POPCORN SALES GUIDE - Lake Erie Council
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POPCORN SALES GUIDE
In 2018, It’s a popcorn sale built on feedback!!!
Thank you for partnering with the Lake Erie Council! The 2018 popcorn sale was built entirely around the
feedback as a result of the survey (over 250 responses) that was conducted after last years sale and listening
sessions that were conducted this spring with unit leaders.
Our goal for 2018 remains the same as last year; a simple and compelling way for units to fund their amazing
program with excellent support from their council!
While 2017 sale was not ideal for every unit, over $1.2 million was sold, with $600,000+ going back to support
local Scouting Units to help with registration fees, Boys’ Life subscriptions, uniforms, trips, activities, awards,
summer camps, and high adventure experiences for the youth with little out-of-pocket expense for your families.
We are excited for the 2018 sale, with the introduction of new products, tins, returns, and much more.
We look forward to seeing your success with the upcoming sale. Use this guide along with information on the
Trail’s End website and weekly emails to guide your way to having a successful sale.
John K. Fabsits
Director of Field Service
Guide Index Online Resources
Intro and Index……………................................……… Page 2 For additional Popcorn Resources:
What’s New in 2018.....……………………………………. Page 3 • Ideal Year of Scouting / Program Planning
Building a Successful Sale…………...…………………. Page 4 • Unit leader training dashboard
Selling Methods..………………………….…………………. Page 5 • How To Guides:
Popcorn Calendar ……………….……………………….. Page 6
- Prospect for your unit kernel
Prizes and Incentives….…………………………………. Page 7
- Planning your sale
Ordering and Distribution………….…………….…... Page 8
- Online sales
Distribution Sites and Reordering………….…….. Page 9
- Popcorn ordering system
How to sign up for sale…………………………….…... Page 10
• Tracking and inventory management tools
Payment Procedures & Returns ………………….. Page 11
• Unit kick-off best practices
Scout Selling Safety Tips…………………..…………… Page 12 • And much more, available at Trails-End.com!
Forms......................................................................... Page 13-14
2
Unit Funding and Popcorn
What’s different in 2018?
UNIT COMMISSION
Each unit will receive a 40% commission, and all online sales earn 50%
commission. Nation Leading Amongst Boy Scout Councils.
PRODUCTS
9 different products in the popcorn sale.
PRICE POINTS
5 different price points for products, ranging from $10 to $60.
TINS
Four different products will be available in tins.
SCOUT INCENTIVES
A Scout can earn up to 10% of their sale in an Amazon gift card.
RETURNS
Two different opportunities to return unsold product.
MARKETING
We are offering resource tools to help you in your marketing efforts. Print
and digital marketing material include: videos, banners, order forms, etc.
3
12 Steps to Building a Successful Sale
www.scouting.org/programs/boy-scouts/program-planning-tools
1. Discuss why your Scouts Sell Popcorn - Scouts 8. SELL SELL SELL - Keep Scouts motivated! Do one
sell popcorn to fund their adventures in Scouting! fundraiser per year and do it well! Some ideas to keep
Conduct youth/adult program Ideal Year of Scouts motivated: arrange den/patrol competitions,
Scouting planning exercise with your unit. continuously share what prizes and incentives are
available at each sales level, remind parents about how
2. Set a Unit and Per Scout Sales Goal - Utilize the popcorn sale pays for their program, and give regular
the Program Planner in Resources on the Trail’s updates on your unit’s progress towards your sales goal.
End site and set unit and Scout sales goals. Units who
set a goal sell almost twice as much. 9. Collect Payments from Families - Develop a plan
to collect payments from your Scout families. Utilize
3. Attend Training - Attend the kick-off rally. Scout collection envelopes and train Scouts to collect fees.
Review the Leader’s Guide Set unit due dates prior to council payment dates so you
have time to process before your payment is due.
4. Formulate a Sales Plan - Talk with your unit
leadership and determine how you’d like to sell. 10. Submit names of Scouts for Incentives - Recognize
your Scouts for their hard work with the great prizes
5. Hold a FUN and EXCITING Unit Kick-off for and incentives offered through the popcorn sale.
Your Families - The meeting should explain the
popcorn sale and communicate sales expectations to 11. Pay Your Popcorn Bill - Make payments on your
your parents. Build excitement with the Scouts through popcorn bill on specified dates throughout the sale. Your
the prize and incentives program. final popcorn payment must be received in the office by
December 3, 2018. Checks can be made out to the Lake
6. Order & Pick-Up Popcorn - Order the product you Erie Council, BSA. All payments must be made as
want to sell with the show and sell order. Additional specified. Check your invoice at any time throughout the
product can be ordered during the take order. Limited sale on your own Trails End site.
quantities of product will be available from the Lake Erie Credit cards are not an accepted form of payment.
