How to Sell $10,000 in One Week Training

1

• How to Sell 10,000 in One Week Training

Buffalo Trail Council
2
How to Sell 10,000 in One Week

• Based on proven ideas, plan, presentation and
  results
• Built for those Units who WANT to increase
  their sales
• This plan should help you
• Motivate your Scouts more
• Gain participation from more parents
• Make your sale more profitable efficient
• Help your boys enjoy a more robust Scouting
  program
• Teach your boys how to earn their own way
• Spend more time on Scouting, and less on
  fundraising
• Help the Council

3
Why Have a Great Sale?

• Every Unit wants a quality Scouting program.
• No one likes playing check collector all year
  long.
• Popcorn offers your Scouting Families a simple,
  safe,
• effective RISK FREE fundraiser that helps
  teach your boys
• salesmanship, speaking skills, confidence,
  etc.
• Helps ensure the Councils financial stability.
• Helps your Scouts realize their Scouting
  interests dreams.
• Allows your Unit to stop worrying about dues,
  money to
• operate, having other fundraisers, etc.
• Less fundraising MORE Scouting FUN!
• If youre going to sell popcorn this year anyway,
  why not do a few simple things to raise a LOT
  more money?

4
If Your Unit Earned 3,000, How Would You Use It?

• Fun Unit Trip
• Community Service Project
• Camping Equipment
• Summer Camp
• Donation to Your Sponsoring Organization
• Camp for PARENTS
• Educational Trips
• FREE Scouting Program?

5
The Program Basics

• Planning Your Sale
• A Unit will be successful if time is spent
  planning things out and establishing goals.
• Unit Popcorn Kickoff
• The most important step. This is where you train
  Scouts, create excitement, communicate with
  parents, give out goals, show prizes, etc.
• Blitz Day
• Crucial in order to get as many of your Scouts
  out selling, to get off to a good start as
  possible, and to cover your communities.
• Keep Going Until You Reach Your Goals
• Scouts should continue after Blitz Day until they
  reach their goals. Parents taking the form to
  work, another Blitz Day, selling in another town,
  etc.

6
Planning Your Sale

• Planning out everything in advance is the main
  differentiator between those Units who have a
  good sale, and those who do not. Involve your
  Den Leaders!
• Is the Program Set?
• Most agree a Unit should have a robust program
  with camp and lots of Scouting activities to
  deliver the dream that young boys have when they
  join Scouting.
• What are the Costs?
• Depends on the Unit, depends on the program,
  depends on the parents. Once your Program and
  the costs are determined, decide what the
  proceeds from the Popcorn Sale will cover.
• Plan the Unit Popcorn Kickoff and Blitz Day.
• The first exposure to the sale for Scouts and
  parents. Make it fun, exciting, and informative.
  Your Blitz Day will not reach its potential
  without advance planning.

7
Goal Setting

• Goal-setting is a big differentiator between
  Scouts (and Units) who succeed in the popcorn
  sale, and those who dont. Only 55 of Units had
  a defined goal on 2005 even fewer had per-scout
  goals.
• If the Unit reaches its goal, then Scouting is
  less expensive for parents, the boys have more
  FUN activities so they enjoy their experience
  more and stay in Scouting longer. Reaching ones
  goal is an achievement!
• The best way for a goal to make sense is to
  tie it to the program, but the goal must be
  comfortable for everyone.
• Insist the boys write their goal on their
  order form.
• An excellent idea is to suggest each Scout
  Fills Up the two order forms as their goal.
  The boys can visualize this and track their
  progress very easily. Its easier to follow than
  a dollar-based goal.

8

• Whats the best way to goal-set?
• Follow the IDEAL YEAR OF SCOUTING in these 6
  simple steps!

• Planning
• Budgeting
• Goal Setting
• Communicating the Plan
• Earning the Money
• Executing the Plan

9
Planning
1

• 65 of all Scouts stated that scouting should
  take place year round.
• 59 of Scouts want to get involved in the
  planning/scheduling of activities
• 87 of the Parents think the Scouts should be
  involved in the planning process.
• Scouts and Parents are tired of The same old
  stuff
• Evaluate the previous years activities
• Fulfill the Scouts Dreams

10
Planning

• List all the activities that the Scout want to
  participate in for the next 12 months.
• Be sure to include summer camp.
• Work with your District Executives and
  commissioners to include district and council
  activities.
• Seek advice from other leaders within the
  community.
• Get assistance in planning and scheduling
  activities from area (ball games, amusement
  parks, swim clubs, state parks, etc.).

