters, door hangers, and updated training videos. **Chocolate items will be available in October.** Scouts can be eligible to win a BONUS GIFT CARD from Trail's End: Scouts who sign up or log into their Trail's End online selling account by September 30, 2015 will have a chance to win a $10 Amazon.com Gift Card. 500 qualifying Scout winners will be chosen at random. Units can earn a BONUS GIFT CARD from Trail's End: Units that sell $2,000 or more online will receive a $50 Amazon.com Gift Card! You can reward your Top Seller with this gift card or use it to purchase prizes to award your Top 3! Need help logging into your Online Sales account? us at support@trails-end.com. 9

10 6. Military Sales This final sales method involves selling popcorn for the military. The Scout can take an order form around to neighborhoods to sell popcorn for the military. All monies collected for this popcorn is a tax deductible donation, so make sure you give the customer a receipt. You will handle no product. All products are shipped overseas and around the world to our men and women who are in the military. You can check out to see how much the military enjoy getting our popcorn when they are overseas. All Scouts who have $100 in military donations will receive a special military patch. The Trail s End website serves as the tool for shopping online, units placing orders, and Scouts sending out online sales requests. When you first open the site, you see the store. This is where your online customers can tie into your unit or your Scouts and shop for products to be delivered directly to their house. Your Scout will get the credit for the sale, the unit will receive 30% base commission for the sale, and the consumer gets the best tasting popcorn available online. Within the popcorn system you can: Place your unit popcorn orders Review your past sales history Collect online sales information Signing on to the Popcorn System 1. Open the website and click on the Leaders link. 2. Click on the popcorn system link. 3. You should have received an from Trail s End with a username and password. 4. Type in your username and password. Your username is usually the address you provided when you signed up the unit to sell. 5. The first time you sign on, you have to change the password to something you will remember and verify your information. Once you have changed your password, you will receive an with a confirmation link. Click that link and enter your username and new password. Then you are ready to go. 6. Once you sign in, you will be taken to the homepage for your unit. 10

11 Once you are on your homepage, you then can click on the help menu to show you how to place your popcorn orders. 11

12 Show & Deliver is becoming more popular and profitable for units. Below is an explanation of what Show and Deliver is and why it works so well. What is Blitz Day / Show & Deliver? NOT Show & Sell (Not storefront sales!) Selling door-to-door with order forms and product in hand Allows Scouts to make the sale; deliver the product and collect the money immediately all in one visit No multiple visits to the same house to complete the sale Scouts can gain additional sales from the same customers How much product should the unit order? Units are encouraged to order 50% to 70% of the previous year s total sales Any remaining product can be used for Take Order Sales Units have little risk of being stuck with additional inventory BLITZ KITS & HOW TO DO A BLITZ DAY: Put together one of the following Popcorn Blitz Kits for each group of two Scouts - $450 SALES KIT: 4 bags - Premium Caramel Corn 4 bags - Jalapeno Cheddar Cheese 4 bags - White Cheddar Cheese 7 bags - Classic Caramel Corn 3 boxes - Unbelievable Butter Microwave 3 boxes - Butter Light Microwave 3 boxes - Kettle Corn Microwave 12 $350 SALES KIT: 2 bags - Premium Caramel Corn 2 bags - Jalapeno Cheddar Cheese 4 bags - White Cheddar Cheese 5 bags - Classic Caramel Corn 2 boxes - Unbelievable Butter Microwave 2 boxes - Butter Light Microwave 2 boxes - Kettle Corn Microwave

