2017 popcorn kernel handbook - northeast illinois...

NORTHEAST ILLINOIS COUNCIL

Boy Scouts of America

2017 Popcorn Kernel Handbook

1

Table of Contents

Section Content Page

Council Popcorn Team 2

Section 1 Special Message to Unit Kernels 3

Calendar 4

2016 Products 5

Special Contests & Prize Programs 7

Additional Prize Program Options 9

Unit Financial Obligations & Special Council Policies 10

Section 2 Why Sell Popcorn? 11

Use Popcorn to Budget for the “Ideal Year of Scouting” 15

Section 3 Selling Popcorn: A Step By Step Guide. 16

Step 1. Pick Your Unit’s Popcorn Kernel, Establish a Unit Sales Goal

& Start Planning!

16

Step 2: Sign Up Your Unit to Sell in Popcorn Manager. 17

Step 3. Start Planning your Unit’s Popcorn Kickoff. 21

Step 4. Attend the Council Popcorn Kickoff & Order Popcorn. 24

Step 5. Pick Up or Have your Unit’s Popcorn Delivered. 25

Step 6. Distribute Popcorn to your Unit and Start Selling!!! 27

Step 7. Using Technology in your Sale. 31

Step 8. Plan a Popcorn Blitz Day. 35

Step 9. Check in with Scouts on how their individual sale is going. 37

Step 10. Check your inventory daily!!!! 38

Step 11. Attend Mid-Sale Rallies. 40

Step 12. Pick an end date for your Unit to wrap up individual sales. 41

Step 13. Enter all of your Unit’s sales into Popcorn Manager. 42

Step 14. Attend Super Sunday. 43

Step 15: Pick up your final order. 44

Step 16: Distribute and enjoy the prizes and incentives your Unit receives. 44

N O R T H E A S T I L L I N O I S C O U N C I L , B . S . A .

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Council Popcorn Team 2017

Popcorn Central Council Service Center Council & Popcorn Web Site 2745 Skokie Valley Rd. www.NEIC.org/popcorn Highland Park, Illinois 60035 847-433-1813 Trail’s End Web Site Fax: 847-433-2036 www.Trails-end.com

Council Kernel Council Lieutenant Kernel H. Clark Federer, M.D. Laurie Bergst H 847-869-4392 224-330-8205 W 773-293-4001 [email protected] F 773-293-3203 [email protected]

North Star District Aptakisic District Potawatomi District North Star District Kernel Aptakisic District Kernel Potawatomi District Kernel Laurie Bergst Chuck Gilbert Bob Krause 224-330-8205 224-639-0251 847-691-6379 [email protected] [email protected] [email protected] North Star District Director Aptakisic Lt. District Kernel Potawatomi Lt. District Kernel Brandon Stascak Mary Manzer Joe Conlon 847-527-9629 847-372-5881 224-723-6265 [email protected] [email protected] [email protected] North Star District Executive Aptakisic District Director Potawatomi District Director Nicole Karlove Zachary Knoch Cynthia Castrejon 847-527-9635 224-727-2202 224-727-2483 [email protected] [email protected] [email protected] NEIC Outreach Executive Aptakisic District Executive Potawatomi District Executive Fabian Lopez Andrew Vass Emily Prymula 224-260-7861 847-527-9626 847-527-9629 [email protected]

[email protected] [email protected]

Popcorn Program Director

Popcorn Associate Program Director

Popcorn Director of Support Services

Julieann Tuohy Nicole Karlove Stephanie Brooks 847-748-9149 847-527-9635 616-318-5778 [email protected] [email protected] [email protected]

http://www.neic.org/popcorn

http://www.trails-end.com/

mailto:[email protected]









mailto:([email protected])








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A Special Message to Unit Kernels

YOU Are Important! As a Unit Kernel you are the most important financial Leader in your Unit. To help emphasize the importance of your role within your Unit, each new Unit Kernel is officially recognized as a Unit Leader with his or her very own uniform shoulder patch. Show it off! Wear it proudly! You are the key to a great year of Scouting and everyone needs to know who you are! You work hard to insure the financial success of your Unit, and that success makes your Unit’s program possible. Wear your badge with pride!

Section

1


4

Popcorn Calendar 2017

May 1

Monday Popcorn Manager Sign-Up Deadline for Chicago Wolves Incentive

August 16

Wednesday -Council Kickoff, Baxter International -Take-Order Sale Begins -Take-Order Photo Scavenger Hunt Begins

August 25

Friday -Initial Order Due -Delivery & Distribution Sign Up Deadline

September 14, 15, 16

Th., Fri., Sat. Initial Popcorn Distribution at Shur-Way Moving & Cartage, Libertyville

September 15 Friday Take-Order Photo Scavenger Hunt Submissions Due

September 16 Saturday Show and Sell Popcorn Sale Begins

October 28 Saturday Popcorn Sale Ends

November 3 Friday All information must be in Popcorn Manager by Midnight including Prize, Delivery and Patch Information

November 5 Sunday Super Sunday

• PAYMENT DUE in the form of

One Check Payable to:

Northeast Illinois Council

• Final Popcorn Order Due

• Final Prize/Patch Order Due

• Full Case & Container Returns

• Sign Up for Final Distribution if needed

November 16 Thursday Final Order Distribution

November 28 Monday FINAL PAYMENT DUE in the form of One Check Payable to: Northeast Illinois Council *Payment made after Final Payment Date may be subjected to a late fee.

December 2 Saturday Swim-Gym Party at the RecPlex in Pleasant Prairie, WI for $1300 Sellers

December 3 Sunday Blackhawks Game for $4000 Sellers

December 15 Friday Trail’s End Scholarship form due to NEIC

December 16 Saturday Star Wars Movie Special Screening on Premiere Weekend for $700 Sellers

December TBD Kernel Appreciation Party


5

2017 Products

Product

Container Appearance

Product Symbol

Retail Price (container)

Containers per Case

Cases per Layer on a

Pallet

Cases per

Pallet

Military Donation

$50 NA NA NA

Military Donation

$30 NA NA NA

Chocolate Lover’s Collection Tin

$60 1 12

48

Cubs Tin

$55 1 12

36

Cheese Lover’s Collection

$30 1 15

75

Salted Caramel Corn

$25 12 6

24

Chocolatey Caramel Crunch

$25 12 6

24

White Chocolatey Pretzels

$25 12 6

24


6

Carmel Corn with Nuts

$20 12 6

24

18-Pack Unbelievable Butter Microwave

$20 6 15 45

18-Pack Kettle Corn Microwave

$20 6 8

48

White Cheddar Cheese

$15 12 5

20

Classic Caramel Corn

$10 12 8

40

Popping Corn

$10 12 11

55


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Early Incentive Programs Chicago Wolves Tickets: May 1st Unit Popcorn Manager Sign Up Incentive

Units who sign up for Popcorn Manager by May 1, 2017 and sell popcorn will receive two tickets to a Chicago Wolves game. A limited number of additional tickets may be available for purchase through the Chicago Wolves (typically around $23.00/ticket).

Presale Take-Order Nintendo Switch Photo Scavenger Hunt:

Scouts can complete a Photo Scavenger Hunt by midnight, September 15, 2017 to be eligible to win a Nintendo Switch. One Nintendo Switch will be given away per district.

Scouts must wear Class A uniform and appear in all photos. High-resolution photos should be emailed (one at a time) to [email protected] labeled with the Scout’s name, Unit # and district. Names will not be used in publications. To qualify, Scouts must take a photo at 5-7 of the following locations:

o In front of a brick house o House with a white car

o In front of a local business o Two-story house

o In front of an apartment building o Garden gnome in front of house

o In front of a house with a red door o Shaking hands with a customer

o Sales sheet with White Cheddar

Popcorn sale

o With a street sign named for a

tree or bird


8

Special Contests & Prize Programs

NEIC Prize Programs are just the start! The best prizes come from your Unit! Get creative! Every Unit has individual incentives to make their sale unique and even more exciting. Some examples are a pizza party for meeting the Unit goal or the highest earning Scout gets to throw a pie in a Unit leader’s face. Be sure to get ideas from other Kernels at Kickoff or look for ideas on the internet. The NEIC Council Incentive Program focuses on encouraging every Scout to achieve at least $700 in sales. Every Popcorn Selling Scout is eligible for the following special contests and prizes: NEIC Pop Seller Medals

Scouts will earn a white medal for $700 in sales, a red medal for $1,750 in sales and a blue medal for $2,500 in sales. Medals will be shipped with prizes and patches after the sale. One medal per seller based on total sales.

