Leader s Guide. Monmouth Council s Trail s End Popcorn Sale

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1 2014 Leader s Guide Monmouth Council s Trail s End Popcorn Sale

2 Popcorn Sale Leadership 1 Battleground District District Kernel Linda Simon ljs6kids@gmail.com District Co-Kernel Ed DeCelie edecelie@verizon.net Staff Advisor Kathleen Picciano x30 kathleen.picciano@scouting.org Middlesex District District Kernel Bryan Molter bryan.molter@verizon.net Staff Advisor Dan Garrihy x16 dan.garrihy@scouting.org Thunderbird District District Kernel Barbara Payne bjpayne@icloud.com Staff Advisor Chris Quakenbush x33 chris.quakenbush@scouting.org Twin Lights District District Kernel Laura Hoey la_hoey@hotmail.com Staff Advisor Stacey Ehling x34 stacey.ehling@scouting.org Monmouth Council Council Kernel Rick Hough Day Evening rrhough@gmail.com Staff Advisor Stephen Smith x22 stephen.smith@scouting.org Trail s End

3 Calendar 2 6/3/14 Middlesex Cast Off, East Brunswick Elks Lodge, Oakmont Avenue 21B East Brunswick, NJ, 7:30 PM 6/9/14 Twin Lights Cast Off, James J Cullen Center, 1776 Union Avenue, Hazlet, NJ 8:00 PM 8/12/14 Battleground Cast Off, Neff Chapel, Old Tennent Church, 448 Tennent Road Manalapan, NJ, 7:00 PM. 8/13/14 Thunderbird Cast Off, Location TBD 8/23/14 Council Cast Off, 10:00 AM at the Scout Service Center 8/25/14 Show & Sell/Blitz Orders due online 9/2/14 Official Launch - Door to Door Take Order Sales Begins On Your Honor 9/5/14 Show & Sell/Blitz Order Pick up Location TBD 10/25-10/26 Wawa Sale Dates 11/1/14 Show & Sell/Blitz Returns due Location TBD 11/3/14 Door to Door/Take Orders due online by 5:00 Prize Orders & Unit Sales Rosters due 11/14/14 Take Order Popcorn Distribution TBD 12/12/14 Popcorn payment due to Council Service Center. Commission reduced 1.5% for every 7 days payment in full is not received Unit Sales Roster Due - REQUIRED for top seller recognition and to receive full bonus commission Online sales commission will be a straight 36% No prizes can be ordered after November 4th.

4 3 Why Popcorn as your Unit Fundraiser: Over 70% of the purchase price goes to support local Scouting programs. Up to 41% commission for units - one of tops in the country! NO RISK! A turn-key program; no upfront money, no leftover product, order just what your Scouts sold. A Council supportive prize program. Two ways of selling: Face to Face or online. Scouts can earn their own way in Scouting with One fundraiser a year. There is a Scholarship Program. Sell $2,500 just once and you re in! There is a $600 Club and a $1,500 Club. Great Prizes, including fishing poles and a Surface Pro tablet. If your unit hasn t sold before, you ll automatically get 41% commission this year. Trail s End is Better Than Ever Highest quality/best tasting products. All microwave products are made with Canola Oil. All Trail s End products have ZERO grams of Trans Fat. Chocolate Covered Caramel Popcorn IS BACK!

5 4 Steps for a Successful Sale Set a sales goal for your Unit and for each Den or Patrol. Most important step a Unit can do. Base this goal on your actual budget needs. Communicate the Unit s plan to Assistant leaders and committee members and together, determine a sales goal for each Scout based on the Unit s goal. Conduct a Fun-Filled Kick-off event for Scouts and their parents. Emphasize what the Scouts will receive for hitting their goal; prizes, Scouting programs, camp, etc. Provide a letter to parents that clearly spells out: the purpose of the sale. how the money raised will be used. and what the per-scout goal is. They will be much more interested when they know this information. Consider using some of the Unit s commissions to offer additional incentives that your Scouts really want. Encourage ALL your Scouts to go out and sell! 67% of people will buy when asked, and less than 30% of the public is approached! Sell to friends, family members, neighbors, etc. Take Take Order form to work. Set up an organized Blitz Day at the beginning of the sale to help give your Scouts a good start to their sale. Have a victory celebration! Have a fun activity planned at the end of your Blitz Day. At the first Pack Meeting after the sale ends, give out prizes, additional incentives, trophy to top-seller(s) and remind everyone how the money raised will help Scouts and Parents fund their year in Scouting.