13 How to do a Blitz Day - Conduct a Blitz Day each week of the sale. Gather at a public place (parking lot), parent or unit leader s house at 9:30 am (do not knock on doors prior to 10:00 am). Your Unit can do 3 different shifts: 10 am to 12 noon (with a hotdog celebration for lunch), 12 noon to 2 pm (with an ice cream celebration) and 2 pm to 4 pm (with a hotdog treat or pizza celebration for dinner). A Mega Blitz allows Scouts to choose WHICH time best suits their schedule in between football practice or other Fall commitments. In your communication with your Unit, set the expectation that everyone will participate with at least ONE shift. Have a meeting with the Scouts and Parents/Leaders to set expectations for the Blitz: All Scout should be properly wearing their uniforms (shirts tucked in and shoes tied). Scouts should walk at all times and respect people s property. Use walkways and no running through driveways or grass. Always ask your customers if they want to support Scouting. Know the popcorn flavors you are selling. Always say THANK YOU (even when the customer chooses not to buy)! Kernel passes out Blitz Kits to Unit Leaders/Parents. All Leaders and Parents are required to double-check inventory and sign-off on the Blitz Kit Inventory Sheet. Complete Blitz Inventory Kit Sheet and return to Kernel. Parents need to bring minivans, SUV s, trucks and cars. On average there should be two to four Scouts assigned to each parent/vehicle. Scouts along with parents and/or leaders will blanket neighborhoods with two Scouts on each side of the street, stopping at each house while the parents are observing from the street. Scouts should write down the name, address and phone number on their take order forms so they have the information to come back to visit the customer if necessary. If the customer wants a product the parent doesn t have in the car, this becomes a Take Order sale. The Scouts will turn in money and any unsold product to the unit Popcorn Kernel or designee at the end of the Blitz Day. (Usually there is no risk of money or inventory disappearing.) Count inventory and settle-up on the Blitz Inventory Sheet having the Kernel sign off on the sheet to confirm inventory and that money collected is accounted for. Always emphasize safety! Review the safety information provided in the sales materials and handbook. Keep in mind: Packs, Troops, Patrols, Dens or even individual families can do Show & Deliver. The group should meet back at a designated time where you can reward Scouts for participation with a hotdog lunch, ice cream social, cookies or pizza! Give a small reward or recognition to those who sell the most items, have the most money in sales or knock on the most doors. Make it FUN! 13

14 14

15 15

16 If your unit has done a Show & Sell in the past, you can review the last few years of your unit s sales history in the popcorn system. Simply log in, click orders, then review past sales. Prior contact with the location(s) where you will be selling is critical! As popcorn sales become more and more popular, a number of units will be selling at similar locations. Duplications can be avoided if arrangements are made ahead of time. Units should secure prior written approval from the location manager with specific times/dates. A copy of the signed written approval from the manager of the location should be with the Scouts and unit leadership of the group selling in case a conflict arises. Station Scouts at each door. Have Scouts politely ask customers to support scouting - don t just sit there! NOTE: Some units are setting up their Show & Sell locations as early as January. Some locations require a Certificate of Insurance. Please contact Ellen Milano at or ellen.milano@scouting.org. Remember there could be as much as a week turnaround. It would be a nice gesture and beneficial to give the manager of the location a complimentary box or bag of popcorn when they approve you to sell in front of their location. The most common way to credit the dollars sold to the boys who actually work the site is to divide the total dollars raised by the number of hours worked to get a per hour average/number of boys working the site: Example: Troop 140 has 3 boys working for 3 hours each at Lowe s and raised a total of $1,200. Each boy worked the 3 hours, so a per hour average is $ = $400 credited to each boy. This goes toward their total sales credit. 16

17 Take Orders are due by November 9th. You can order in cases and containers (individual pieces). Make copies of all the take order forms for those Scouts who qualify for the Trail s End Scholarship and the Scouts who filled up order form(s) who qualify for an invitation to Blast Day. Collect a phone number and an so Council can contact them directly regarding the scholarship and Blast Day if needed. Scouts can use the order information to know who to deliver popcorn to and who to visit next year. Remember to schedule receiving your take order forms and all money from your Scouts with time to account for stragglers, because there will always be one or two. Online sales start September 1, All online sales count toward prizes and they will be added in with the traditional sales. No handling of product or money. Creating Your Leader Account to Sell Online 1. Go to the website 2. Click on the button labeled Leaders 3. Click on view online sales 4. Scroll down to Create New Account 5. Enter the validation code which is popcorn 6. Enter your first and last name 7. Enter your address 8. Note: If you have set up a Scout account, you will need to use a different address 9. Create a password 10. Confirm password 11. Enter the Council name as Heart of Virginia Council 12. Select unit type - pack, troop, crew 13. Enter your unit number - use 4 digits