Eligibility for each piece of the Superhero Piece Patch Collection including:

• The Robot Participation Patch for Selling One Item

• The Right Leg Patch for Making One Online Sale

• The Left Arm Patch for Selling a Total of $700

• The Left Leg Patch for Making One Military Sale

• The Right Arm Patch for Selling

One of Each Item on the Take Order Form

(including military sales)

• The Top Seller Patch for Selling at least $1000

Patches: A patch for Scouts who sell at least one item will be shipped about two weeks after the close of the sale with the prize orders from Keller. For Scouts who qualify, the Top Seller Patch and additional patches will also be ordered and shipped with the participation patch as mentioned above.

Chicago Wolves Ticket Scouts that sell $100 will receive ONE ticket to a Chicago Wolves game. Scouts must be accompanied by an adult. Additional tickets will be available for purchase.


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$700 SELLER’S CLUB Special Screening of Star Wars: The Last Jedi

Scouts who sell $700 can earn 2 Movie Passes (1 Scout/1 Adult) to a special screening of Star Wars: The Last Jedi the Saturday morning of premiere weekend, December 16, 2017. Time and location to be determined.

$1,300 Sellers RecPlex Swim-Gym Party Scouts selling $1,300 of popcorn will receive two passes (1 Scout/1 Adult) for a NEIC Swim-Gym Party at the RecPlex in Pleasant Prairie, WI on December 2, 2017 from 4:00 p.m. - 8:00 p.m. Trail’s End College Scholarship Program: Scouts who sell $2,500 in a single season qualify for the Trail’s End Scholarship program. In addition, any Scout who has ever sold more than $2,500 in a single season can add 6% of any amount sold in subsequent seasons.

IN EACH CASE, THE SCOUT MUST HAVE COMPLETED A SCHOLARSHIP APPLICATION FORM EACH YEAR. SCHOLARSHIP FORMS ARE DUE TO THE NEIC by Friday, December 15, 2017.

Forms can be found at neic.org/popcorn. Completed forms require council verification and signature. NEIC will forward applications on to Trail's End for maintenance and ultimate distribution of the Scout's Scholarship. For additional information, see the Trail’s End Scholarship Page at http://sell.trails-end.com/content/dd1bdd0cdcc7ba7/college-scholarship---funded-by-trail's-end. Chicago Blackhawk’s Tickets

$4,000 sellers will receive two tickets (1 Scout/1 Adult) for a Chicago Blackhawks game.

The Popcorn Cup When the sale is over, we will recognize the Top three sellers and the top selling Unit on the Popcorn Cup displayed in the Northeast Illinois Council Service Center. These Scouts can formally request the cup to showcase at their celebratory Unit meeting or event, if desired. Contact Popcorn Central for more information.

http://sell.trails-end.com/content/dd1bdd0cdcc7ba7/college-scholarship---funded-by-trail's-end

http://sell.trails-end.com/content/dd1bdd0cdcc7ba7/college-scholarship---funded-by-trail's-end


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Keller Prize Program Through the Keller Prize Program, Scouts can select from a variety of prizes at different sales levels (see insert in sales guides). To receive prizes, select them under your individual Scouts in Popcorn Manager prior to Super Sunday, as part of closing out your sale. Following Super Sunday, NEIC will submit the prize order to Keller. The prize order will be shipped to the address you specify under the Prizes tab in Popcorn Manager a few weeks after the close of the sale. Each District Kernel has prize kits that you can check out for your kickoff, based on availability. Contact your District Kernel and check out a kit to motivate your Scouts to sell popcorn. Additional 5% Commission: A Unit may choose to opt out of the Keller Prize Program and receive an additional 5% commission instead. The additional 5% commission will be deducted from the amount of money owed on Super Sunday.


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Unit Financial Obligations, Return and Deadline Policies Your financial responsibility Popcorn in your hands is your responsibility. If it is lost, damaged, stolen, or otherwise unavailable for return to Council, then your Unit is financially responsible for the wholesale value of the product. Please refrain from storing popcorn in non-temperature controlled areas such as cars or garages. We reserve the right to examine each situation on a case-by-case basis. Returns Popcorn is consigned to your Unit. We allow Units to return unsold popcorn (except chocolate products) that was delivered at our initial delivery date. Please make every effort to sell or trade the popcorn ordered. There is a trade board available in Popcorn Manager. Please attempt to trade unsold popcorn before returning it.

Units are encouraged to order the recommended amount of popcorn, but some insist on more than appears appropriate based on prior sales activity. The Northeast Illinois Council reserves the right to limit a Unit’s order and return privileges on a case-by-case basis. *NEW POLICY FOR 2017* Chocolate Products are NOT RETURNABLE We are committed to providing Units and consumers with a quality product. It is impossible to control the quality of temperature sensitive products not in our possession. As such, we will no longer allow the return of chocolate products. We encourage Units to use the Trade Board in Popcorn Manager. Deadlines Popcorn and prize orders must be received by the dates on our calendar. We will not promise delivery of popcorn except on the stated delivery dates shown on our calendar. The Council cannot staff the warehouse on a daily basis.

Ordering popcorn is accomplished through Popcorn Manager or by submitting your initial order at our Council Popcorn Kickoff. We will not guarantee any other order method such as ad-hoc e-mails, telephone messages, faxes, carrier pigeons, etc.

Prizes will be ordered immediately after Super Sunday, if a Unit completes all its documentary obligations and appropriate payments to Council. If you have not completed the appropriate steps, then your prize order may not be guaranteed.

Final Payment Payment for all product sold is expected on Super Sunday in the form of one check payable to Northeast Illinois Council. We encourage Units to collect money up front for Take Orders. In the event that money is still owed to a Unit, payment is due to the Northeast Illinois Council by November 28, 2017.

http://www.popcornmanager.com/


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Why Sell Popcorn? Scouts Must Set Goals! Surveys show that the average Unit has four fundraisers per year. However, Units that sell popcorn commonly fund the entire year of activities with one popcorn sale. Our Council chose Trail’s End Popcorn because it is a top quality, competitively priced product. What also distinguishes Trail’s End is its commitment to Scouting.

Occasionally some misunderstandings or individual bias against popcorn will impede a successful sale. To help you deal with this problem we have summarized several years of marketing research:

• Only 17% of the population is asked to make a popcorn purchase. 91% said they would buy again. Remember, if 83% of households were never asked to buy popcorn then opportunities abound.

• 95% of buyers say the higher the percentage to local Scouting, the more they are willing to spend. Over 73% goes to Scouting. Please communicate this to your customers.

• “Scouts earning their own way” is important to customers. Consumers will spend more if they know how the popcorn profits are being used. Consumers are “buying” Scouting. Always have the Scouts in uniform, and have them prepared to tell customers about their Unit’s activities.

• Market research reveals that parents and leaders are investing less time with fundraising than ever before. Because our product line includes high end products with high profit margins, there is a greater opportunity to earn more money for your Unit. Test data confirms this. There is no fundraising advantage to offering an inexpensive product.

• The amount of time you invest selling several low-priced items vastly exceeds the time you will spend selling a single high priced product. We are always seeking a more efficient use of your time. Our popcorn product line is chosen to make the best use of your time.

Section

2


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What do I tell parents? Parents want the opportunities, guidance, and unique experiences of Scouting for their children. They also want to be educated on the return for their families’ investment in time. Show them what your Unit will do this year. Parental enthusiasm for the Popcorn Sale is directly linked to their perception of what the sale will do for their Scout. Scouts sell more popcorn when their parents are motivated. Scouts also learn a valuable life lesson by earning their way in Scouting. The pride they display when they realize their accomplishment is gratifying! Where does the money go? At your Unit Kickoff, tell parents of Scouts how their participation in the Popcorn Sale helps Scouting. Surveys demonstrate that most parents do not know where the money goes. Last year,

• 38% went to Units like yours for commissions and the Prize Program

• 30% went to fund your Unit’s activities and approximately 20,000 other Scouts and their Units in the Northeast Illinois Council

• 5% went to Scholarships, Camping Packages, and other expenses to conduct the sale

• Overall, over 73% of sales dollars supported Scouting and the local sale.

