2012 HAWK MOUNTAIN COUNCIL POPCORN SALE GUIDEBOOK

Transcription

1 2012 HAWK MOUNTAIN COUNCIL POPCORN SALE GUIDEBOOK We Want to Help You Earn More Money! The annual Scout Popcorn Sale is going to be better than ever this year! We re offering more options than last year, and we ve made ordering easier! Check out this guidebook for some great information about what s happening this year -- there is a lot of exciting stuff to help your unit make the most of the sale! Ways We Help You! There are a number of resources available to support unit leadership in making this year s sale easy and successful. We re all in this together, so take advantage of all of these: What s New in 2012 We ve Changed Popcorn Companies! An all-volunteer task force met with representatives of Trail s End and CAMP MASTERS in late March of The verdict in a unanimous decision, was CAMP MASTERS! Several factors led to that decision - - TINS ARE BACK! CAMP MASTERS utilizes tins in their PRODUCT MIX. Sale Guidebook - This sale guidebook has been put together so that unit kernels have an easy guide to this year s sale. There are tips for selling throughout the guidebook. Chocolate - CAMP MASTERS uses real chocolate in its products vs. something that isn t. Online Ordering for Units - Unit kernels can place their unit s order on the CAMP MASTERS website. Council Kickoffs - The council is hosting two informative kickoff programs. The events will include a review of sale details, tips from local leadership and fellowship. Once again, we have a specialty CSP available at the kickoffs -- one CSP per person. Variety - CAMP MASTERS has several very distinct flavors and products. Taste - All the participants in our taste testing session unanimously selected the CAMP MASTERS brand. Scoutwire - This is an e-newsletter that is sent out regularly to participating unit kernels and leadership. It includes reminders, tips, and great ideas. We re also going to be using social media like Facebook and Twitter to help share information. Pricing - Additional lower- and mid-priced items. Unit Sale Plans - Each unit should prepare a sales plan to support their goals. District Teams - Each district has a popcorn sale team to help support you with this year s sale. Hawk Mountain Council Popcorn Sale - Page 1

2 Product Highlights We re selling popcorn items provided by a company called CAMP MASTERS located in Ramsey, Indiana. They are an officially approved BSA vendor and have served a number of councils throughout the United States. CAMP MASTERS offers different popcorn products. The products available for sale through our Council are pictured below. CAMP MASTERS also offers a military donation option where a donation can be made and popcorn will be sent to military personnel. 5 Way Chocolately Tin - $50 3 Way Premium Tin - $40 3 Way Cheesy Tin - $30 24pk Theater X Butter MW - $25 24pk Variety MW - $25 20pk Nacho Cheese MW - $25 $25 Military Donation Supreme Caramel w/nuts - $20 Chocolately Carmel Corn - $20 20pk Snack 94% Fat Free MW - $20 15pk X Butter Summer MW - $15 14pk Kettle Corn MW - $15 Carmel Corn - 9oz Tin - $10 2 lb Popping Tin - $10 7pk Butter MW - $9 Hawk Mountain Council Popcorn Sale - Page 2

3 Reasons to Sell Extensive Product Line Scouts will have the chance to sell a full line of popcorn products with a lot of variety for customers to choose from. Tins are back and microwave variety packs are being introduced. Great alternatives for customers who want something different! Commission Structure The unit commission is 30% of the retail price. All Scout incentives are supported by the Hawk Mountain Council (approximately 4%). The grand total is 34%. Great Scout Incentives Awesome incentives are being offered to Scouts who reach higher levels of individual sales. There is a custom prize brochure for each age group focusing on the stuff they want! Ways to Sell There are two phases to the sale. Show & Sell is when you have product with you and sell it on the spot. Take Order is when Scouts obtain orders from customers and return to deliver product. Reminder! -- Online Selling for Scouts Please have your Scouts take advantage of selling popcorn to friends and relatives that live out of town!!!!! Scouts should contact their Unit Popcorn Kernel for further information. Show & Sell = display stand in front of business Take Order = door-to-door or person-to-person selling Online Selling Scouts = sell to out-of-town family/friends These selling techniques will be discussed in further detail later in the guidebook. Hawk Mountain Council Popcorn Sale - Page 3