6 Sales Methods 5 On-Line Sales Scouts contact friends and family members in person or via , phone, person contact, etc. Consumer logs onto and orders product, pays by credit card, and has product delivered to their home. Advantage: Allows Scouts to sell to friends and family members who live out of state. Also allows for repeat purchases year round. Take Order Sale The Scout goes door to door with a Take Order form. The customer writes his/her order and the Scout delivers product and collects the money in a few weeks. 1. Set up a sales territory within your Unit s area. 2. Assign two Scouts to a territory. 3. Have a parent accompany each sales team. 4. Determine the timeline for when orders are due to the leader. 5. Two out of three people will buy. 6. Less than 30% of households have been called on to buy popcorn. Advantage: High dollar sales per customer & only order what you need Show and Deliver Scouts will have some of the product on hand before the sale begins. When going door to door with a Take Order form, Scouts offer the consumer an opportunity to purchase the Popcorn and take the product on the spot. Scouts will make additional deliveries in a few weeks to fulfill remaining requests. Advantage: High dollar sales per customer and only 1 visit per customer. Reduces time spent delivering Show-N-Sell (Popcorn Blitz) Unit orders product up front and sets up in front of a busy storefront. 1. Secure location prior to the sale: Ask store manager for permission Some good locations: supermarkets, convenience stores, shopping malls, donut shops, etc. 2. Work in two-hour shifts. Don t have the entire unit attend at one time. 3. Do not block the store entrance. 4. Be sure to leave the location clean. 5. Set up a display of the products. Do not use tables; Scouts tend to hide behind them. 6. Sales are credited to the Scouts working the shift at the time. 7. Left over product is used to fulfill Take Order needs. Advantage: When selling in a group with leaders, it is a good training ground for Scouts. Typically, lower dollar sales but when combined with the Take Order method will increase sales.

7 Steps for a Successful Unit Kickoff 6 Provide plenty of popcorn and snacks and make it exciting for your sales team-the Scouts. Review the year s Scouting Program calendar and explain to the families how the entire program can be funded with one fundraiser: the Trail s End Popcorn Sale. Determine how much popcorn you will need to sell to reach your goal: Budget goal / commission rate = Sales goal. Communicate the Unit s sales goal and each Scout s Popcorn sales goal. Have the boys write their goals on the Take Order Forms. Show the Scouts what prizes they can earn by hitting their sales goal. Have a prize for the top seller in the Unit and/or each Den; Ticket to local amusement park, a video game, gift cards, etc. Review the Trail s End National Prize Program with the $600 Prize, $1,500 Prize and $2,500 Scholarship Program. Review the Popcorn Extravaganza. Review the Monmouth Council Fill-a-Sheet Incentive Role-play with the Scouts on how to sell. Review the safety and selling tips. Review sales materials and key dates. Do a skit or fun activity to get the boys trained and excited about the sale, and to teach them about safety when selling. During the gathering period, have a popcorn display and samples. Use the pictures taken at camp to create a collage of activities the unit participated in last year and what you want to do this year. Have a poster with the Scout s names and a place for them to write in their popcorn goals.

8 Sample Kickoff Agenda 7 Opening Pledge of Allegiance Welcome parents and introduce committee members TAKE SCOUTS TO A DIFFERENT AREA FOR ACTIVITIES Parent Meeting Key Ingredients to Our Successful Scouting Year Planning the entire year focus on program in a Scouting activity Developing a budget to fund the program Setting goals for the unit and Scouts Communicating the plan and budget Participating in one fundraiser to meet the needs of the budget Building excitement for the program Annual Program Go over activities unit will be participating in throughout the year Discuss the cost for activities Communicate to the parents how much it will cost each Scout to receive a full scouting program. Financing our plan One Fundraiser! Using the budget to set goals Parental Support Explain the different committees Each parent has a role in the unit Describe the popcorn program, Why a sale? Scout level: Build leadership and earn advancements Unit level: Fund the unit programs Council level: improve camping facilities and programs Prize program: Gift Cards and special rewards Emphasize 100% participation from all Scouts SCOUTS RETURN Discuss safety concerns Train on sales techniques for Show and Deliver and Take Order Instruct Scouts to wear uniforms Question and answer period Go over courtesy points Say thanks! Count change in front of the customer Make checks payable to unit Do not leave popcorn unattended Discuss details (dates, locations, etc.) Review Scout Goals and Incentives Show the goal in terms of customers or containers Explain your unit incentives for the dens or patrols Explain the Fill a Sheet contests and hand out the Sample Order Form Review the Popcorn Extravaganza Review the $600 Club information Distribute Order Forms and Sales Brochures