Ideal Timing April-June
11
Budgeting
2

• Determine the cost for each activity you are
  planning within your calendar.
• Can go back to determine definite costs.
• Have other leaders/parents assist in the process.
• Determine the cost based upon the number of
  Scouts within your unit.
• Remember to fulfill the Scouts Dream

Ideal Timing April-August
12
Goal Setting
3

• Determine the sales goal in order to meet your
  units total annual plan.
• Set a goal per Scout. Parents want to know what
  they (scouting family) are responsible for.
• Units that set goals per Scout show significant
  increased in fundraising efforts, parental
  involvement, retention, etc.
• Set up individual Scout accounts.
• 60 of parents and 44 of Scouts think that the
  money earned should go towards his activities.

Ideal Timing April-August
13
Communicate The Plan
4

• 67 of all Parents feel that a meeting was the
  best way to communicate the Units annual plan.
• Parents also feel that multiple channels of
  communication are also essential.
• e-mail, web site, newsletter, phone, etc.
• 51 of parents went into Scouting expecting to
  pay between 25-149 for the year.
• Avoid surprises-communicate what the program is,
  what it will cost, and how to fund it!
• Hold program kick-off meeting at a fun
  location firehouse, cookout at local park, ball
  park, etc.

14
Communicate The Plan

• Explain to the parents what his and/or her child
  will get out of Scouting.
• Learning experiences, building friendships,
  responsibility, etc.
• Request volunteer support from parents.
• Lay out annual plan so people may plan
  accordingly.
• 66 of parents hesitate to get involved due to
  time constraints.
• Distribute calendars and web site address to all
  parents and Scouts.

Ideal Timing August-September
15
Earn The Money Needed
5

• 83 of Cub Scout parents and 97 of Boy Scout
  parents feel that their child should earn his own
  way in Scouting.
• Distribute materials for the Popcorn sale.
• Review the products, commission structure, and
  incentives (prizes) for the boys.
• 52 of the Scouts were motivated by prizes

16
Earn The Money Needed

• Review sales needed to reach the Scouts goal and
  review how money raised benefits Scouting.
• 39 of parents do not know how the money raised
  is spent.
• Recruit more Scouts.
• Get 100 participation from the Scouts and their
  parents.
• Monitor the sale from start to finish with weekly
  reports.

17
Execute The Plan!
6

• Keep the calendar (budget) updated.
• Communicate upcoming events well in advance.
• Constantly review activities for the future
  planning meetings.
• Track actual costs for all activities.

18
Letter to Parents

• Giving a letter to all the parents at the Units
  Popcorn Kickoff (or sending it home with every
  Scout) is an idea that successful Units tell us
  about repeatedly.
• The letter communicates the Units program,
  activities, and costs.
• It explains how the popcorn sale is going to
  be the ONE fundraiser for the program, and if
  parents wish to pay for the program through
  popcorn, the Unit really needs their
  participation.
• It gives the Units goal, the per-family
  goal, and what happens when the goal is reached.
  
• It explains Blitz Day and gives all the key
  dates for the sale.

19
(No Transcript)
20
Letter to Parents (cont.)
21
The Unit Popcorn Kickoff

• The Kickoff is the most important step to a
  successful sale. Scouts AND parents should know
  everything about your plan and be excited to sell
  after your Kickoff.
• Make it FUN.
• At your kickoff, consider having decorations, pop
  some popcorn, wear a costume or a popcorn hat,
  etc. Play games with the Scouts, and explain any
  additional Unit and Council prizes that a Scout
  selling popcorn can receive.
• Communicate Well.
• The Units Kickoff is the time where Scouts and
  parents learn what this is for, and how to do it.
  For Scouts, they need to be trained on what to
  say at the door. Parents need to understand the
  whats in it for me part / receive letter.
  Remind all of the program, the popcorn sale
  goals, and How Blitz Day will work.

