Introductions Council Popcorn Kernel Angela Matthieu District - - PowerPoint PPT Presentation
M I A M I V A L L E Y C O U N C I L K I C K O F F : A U G U S T 3 R D & 4 T H S A L E D A T E S : A U G U S T 1 5 T H t o O C T O B E R 2 5 T H Introductions Council Popcorn Kernel Angela Matthieu District Popcorn Kernels
Introductions
Council Popcorn Kernel
– Angela Matthieu
District Popcorn Kernels
– SunWatch District
Introductions
District Popcorn Kernels
– Two Rivers District
– Wayne Trace District
Introductions
District Popcorn Kernels
– Wright Brothers District
Trail’s End Representative
Tube Socks!
PART 1: Popcorn Selling Basics
Why Sell Popcorn?
Scouts learn invaluable life skills such as:
How to set, manage, and achieve goals How to present and conduct themselves in a professional manner Money management skills Responsibility Teamwork
Frequently Used, But Often Misunderstood, Popcorn Sales Terminology
Show & Sell
Refers to having popcorn available at the time of sale; on hand inventory of product. A customer selects a product, pays for it and is immediately given the product. A Scout selling door-to-door with product in hand or an in-store table sale may also be referred to as a Show & Sell.
Take Order
When selling product without any inventory (on- hand or easily accessible), the customer completes the order form, the Popcorn Kernel orders the item, and the Scout delivers it to the customer in November when it arrives.
Frequently Used, But Often Misunderstood, Popcorn Sales Terminology
Popcorn Kernel
Person responsible for coordinating all aspects of a Unit’s popcorn sale.
Frequently Used, But Often Misunderstood, Popcorn Sales Terminology
Lieutenant Kernel(s)
Person(s) that support the Popcorn Kernel throughout the popcorn sale.
Frequently Used, But Often Misunderstood, Popcorn Sales Terminology
Unit
Generic term used to refer to a pack, troop and/or crew.
Frequently Used, But Often Misunderstood, Popcorn Sales Terminology
Container
The individual packaging containing the product (i.e. a single box of 18 pack Unbelievable Butter Microwave Popcorn). – What the customer receives.
Frequently Used, But Often Misunderstood, Popcorn Sales Terminology
Case
The box in which multiple containers are shipped (i.e. 6 containers of 18 pack Unbelievable Butter Microwave Popcorn). – “Bulk”
Frequently Used, But Often Misunderstood, Popcorn Sales Terminology
Important Popcorn Sale Dates
August 2015
15 SALE BEGINS 28 Show & Sell Orders Due
September 2015
11 Help Sort and Pick Up Product *Check with District Kernel 12 Show & Sell Popcorn Pick Up (at District Specified Locations)
October 2015
25 POPCORN SALE ENDS 26 & 27 Show & Sell Popcorn Returns and Payment Due 27 Take Order Sales and Prize Order Due
Important Popcorn Sale Dates
November 2015
14 Take Order Popcorn Pick Up (at District Specified Locations)
December 2015
7 Take Order Popcorn Payment Due and Final Orders Due 14 Final Order Pick Up 31 ALL POPCORN PAYMENTS DUE NOTE: Set Unit due dates in advance of Council due dates. Allow yourself enough time to collect, organize and check orders and money before they are due to Council.
2015 Popcorn Commission Structure
Base Commission Receive By All Units: 30% Additional Commission Available: Sign up to by May 31 and attend Council Popcorn Training 8/3 or 8/4 2% Grow your sale to the 1st number specified by Council 1% Grow your sale to the 2nd number specified by Council 1% Pay your Show & Sell invoice by 10/27/2015 0.5% Pay your Take Order invoice by 12/7/2015 0.5% Total Commission Available: 35%
Where Do the Proceeds From Popcorn Sales Go?
Hierarchy of Miami Valley Council
Sunwatch
– Brookville, Clayton, Dayton, Englewood, Huber Heights, Trotwood, and Vandalia
Two Rivers
– Miami and Shelby Counties
Wayne Trace
– Darke and Preble Counties
Districts
Wright Brothers
– Centerville, East Dayton, Kettering, Miamisburg, Miami Twp., Moraine, Oakwood, Riverside, Washington Twp., and West Carrollton
Within Each District are Units
Pack
– Cub Scouts (Tiger, Wolf, Bear, Webelos, Arrow of Light)
Troop
– Boy Scouts
Crew
– Venturing (Co-ed)
Council Proceeds
On average, Council receives 38% of popcorn sales MINUS the cost of the popcorn sale.
Money is used for:
–Cost of popcorn sale
samples, freight and mailings
Council Proceeds
Money is used for:
–Improvements to Woodland Trails and Cricket Holler
Holler
Trails –Scout Scholarships to attend camps
Council Proceeds
Money is used for:
–Scout programming
Program, Day and Resident Camps
Unit Proceeds
Units are able to earn up to 35%
It is at the Unit’s discretion how to use these funds.