9 Unit Commissions 8 Your unit will receive 31% of your gross sales as your base commission. In 2014, your unit will have the opportunity to earn an additional 10% commission for a possible total of 41%, one of the highest in the country. The 10% bonus is broken into two parts: Preparing Your Unit for the Sale 5% And Sale Success 5% To receive the Preparing your Unit 5% your unit must complete the following items: Attend one of the 5 Sale Kickoff/Training meetings Schedule, conduct, AND invite your district kernel to your unit sale kickoff. Submit all popcorn and prize orders on time and online and meet all other due dates. To receive the Sale Success 5% your unit must complete the following items: Increase your Per Scout Sale Average by designated amount based on your unit s 2013 Per Scout Average 2013 Average $ % increase 2013 Average $270-$399-5% increase 2013 Average $150-$ % increase 2013 Average $149 or lower - 20% increase Units with a 2014 gross sale of $25,000 or more will be exempt from this requirement Each unit will receive their 2013 average and 2014 goal at kickoff Submit all popcorn and prize orders on time and online and meet all other due dates. Units that are selling for the first time should speak individually to their District Kernel regarding the Sale Success bonus commission.

10 Unit & Scout Incentives 9 This year the Monmouth Council in conjunction with Trail s End has created 2 incentives for your unit and your Scouts. These incentives are tools for you to use to motivate and prepare your Scouts for the sale. The incentives are: 1. Council & District Top Seller Recognitions 2. Fill A Sheet Giveaway Council & District Top Seller Recognition A recognition program for the Top Sellers in each district, and in the council. The included Unit Sales Roster MUST be completed and submitted by 12/12/2014 for your Scouts to qualify. The top seller in the Council, will receive a Surface Pro Tablet Fill A Sheet Giveaway During the Take Order & Show and Deliver sale only Scouts will have the chance to enter a drawing for great prizes. To enter, make a copy of the Scout s filled order form and then either drop it of at the scout service center or fax ( ), mail, or (stephen.smith@scouting.org) it in. There is no limit to the number of different filled order forms a Scout can submit but each form can only be entered once. Drawings will take place every Monday and winners will be notified by phone/ and the council website/e-trail. Order forms must be in the office by 5:00 PM Friday to qualify for the following weeks drawing. The first drawing will be 9/8/2014. Show and Sell and Blitz sales do not qualify for this program $600 Club Every Scout that sells $600 or more in popcorn will receive a Zebco Prostaff Rod and Reel!

11 Scholarship Information 10 Scouts who sell at least $2,500 (online, face-to-face or combination) in any calendar year receive 6% of their total sales invested in their own college scholarship account. That is $0.06 of every dollar they sell! Once Scouts are enrolled, 6% of their sales each year will be added to their account. Scouts only have to hit the $2,500 minimum one time. Online sales count! To credit a Scholarship account, please send Trail s End (scholarship@trails-end.com) the following documents: 1. Scholarship Form (with your council s signature) (Please ask your council or us for a form if you do not have one.) 2. A copy of each Take Order Form used in the Spring and/or Fall Sale 3. A copy of your online sales report from trails-end.com Scholarship Payout Request: In order for your college, university, vocational or technical school to receive your scholarship payment, you must the following documents to scholarship@trails-end.com: 1. High school transcript 2. Class schedule issued by the Registrar s Office of your educational institution 3. Letter of recommendation from an educator or Scout leader 4. One-page essay on the impact Scouting has had on your life 5. Completed payout request form (Please ask your council for this if they do not have it we can provide this to you) Scholarship balances will be ed to Scouts annually.