18 5. Enter the validation code which is popcorn 6. Enter your first and last name 7. Enter your address 8. Note: If you have set up a Scout account, you will need to use a different address 9. Create a password 10. Confirm password 11. Enter the Council name as Heart of Virginia Council 12. Select unit type pack, troop, crew 13. Enter your unit number use 4 digits Tracking Sales Once the product is shipped and received by the customer, you can track your unit sales online. There, you can see what was sold and to whom and see which boys sold and earned sales for your unit and Council. Commission for online sales will be issued to units shortly after the popcorn sale has ended. Creating Your Scout Account to Sell Online 1. Go to the website 2. Click on the button labeled Scouts 3. In the upper right hand corner, click on Create an Account 4. Select whether you are in a troop, pack or crew 5. Enter your unit number example: 0001 (please use 4 digits) 6. Enter your zip code 7. Enter your birth date Note: you should get your parents permission to sell online 8. If necessary, enter your parent or guardian s name and address before continuing. An will be sent to them to approve your access to the site 9. Enter your address (must be a different address from your parents or leaders) 18

19 10. Confirm your address (this will be your username) 11. Create your password 12. Confirm it 13. Check the box if you would like to receive s from Trail s End about new products, promotions and rewards 14. Enter your first name and last initial 15. Add your parent s name 16. Enter your zip code again 17. Enter your country 18. Click on Create an Account & Login 19. You are now ready to send your s 20. Create an image of your Scout self 21. Pick an template for you to use. There are several to choose from: going to camp, support the military, a couple in Spanish, etc. 22. Enter the addresses of your friends and family 23. Click send What Your Customers Receive They will receive an from you with a link they can use to purchase popcorn. The link takes them directly to trails-end.com to purchase popcorn. They will see your name in the upper right hand corner and that they are supporting you and your unit. Once they complete the purchase, they will see how much goes back to support your unit and local council. The product is then shipped directly to them. Tracking Your Sales Once the product is shipped and received by the customer, you can track your sales online. Click on Track My Online Sales. There you can see what you sold and to whom and see what you earned for your unit and council. You can earn rewards year round, but you start earning fall popcorn rewards on September 1st. 19

20 The unit treasurer can also have access to the unit homepage on where the unit treasurer and popcorn chair can review and print invoices and product orders. Please return one copy of the statement along with your unit s payment to the Council by the settlement date of December 18th, IMPORTANT NOTE: NO PERSONAL CHECKS FROM YOUR CUSTOMERS WILL BE ACCEPTED BY THE COUNCIL FOR PAYMENT OF THE UNIT POPCORN BILL. All personal checks should be deposited into the unit bank account and then payment for the unit popcorn bill should be a unit check, cashier s check, money order or credit card. If the unit does not yet have a bank account, then the money and checks should be deposited into the chartered organization s bank account and have the organization issue a cashier s check or money order to pay the unit popcorn bill. All units that sell popcorn will receive a base commission on both traditional sales and online sales of 30%. The average prize for the Scouts (which is paid for by the Council) is 4%. Units can earn up to an additional 5% commission by qualifying for the 2015 Popcorn Journey to Excellence program. Earning bonus commission depends on what level you achieve. Bronze Level = 1% Bonus Commission Silver Level = 3% Bonus Commission Gold Level = 5% Bonus Commission ALL units who sell $2,000 or more online will earn a $50 Amazon Gift Card. Units can reward their Top Seller with this gift card or use it to purchase prizes to award their Top 3! Remember online sales are added to traditional sales for other prizes, too! 20