Your Unit’s Commission can assist the Unit with:

• Advancement and Awards

• Trips and Program Expenses

• Health & Accident insurance

• Providing Books and Materials

• Participation Fees for Activities

• Blue & Gold Banquets

• Courts of Honor

• Registration and Boy’s Life

• Day Camp at Oakarro, Cub Camps, and Summer Camp at Ma-Ka-Ja-Wan

• Equipment Purchase

• Training Leaders

http://boyslife.org/

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Units with older Scouts can focus on funding high adventure.

• Philmont

• Jamboree

• Sea Base

• Boundary Waters

• Ma-Ka-Ja-Wan and other opportunities Council commissions, combined with Friends of Scouting, funds:

• Council Service Center

• Administrative Support for Leaders (Records & Information)

• Maintenance of 3 Distinct NEIC Camp Properties

• Training of Leaders

• Scout Shop

• General Liability Insurance Can we really sell expensive products in our District?

Many people maintain that it is only possible to sell lower priced products in certain areas of our Council. Although we respect individual observations, in a direct comparison of individual product percentages across Districts, geographic variance is not significant. The only real difference between the Districts is a penchant for “Light” products in the southern Districts and

“Heavy” products in the north. As you can see, during the sale every District actively sold every product. The greatest difference was only about 3% from one District to another. Your Council Popcorn Team believes we cannot continue to emphasize site sales. The answer is to emphasize “Door-to-Door”. We say this because,

• “Door-to-door” generates an average of 3 and up to 4-5 times more sales per hour than site sales according to national marketing studies. We have observed this in our own Council. Therefore, “Door-to-door” yields the most efficient use of your parental fundraising time.

• In a door-to-door setting, consumers will typically choose 3 items for purchase; at a site sale, the consumer will typically only purchase one item.

• Consumer habits have changed. The widespread use of debit and credit cards has decreased cash carried by consumers. In addition, fewer people carry checkbooks outside the home. Sales at a consumer’s home facilitate consumer

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access to cash and checkbooks. This is part of the reason that site sales have become less effective over the last few years.

• When a Scout sells in his neighborhood, 63% of consumers who know the Scout will purchase a product. 91% of those who purchase will do so again. Site sales do not generate as much personal recognition.

• By selling and collecting money at the same time you avoid the extra time expenditure involved with a second visit in a traditional “Take Order” sale. However, it is important to utilize the “Take Order” sales form before showing the consumer your “traveling stock.” Show-N-Deliver is not a traveling site sale.

• The average container sale in our Council was $18.03, up from $16.57 in 2009. If you push lower priced items, you will undercut your overall sale. We must offer more expensive items to take advantage of the sales opportunities. There will always be consumers only able to afford a relatively low price item. However, there are also consumers willing to pay much more. That is why the average is $18. We must meet the potential sale with appropriate products, not undercut the potential sale with an outdated method of selling.

Why aren’t we selling less expensive products?

• Our research has shown that selling more expensive products earns more money for your Unit in less time. In fact, our Council’s sales data demonstrate that as we have gradually raised the price of popcorn, dollar sales have climbed dramatically.

• For instance, when we raised the price of popcorn from 2002 through 2005, the price increases kept your profits stable despite declining container volumes. The same effect on sales dollars occurred in 2008. Your dollar yield per hour of selling went up even when container counts were flat. Container sales are the key indicator of sales attempts, and unfortunately, we have very clear data demonstrating a drop in containers per selling Scout over the last 10 years. A less expensive product line would compromise your financial success.

Containers

$600,000

$800,000

$1,000,000

$1,200,000

$1,400,000

$1,600,000

$1,800,000

$2,000,000

1995 1996 1997 1998 1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011

h


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Use Popcorn to Budget for the “Ideal Year of Scouting” The Ideal Year of Scouting (IYOS) is a process using an Excel or PDF worksheet tool for planning and producing a program of activities for a Unit. Plan a whole year’s key activities, create a budget and fund the year in a few simple steps. The budget calculations also translate the program into sales goals for each Scout. Scouts and their parents will literally see what their fundraising efforts accomplish in a tangible way. For Cub Scouts

• A version in PDF Format to print and complete by hand

• A version in Microsoft Excel that can be used electronically. (Note: This budget worksheet is “protected” without a password to prevent unintended changes being made to the automatically filled-in blanks. To learn how to change those protected blanks in your version of Microsoft Excel®, search for “protection” in the Excel help section. We recommend, that after you make the intended changes, you protect the worksheet to prevent unintended changes.)

For Boy Scouts

• A version in PDF Format to print and complete by hand

• A version in Microsoft Excel that can be used electronically. (Note: This budget worksheet is “protected” without a password to prevent unintended changes being made to the automatically filled-in blanks. To learn how to change those protected blanks in your version of Microsoft Excel®, search for “protection” in the Excel help section. We recommend, that after you make the intended changes, you protect the worksheet to prevent unintended changes.)

Ideal Year of Scouting works best if, before the school year ends, you…

• Create a calendar of Scouting activities for the year. Involve Unit’s Leadership in choosing activities. They must also be invested in the plan.

• Think creatively. Reach for an “Ideal Year,” rich with activities including summer camp.

• Create a coordinated calendar beginning with the fall emphasizing o Recruitment Strategy o Rally Night o Parent Information Night

• Translate the Activity Calendar into a budget.

• Communicate this plan to your Leaders

• Enlist parental support in the fall o Emphasize the link of fundraising and program for their Scouts o Communicate activity calendar & Unit budget to parents o Reinforce role of their efforts yielding a program for their Scouts all year long.

• Fund the entire year with a proven fundraising strategy: WE RECOMMEND POPCORN!

• Enjoy your Ideal Year of Scouting. Concentrate on program, not fundraising.

http://www.scouting.org/filestore/pdf/13-273.pdf

http://scouting.org/filestore/xls/13-273.xls

http://www.scouting.org/filestore/boyscouts/pdf/510-277_WB.pdf

http://www.scouting.org/filestore/boyscouts/xls/510-277.org.xls

http://www.scouting.org/filestore/pdf/13-273.pdf

http://scouting.org/filestore/xls/13-273.xls

http://www.scouting.org/filestore/boyscouts/pdf/510-277_WB.pdf

http://www.scouting.org/filestore/boyscouts/xls/510-277.org.xls


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Selling Popcorn: A Step By Step Guide Step 1. Pick Your Unit’s Popcorn Kernel, Establish a Unit Sales Goal & Start Planning! There are FIVE Keys to a Successful Popcorn Sale

1. Have a plan and a budget. (See the creating a budget section.)

▪ Utilize the “Ideal Year of Scouting” planner listed in the “Why Sell

Popcorn” Section and online at http://www.neic.org/popcorn. If your Ideal

Year of Scouting Plan, requires more popcorn, let us know. We are here to

help!

▪ Create a Unit Popcorn Calendar including deadlines for Show-N-Deliver

consignments, Take Orders, your Unit’s “Final Payment” deadline and prize

forms. Make your deadline about 1-½ weeks before the Council deadline.

Positively reinforce the importance of these deadlines and how it affects

prize delivery.

2. Set goals for your Unit and for the Scouts. ▪ Once your Unit has a Unit Popcorn Kernel, that person should work with your

Unit’s Committee to establish a Unit sales goal.

3. Have a great Unit incentive plan. Scouts Must Set Goals!

▪ Units that have solid per Scout sales encourage their Scouts to set

personal sales goals. They create incentives for the Scouts using Council

prize programs and special Unit prizes. Some Units offer Scouts who meet

their goals the opportunity to throw a pie at a Unit Leader at an event.

There isn’t a Scout alive who would turn down the offer.

▪ If your Unit uses popcorn proceeds to pay for an event, have the Scouts stand and be recognized for “earning” the event. The pride resulting from recognition at a large Unit gathering is profound and also a valuable life lesson.