4 Sale Calendar Important Order Due Dates Show & Sell = August 15 Take Order = October 31 June 15 June 24 August 1 August 7 August 15 August 15 August 30 September 11 September 15 October 19 October 31 October 31 October 31 November 15 November 30 Units should finalize Popcorn Sale Leadership (Unit Popcorn Kernel) Michael Beck Presentation - Schuylkill Valley Middle School, LGI Room., 4:00-6:00 PM Council Popcorn Kickoff: Cressona Picnic Grove Park, Cressona Council Popcorn Kickoff: FirstEnergy Stadium, Reading Show & Sell Orders Due to the Beaver Family Service Center Last day to complete Unit Sales Plan Show & Sell Pickup at Fleetwood Fixtures, Leesport, 3 PM to 7 PM Scout s Wear-A-Uniform-To-School Day (Patriot s Day) Popcorn Blitz Day Deadline for Popcorn Returns to Beaver Family Service Center Take Orders Due - Online or at Beaver Family Service Center Outstanding Sellers Form due at Beaver Family Service Center Prize Orders Due - Online or at Beaver Family Service Center Take Order Pickup at Fleetwood Fixtures (Berks) or Fanelli Warehousing (Pottsville), 3 PM to 7 PM Final Payments due to Council Hawk Mountain Council Popcorn Sale - Page 4

5 What s The Unit Kernel s Job? Keep Everyone Motivated The Unit kernel is the chief-cheerleader and morale officer. Keep things fun to keep the Scouts interested. Learn About the Sale Be familiar with the popcorn program, including the products available, key calendar dates, and special incentives. Set A Goal & Create a Sales Plan With your unit s leadership and based on your unit s annual program plan, set a sales goal and create a plan to achieve that goal.. This is one of the most often skipped steps of the sales planning process. Based on your overall goal, and with the help of your district s popcorn team, determine a 4 to 5 step process that will lead to success (i.e. utilize all forms of selling, have each scout set a personal goal, etc.). Hold A Unit Kickoff Plan and conduct a Unit Popcorn Kickoff to communicate the program and goals to your Scouts and their families. Get everyone excited, motivated, and focused on getting every Scout involved. How the sales materials are presented is a huge factor in how successful the sale is. So, organizing a good kickoff is one of the most important parts of the kernel s job. Don t be one of those units that puts forms on the table in the back of the room for Scouts to pickup on their way out. Organize Unit Efforts If the unit is going to have a show and sell or Blitz Day, be prepared to get parents help with staffing the event. Know your dates and locations up front so that Scouts and parents can sign up at the kickoff. Also, communicate key dates to all Scouts and families. When setting deadlines, make sure you have enough time to put it all together. Place Orders and Distribute Popcorn Collect Take Order forms and tally your unit s order, pickup product, distribute products, and collect money. Payment is due, by check, on or before November 30. (A 2% late fee is added each week that payment is late after the November 30 due date.) Hawk Mountain Council Popcorn Sale - Page 5

6 Commission Structure More Ways to Earn! The commission structure for the sale includes more options for units to earn. The base commission rate on total sales has been set at 30%. Additional commission may be earned by utilizing this item: 1 to 4% related to average per Scout sales (membership as of June 30, 2012) The unit would earn 1% if average per Scout sales are $150 to $199 The unit would earn 2% if average per Scout sales are $200 to $249 The unit would earn 3% if average per Scout sales are $250 to $274 The unit would earn 4% if average per Scout sales are $275 or more. Grand Slam Bonus Plus, an additional incentive is being offered for those units whose sales are grand slams. Any unit whose gross sales are more than $10,000 can earn an extra 10% commission on all sales over $10,000. For instance, if a unit sold $12,000 worth of popcorn, their regular commission would apply to their total sales AND they will earn an additional 10% commission on the $2,000 in sales over $10,000. This would be an additional $200. Hawk Mountain Council Popcorn Sale - Page 6