22
Training The Scouts

• In addition to safety tips, training the Scouts
  on actually what to say at the door is very
  important. They should be able to repeat a 3-5
  sentence sales pitch to consumers in order to
  be successful.
• Knowing details about the products, pricing,
  tin designs, etc. isnt as important as being
  able to explain WHY hes raising the money.
• In advance, plan out what you feel comfortable
  with, and communicate it with your boys at the
  Kickoff several times. Have fun with it!
• A close is very helpful. For instance,
  Popcorn sales will allow me to be able to go to
  camp. Will you help me get to camp?

23
Basic Scout Salesmanship Training A Scouts
Appearance

• All Boys In Field Uniform
• All Boys Know the Presentation
• All Boys are Courteous At All Times!
• Everyone spoken to is shown appreciation for
  taking the time to listen!

24
Basic Scout Salesmanship Training The
Presentation5 Principles to Success!

• Tell them who you are First Name Only!
• Tell them where you are from!
• Tell them what you are doing.
• Tell them what they can do for you.
• Close the sale!

25
Basic Scout Salesmanship Training Psychological
Effects

• Telling them a first name only makes the consumer
  feel as if they are buying from someone they
  know.
• Telling them where you are from helps build an
  attachment to the community.
• Telling them what you are doing shows you are
  taking responsibility for helping to support your
  group .
• Telling them what they can do for you informs
  them on how they can be of service to you and
  your group. Thereby helping their community.
• By using a statement to close the sale you avoid
  asking them to buy popcorn. You are telling them
  that they want to help your group. It is easier
  for someone to say no if you ask them to buy
  something.

26
Basic Scout Salesmanship Training The
Principles in Use.

• Hi sir, my name is _______________
• Im a cub scout with pack _________
• Were selling popcorn to help raise money for our
  pack.
• You can help us by trying some of our delicious
  popcorn.
• Youll help us, wont you?

Have the boys practice until they dont have to
think about what they are going to say.
27
Blitz Day!

• Blitz Day is the best way to start a Units sale.
  It gives Scouts an opportunity to sell, to sell
  with their friends, and to get off to a good
  start. It helps Units cover their communities.
• Again, advance planning is essential.
• Know the area (map?) and set it up for the Scouts
  and parents to cover it well. Have a fun
  activity planned for everyone afterwards where
  you can communicate more details / reminders to
  all.
• Ensure Parental Involvement
• After telling Parents at the Kickoff about the
  program, prizes, goals, etc., explain that Blitz
  Day is the one time the Unit needs their
  assistance. One to two parents per street (4
  Scouts).
• Ask More Consumers.
• 82 of consumers have never been asked, 70 buy
  when asked. Consumers will support Scouting if
  asked. Parents, keep a record of those no one
  home houses.

28
Total Coverage Plan

• Have a complete coverage plan beyond Blitz
  Day for your neighborhood / community during
  the Popcorn Sale.
• Again, think ahead and plan out in advance
• Take a few minutes before the Unit Kickoff to
  define your Units area, then, keep track of what
  part(s) were covered during Blitz Day, and push
  your Scouts during your Units fun activity at
  the end of Blitz Day to keep going.
• Lets Give Every Consumer in Our Area the
  Opportunity to Support Scouting and to Support
  our Unit.
• Youve no doubt heard, Lets give every boy the
  opportunity to experience Scouting? Communicate
  to your Scouts and parents that the Popcorn sale
  is how your community supports YOU! They will,
  if they are asked

29
Keep Going

• During your fun event at the end of Blitz Day,
  have some prizes to hand out, remind everyone of
  the goals, the other prizes available and what
  happens if the goals are reached. Celebrate the
  good start youve had, and offer additional ideas
  and suggestions.
• Fill It Up prizes from the Council and Trails
  End.
• National Trails End Prizes (1,500
  Scholarship).
• Individual Scout Prizes (back of Family Sales
  guide).
• Additional Unit Prizes (pie in the face, Pizza
  Party, shave unit
• leaders head, etc.).
• Suggest Parents take the form to work.
• Where else to cover in the community? Nearby
  towns?
• Remind all when money is due, popcorn pick-up,
  etc.