4. Put on a great Unit Popcorn Kickoff (See Kickoff section).

5. Utilize all sales methods to reach your goal (See Sale section).

Section

3



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Selling Popcorn: A Step By Step Guide Step 2: Sign Up Your Unit to Sell in Popcorn Manager

Popcorn Manager: A web based management for your Popcorn Sale

(Created by Popcorn Cyber Kernel Jeff Bush) This is the best way for you to run your popcorn sale. The system manages your sale over the Internet and automatically eliminates many redundant forms. Best of all, if there is something about the system you would like to change, just let us know. Our Council “Cyber-Kernel,” Jeff Bush, is eagerly awaiting your feedback.

After you sign up to sell popcorn using our online link https://popcornmanager.com/signup/signup.php you will receive instructions for logging into the system by direct e-mail. Once you are logged on, there is context sensitive “help” that answers most questions. Just hover your mouse over an area you are confused about and an explanation will appear by your pointer.

When you first log on you encounter headline news from the sale. You also may have messages waiting for you. Just click on the messages link or the tab at the top. Leaders and parents (at your option) can be given access to the system by using the Users tab. Thereafter you can “blitz” e-mail them with your own updates. The message system allows you to send messages through the system alone, or you can choose to also have the message sent by e-mail as well. And share your e-mail broadcasts with your District Kernel – it may help another Unit! Click on the SPS (Scout Popcorn Sales) tab and then click on a Scout name. All of your registered Scouts are already loaded into the system for you. Their phone numbers are there as well. The individual Scout SPS form tracks the popcorn that the Scout sells and also tracks consignments of popcorn that you give to the Scout and his family. Each time you have a transaction, a new line forms to help track accounting with each Scout. As the Scout has sales attributed to his SPS form, the prize system automatically unfolds below. The system automatically calculates what prizes he qualifies for, and you can keep adding selections until he meets his entire sales level. The special incentive programs all appear when the thresholds are reached. You can edit a Scout’s prize selection here on his SPS form, or you can also edit his selections in the prize group view option on the prizes tab. The online sales that occur during the fall sale period will automatically appear here the week before Super Sunday. The extra prize credit will automatically be added for you.

https://popcornmanager.com/signup/signup.php


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The SPS form tracks BOTH the popcorn that you consign to the Scout, and also his actual sales. Unit Kernels, just like you, requested this feature. As the Scout demonstrates actual sales, his “inventory” is automatically reduced. The form will show you if you owe him more popcorn to match his sales, and it will also show if he is holding on to popcorn that he hasn’t sold. An overview of all actual sales is shown on your PUR (Popcorn Unit Record) form, and the PUR form has an option to create an overview of “inventory” status as well. You can see who has unsold popcorn, check on how much popcorn should be in your garage, and see who needs the popcorn. When you run a Unit Blitz or other group sale, click the group sales tab and create the group sale. The group sale popcorn products sold are entered into the group sale page. This then automatically shows as a group sale on your PUR form for accounting purposes. You can indicate how much time each Scout spent on the group sale and the sale credit then carries over to the Scout’s individual SPS form. This way he gets credit for the prize system. The Prize and PUR tabs are essentially report functions of the system. As you enter individual Scout sales the PUR form automatically summarizes the sales for you. PUR also can show you where your unsold inventory is located. Just click on the view you prefer at the left of the form.

The prizes selected by the Scout are also summarized on the Prizes tab. You can edit prizes in this view as well as on the individual Scout’s SPS form. If the Scout has additional prize credit, you will see this graphically on this overview form. Scout online sales are automatically credited for the prizes within Popcorn Manager. Popcorn Manager automatically validates your final prize order on Super Sunday. Make sure that you have

indicated which user is to receive the prizes on the Prize tab. The contact information entered into the system is used to mail the prizes to you. O&S (Order and Settlement) is the summary page that shows what products you were consigned, what you returned, relates this to the Scout sales you have logged, and calculates your final order. The first thing you will want to do in the O&S form is check your initial order for accuracy. Just go the O&S tab and then click the link on the left side that says, “View/Place Orders.” Initially at the start of the sale you will see something like this. Based on your last year’s total sale, we have recommended your initial order for you. This recommendation is based on 90% of your Unit’s total sales from last year, and it is adjusted to reflect known changes in your number of registered Scouts. If you have more Scouts registered this year than last, then we will automatically recommend that you


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get more popcorn. Your recommended order is on your “Pink Sheet” given to you at our Council Kickoff. If you handed in your pink sheet we will enter your order for you into Popcorn Manager, but it’s a good idea to check our work. You can also change the order up until Council approves it. The example here doesn’t show recommendations because this Unit didn’t sell popcorn last year. This Unit needs to contact its District Kernel for help with this task. Now, if you see a recommended order that is more or less than what you think you need, just enter the amounts you want and click “Place Order” when you are done. Please note that this initial order is rounded up to full case amounts. Remember, we are working with containers, NOT cases when we initially order popcorn. The only reason this is rounded up is for simplification of our initial delivery to you. At subsequent deliveries you can get individual containers. The rounding up only applies to the initial order. At Popcorn Central your District team will review your order. If they agree with your order they will “Approve” the order and then it can’t be changed, except by a Council user. If they don’t agree with your order, then you will be hearing from them. The smart thing to do is talk to your District Kernel before you elect to vary your order in a significant way. If you think you need more popcorn than we suggest then that’s great. We will support you. But you are going to have to convince your District team that you deserve all that extra popcorn. If you can’t sell it, we have to take it back. You should sign up for an initial delivery time at our Council Kickoff. If you don’t sign up, we will assign a delivery time to your Unit. The delivery times will be posted on our website, www.neic.org/popcorn. After the sale is underway, when you click on the “View/Place Orders” link you will end up with a view that looks kind of like this example. Each of your orders has three separate steps. There is what you submitted, what we approved, and what you actually picked up at the warehouse. Sometimes those entries are the same (like it’s supposed to be) and sometimes not. That’s the real world of popcorn! If we made an error, please let us know. We work from paper receipts generated in the warehouse. If someone’s handwriting is still stuck in kindergarten, or maybe we miscounted the cases then let us know and we will fix it. At the bottom of the form is a place to order more popcorn. This exists for SPECIAL circumstances. Don’t try to order more in the middle of the sale or before Super Sunday. It won’t work unless you work out a “special deal” with Popcorn Central. This version expects you to enter containers, and there is no rounding up. Again, DO NOT use this ordering area for Super Sunday. Super Sunday is handled differently (see below).


http://www.neicpopcorn.com/


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The trades tab enables you to advertise if you have too much popcorn and permits other Unit Kernels to get it from you. Just click on the link on the left to create your listings. You can advertise that you want popcorn or that you are offering popcorn. Of course, if you need popcorn, the logical first step is to check the listings. That’s the view that you first encounter when you click on the tab (example at right).

If you want popcorn that another Unit Kernel is advertising, you can click next to the offer and take all or part of the offer. Obviously, it is important to communicate with the other Unit Kernel. You can click on their name and send e-mail, or give them a call. Both Unit Kernels have to agree that a modification of the offer is acceptable. The final version of what happened is displayed on your “my trades” view of the trades tab. Please note that “trading” is a multistep process in which both Kernels declare their intentions to trade, and then sign off that the trade has occurred. If you fail to follow through on the process spelled out in the system, then your final accounting will be in error. Since it is very difficult to find the Kernel you swapped with to fix the error later (on Super Sunday) we strongly recommend that you verify the accuracy and completion of all trading between Units.

On Super Sunday, the main O&S form reviews your

product transactions with the Council. You pay for the popcorn that results from product transactions (inventory) with Council, not based on what you have documented at a Scout sales level. Do not enter any numbers into the adjustments line – that’s for later. When you return product to the warehouse we will generate a receipt and also another receipt for popcorn that you receive that day. Those numbers are transcribed into the system after you pass through the warehouse. You won’t know

how much popcorn you are picking up on Super Sunday until it’s done, so leave those spaces blank. Our ability to fill your final needs will vary with what other Kernels bring back. Again, your bill is based on actual inventory transactions with the Council. Everyone “loses” or mysteriously “gains” products from the Unit Kernel’s garage. That’s just the way it goes. Don’t feel bad about it. Very few Kernels get the numbers to line up perfectly. We compare these two sets of numbers on Super Sunday (the lower section), but we recognize that they frequently are different. We will enter “Adjustments” to your O&S form on Super Sunday, so the best approach is to NOT enter adjustments until then. Again, “Adjustments” do not affect what you owe Council. However, we later audit “Adjustments” as a method of validating that your prize orders reflect your actual sales.