7 Special Incentives Some great additional Scout incentives are also available. These are all designed to recognize some super-achieving salesmen! Scout Incentives The incentives are available based on an individual Scout s total take order sales. District Top Selling Boy Scout - The top selling Boy Scout in each district will earn a free week of summer camp at Hawk Mountain Scout Reservation. District Top Selling Venturer - The top selling Venturer in each district will earn a free week of summer camp at Hawk Mountain Scout Reservation. District Top Selling Cub Scout - The top selling Cub Scout in each district will earn a free week of Day Camp or Resident Camp or Webelos Extended Camp. $1,000 Sellers - Scouts who sell at least $1,000 will receive a ticket package to a Reading Phillies game to be held during the 2013 season (likely held in April 2013). Each unit must submit a CAMP MASTERS Prize Form and an Outstanding Sellers Form where they will list their top 3 sellers and every Scout who sells $1,000 or more. Please return both forms to the Beaver Family Service Center by October 31, $1,500 Sellers - Scouts who sell at least $1,500 will receive 2 passes to Hershey Park (good for any day in 2013) plus the ticket package for the Reading Phillies. Fill It Up Patch - To receive this patch, fill up all 30 lines on the Take Order form, attach a copy to the CAMP MASTERS Prize form, place a check at the appropriate Scout s name in the Fill It Up column, and return to Council by October 31, CAMP MASTERS Popcorn High Achievers Scouts may also be available for some additional incentives as well, based on total take order sales. $1,500 Popcorn Sellers - Scouts who sell $1,500 to $1,999 will earn a $50 gift card for Target or Walmart. $2,000 Popcorn Sellers - Scouts who sell $2,000 to $2,999 will receive (choice of 1) Awesome Camping Package or a High Performance R/C Helicopter. $3,000 Popcorn Sellers - Scouts who sell over $3,000 will receive (choice of 1) a Kindle Fire or American Express Gift Cheques. Patches Patches are available as part of the prize program - Level One. Any unit may purchase additional patches for $.50 each. The form to order ADDITIONAL patches will be included in your Unit Popcorn Packet. Hawk Mountain Council Popcorn Sale - Page 7

8 Sales Methods There are four primary sales methods that your Scouts can utilize in selling popcorn. All four methods will help you achieve your goals even faster. Show & Sell This method is like an old school lemonade stand. Your unit gets permission to have a booth in a high traffic area and your Scouts sell actual popcorn product there on the spot. This method has been highly effective for many units, as it allows a lot of sales without actually going to door-to-door. A unit can plan a Show & Sell day and split Scouts/families into shifts so that everyone takes a turn. A majority of the popcorn products are available for Show & Sell. However, items with chocolate are Take Order only. Left over show and sell product can also be used to fill take orders Take Order Please Note: If you need extra product at any time during the Show & Sell or Take Order Sales please contact Donna ( ) at the Beaver Family Service Center. Please do not contact other units THANK YOU! This method is where Scouts go to friends, family, and neighbors door-to-door to sell popcorn using an order form. Parents can also help by taking the order forms to work. Later, at the end of the sale, the Scouts deliver the ordered product to the customers. Online Selling for Scouts This method is available for Scouts that would like to sell popcorn to family and friends that live out of town. The Unit Popcorn Kernel will set up an account for Scouts that want to take advantage of this method. After the account is set up go to and click on the home page feature pictured here. Instructions are also available. Blitz Day - A special council-wide Blitz Day is being planned for Saturday, September 15. We re hoping to draw media attention to the sale and harness all that publicity to highlight the sale in every community. To do this, we need all units to commit to do a Show & Sell that day! Hawk Mountain Council Popcorn Sale - Page 8

