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 – SunWatch District • Richelle Zbinden • Scott Selhorst • Dan Wagner, District Executive
Introductions District Popcorn Kernels – Two Rivers District • Mike Slusser • Ethan Kuhn, District Executive – Wayne Trace District • Jana Bateman • Dan Groth, District Executive
Introductions District Popcorn Kernels – Wright Brothers District • Vicki Heinrich • Jeanne Lawrie, District Executive 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.
Frequently Used, But Often Misunderstood, Popcorn Sales Terminology 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”
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 1 st number specified by Council 1% Grow your sale to the 2 nd 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 Districts Sunwatch Wright Brothers – Brookville, Clayton, Dayton, – Centerville, East Dayton, Englewood, Huber Heights, Kettering, Miamisburg, Miami Trotwood, and Vandalia Twp., Moraine, Oakwood, Two Rivers Riverside, Washington Twp., and West Carrollton – Miami and Shelby Counties Wayne Trace – Darke and Preble Counties
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 • Prizes, printouts, family and leader guides, product samples, freight and mailings
Council Proceeds Money is used for: – Improvements to Woodland Trails and Cricket Holler • Newly completely renovated K-Lodge at Cricket Holler • Gaga Ball pit, Human Foosball, STEM Center with outdoor learning deck, and new cabins at Woodland Trails – Scout Scholarships to attend camps
Council Proceeds Money is used for: – Scout programming • Cub Adventure, district activities, camporees, STEM Program, Day and Resident Camps
Unit Proceeds Units are able to earn up to 35% of their Unit’s popcorn sale. 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%) Trad. Retail Sales $8,638 $9,373 8.5% Online Retail Sales $736,268 $684,068 (7.1%) Total Retail Sales 128 / 231 124 / 208 (3.1%) Selling Units $5,685 $5,441 (4.3%) Average Sale/Unit 1,977 / 6,464 1,792 / 5,338 (9.4%) Selling Scouts $372.42 $381.73 2.5% Average Sale/Scout
How Does Miami Valley Council Sales Compare to Surrounding Councils? Miami Valley Evansville, IN Fort Wayne, IN Trad. Retail Sales $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??? • Retail $3.99 + tax • Retail $20 • Purchase 3 packages to • 72% Commission total the same packs in – $5.55 to Trail’s End Trail’s End = $11.97 + tax – $14.45 to Scouting • Donate the less than $8 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 operates.
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. • Lieutenant Popcorn Kernels help with these but the 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 • Broken up by Pack, Troop and Crew • Select “Operating Budget Worksheet • Be sure to include the cost of recharter and full uniform
Step 2: Determine Your Unit’s Goal(s) Once you have determined your Unit’s budget, use the following formula to determine your Unit’s sales goal. Budget Amount = Unit’s Sales Goal Unit’s Commission Percentage
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. $10,000 Budget $28,572 = Sales Goal 0.35 Commission 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.
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) Total Sales $1,500 $1,000 $500 $0
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