Council throughout the sale.
12. Spend Your Earnings! - Congratulations! You’ve
7. Manage Popcorn Inventory - Develop a plan to followed your plan and raised what your unit needed to
track the inventory your unit has in stock. Keep product support their program. Now recognize your Scouts by
in the hands of your Scouts to keep them selling providing a fantastic Scouting program in 2018–2019.
throughout the sale.
Keys to success
Program planning is the first step for successful Scouting and for goal setting. This should take
place during the summer before fall recruitment.
Don’t wait until the last minute to find your units Popcorn Kernel! Volunteer recruitment,
engagement and accountability are important in a successful popcorn sale.
It’s important to have a little fun; make sure your fall kickoff is fun, motivating and
meaningful.
Each unit’s plan and goal is customized to fit their needs.
4
Selling Methods
Scouts can participate in the sale using several methods. Whatever methods your Scouts choose, you have the brand
recognition of Scouting to help sell product and support the unit’s year-round programs.
• Show and Sell/Site Sales - Site Sales are where a group of Scouts and leaders sell popcorn in front of a church, store or
other business. Statistics show that customers, when presented with a variety of products in front of them, are more likely
to purchase a less expensive option. However, this is a great opportunity to promote Scouting to the community through
popcorn sales.
• Show and Deliver/Door-to-Door - Involves the Scout soliciting orders at the customer’s residence. This method is
preferred for neighborhoods close to home. A large percentage of homeowners say that no Scout has ever come to their
door, missing this great opportunity. Product is brought along (in wagon or vehicle), making it a quick and easy process
for the customer. On-line business cards can also be utilized and left behind if no one is home.
• Online Sales - Online sales are easier than ever and you make a 50% commission! Scouts sell to out-of-town friends
and family. It also works well for tech-savvy Scouts who are familiar with social networking sites like Facebook, YouTube
and Twitter. Scouts set up their account on the Trails End Website (with parental approval if under the age of 13). The
customer pays securely online and the product is shipped directly to them. The unit has no involvement in the ordering or
shipping process and receives a 50% commission from all online sales.
Samples of online products below
Expand your customer base!
Will be available ONLY online!
Make 50% commission
ONLINE PRODUCTS CHANGE
THROUGHOUT THE YEAR
• Corporate Sales – Focus on companies who give out year-end or holiday gifts to employees or customers. Banks,
insurance agents, car dealers, doctors, dentists and realtors are all good examples. If a company is interested and
needs assistance with special ordering, please contact Heather McMillan at the Lake Erie Council.
PLANNING YOUR SALE IS KEY!
5
2018 Popcorn Calendar
August
Register to sell at Trails-end.com or complete the Unit Commitment Form in your packet
Online Sales Begin August 1
Meet with your Unit Serving Executive
Finalize your unit program plan, budget and goals per Scout
Line up sites for sales
Determine initial order and sign up at Trail’s End site
Read the weekly Kernel Journal from the office for updates and news
September
4th – Orders are due for initial distribution (5:00 pm deadline so we keep things moving! Please be on time!)
14th – Amnesty Return Window begins (see page 11 for more details)
14th – Distribution at TBD and Giant Eagle sites (see page 9 for more details)
15th – Distribution at Heidelberg and Moving Solutions (see page 9 for more details)
Finalize unit incentive plan and hold unit kickoff
Read the weekly Kernel Journal from the office for updates and news
October
5th – Amnesty Return Window ends
Continue to offer weekly incentives for Scouts and set up site sales
Hold a Blitz day and canvass neighborhoods (Saturdays are perfect!)
Read the weekly Kernel Journal from the office for updates and news
November
5th – Show and Sell Returns Due (up to 10% of initial order)
7h – Orders are due for take order distribution (5:00 pm deadline so we keep things moving! Please be on time!)
9th – First payment due from initial order (Sept. 4th order: see page 11 for more details)
16th – Distribution at TBD and Giant Eagle sites (see page 9 for more details)
17th – Distribution at Heidelberg and Moving Solutions (see page 9 for more details)
Read the weekly Kernel Journal from the office for updates and news
December
3rd – Final Reconciliation and payment due – Balance due council (see Page 11 for more details)
3rd – Incentive/Recognition Form Due (Q for the Day, Monster Jam, and Top Sellers form submitted)
6
Prizes and Incentives
SCOUT CHAMPIONS
New this year the Lake Erie Council will be providing a robust incentive program, which includes Scouts ability to
earn up to 10% in Amazon gift cards based on the amount of product (including online) a Scout sells.
LAKE ERIE COUNCIL INCENTIVES
Sell 1 item: Sell one of each of the show & sell products and earn the patch
shown.