9 Unit Sales Plan We want every unit to do as well as possible during the popcorn sale. There are more options than ever before, so it should be a great sale! We re asking units to be prepared by making a sales commitment to allow for a very profitable, successful campaign. We re focusing on the unit kickoff and the plan for each part of the sale. Please prepare a Unit Sales Plan and review it with your district sales team by August 15, All plans are due by August 15 in order to qualify. Contact your district team to find out when you can submit yours. Things you should be thinking about for your sales plan are: Setting a goal and how it breaks down on a per boy basis. Conducting an awesome unit kickoff that gets all of your Scouts and families charged up! Getting all your Scouts and families involved! Promoting special incentives offered by the Hawk Mountain Council. Trying a Show & Sell and participating in Blitz Day (September 15). Having a good Take Order program and getting parents to take the order forms to work. Getting your bill paid on time. Creating scout incentives within your unit (i.e. mystery house within a specific area - 1st scout to knock on the door receives a prize, a unit-sponsored pizza party for the den with the highest combined sales, etc.) Unit Kernel Gift for Completing a Sales Plan Any unit kernel who files a Sales Plan by August 15 will receive an exclusive popcorn kernel gift consisting of a special order polo shirt. The Herbie Hawk emblem and appropriate lettering will appear in the upper left corner. Each District Kernel will approve this recognition. Hawk Mountain Council Popcorn Sale - Page 9

10 Unit Kickoff A big part of the unit kernel s job is to plan the unit s kickoff. This is an important event because it sets the tone for the unit s entire sale! Units should make a special effort to get every Scout involved in the sale, and having a fun kickoff is a key step in that direction. This event is also an opportunity to get Scout families involved. If you are in need of help, go to your kickoff prepared with dates, times and locations so that families can signup. Things to include in the unit kickoff: Opening - Maybe a song, skit or game to excite everyone. Do the Why Sell Popcorn speech - this is an opportunity to inform parents of budget, program costs, how to avoid out of pocket expenses, and introduce a plan to pay for it. Talk about products. Explain the methods for Show & Sell, Take Order, and Online Selling for Scouts. Demonstrate how to sell - Make it a positive, scout-based interaction with the consumer. Review Safety Rules & Buddy System. Make a one-page summary sheet with all the details for your unit s sale listed for easy reference. Include the date that orders are due to the unit kernel and his/her contact information. Review again why parents and Scouts should sell and talk about goals. Also, announce special incentives. Signup families for shift coverage for unit Show & Sell events. Distribute materials. Don t do these things at your unit kickoff: Leaving the order forms on a table in the back of the room Think that you don t need to review the forms because everyone has sold before. Skip examples of how the sale is helpful to the parents, Scouts, and unit - including that it pays for awards and trips. Examples help make the sale real for everyone involved! Hawk Mountain Council Popcorn Sale - Page 10

11 Unit Popcorn Order Placing Your Unit Orders The unit kernel has to place two important orders during the sale. 1) The Show & Sell Order form must be returned to the Beaver Family Service Center by August 15, 2012 either by drop off or fax. Council will place unit orders for the Show & Sell product to CAMP MASTERS directly. The Show & Sell portion of the sale should be based on previous sales history for similar products as well as the sales potential on the number of show and sells that the unit has scheduled. Only selected popcorn products (non-chocolate) are available for Show & Sell. Units may also use unsold product from their Show & Sell to fill their Take Orders. In addition, the council will take returns at the Beaver Family Service Center during the week of October Please Note: October 19 at 5:00 PM is the ABSOLUTE DEADLINE to return any unsold product. Product must be returned in UNOPENED FULL CASES. 2) The Take Order must be completed by October 31, 2012 and can be handled in one of the following ways. This order should be based on exact unit needs from the Scouts take order sheets, minus any left over Show & Sell product. Units can place their order directly to CAMP MASTERS utilizing the Online Ordering for Units. Go to and click on the home page feature pictured here. Instructions are also available. OR units can drop off or fax ( ) the T ak e Order form to the Beaver Family Service Center. Popcorn Pickup The unit kernel also needs to coordinate the unit s efforts to pickup their popcorn order. For Show & Sell the council will have one distribution site for all districts -- Fleetwood Fixtures in Leesport, PA on Thursday, August 30, 2012 from 3 PM to 7 PM. For Take Order there will be two distribution sites. Specific locations are Fleetwood Fixtures (Berks Units) in Leesport, PA and Fanelli Warehousing (Black Rock District) in Pottsville, PA on Thursday November 15, Please arrive for pickup between the hours of 3 PM and 7 PM. How Much Popcorn Can Fit in a Vehicle? Mid-Sized Car = 20 Cases Mini-Van = 60 Cases Jeep = 40 Cases Suburban/Explorer = 70 Cases Hawk Mountain Council Popcorn Sale - Page 11