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Selling Popcorn: A Step By Step Guide Step 3. Start Planning your Unit’s Popcorn Kickoff

Your Unit Needs a Popcorn Kickoff!

At the Kickoff parents learn what their Scouts will get in return for participating in the popcorn sale. Scouts see what they can earn, learn how to do it, and get “fired up” about it.

Prepare handouts, your own Unit Popcorn Calendar, promotional posters, organizational posters, and sales Packets for your Unit Kickoff. Many of these forms are available for download from our website. Packets should include:

1. Your Calendar showing sale dates, date orders are due, time and place for pick up. 2. Unit goal and recommended per Scout sales goal. 3. Individual Scout Order & Prize forms and money envelopes. 4. Other sales materials you deem necessary (Unit tally sheets, etc.) 5. Your “Ideal Year of Scouting” program plan and budget report for the parents. If your Unit

hasn’t done this, please contact us and we will help you with the process as well as the tools Hold your Unit’s Popcorn Kickoff meeting for parents and Scouts. Insure that…

1. It's exciting! Play games; do popcorn skits; eat popcorn! 2. Parents understand how Popcorn Sales will earn programming for their Scouts for the entire

year. Make sure they understand that the popcorn sale buys Scouting for their son. 3. Set goals with your Scouts. Use the tools that you'll find at www.neic.org/popcorn, such as

the Virtual Sale Planner. You will also find a link for an app for .99¢ called, "Popcorn Goal Tracker," designed by an Eagle Scout, where your Scouts can watch their popper fill up as they make their sales.

4. Each parent takes on some support role within your Unit. When every parent assumes some responsibility then your Unit will flourish.

5. Each parent and Scout understands his sales goal. Rather than using a dollar sales goal, consider dividing by $16 to obtain a “container” sales goal. You can easily figure out your "Ideal Year of Scouting" budget by using the link at www.neic.org/popcorn.

6. Remember, all checks from customers should be made out to your Unit. You will pay for your popcorn out of your Unit’s account to the Council later.

Unit Meeting Kit

• On the following pages are handout planners for Cub Scout den meetings.

• Additional popcorn videos and tools are available at www.neic.org/popcorn.

https://itunes.apple.com/us/app/popcorn-goal-tracker/id686500132?mt=8

https://itunes.apple.com/us/app/popcorn-goal-tracker/id686500132?mt=8


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Selling Popcorn: A Step By Step Guide Step 4. Attend the Council Popcorn Kickoff & Order Popcorn

Council Popcorn Kickoff - August 16, 2017

• You should have your popcorn order ready to submit at the Council Popcorn Kickoff. You can also submit your popcorn order before this meeting on the Popcorn Manager website.

• You will be able to sign up for delivery/pick up of popcorn at this meeting. • You will have a chance make your sale more successful by attending

breakout sessions!

Show-N-Deliver Most Units use last year’s order as a starting point and then modify numbers based on the number of Scouts selling. Our recommendation is that you order 90% of your total sale from last year, adjusted for changes in the number of registered Scouts in your Unit. We will provide a “pink sheet” with your Unit’s order history and our recommendations at Unit Kernel training. If your Unit has no sales history, call your friendly District Popcorn Kernel, the Council Kernel, or Popcorn Central for advice. If you are executing an Ideal Year of Scouting plan that calls for much more stock, just call us and we will support you!

Attend the Council Unit Kernel Kickoff & Communicate! Make sure that we have your complete address, daytime phone numbers, fax number and E-mail address. The right information will enable us to contact you and relay the latest popcorn news. A valid E-mail address also enables us to reach you with “The Kernel’s Journal”, our occasional update and reminder of what’s going on with popcorn. We encourage you to frequently visit our web site, NEIC.org/popcorn, for the very latest in popcorn news. The Popcorn Manager Web interface also will display the latest popcorn headlines, and is accessible through the NEIC.org/popcorn website portal.

• Order product for the Initial Distribution. (See calendar). You must submit an Initial order even if it is all zeros. This can be done at training by submitting your “pink sheet” order sheet at our Council Kickoff, or directly into Popcorn Manager. Please note that we no longer accept telephone orders, e-mails, and other non-standard ordering approaches. Please use Popcorn Manager to avoid miscommunications and transcription errors.

• Your “pink sheet” shows data about your last year’s sale and recommends how much popcorn you should order. It also helps you plan your Unit’s sale strategy.





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Selling Popcorn: A Step By Step Guide Step 5. Pick Up or Have your Unit’s Popcorn Delivered

Popcorn Pick Up Dates are:

▪ Thursday, September 14, 2017 ▪ Friday September 15, 2017 ▪ Saturday, September 16, 2017

• If you want the initial order of popcorn directly delivered to your home (you don’t want to pick it

up at the warehouse) then log on to Popcorn Manager and review your initial order in the system. There is a facility for you to select a “Kernel’s” address for the direct delivery. Shur-Way Shipping will handle this year’s direct delivery. The cost for this service is approximately $250, but prices will vary depending on location and may be higher if you have a very large order. Units are responsible for these fees and for certain details regarding delivery times and dates. Please contact Popcorn Central for more information.

• Coordinate with Council Team and your Unit to pick up your initial order of popcorn. You may elect to have the popcorn delivered directly to you. To ensure credit is given to the proper Unit and avoid warehouse confusion, make sure that all your valued helpers know your true Unit number. This number is the Council’s tracking method to ensure correct billing is invoiced to the proper Unit. There are multiple Packs and Troops in our Council with identical basic Unit numbers and this Unit ID enables us to distinguish these Units. For instance, one Unit in Evanston calls itself “Pack 4”, but the true ID number is “Pack 904”. If you have any questions, please verify this with us at Popcorn Central.

Where’s the warehouse? How am I going to get all this popcorn to my house? Our popcorn distributions will take place from Shur-Way Moving and Cartage, 1943 Industrial Drive, Libertyville, Illinois. Further information, maps, delivery times and other information are available on www.neic.org/popcorn .

Your orders will be verified and finalized about a week prior to delivery. We post the orders and delivery times on our website. Delivery times can be reserved at Unit Kernel Kickoff Training and special requests/changes can be coordinated with Popcorn Central. We will accommodate all types of vehicles including trucks. In fact, we encourage Units with large orders (anything over 200 cases) to rent or borrow trucks to pick up the products or ask for direct delivery from Shur-Way. The delivery fee is comparable to renting a truck. However, many of the rental agencies extend discounts to Scout groups for popcorn pickup.

Please make sure you have enough vehicles to handle your order.




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Use the chart to predict how many vehicles you need. Deduct 4-5 cases from the numbers shown for each passenger (kid, dog, etc.) that comes with a driver. The warehouse is busy and potentially dangerous. For safety reasons, please avoid bringing small children and pets.

Volunteers will meet you on site and (hopefully) make the process as quick and painless as possible. The Unit Kernel customarily counts the order before vehicles are allowed to load the products. If your Unit will be moving product with several vehicles make sure the other drivers know the name and number of your Unit to prevent confusion. When someone shows up and tells us he’s from “Den 2” then we’re unable to help them. If they know their Pack number and city then we can direct them to the right place.

At the warehouse we will not permit any sorting of product by dens or individual vehicles. This takes too much time, creates chaos, and is simply unfair to Units waiting to get into the warehouse. We recommend that you sort your dens at a separate site. Most Units choose to count and distribute their dens and patrols at a separate site.