Sell $650: Two (2) free Lake Erie Monsters tickets, Q For A Day experience on
January 26, 2019.
Sell $1,250: Two (2) free priority tickets to see Monster Jam Trucks at The Q on
February 16, 2019.
Sell $2,500: Have 6% of your sales count towards your own Trail’s End Scholarship.
Top 50 Sellers: VIP Party at the Q plus Two (2) tickets for the Cavs game that day.
ONLINE INCENTIVES: - THE MORE YOU SELL, THE MORE YOU EARN!
Sell $300 online in a calendar year and earn 5% of every dollar sold as an Amazon.com Gift Card.
Sell $300: Earn $15 Amazon.com Gift Card.
Sell $1,000: Earn a $50 Amazon.com Gift Card.
Sell $2,500: Earn a $125 Amazon.com Gift Card plus be qualified for the Trail’s End Scholarship Program.
All prize/incentive orders/forms need to be submitted to office by December 3.
7
2018 Popcorn Ordering &
Distribution
ORDERING
Please confirm your username and password well BEFORE the due date.
(contact heather.mcmillan@scouting.org if you need to retrieve password or need assistance)
Place initial orders by Wednesday, September 4th in the Trial’s End website.
Go to http://scouting.trails-end.com to place your initial order. Cases only (see page 13 for case amounts).
You will be assigned the closest distribution site unless you email Heather and we can change in system.
Double check your order before submission.
DISTRIBUTION
Distribution locations are manned by volunteers and available staff. To make sorting and distribution days
as smooth as possible, please consider helping in your local warehouse. If your warehouse takes
appointments, be sure to sign up in advance and be timely with your pickups.
Note: PLEASE double check your packing slip BEFORE signing!
Account/Product Settlement: To review your invoice for accuracy go to: http://scouting.trails-end.com/
If you see any discrepancies please contact heather.mcmillan@scouting.org. Please do so before your payment
is due. (see page 11 for payment procedures information details)
What size vehicle will I need?
Please keep in mind that these are estimates based on having no other items or passengers in the vehicle with
you.
Mid-size car Standard SUV Standard Van Full size SUV Pickup truck
20 cases 40 cases 60 cases 70 cases 90 cases
Not recommended:
8
Distribution Sites
Initial Distribution: All sites must have orders placed by Tuesday, September 4th.
Orders are placed in full cases. (see page 13 for case amounts).
Pick-up times are tentative, be the lookout for further communication with dates and locations.
Show and Deliver (Initial Order)
Friday, September 14th:
American Seaway Foods/Giant Eagle Distribution
5300 Richmond Road, 44146
4:00 p.m.-6:30 p.m.
Unit does not need to schedule time
Saturday, September 15th:
Heidelberg Distribution center Moving Solutions
901 Baumhart Road, Lorain, OH 44053 8001 Moving Way, Mentor, OH 44060
8:00am-10:30am 9:00am-Noon
Unit does not need to schedule time Unit needs to schedule time with
Laurie Bott 440-639-9655
(Friday pick-up is available if you help to sort)
Take Order Distribution : All sites must have orders placed by Wednesday, November 7th.
Take Order (Second Order)
Friday, November 16th:
American Seaway Foods/Giant Eagle Distribution
5300 Richmond Road, 44146
4:00 p.m.-6:30 p.m.
Unit does not need to schedule time
Saturday, November 17th:
Heidelberg Distribution center Moving Solutions
901 Baumhart Road, Lorain, OH 44053 8001 Moving Way, Mentor, OH 44060
8:00am-10:30am 9:00am-Noon
Unit does not need to schedule time Unit needs to schedule time with
Laurie Bott 440-639-9655
(Friday pick-up is available if you help to sort)
9
How to Sign Up &
Enter a Popcorn Order
Visit Scouting.Trails-End.Com - Popcorn System
A complete Trail’s End Popcorn Sales System Manual and video are available online
https://youtu.be/D58_lVHpmjg
http://sell.trails-end.com/ca/trails-end/media/Council%20Reference%20Guide.pdf
Introduction
The Popcorn Sales System makes it easy for you to manage your Trail’s End Popcorn Sale using a convenient,
web-based platform. Using this platform, you can:
Order popcorn from your Council to sell and earn needed funds for your Unit
Add Popcorn System Users to help organize your information
Create and manage Scout lists and sales records
Track your Unit’s online sales, print packing slips and invoices
The Council will setup your initial account and permissions in the Popcorn System. Users with administrative access
(Leaders) will be able to change data in the system (add, edit or delete). Read-only users (Members) can mostly
view data in the system, and manage their own personal account information. The menus and pages you see
when you are logged into the Popcorn System are determined by your role and your organization responsibility.