30
Take the Challenge and Fill It UpHow to Fill
Up One Take Order form in LESS than One Week

•  
• Daily Activity Plan Number of
  items to Sell
• Saturday (Blitz Day, October 7th)
  10 items
• Participate in your Den, Pack or Troop Blitz
  Event, or have Mom or Dad Drive you around to the
  homes of family and friends in other
  neighborhoods.
•  
• Monday Sell to Mom and Dad at home after your
  Scout meeting. 2 item
•  
• Tuesday Sell to neighbors on both sides and two
  neighbors across the street 3 items
•  
• Wednesday Call both of your Grandmas and two
  favorite Aunts 4 items
• Thursday See if Mom/Dad can take you in uniform
  to their work lunchroom 6 items
•  
• Friday Whew! Take a moment, and decide where
  to go sell over the weekend!
•  
• Total Sales.. 25 Containers

31
Show-N-Sell Planning
32
Show-N-Sell Planning

• Trails End knows that Units will likely do
  Show-N-Sell sales to augment their door-to-door
  sales. Your best chance for success is covering
  your area in addition to Show-N-Sell.
• Locations / Times
• The best places, how to obtain them and when to
  sell there
• Merchandising
• The best way to present the products
• Sales Principles
• The development of skills
• Supervision
• How to control and ensure your success
• Incentives
• Give a little, get a lot back

33
CUB PACK 111 TROOP 111 BOY SCOUTS OF
AMERICA CHRIST THE KING CHURCH 3252
CHESTERFIELD PHILADELPHIA, PA 19114 Chartered
Since 1966
Location Request Letter
Principle 1 Who We Are
Principle 2 Where We Are From
To Whom It May Concern We are the leaders of Boy
Scout Troop 111 Cub Scout Pack 111 sponsored by
the Christ the King Church. We will soon be
participating in an annual scouting fund raising
drive to help raise money for our local scout
organization by selling popcorn. This is a
national program which not only helps to support
our work within the local community, but also
helps to cover the costs associated with
preserving many of our scout campsites and
campgrounds. You can help us by providing a small
area outside of your establishment where our boys
could set up to sell their popcorn and create
awareness about our scouts and their work within
the community. All of our boys have been trained
to work and communicate in a professional manner
and you will be giving them an opportunity to
practice their new communication skills while
taking the responsibility of supporting their
Pack / Troop and the programs that they offer to
the community. There will be adult supervision at
all times. We can assure you that our boys will
be unobtrusive and courteous, and the sales area
you supply us with will be kept clean and neat
throughout the sale. The fundraising drive lasts
throughout the month of October and we appreciate
the dates that you are able to supply us
with. Should you have any questions or require
additional information, please contact Kitty
Beck, Public Relations Coordinator at
215-637-4510. Thank you for your
support. Cub Pack 111 Troop 111
Principle 3 - What We Are Doing
Principle 4 - What They Can Do For Us
Principle 5 - The Close
34
You obtain the locations the same way you obtain
the sales!

• Appearance
• Presentation
• Courtesy
• Cleanliness
• Appreciation

35
Just START

• Begin to secure locations at the end of August /
  early Sept.
• Speak to store manager. Use the presentation.
• Know the dates you want prior to your approach.
• Explain that the boys will be professional and
  supervised.
• Have an idea of where you want to set up OUTSIDE.
• Do not block doorways or entrances.
• Take a copy of the request letter with you.

• HARDWARE STORES
• SHOPPING CENTERS
• DOOR TO DOOR
• Cover Entire Zip Code Territory

• SUPERMARKETS
• GAS STATIONS
• WALMART
• TRUCK STOPS

36
For Leaders To Obtain Locations

• Tell them who you are
• Hi, my name is ________________
• Tell them where you are from
• Im a leader with Pack / Troop ____
• Tell them what you are doing
• We will soon be participating in our annual
  popcorn fund raising drive.

37

• Tell them what they can do for you
• We would appreciate it if our boys could set up
  out front to sell popcorn. Our boys have been
  trained to be professional and it will give them
  an opportunity to practice their communication
  skills while taking responsibility to support our
  Pack / Troop and the programs it offers the
  community.
• Close them
• The dates are________. Youll help us out wont
  you?