Direct Delivery Option

Many Units enjoy the convenience of custom direct delivery of popcorn. The delivery service will directly deliver your popcorn to your door. This service is recommended for any order in excess of 200 cases. The fee will generally run about $225-275 depending on distance and volume. Be prepared for a higher amount if you have a particularly large order or the delivery location is a long distance from the warehouse. In Popcorn Manager you must indicate that you want this service and also enter the delivery address (a Unit “Kernel” defined with an address in the system). You are responsible for all charges related to direct delivery. Approximately 24-48 hours prior to delivery Shur-Way will contact you with an approximate delivery time. We are able to generally deliver your popcorn on the day you request in Popcorn Manager, but we are not able to guarantee delivery times. If you have specific issues in this regard, please discuss them with Shur-Way when they call to confirm your delivery.

Call Shur-way with any questions related to your direct delivery: 847-362-2976

Vehicle Cases

Sedan 20-30

Minivan (rear seats out)

40-50

Panel Van 100

Moving Truck (12 foot)

200




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Selling Popcorn: A Step By Step Guide Step 6. Distribute Popcorn to your Unit and Start Selling!!! Take Order Sales begin Wednesday, August 16, 2017 Show-N-Deliver Sales begin Saturday, September 16, 2017 Four Main Methods of Sale:

• Take Order • Corporate Sales

• Show-N-Deliver • Online Sales

The most important methods are “Take Order” and “Show-N-Deliver”.

1. Take Order. This method relies on order forms that the Scouts circulate among friends, family, neighbors, and so forth. Your final popcorn order fills the Take Order phase of the sale along with your leftovers from your initial product delivery. This same form is also used for Show-N-Deliver.

2. Show-N-Deliver. Individual Scout families are consigned popcorn from your Units’ inventory to use on a door-to-door basis.

a. The Scout shows the products to the customer using his Order form. After the customer makes a selection, he then offers to deliver the product immediately. Popcorn is typically transported door-to-door (but initially kept out of the consumer’s sight) in a red wagon or the supervising parent’s car. This economizes on time committed to the sale, eliminates the need to return to the same door to complete a sale, and has been shown to yield dramatically higher dollar sales per hour.

b. Role-play with the Scouts regarding questions customers may ask during the sale. “What does 73% goes to Scouting mean?” “Where does the money go?” “What kind of activities does the Unit do?” Prior to the sale, review the goals detailed in the “Ideal Year of Scouting”. This plan tells the Scout (and the customer) why he is selling popcorn.

c. Have adults supervising at all times. Adults should be “two deep” in accordance with principles of youth protection. The training video that describes sales methods is in your “Kickoff in a Box”.


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Most successful Units encourage individual Scouts to go door-to-door with products for sale. Typically, the Scout loads his “consignment” of popcorn into a wagon or a parent’s car. The Scout goes door-to-door under adult supervision using the “Take Order” form to show the products to each customer. After making the sale, the Scout then offers to “deliver” the popcorn right on the spot. Remember that during a “Show-N-Deliver” sale the inventory for your Unit is hidden from you because you gave a lot of popcorn to the parents. Since it is in parents’ hands, Scouts that have not been selling can surprise you with large returns at the end of your sale. If you identify a Scout that is not really selling, arrange to transfer that Scout’s stock to another Scout that needs more popcorn. Popcorn Manager has “blast e-mail” capabilities, and you can load your parent names and e-mail addresses into the program to facilitate communication during your sale. Popcorn Manager now tracks your unsold popcorn on a Scout-by-Scout basis as well as shows you what should be left in your garage. Check it out! For successful Show-N-Deliver Sales, please consider the following points:

• It is essential that the Scout show the customer the Take Order Form, not a wagonload of popcorn. In fact, we recommend that the wagon initially be out of the consumer’s sight. The sale is made based on the Take Order form and, after the customer selects products, then the customer is given the option of taking immediate delivery. Our marketing research demonstrates that you will sell more popcorn per hour if you use this method. This is more efficient with your time; it eliminates the need to make two visits for every sale because the product is readily available for purchase.

• Unit Kernels make consignments of “Show-N-Sell” popcorn to parents of Scouts in their Units. We recommend that you allocate 50 – 75% of your last year’s sale volume to Show-N-Deliver consignments. Obviously, this should be adjusted for changes in your Unit’s membership.

• The presence of the product in the Scout’s home is motivational to both parents and Scouts during the sale. Our data demonstrates that your sales per hour will be several times higher than with site sales.

• We provide a computerized estimate of what you should order at the start of the sale. This is based on your past sale and adjusted for membership changes. If you want to appreciably order more popcorn than we recommend, please discuss this with your District Team.

• We encourage Units to organize “Blitz Days” where groups of Scouts sell to entire neighborhoods. Blitz Days are just group style Show-N-Deliver sales.




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Special support for Blitz Days will be provided through your District Kernel if you ask for it. Please see the Blitz Day Guide at the end of this handbook.

3. Corporate Sale. An additional arm of the sale is our Corporate Sale. Scouts can approach companies and offer these products as gifts to valued employees and customers. This is a way corporations can purchase gifts for their clients and support the Boy Scouts. Last year, several individual orders valuing thousands of dollars were filled. Any individual, high volume order can be handled through special arrangements with the Council office. Please contact Popcorn Central for more information 847-748-9149.

4. Online Sales. This year we continue our fully integrated online system available for internet credit card popcorn sales. Scouts simply Create an Account at sell.Trails-end.com and Spread the Word via email to their targeted group. Their customers will then be able to place orders online. Scouts can check back to see what kind of activity they are experiencing at the Trail's End website.

• Each Scout must individually signup on the online system at www.Trails-end.com. When the customer buys popcorn online, the individual Scout is credited for the sale in the online system.

• Unit Leaders can sign up with the system to monitor how their Scouts are selling, but no selling can be applied to a Unit in a general sense. However, since the funds are distributed from the Council to your Unit, then your Unit controls the use of the revenue from online sales. It is up to each Unit to establish a policy for the use of the funds.

• Periodically (usually quarterly) the Council is credited for online sales by Trail’s End and then the Council assesses which Units have earned commissions and sends the checks or Scout shop credits to the Units.

• Your Unit’s commission for sales online is the same that you earn during the fall sale.

• At Council, we will analyze the identities of the selling Scouts and credit each selling Scout in Popcorn Manager for online sales occurring during the official popcorn sale. The sales will be posted within Popcorn Manager the week






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before Super Sunday. The sales credits will automatically be added to the regular fall sales for prize selection. Unit Kernels will need to make sure that this extra prize credit is claimed within Popcorn Manager for participating Scouts by Super Sunday.

• Online sales apply to the prize system.

• Online sales add shipping costs to the regular sales price. In addition, the online system often requires multiple product package purchases or large item purchase. Not every customer will be willing to do this so the regular fall sale is still very important.

Remember that the money does not come to you from Trail’s End, it comes through the Council and is time delayed by several months. You will not see your Unit’s online sales summarized within Popcorn Manager at all. The only notations regarding online sales will show up in the prize section of Popcorn Manager. Your Unit’s commissions for online sales will be accounted in an entirely different way than the fall sale.

Do I need a permit?

• The Council has conferred with most communities in our area and formally notified law enforcement agencies regarding our popcorn sale. Some communities require Units to register prior to selling. Please call your District Kernel for details regarding your community. We also have filed appropriate paperwork to avoid charging sales tax.

Are the Scouts really supposed to wear uniforms?

• Popcorn is the only sales activity endorsed by the Boy Scouts of America. We encourage all Scouts to proudly wear their uniforms for popcorn sales.





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Selling Popcorn:

A Step By Step Guide Step 7. Using Technology in your Sale

Each year we continue to attempt to make popcorn easier for you with computers. Many details about these systems are evolving over time and not described by this handbook. However, we have been able to analyze the tools in some depth and our recommendations follow.

Every new system -- computerized or otherwise, necessitates flexibility and a positive attitude in users. We are committed to supporting you through this process. If you can’t get it to work, don’t beat your head against the wall. Call us. E-mail us. We are in this with you.

The popcorn sale involves two main web sites:

• www.NEIC.org/popcorn

o Meet us on the web at NEIC.org for information about the sale. We post the latest information, reminders about deadlines, helpful hints, and photos from the sale. If you have shortcuts in your browser for our old information site you will automatically be forwarded to the new pages.

o Numerous downloads including word processing documents (like this manual), special forms, and helpful hints as well.

o Links to our online accounting system, Popcorn Manager, are easily accessed on www.NEIC.org/popcorn.