Your Role – Some menus and other features are available only to Leaders. If you are a read-only user
(member), these menus and features will not appear when you log into the Popcorn System. If you are the Pop-
corn Kernel of more than one unit, you may have multiple roles available to use.
If you have any questions, reach out to your Trail’s End Sales Manager or send us an email at help@trails-end.com.
Additionally please contact Heather McMillan at the Lake Erie Council for assistance.
10Payment Procedures
Personal checks, Credit card payments, multiple checks from your customers, or checks made payable to a unit
cannot be accepted as payment for a unit’s popcorn bill. Prize and incentive recognitions will not be released
for shipment until the unit’s invoice is paid in full and processed by the council.
Final Settlement: When the sale is complete, units keep their commission and pay the ‘Balance Due Council’.
This keeps the money in the unit account for use providing program for the scouts. It is up to the unit to confirm
dollars owed on the invoice prior to the due dates.
Unit Payment Due Dates: To view your invoice visit http://scouting.trails-end.com. Invoices will also be mailed
to the unit kernel indicating amount owed, minus any online commission that was earned.
1. Checks can also be brought or mailed to the office to be received on or before the dates below. Make checks
payable to Lake Erie Council, BSA 2241 Woodland, Cleveland, OH 44115.
November 9th: Payment for Initial distribution (show and sell) amount
December 3rd: Final payment
For more information on this years sale or if you have a question????
Contact: Heather McMillan - heather.mcmillan@scouting.org or 216-458-8911
Product Returns
Amnesty Period - Between September 14 and October 5 units may return unwanted product (full cases only).
Show and Sell Return - Units will be able to return up to 10% of the initial show and sell order.
All Unit returned popcorn is a liability of the Council so we encourage you to follow a few key practices:
• Check on your outstanding inventory and make frequent honest assessments on your Unit’s ability to sell.
• Subscribe to a time based sales plan (i.e. we are halfway through the sale…have we sold at least half of our
inventory).
• Check in with your Unit Serving Executive if you have an inventory challenge…too much or too little popcorn
can usually find a home to another unit.
• Work toward zero returns so that every dollar of popcorn revenue provides better a program for our Scouts.
PRODUCT RETURN LOCATION INFORMATION WILL AVAILABLE IN THE COMING WEEKS.
11Scout Selling and Safety Tips
SAFETY TIPS
ALWAYS walk on the sidewalk and driveway. NEVER enter anyone's home
NEVER sell after dark unless you are with an adult
DON'T carry large amounts of cash with you
ALWAYS sell with another scout or with an adult
SELLING TIPS
ALWAYS wear your uniform
ALWAYS smile and introduce yourself
ALWAYS tell your customers why you are selling popcorn
KNOW the different kinds of popcorn you are selling
ALWAYS say "Thank You"
ALWAYS make a copy of your order form
ALWAYS have a clean order form with a pen
BE SURE to get customer email addresses to send them a "Thank You" email after the sale
12Unit Product Transfer Form
(For use when transferring product between units, form must be submitted to the Council
no later than November 5th)
Date: ___________________________
Product transfer from (Pack / Troop / Crew / Post ) #: ______ Product transfer to (Pack / Troop / Crew / Post ) #: _______
Name: ____________________________________________ Name: __________________________________________
Phone: ___________________________________________ Phone: ___________________________________________
Signature: ________________________________________ Signature: ________________________________________
Retail
# of Containers Total Additional Total Cost Product
Popcorn Product
Cases per case Items Containers Items per Value
item
Salted Caramel Corn x 12/case = + = x $25 =$
Premium Caramel Corn x 6/case = + = x $25 =$
White Cheddar Cheese Tin x 6/case = + = x $20 =$
18-Pack Butter Microwave x 6/case = + = x $20 =$
Caramel Corn x 12/case = + = x $10 =$
Popping Corn x 12/case = + = x $10 =$
GRAND TOTAL =$
13Product Return Form
Amnesty Period - Between September 14 and October 5 units may return unwanted product (full cases only) to
the Lake Erie Council.
Show and Sell Return - Units will be able to return up to 10% of the initial show and sell order.
(Product returns must be no later than November 5th)
Date: ___________________________
Product transfer from (Pack / Troop / Crew / Post ) #: ______
Name: ___________________________________________
Phone: ___________________________________________
Signature: ________________________________________
Retail
# of Containers Total Additional Total Cost Product
Popcorn Product
Cases per case Items Containers Items per Value
item
Salted Caramel Corn x 12/case = + = x $25 =$
Premium Caramel Corn x 6/case = + = x $25 =$
White Cheddar Cheese Tin x 6/case = + = x $20 =$
18-Pack Butter Microwave x 6/case = + = x $20 =$
Caramel Corn x 12/case = + = x $10 =$
Popping Corn x 12/case = + = x $10 =$
GRAND TOTAL =$
14Notes
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