21 The prize program for this year is the General Commercial Corporation, Keller Marketing Division Prize Program. There are fourteen levels in this program where Scouts can earn a patch or pin starting at Level 1 for selling just one item. In Level 2 at $75 to Level 14 at $4,000, Scouts can earn everything from a BSA branded light-up bracelet to a Lionel Train Set to Walmart gift cards ranging from $40 - $100! It s a great selection of awesome prizes for Scouts of any age! As always, Trail s End is offering the college scholarship at the $2,500 level. In order to qualify for the Trail s End Scholarship Program, a Scout must sell $2,500 or more of popcorn. 6% of the Scout s total sales will be placed in an interest bearing account with Trail s End. This account will continue to earn interest until he graduates from high school. Once he qualifies the first year by selling $2,500 or more, 6% of what he sells every year after that goes into the account. Council Incentives for Scouts 2015 Scout Popcorn Sale Incentives (in addition to the prize program): FREE week of camp Earn a FREE week of camp at any Heart of Virginia Council day camp or resident camp when you sell at least $2,000 of popcorn! The free camp certificate is good during the Summer of Please a top seller report to heather.dunton@scouting.org for those Scouts who sell at least $2,000 of popcorn. Top Seller Prizes The top seller in each District will win $100 gift card and be recognized at a special Champion s event in The Top Seller in the Heart of Virginia Council will receive their choice of an ipad Mini, Wii U, Xbox One, or a PlayStation 4! The Unit Leader & Popcorn Kernel of the Top 5 Units in each district will also be invited to a special Champion s event in 2016! 21

22 Blast Day: Fill-It-Up Prizes Back by popular demand Blast Day! Blast Day is an invitation only event that will take place from 12:00 noon to 5:00 pm on Saturday, December 5th (with lunch being served from 12:00-1:00 PM) at Cub and Webelos Adventure Camp in Maidens, Virginia. Scouts will earn an invitation to Blast Day by filling up a popcorn order form. Along with the invitation, they will earn a rocket to be launched from the launch pad on Blast Day. When a Scout fills up a second and third order form, they will receive even bigger rockets! Scouts who fill up four or more order forms will receive a $10 gift card for each order form. Blast Day FUN includes Rocket Launches Rocket Repair Station Shooting Sports Bouncy House Scouts in attendance will be entered into a drawing for a special Mystery Prize! Games & Prizes Food & Popcorn will be provided! IMPORTANT NOTE ABOUT ORDER FORMS: Only those order forms that have been filled out correctly will qualify for Fill-It-Up prizes and Blast Day invitations. A properly filled out order form will have one line filled out per person. For example, if Jason Smith purchased 3 bags of popcorn, his name would appear once on the order form with the 3 bags of popcorn he purchased noted on that one line. One customer sale = one line on the order form. The only donations that should be listed on the order form are the $30 and $50 military donation options. If someone gives a Scout a $5 donation because they want to support Scouting (but don t want to purchase popcorn), it should NOT be listed on the order form and does not count towards the fill-it-up prizes. Once a Scout receives $30-50 in donations, it can be counted as a military donation and one line on the order form. Please fill out the name and address portion of the order form in its entirety. For example, Joe Webelo, 100 Scouty Lane is acceptable. If the sale takes place during a Show & Sell, you do not need their address. In this case, list the customer s name and write Show & Sell as the address and note what was sold. 22