• www.Trails-end.com

o This is our popcorn distributor’s site. There is extensive information about the products and numerous sales aids and videos are available.

This is the access point for selling popcorn online by using the sell.trails-end.com site linked to Trail’s End. Individual Scouts can sign-up for this system on line through the “Scouts” section of the Trail’s End website. Scouts under the age of 13 must have a parent authenticate his account with a valid email address.






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Online Sales with sell.Trails-End.com Trail’s End has embraced the web, and online sales are a reality. Every Scout who sells online during the regular fall sale through sell.trails-end.com will earn credit toward the regular fall prize programs as well! The credits will automatically appear in Popcorn Manager and all regular prize systems as well as the bonus programs and Scholarship, which will also include online sales. Every Scout can and should sell online. From September 1st through October 31st all online sales will appear within Popcorn Manager as a credit for the prize system. Also, the commission your Unit receives from online sales will be the same as the regular fall sale. During the non-fall sale cycle, online sales will continue to be credited to your Unit through periodic payments from Trail’s End through the Council. The council receives quarterly payments from the online sale and we in turn issue payments to you. Please note that the online sales require no accounting on your part and, of course, no warehousing. However, the online sales options typically require purchase of multiple product bundles or relatively high priced items. The shipping fees necessitate this approach. Online sales may take several months to find their way into your Unit’s treasury.

http://sell.trails-end.com/




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Mobile Payment Options You can enhance your Site and Show and Deliver Sales by utilizing a Mobile Payment Device. Many of our Units had success using Square and other mobile options and claim to have had a significant leap in sales. You may have already had success with another company. If so, please let us know so that we can add it to our list.

Product Company Cost Compatibility Special features

At the Door Eventbrite

3 percent of the credit-card transaction. Card reader costs $10 plus shipping, but until the end of the year, charities can get a $10 rebate.

Works only with iPads.

Plugs directly into the iPad's 30-pin connector, instead of the audio jack, to speed up credit-card processing.

GoPayment Intuit

Two alternatives are available. For the pay-as-you-go option, the company charges 2.4 percent per credit-card swipe but 3.4 percent if the credit-card number is typed into the device, with a transaction fee of .25¢. The monthly option is $19.95 per month plus 1.75 percent of the transaction fee, or 3.15 percent if the number is keyed in, with a transaction fee of .25¢. Card reader is free.

Works with Android devices, iPads, and iPhones.

Can deposit donors' money into the charity's bank account or to a Visa card that the company provides. Works with Intuit's QuickBooks so charities can record donations later.

Here PayPal

2.7 percent per transaction. Card reader is free. 3.5 percent plus .15 per transaction for manual transactions.

Works with Android devices and iPhones and can be used with a charity's PayPal account.

Can scan in checks and accept PayPal payments. Product is due to be released later this spring.

Sage Mobile Payments

Sage Software

Varies by organization. Demands a higher fee to process American Express cards and to type in credit-card information rather than swiping the card. Card reader is free.

Works with Android devices, BlackBerries, iPads, and iPhones.

Square Square Check out the special promotion with our Trail’s End Scout rate on the following page.

Works with Android devices, iPads, and iPhones.

Donors can sign on the smartphone screen with their fingers and receive those receipts in an e-mail.


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Selling Popcorn: A Step By Step Guide Step 8. Plan a Popcorn Blitz Day

Consider running a Unit Blitz Day where your Unit to canvases neighborhoods with door-to-door sales. Blitz Day Planning To maximize your Show-N-Deliver potential we recommend that every Unit conduct a Unit Blitz Day. Councils all over the country have successfully used Blitz Days to dramatically boost their popcorn sales. By organizing Scouts into teams that cover entire neighborhoods you will accomplish several goals:

• Scouts who might otherwise not participate will feel that they are part of their Unit.

• Scouts who are inhibited by the social challenge of going door-to door can be paired with friends who will help them overcome this hurdle

• Parental time otherwise allocated for less efficient site sales can be redirected into Blitz Day participation

• Blitz Days culminate in a Unit gathering with awards and (usually) some sort of picnic or cookout. This becomes a memorable Unit event, and not simply a fundraiser.

• All of the inherent advantages regarding Show-N-Deliver sales techniques are encompassed during a Blitz Day.

Steps for Planning a Blitz Day: 1. Work with your Unit’s Leaders to pick a day for the event. We recommend a Saturday. The

event is best culminated in a picnic or Unit cookout where awards are given and the Scouts and parents can also enjoy fellowship. It is imperative that the Unit regards the Blitz Day as a true Unit event, not just an optional popcorn sale day.

2. Distribute fliers and other communications to parents regarding the event. Contact each

Scout family to determine how many Scouts will be attending the event.

3. Insure that 2 parents or Leaders are available to lead a group of 4 Scouts. Each team needs at least one vehicle. Vehicles will be used for storing the traveling stock of popcorn.

4. Before the day of the Blitz, plan your Unit coverage of the targeted geographic area using

a map. Using highlighter pens color a targeted map area for each individual team so that there is no overlap of their target areas. Teams are most efficient when working both sides of a street simultaneously. The vehicle moves down the street as the Scout teams go door-to-door.


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5. Budget approximately 15 minutes per block, and assume the Scouts will be selling for 2-3 hours. It is always best to map out more territory per team than the time allotment allows.

6. The morning of the event, assemble donuts, coffee, and hot chocolate for the Scouts early. When you meet as a group, you or the Unit Leader must develop enthusiasm to carry the Scouts through the sale day. Please discuss your targeted area with your District Kernel.

A. Show the Trail’s End popcorn sale video for the Scouts at the start of your rally

time. This video reviews many details about how to conduct the sale, and emphasizes courtesy. You can find this video at www.neic.org/popcorn.

B. Have an adult role play a “bad” Scout going door-to-door. Have that adult put on a neckerchief sideways, and “ham it up” to be the “bad” example of how to NOT sell popcorn. The video will inspire the adult performance.

C. Then, have two older Scouts repeat the role play in front of the group, demonstrating how to do it “right”.

D. Make sure every Scout has an order sheet and a working pen or pencil. Every Scout should be in uniform.

E. Show the Unit’s special prizes as well as the standard prizes to the Scouts. We recommend that you purchase flashlights, pocketknives, etc. for the Scouts as special Blitz Day prizes.

7. Stock each team vehicle with an assortment of popcorn from your Show-N-Deliver stock. 8. Send each team out for the allotted time. 9. Prepare a hot dog cookout lunch or a “victory” picnic while the Scouts are out selling. 10. When the Scouts come back have a Leader gather the order sheets and account for all

money and popcorn stock. They should identify their team total sale as well as the highest selling Scout. Make sure that all popcorn delivered is clearly marked on the take order forms. Use a colored indelible pen, or some other consistent marking method. If there is any confusion later, you may get a huge bookkeeping headache.

11. The best plan is to return the order sheet to each Scout as he leaves. This demonstrates to

the Scout how much work he has already done, and provides documentation of sales effort to gain the Scout entry to the Mid-Sale Rallies.

12. Popcorn Manager has a special Group Sales section to help allocate sales credit to the

Scouts. The system logs the specific popcorn products sold, and then allows you to enter how many hours each Scout participated. By following this approach each Scout is allocated dollar sales in an equitable fashion for the final prize system. Each Scout’s individual final SPS form shows his group sales credit on the bottom of the sheet. This automatically is added in for the prize system credit to the Scout.

13. When everyone finishes eating, hand out prizes to the highest selling Scouts and/or teams.

Also, emphasize what the total sale was for the day to everyone in attendance.



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Selling Popcorn: A Step By Step Guide Step 9. Check in with Scouts on how their individual sale is going! *You might want to do this once a week until the end of the sale.*

• Monitor sale efforts from week to week. Set up an e-mail or phone list of parents in Popcorn Manager to check up on their progress during the sale. If the number of Scouts in your Unit makes this cumbersome, rely on your Den Leaders to report back on sale progress.