– Buy new equipment – Pay for Scouting events (i.e. camping)
Miami Valley Council 2014 Sale Review
2013 2014 Percentage Growth
$727,630 $674,695 (7.3%) Online Retail Sales $8,638 $9,373 8.5% Total Retail Sales $736,268 $684,068 (7.1%) Selling Units 128 / 231 124 / 208 (3.1%) Average Sale/Unit $5,685 $5,441 (4.3%) Selling Scouts 1,977 / 6,464 1,792 / 5,338 (9.4%) Average Sale/Scout $372.42 $381.73 2.5%
How Does Miami Valley Council Sales Compare to Surrounding Councils?
Miami Valley Evansville, IN Fort Wayne, IN
$674,695 $1,252,220 $888,823 Online Retail Sales $9,373 $21,494 $13,451 Total Retail Sales $684,068 $1,273,714 $902,274 Selling Units 124 132 141 Average Sale/Unit $5,441 $9,487 $6,304 Selling Scouts 3,314 3,772 1,912 Average Sale/Scout $381.73 $519.67 $471.90
2015 Product Line
What’s New This Year?
Redesigned packaging to show more of the fun things boys do in Scouting. 73% return, up from 70%, but no increase in price. No tins so as to keep retail costs as low as possible.
Collections
Microwave Popcorn
Bagged Product
Why is Popcorn SO Expensive???
– $5.55 to Trail’s End – $14.45 to Scouting
total the same packs in Trail’s End = $11.97 + tax
difference to a Scout.
PART 2: Steps to a Successful Popcorn Sale
Step 1: Popcorn Kernel
What to look for in a Popcorn Kernel: Anyone that says yes! Someone who has been with your Unit at least one year.
– Knows the ins and outs of your Unit and how it
Step 1: Popcorn Kernel
What to look for in a Popcorn Kernel: Make sure he/she is comfortable working with the Scouts and parents of your Unit. Someone NOT already pulling double-duty!
– Needs to be able to devote himself/herself to Popcorn Sales.
Step 1: Popcorn Kernel
What to look for in a Popcorn Kernel: Someone that is upbeat and fun!
– Able to be enthusiastic and get the Scouts excited.
Step 1: Popcorn Kernel
What to look for in a Popcorn Kernel: Well organized.
– Lots of juggling: inventories, orders, money turned in, prizes, in-store sales coordination, Council deadlines, etc.
Kernel has ultimate responsibility.
Step 1: Popcorn Kernel
Once your Unit has acquired a suitable Popcorn Kernel, be sure to have them register on the Council’s website at MiamiValleyBSA.org/Popcorn
Step 2: Determine Your Unit’s Goal(s)
You must have a program budget before you can determine your Unit’s goal(s)!
www.scouting.org/Home/BoyScouts/ProgramPlanningTools
Step 2: Determine Your Unit’s Goal(s)
Budget Amount = Unit’s Sales Goal Unit’s Commission Percentage Once you have determined your Unit’s budget, use the following formula to determine your Unit’s sales goal.
Step 2: Determine Your Unit’s Goal(s)
Example: You have determined your Unit’s budget for the year is $10,000 and you anticipate your commission to be 35%, and there are 20 Scouts in your Unit.
NOTE: If your Council specified sales goal is greater than your Unit’s sales goal, use the Council’s number to be sure to receive the optimal commission amount.
$10,000 Budget = $28,572 Sales Goal 0.35 Commission
Step 2: Determine Your Unit’s Goal(s)
Breakdown Sales Goal into the smallest increments possible. Example: Per Scout Sales (Sales Goal/No. of Scouts)
– $28,572/20 = $1,428.60/Scout
Scout’s Weekly Goal (Per Scout Goal/10 Weeks)
– $1,428.60/10 = $142.90 Weekly/Scout – If the average sale is $15, each Scout has to sell only 10 items per week!
Step 3: How to Reach Your Unit’s Goal(s)
Have a way to visually track your Unit’s Sales Goal (i.e. a chart, graph, thermometer)
$0 $500 $1,000 $1,500
Total Sales
Step 3: How to Reach Your Unit’s Goal(s)
Have each Scout set personal sales goal(s).
– Certain prize – Scholarship – Per Scout Goal
Step 3: How to Reach Your Unit’s Goal(s)
Work as a group
– Store sales – Den challenges – “Mystery House”
Step 3: How to Reach Your Unit’s Goal(s)
Prizes and Incentives
– Council
Step 3: How to Reach Your Unit’s Goal(s)
Prizes and Incentives
– Trail’s End Scholarship
Step 3: How to Reach Your Unit’s Goal(s)
Prizes and Incentives
– Unit Prizes
– Top seller for the week – Get one online sale – Fill a sales sheet – Sell one item
Mix it up each week!