12 Online Information 11 Blitz Order: Due Monday, August 25th at 5:00 PM Take Order: Due Monday, November 3rd at 5:00 PM Each unit will receive a username and password for the Trail s End site: The unit can add additional users, place the orders for popcorn and prizes, and print invoices and other reports. To Set Up Your Unit Account at Trails End 1) Go to the Trails End web site at 2) Click on the tab for Leaders. 3) Click on the link for Popcorn System. 4) Log in with your username and password. Users will need to re-set their username to a valid address and change their password. (AOL users or users with filters may have to turn off their junk mail filter or look in their junk to conduct this first use.) Approving Scout Submitted Orders (Optional - for units that have entered Scout names individually) 1) Click on the tab Scouts. 2) Go to Scout Orders. 3) Click on the order form tab next to each Scout s name and view and approve each order. Units will not be able to submit the total order if there are unapproved Scout orders. Ordering Popcorn for your unit 1) Click on the tab Orders. 2) Click on the link for the time frame you are ordering: Unit Order for 9/3 (delivery to warehouse) (Orders due 8/25/14) Show and Sell / Blitz Sale Unit Order for 11/12 (delivery to warehouse) (Orders due 11/3/14) Door to Door / Take Order Sale 3) At order screen, you will see any orders from Scouts who ordered on line (if applicable). 4) Fill in your quantity needed in the multi-colored column. Blitz Sale full case only Take Order cases and containers 5) System will total your order, plus any Scout orders to display your total order. 6) Click on Save Changes. 7) When ready, click on Submit to Council. Consumer Reorders Print out Consumer Order Cards (Reports Tab) and have the Scouts tape one to each container of popcorn they deliver to their customers. Your unit will receive 36% commission from these additional sales, year-round. The consumers reorder with a credit card. Product is shipped by Trails End. For additional support, go to the PDF Help icon on the Trails End website for online training materials.

13 Ordering Prizes 12 Step 1: Step 2: Step 3: Step 4: Step 5: Step 6: Go to: Enter your Username & Password Click Login Click on the arrow to the left of Orders to bring up the drop down box Click on Unit Prize Order Complete the TOTAL PRODUCT SALES and NUMBER OF SCOUTS SELLING as these are required fields. Next: enter prize quantities. Click NEXT when you have completed the prize selections. Verify your shipping address (If you have a P.O. Box, please enter that in the second address field). Click Submit Order Upon successful completion; you will receive an verification, unless your Internet Service Provider has our system blocked. Please keep your order number for future reference. A leader has a couple of options: 1. View and print your orders as a cross check. This is recommended to do. Click on Order History and choose the order number to view. If you find an error, please proceed to Step 7 To edit an order. 2. Enter another order. Many of our volunteers have a Pack and Troop that they are placing orders for. To do this, be sure to click edit this information in Step 7. Step 7: If you need to edit your order, follow the instructions below: Click on Quick Order In red, you see To edit this order click here Click on the word Here Make the necessary changes to your order. You can change any of the information associated with your order. When completed, click on update order at the bottom of the screen.

14 Frequently Asked Questions I had a password last year but it won't work this year. Why? 13 In the Trail's End computer system, there are many years worth of user accounts. Many of these people may no longer be in involved in the sale. Trail's End requires you to enter a new password each year to certify that you are the proper current administrator of the unit's information. This is done the first time you log in for the year. You will then be able to see all of the users still listed for your unit. Please delete users who are no longer active in your unit. I have a problem with my bill. Who do I call? Call the Monmouth Council Office at between 9:00 AM and 5:00 PM, Monday through Friday. Can I order individual boxes or cans? Your customers can order individual boxes or cans from you. For the Blitz Sale all orders must be in whole cases. For the Take Order Sale you may order individual containers. Blitz returns will only be in full cases. There will be no product returns after November 1st. I ordered too much popcorn for my Show & Sell. Can I return the extras to the council for a refund? Yes. You may return popcorn on Saturday, November 1, We will accept full and partial cases for return. After 11/1 we cannot accept anymore product. Please plan accordingly. During the sale, if you know that you will have extra popcorn, let your district kernel know. Other units in your neighborhood are often looking for extra popcorn and they may be able to take some of your hands. We can arrange a transfer of popcorn from one unit to another. Can people order additional popcorn from my unit after the official sale is over? Yes they can. We generally have additional popcorn available through the holidays so please let us know your needs. Your consumers can also log onto and purchase popcorn with a credit card. The product is shipped directly from Trail's End to the consumer and your unit and Scouts receive credit for the sale. The Monmouth Council will distribute 36% commission to units on all sales generated online year-round. Where Can I Find Additional Information? Visit the Trail's End at for online video training for both scouts and leaders, nutritional information, and other helpful hints. Other questions can be answered by your district kernel or your district executive.

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