• Encourage and reward sale participation at Pack and Troop meetings. Recognize active participants at meetings and encourage seasoned Scouts to share their techniques and strategies. Consider using small prizes at meetings to build sales enthusiasm during the sale. If you run out of popcorn in the middle of the sale, just call us at Popcorn Central. Of course, we expect that you will have already redistributed your existing stock before you call us in need of more popcorn. If you really need popcorn, we will figure out some way to help you.

• Remind Scouts and Parents about the prize incentives offered by the Council.




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Selling Popcorn: A Step By Step Guide Step 10. Check your inventory daily!!!! This will keep you on track. It will be easier to find and correct mistakes. I’m not going to get stuck with this stuff, right? For your convenience, you can return unsold product on Super Sunday, including individual containers suitable for resale. Additional product is available by trading with your fellow Kernels. Nonetheless, the most important way to get more products to Scouts is to redistribute the popcorn within your own Unit. YOU MUST KEEP TABS ON YOUR UNIT’S INVENTORY EVEN THOUGH IT IS NOT IN YOUR HANDS In 2003 we experienced inappropriately high returns on Super Sunday. The excess returns were worth over $250,000. We believe the main reason this happened is a failure of Unit Kernel “Inventory Awareness.” Some Units returned well over $25,000 worth of popcorn.

We stand by our pledge to take back what you cannot sell. However, we cannot absorb losses of this degree in the future. The only way our Council can continue to make this pledge is if you are responsible with your order and inventory. If you realize that you probably will have more than 5-10% of your inventory returning on Super Sunday, please offer it to other Units using the “Trades” tab in Popcorn Manager.

Inventory Awareness

Back in 2003, we discovered a problem. Unit Kernels were not aware of their inventory. The popcorn was sub-consigned to individual families, and Unit Kernels were therefore not fully aware of what was unsold. As a result, we were confronted with returns on Super Sunday in excess of $250,000. These returns threatened the Council’s ability to operate the sale for you.

Our response has been to conservatively control consignment of popcorn to Units and emphasize inventory awareness. Popcorn Manager enables you to monitor your selling and non-selling Scouts, and redistribute the stock that you have to the Scouts that are selling the most.

Since it is clear that parents are spending less time supporting the sale, it is imperative to make every hour of your sale count. You must keep track of which Scouts are truly selling, and get them the unsold popcorn that they need.



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What if I run out of popcorn?

• You must periodically check with parents to keep tabs on your Units’ inventory. Before you ask for additional popcorn, please canvas your unknown inventory first. Use e-mail, phone, or any system of your own design. Popcorn Manager is set up with an e-mail messaging system to facilitate this. Show-N-Deliver is the best method for efficiently selling the most popcorn, but the Unit Kernel’s empty garage is not necessarily indicative of a successful sale.

• We hold three main distributions: Initial Distribution, Super Sunday, and Final Distribution. If you run out of product before Super Sunday, check out the “Trades” tab in Popcorn Manager. There may be a Unit near you with just what you need.



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Selling Popcorn: A Step By Step Guide Step 12. Pick an end date for your Unit to wrap up individual sales. Plan to do this a week to 3 days before Super Sunday!!! Popcorn Sale Ends on October 28, 2017 Super Sunday is November 5, 2017 BEFORE you get to Super Sunday please run through this checklist:

1. Enter as much information as you can into your computer before Super Sunday. Enter all individual Scout sales into Popcorn Manager and put in what prizes each Scout chooses at the bottom of his form. If you don’t know what prizes he wants, call him. His phone number is already there on the web form for you.

2. The system knows how much popcorn you have (if any) and will deduct what the Scouts have sold from your stock. Any popcorn you return will be entered into the O&S form in container volumes on the row called “Returned on Super Sunday” by our staff.

3. You will not know how much popcorn you can pick up on Super Sunday until you get there. We will fill this in for you at the warehouse. Sometimes we can fill your whole order at that time, sometimes not.

4. Popcorn Manager will automatically report your “PUR” form and “O&S” (“Order & Settlement”) forms to us. You do not need to print them for us.

5. Popcorn Manager will automatically print your “Main Prize Program Form” for us. You do not need to print it for us.

6. If you have Scouts who qualified in the past or in this year’s sale for the Trail’s End $2500 seller’s Scholarship award, you must fill out the special Scholarship form out ahead of time by downloading blank forms from www.NEIC.org/popcorn and bring it with you to the warehouse on Super Sunday. The Scout’s SPS form is printed and attached to the application forms. You must know the Scout’s mailing address in order to fill out this form as well as his social security number. An account is created for him and he gets mailings directly from Trail’s End each year.

7. Scouts who earn the $4000 seller’s bonus (Chicago Blackhawks Tickets) are automatically identified by Popcorn Manager. There are no special forms, but there will be plenty of cheering at Popcorn Central!

8. Turn in your initial payment:

WAIT to fill out your check until all paperwork has been checked and verified. Make one check payable to Northeast Illinois Council.






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Selling Popcorn: A Step By Step Guide Step 13. Enter all of your Unit’s sales into Popcorn Manager Please have all of your Unit’s sales information entered into Popcorn Manager by November 3, 2017.

Before Super Sunday,

1. Compile all Scout sales and calculate your Unit’s final order. This is most efficiently accomplished by using Kernel Jeff’s Popcorn Manager described later in this handbook. If you are absolutely cyber-averse we will work with you, but all your accounting will end up in Popcorn Manager.

2. Utilize any remaining initial order stock to fill final orders. Any leftover product can be returned on Super Sunday. This year we will continue to accept less than full case quantities. As always, we will replace any damaged product. We will not take back any open product. Container boxes must be in saleable condition with original seals. The boxes for 3-way items are “gift boxes” so please be careful!

3. Create your Prize Order. In Popcorn Manager, the prizes are selected Scout by Scout, and the system automatically summarizes your prize order for you. The system shows you what prizes are available depending on the Scout’s actual sales. The online sales will automatically appear next on the Scout’s SPS tab (“Scout Popcorn Sales” or “Sales per Scout” tab) and in the PUR tab (“Popcorn Unit Record” tab) in Popcorn Manager.

4. Popcorn Manager also shows you when a Scout earns special high-level awards. Popcorn Manager will automatically give the prize to the Scout. The winners of the Trail’s End Scholarship program must be reported to us on Super Sunday. We have an agreement with Trail’s End, and a copy of the Scout’s SPS form now is valid to document his sales with Trail’s End. We can print this for you on Super Sunday

5. Please remember that Scouts who have qualified for the Trail’s End Scholarship in prior years still earn credit this year even if they sell less than $2500. We now have a system to track these Scouts using Popcorn Manager, as mentioned above, but legacy winners are not obvious when you look in Popcorn Manager. Also, this can get tricky, especially when a Cub Scout becomes a Boy Scout and transfers Units. Please try to be aware of legacy Scholarship winners just to make sure we don’t miss a deserving Scout.








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Selling Popcorn: A Step By Step Guide Step 14. Attend Super Sunday Super Sunday is November 5, 2017!!!

• You should have all sales entered into popcorn manager BEFORE

arriving at the warehouse!

• You will get a reminder call if you have not entered anything into

popcorn manager by the prior Wednesday.

• You should also have any unsold popcorn and a check for

council’s payment!

On Super Sunday, first go through our warehouse

1. Return leftover popcorn that you no longer need 2. Pickup popcorn items that you need to fill orders. Most Units can actually fill

their “final order” on Super Sunday, but certain items may not be available. 3. Then, on Super Sunday, get your accounting verified and settle up your

account. We will have helpers on site to walk through all the accounting with you. Remember…

• Interim Popcorn Payments are Due

• Final Popcorn Order is Due

• Final Prize Order is Due

• Scholarship Forms is Due

• Make One Check Payable To: Northeast Illinois Council


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Selling Popcorn: A Step By Step Guide Step 15: Pick up your final order.

As shown on our calendar, about a week later pick up your final order unless you got all the popcorn you needed on Super Sunday. Once again, you can arrange direct delivery if you like.

Deliver products to your Scout families for final Take Order Sales.

Make final payment unless you completely settled up on Super Sunday (see calendar). Make one check payable to Northeast Illinois Council

Step 16: Distribute and enjoy the prizes and incentives your Unit receives.

Prizes should arrive to your Unit by the end of the month.

2017 popcorn kernel handbook - northeast illinois...

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