23 The last part of the order form that must be filled out is the total. On the bottom right hand corner of the order form please write the total dollars sold on the order form. Order forms that do not meet this criteria will NOT be accepted for fill-it-up prizes. Please communicate this information to the Scouts and parents in your units. We want every Scout to earn fill-it-up prizes! Creating Your Profile 1. Open your internet browser 2. Go to homepage 3. Click on login Bottom left corner of your screen 4. In the center area of the screen, click on register here (second line of text) and enter the information requested. Items with * are required. FIRST you must create a profile and login before any order may be entered. Enter: Enter Council ID number 602HVA Then fill in the following information: a) VALID address. Point and click in the next field or press the TAB key on your keyboard b) CREATE a password (tab) c) Confirm password (tab) d) Enter your first name (tab) e) Enter your last name (tab) f) Address 1 (This is your physical address for UPS delivery) No P.O. Box accepted (tab) g) Address 2 (If you receive mail at a P.O. Box, please put that address here) (tab) h) Enter city (tab) i) Select state from drop-down list (tab) j) Enter zip code (tab) k) Enter your daytime phone number (tab) 23

24 l) Point and click at the down arrow to find your District Name in the menu, then point and click on your District s name. (tab) m) Point and click at the down arrow to find your unit type in the menu then point and click on your unit type (tab) n) Type your unit number o) Click REGISTER Logging Into the Site 1. Click login on your welcome screen 2. Type your address and password, and click login Placing Your Prize Order 1. Click Quick Order in the menu on the left of your screen. It is the third choice on the left. 2. Complete the TOTAL PRODUCT SALES and NUMBER OF SCOUTS as these are required fields. Next: enter prize quantities. 3. Click NEXT when you have completed the prize selections. 4. Verify your shipping address (If you have a P.O. Box, please enter that in the second address field.) Click SUBMIT ORDER. 5. Upon successful completion, you will receive verification, unless your internet service provider has our system blocked. Please keep your order number for future reference. Editing Existing Order Units will not be able to initiate a second order for a unit unless the previous order has been authorized for shipment by the Council. If your unit has the need to change your order, please follow the instructions listed below. 1. Complete login and password screen 2. Click on Quick Order 3. If there is an order for Unit/District/Council, you will see a message above your unit type: There is already an order for this Unit/District/Council. To edit this order, click here a. Click on the word here 24

25 4. You are able to make any changes needed to your order: a. Click Submit Changes b. Please wait one moment while the page refreshes. c. You will then see a screen stating that your order has been updated. How to Select Your Prizes Sell any item and receive the Popcorn Sale Patch or Pin Sell $75 or more and receive a Popcorn Sale Patch or Pin AND a prize from the level you achieve; or select a combination of prizes from lower levels; as long as the total prize value does not exceed the level achieved. We recommend keeping a list of Scouts and how much popcorn they sold and the prizes they picked. This will be a big help at the end of the sale. Note: Prize orders will be approved & shipped once your unit s popcorn invoice is paid in full. Popcorn Sales help meet many Scouting objectives! More and more Scouting units utilize popcorn sales to raise funds for equipment, activities and other needs. Just last year, units from more than 300 councils profited by selling Trail s End products, but that s not all... Boys can earn much more than money! Few activities demonstrate to Scouts the value of planning, organizing and commitment more than a unit s combined efforts in a popcorn sale. Scouts develop and practice new skills, learn about sales and marketing and reach new levels of personal success. Scouts who participate in the sale may accomplish requirements for Achievements, Activity Badges and Merit Badges. Because many of the activities involved in popcorn sales are similar to requirements for Scouting accomplishments, many councils approve these activities as formally counting towards awards. 25