12 Helpful Stuff Scout Forms There are a few different forms that Scouts will need to sell popcorn: Popcorn Take Order Form - This form includes all CAMP MASTERS popcorn items available. Prize Brochure - This brochure has samples of the prizes for Scouts. There are separate versions, one for Cub Scouts and another for Boy Scouts/ Venturers. Additional Forms There will be several forms that a unit kernel may need. These will be available on the council website and at the kickoffs. Request for Certificate of Insurance - Some Show & Sell locations will want a certificate of insurance which the council will issue to you within a 48-hour period of the request. Please contact Terri Baker [Telephone: or tbaker@bsamail.org] at the Beaver Family Service Center. Outstanding Sellers Form - Units may utilize this form to list the names of the Scouts that will be receiving prizes/incentives being offered by Council. Please return the form to the Beaver Council Service Center by October 31, CAMP MASTERS Prize Forms for both Cub Scouts and Boy Scouts/Venturers. Unit kernels can order the prizes online or the form may be submitted to the Beaver Council Service Center by October 31, District Contact Information For additional assistance, please contact your District Executive or District Kernel (listed below). Appalachian - District Executives Cacoosing - Bryan White, , bryan.f.white@scouting.org Frontier - Ron Mallicone, , rmallico@bsamail.org Black Rock - Lisa Frederick, , lifreder@bsamail.org QPE Packs: Sally Trump, , strump@bsamail.org District Kernels Appalachian - Larry Snyder, , lasnyder@pa.gov Cacoosing - Shelly Kerns, , skkerns@sunocologistics.com Frontier - Brenda Hensinger, , bhensing@ptd.net Black Rock - AnnMarie Helsley, , helsley305@yahoo.com QP Units (Berks) - Traci Gehringer, , thegehringers54@verizon.net QP Units (Schuylkill) - Jan Altenburg, slayton@ptd.net Please feel free to contact Donna Welsh [Telephone: or dwelsh@bsamail.org.] at the Beaver Family Service Center during normal business hours with any questions you may have regarding any aspect of the Popcorn Sale. Hawk Mountain Council Popcorn Sale - Page 12

13 Frequently Asked Questions When are Prize Orders due? Prize orders are due on Wednesday, October 31, 2012 when the popcorn Take Orders are due. This a firm deadline and we will not be able to process additional orders long after the due date. My unit has a problem with its bill. Who should we call? Please contact Donna Welsh at the Beaver Family Service Center ( or dwelsh@bsamail.org) or your District Executive. Can my unit place its order by individual boxes or tins? Yes, for the Take Order sale you need to order by individual containers. For Show & Sell you need to order by the case. My unit ordered too much popcorn for my Show & Sell. Can we return the extras to the council for a refund? Yes, the Council will take returns during the week of October Please see Scoutwire or Herbie Hawk News for details. All UNOPENED FULL cases of popcorn must be returned by October 19; returns will not be accepted after that date. Your unit can use the extra Show & Sell popcorn for the Take Order sale. Units should not return items they will be re-ordering for the Take Order sale. Can my unit combine a Scout (or unit) order with another to order a higher-level prize? No, prizes are based on an individual Scout and unit sales. Can my unit order extra patches? Yes, they are available for $.50 each. An order form is included in the Unit Popcorn Packet or contact the Beaver Family Service Center. Does every Scout in my unit have to sell In order for the unit to participate in the sale? No, we encourage everyone to participate, but some units may have families that choose not to participate. This sale is the best fundraiser available to participating Scouts and units, so the unit should make every effort to make it available to everyone. Hawk Mountain Council, BSA 5027 Pottsville Pike Reading, PA Beaver Family Service Center: Find us on Boy Scouts of America, Hawk Mountain Council Follow us on hawkmtncouncil Hawk Mountain Council Popcorn Sale - Page 13