38
WHAT ARE THE BEST LOCATIONS ?

• THINK DEMOGRAPHICS
• High Traffic - Quick In / Out
• Cash Machine on Premises
• High Volume of Male Clientele

39
How Many Locations Do You Need?

• Location selling, using all of the principles
  discussed will generate sales at a rate of at
  least

200.00 Per Hour!
40

• Friday
• Convenience Store / Gas Station / Truck Stop 4
  to 8 4 hrs. _at_ 200 per hr 800
• Walmart 4 to 8 4 hrs. _at_ 200 per hr
  800
• Supermkt 4 to 8 4 hrs. _at_ 200 per hr
  
  800
• Total 2,400
• Saturday
• Convenience Store / Gas Station / Truck Stop 7
  - 12 5 hrs. _at_ 200 per hr 1,000
• Walmart 8 to 12 4 hrs. _at_ 200 per hr
  800
• Walmart 12 to 4 4 hrs. _at_ 200 per hr
  800
• Supermkt 8 to 12 4 hrs. _at_ 200 per hr
  800
• Supermkt 12 to 4 4 hrs. _at_ 200 per hr
  800
• Total 4,200
• Sunday
• Convenience Store / Gas Station / Truck Stop 8
  to 2 6 hrs. _at_ 200 per hr 1,200
• Walmart 10 to 2 4 hrs. _at_ 200 per hr
  800
• Supermkt 10 to 2 4 hrs. _at_ 200 per hr
  800

41
What About The Product Mix?

• Based upon location sales figures from 2003,
  2004, and 2005, we have determined that all
  locations should be able to sell all or close to
  all of the following in a single 4 hour shift

42
Top Selling Mix
Total Retail Value 1,330.00
43
What Are Our Limitations?

• We are limited by the number of locations we
  secure and the number of people we speak to.
• We are limited by the number of boys who
  understand and know the presentation.
• We are limited by the number of parents who get
  involved as Location Supervisors.

44
Merchandising

• Clean The Area First Have the boys ask the
  store manager for a broom and dust pan.
• Do Not Use a Table The boys will use it as a
  shield and it prevents movement
• Use empty cartons to keep product off the ground
  and to elevate display
• Pyramid the product. Be creative in developing
  an appealing display. Use posters with pictures
  of the boys involved in activities and the
  community.
• Do not put up signs with pricing!!
• DO NOT OPEN PREPACKAGED POPCORN AND SELL AS
  SINGLE UNITS! This action will reduce the dollar
  level of your lowest sale and you will lose
  donation dollars.

45
Let The Boys Have The Reins!!

• Allow the boys to do all of the selling.
• Use a money pouch that the kids control. Allow
  them to handle the entire transaction without
  help unless requested.
• Location Supervisor keeps a separate money pouch
  in car and controls excess cash.
• Alert scouts to potential customers.
• Talk to customers about the boys community
  service involvement.

46
To Succeed You Must Remember One Thing!

• You Are
• NOT
• Selling Popcorn!

47
You are Selling

• The Scouting Program!
• And isnt this something you already believe in?

48
What To Do NOW?

• Spend Some Time to PLAN Things Out
• First, make sure your Units Program is set, or
  determine the costs / set your Units popcorn
  sales goal and the per-Scout goals based on
  those costs. Then, plan your Units Kickoff,
  your Blitz Day event, and your total coverage
  plan.
• Have a Great Unit Popcorn Kickoff
• Create excitement by explaining the years
  program, prizes, any additional Unit incentives,
  play games, etc. Give out the sales goals, and
  communicate to Parents about whats in it for
  them. Also, make sure your Scouts are trained,
  and explain your Blitz Day plan / details.
• Blitz Day
• Blitz Day help your Scouts get off to a good
  start. Whats your coverage plan for the
  community / neighborhood, and any nearby ones
  where your Scouts can sell?
• Keep Going to Reach Goals
• Remind Scouts that consumers will support them if
  they are asked because they believe in and value
  Scouting and trust the Trails End quality. HIT
  YOUR GOAL!

49
In closing. Dont be afraid to set the bar high
- the kids will reach for it!!!
50

• Questions
• or
• Comments

51

• Thank You and Good Luck This Fall!