26 Appendix: Popcorn Information Templates to Give Out to Parents 26

27 1. Be a coach. Let the Scout do as much as he can, from setting the goal to figuring out how he wants to sell. Support from a distance - literally. Stand about fifteen feet away and let him interact with folks. This will give him confidence that he can do it by himself. 2. Let him do the math in figuring out how much change to give back. You can be the banker, holder of the cash. 3. Step in as you need to and give occasional feedback on how to improve or when to take a break. Be an encourager. 4. Help with mini goals, such as Okay, if you reach that goal, we ll get ice cream on the way home. 5. This is an opportunity for him to do new things, to develop new skills and discover new talents. Give him the space to fail and to succeed; he will learn from both. This program can be an integral part of our Scouting program. It provides opportunities and teaches skills that are consistent with the goals of Scouting. 1. Your Scout will learn to set goals and then decide on actions to achieve those goals. He will learn the joy in surpassing a goal. 2. He will practice approaching and talking with a wide variety of people. He will learn how to speak up and look people in the eye. 3. He will learn how to accept rejection and how to persevere until successful. He will learn how to adapt his approach to different situations. 4. He will learn that to communicate effectively he must know what he is going to say. He must learn every aspect of the products and then inform others about it. Knowledge inspires confidence. 5. He will learn how to count money and how to do math in his head and give back the correct change. 6. He will learn that you are there to support and encourage him, but the results are totally up to him. 7. He will surpass your expectations of what you think he can do. 8. At its heart, the popcorn sale is much more than just a fundraiser. This program is about Scouting and the potential to teach the boys life lessons. 27

28 Up to 73% of the sale proceeds goes to support local Scouting. The product is BSA branded! This is the one of the two fundraisers that is Council approved and Scouts are able to wear their uniforms while fundraising (the other fundraiser is the Heart of Virginia Camp Card program). Be prepared. Know what you are going to say. Practice your sales pitch with a parent before you go out to sell. This will build confidence. Give them a reason to support you! I m trying to earn my way to camp. Would you like to help me by buying some popcorn? Please don t only say Would you like to buy some popcorn? If you do, you are missing an opportunity. Make it about supporting the Scout, not about the price of the popcorn. Most people want to support a well-spoken Scout who is trying to reach a goal. Be able to explain the different product options and prices. Know your products. Use the Take Order forms or signs you design to show folks the different products. Speak clearly and loud enough to be heard. Look people in the eye. Smile. If a customer does not want the higher priced item you suggested, suggest another lower price option. If a customer decides he/she doesn t want popcorn, suggest the white chocolate covered pretzels or the military sale. Most likely they want to support us, so help find a way to do it. ALWAYS thank them, whether or not they choose to participate. Set a sales goal for yourself. Pick a prize you really want from the prize program and go for it! Then also set mini goals. When you reach a mini goal, take a break (it is no fun if you are too tired.) If you are frustrated, ask for coaching from your parent, unit leader, unit Popcorn Kernel or another Scout. Try different ideas. Find a way that works for you. * Think outside the box. 28

29 1. What constitutes a filled-up order form? Only those order forms that have been filled out correctly will qualify for Fill-It-Up prizes and Blast Day invitations. A properly filled out order form will have one line filled out per person. For example, if Jason Smith purchased 3 bags of popcorn, his name would appear once on the order form with the 3 bags of popcorn he purchased denoted on that one line. One sale = one line on the order form. The only donations that should be listed on the order form are the $30 and $50 military donation options. If someone gives a Scout a $5 donation because they want to support Scouting, but don t want to purchase popcorn, this should NOT be listed on the order form and does not count towards the fill-it-up prizes. Once a Scout receives $30 or $50 in donations, they can be counted as a military donation and as a line on the order form. Also, please fill out the name and address portion of the order form in its entirety. For example, Joe Webelo, 100 Scouty Lane is acceptable. If the sale takes place during a Show & Sell, you do not need their address. In this case, please list the customer s name, write Show & Sell as the address and note what product was sold. The last part of the order form that must be filled out is the total. On the bottom right hand corner of the order form please write the total dollars sold on the order form. Order forms that do not meet this criteria will NOT be accepted for fill-it-up prizes. Please communicate this information to the Scouts and parents in your units. We want every Scout to earn fill-it-up prizes! 2. Why are we doing this? To give Scouts the opportunity to set goals, gain confidence, get rewards and most of all to have fun. Also to fund Scout activities. The unit receives 30% commission with an opportunity to earn up to 5% in bonus commission. 3. How should he sell? The Scout can sell any way he wants to: Online selling to friends and family around the world; traditional Show and Deliver Sale selling by going door to door in the neighborhood; Show and Sell by getting permission to sell in front of local stores. (The unit popcorn chair will usually have a sign-up sheet to sell in front of retail locations.) He can sell with the unit, the den or his family. He can talk to small businesses about corporate orders. Lowe s or coffee shops and ice cream shops are other options. Scouts just need to pick a place and ask. (Be sure to get permission in writing.) For the larger chains such as Kroger, check with your Unit Popcorn Kernel. These locations are often difficult to secure. 4. How much should a Scout try to sell? The unit will reach its goal if the average sale per Scout is $450. The unit Popcorn Kernel should have announced the total unit sales goal. 29