Step 3: How to Reach Your Unit’s Goal(s)
Prizes and Incentives
– Unit Prizes
– The top selling den wins… – The den that sells the most this week gets…
Step 3: How to Reach Your Unit’s Goal(s)
Prizes and Incentives
– Unit Prizes
– Each Scout that reaches his “Per Scout Goal” receives…
Step 3: How to Reach Your Unit’s Goal(s)
Prizes and Incentives
– Unit Prizes
– Special outing or prize
Step 3: How to Reach Your Unit’s Goal(s)
Prizes and Incentives
– Unit Prizes
– Special party – Purchase special equipment
Step 3: How to Reach Your Unit’s Goal(s)
Prizes and Incentives
– Prize Ideas (other than toys)
Step 3: How to Reach Your Unit’s Goal(s)
NOTES:
– Different challenges at “varying degrees of difficulty” give everyone an opportunity to win something, not just the top sellers. – Be sure to give weekly updates of progress. This keeps the Scouts motivated and excited!
Step 4: Popcorn Kickoff
Step 4: Popcorn Kickoff
Make it fun and interactive!
– Ask questions as you go along and throw out candy to those that answer. – Have door prizes. – Do skits and demonstrate how to sell popcorn.
Step 4: Popcorn Kickoff
Get parents on board!
– Let them know what’s in it for them
– Parent’s guide and/or training class
Step 4: Popcorn Kickoff
Get Scouts on board!
– Let them know what’s in it for them
Step 4: Popcorn Kickoff
Make Sales Goal(s) clearly known!
– Display challenges, tracking charts and prizes weekly
Step 4: Popcorn Kickoff
Step 4: Popcorn Kickoff
Step 4: Popcorn Kickoff
Step 4: Popcorn Kickoff
Above all else…
Step 4: Popcorn Kickoff
Don’t be afraid to be silly… the kids LOVE it!!!
PART 3: Best Practices
Ways to Sell Popcorn
Friends, Family and Co-workers
– By far the easiest way to sell!
Ways to Sell Popcorn
Door-to-Door
– All Cubs should be accompanied by an adult – Practice a “sales pitch” – Familiarize Scouts with individual products – Scout does the selling but parents on stand-by – Group sales, “Mystery House” – Have product on hand – Positive presentation
Ways to Sell Popcorn
Store Sales
– Schedule in July and early August – Think outside the box; anywhere people go – Limit the number of Scouts and time per session – Well organized display of products – Again, positive Scout presentation! Not just selling popcorn!
Ways to Sell Popcorn
Store Sales (Cont’d)
– Utilize your Lt. Kernels
display items) to and from store
volunteers manning the table
Ways to Sell Popcorn
Store Sales (Cont’d)
– Define expectations of those manning table sales
sale
Ways to Sell Popcorn
Online
– Trail’s End Website www.sell.trails-end.com
and family via the website, and orders are mailed directly to the customer.
Kernel through the “Leader’s Acct.”
sales.
Ways to Sell Popcorn
Online (Cont’d)
– Social Medial
selling popcorn. Let them know his goal and how much more he needs to sell to reach that goal.
having a store sale.
– The Scout that asks that person at the store to buy popcorn gets a special prize.
Inventory
Use spreadsheets to track inventory given to Scouts
– Include dollar amounts and money turned in – Examples on Council website
Use sign in/out sheets when giving
Give a receipt when receiving money from a Scout (carbon copy)
Inventory
Have a defined and scheduled method receiving and returning product and money
– i.e. email Kernel product requests by 6 p.m. Monday to receive product at Tuesday night’s meeting.
Maintain annual history or sales so you can easily determine how much product to order the following year.
Card Reader
Council provides every Unit with 1 (2 if you ask nicely) Intuit GoPayment card reader. Unit does NOT incur any fees or costs associated with the use of the card reader.
Card Reader
Great way to make sales when customer claims to have no cash or checks! Intended for Store Sales ONLY!
– If everyone uses it for everyday sales, Council will incur substantial fees. – Nightmare for Popcorn Kernel
Card Reader
Volunteers should have the app installed and
Must have a smart phone to use app! Works with Android and iOS.
NOTE: Some stores’ security systems can interfere with cell phone reception. It is advised to use stores’ Wi-Fi if available.
Final Words of Wisdom
Have a good attitude. Be upbeat and believe in the product. It will sell itself. Look at the time spent selling as valuable time spent with your son. Being a BOY Scout, rather than a cute little Tiger Cub, is not an excuse for not selling popcorn!
– Not selling cute, selling the Scouting experience!
Final Words of Wisdom