30 5. How would we get more products to sell? The Scout can call the Popcorn Kernel and make arrangements to pick it up at their house or at the next Pack/Troop meeting. 6. How does a Scout know how much to take with him if he is doing a Show & Deliver in the neighborhood or in front of a store? If your Scout has set a goal, the popcorn chair can help him select a good mix and the right amount for him to take. 7. Who do you give the popcorn money to when you have sold the product? All monies should be given to the Popcorn Kernel or the unit treasurer. 8. Does the unit accept checks for the popcorn? Yes, the checks from customers can be made out to the Pack/Troop number or to BSA. 9. Do we accept donations? Yes, we do. If a Scout is successful in selling the program and not the popcorn, folks will usually make monetary donations. These should be used for military sales once enough money for a $30 or $50 military donation has been received. 10. What is a military sale? Two products in the take order form are made to send Trail s End popcorn to our military personnel stationed around the world. One is the Gold product at $50 and the other is the Silver product at $30. This is where Trail s End will package a variety of popcorn products and place them on military vessels for shipment overseas. When the Scout turns in his cash/additional orders, he should mention the military sales to the popcorn chair. Sometimes customers cannot give the full $30 or $50 for the military products, so they will donate $5, $10 or $15 towards the military popcorn sales. So if the Scout has $97 for military sales, the popcorn chair can order one $50 military product and one $30 military product to credit to the Scout. The popcorn chair can then combine the additional $17 with another Scout s military donation to order one more $30 or $50 military product. Check out supportourtroops.org for testimonials from our soldiers who have received Trail s End popcorn. 11. How do the prizes work? Prizes are determined by total retail sales, both for online sales and traditional sales. The Popcorn Kernel will determine the total amount of sales, so you want to be sure to report ALL sales to the chairman. (Turn in cash for the sales, turn in reports for all online sales.) You can look on the take order form for the prizes. This year is a combination of prizes and gift cards. The golden rule with prizes the value of the prizes do not exceed the retail dollars sold. Levels can be combined. For example, if a Scout sells $500 he can combine two prizes at the $250 level or get one prize at the $450 level. 30

31 Additional incentives include: A free week of camp for any Scout who sells $2,000. Scouts who sell over $2,500 will earn 6% of their sales in a college scholarship from Trail s End. Scouts who fill up at least one order form will receive a model rocket and an invitation to our special BLAST DAY event. The more order forms you fill up, you will receive larger rockets and/or gift cards. The top seller from each district will receive a $100 gift card and recognition at a special Champion s event in The top seller in the Council will receive his choice of an ipad Mini, Wii U, Xbox One or PlayStation 4! 12. How do we get the prizes? When the Scout/Parent has turned in all cash, order forms and unsold product and is officially done selling, tell the Popcorn Kernel what prize combination the Scout wants and he/she will order it from Keller Marketing and the Council. 31

32 32

33 33

34 34

35 35

36 36

37 37

38 38

39 39

40 40

41 Download the Goal Tracking Poster on sell.trails-end.com 41