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Presentation to the staff regarding the fall popcorn sale
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Cradle of Liberty Council
Staff Popcorn Training
April 6th, 2011
2010 in Review2010
District# of Units Selling Units
% of Units Selling Membership 2010 Totals 2010 Online Goal Difference Per Boy Sales
Baden-Powell 34 21 62% 1,248 $148,375 $3,216.55 $140,000 $11,592 $118.89
Continental 30 12 40% 813 $98,320 $1,588.25 $100,000 ($92) $120.93
General Nash 49 27 55% 1,724 $237,059 $5,818.15 $246,000 ($3,123) $137.51
Lafayette 51 19 37% 1,641 $131,963 $3,227.75 $150,000 ($14,809) $80.42
Washington 49 18 37% 1,486 $112,211 $2,333.05 $122,000 ($7,456) $75.51
Montgomery 213 97 46% 6,912 $727,928 $16,183.75 $758,000 ($13,888) $105.31
Delaware 38 10 26% 853 $88,540 $1,160.80 $89,000 $701 $103.80
Frontier 30 13 43% 773 $50,973 $517.45 $54,000 ($2,510) $65.94
Northern 30 8 27% 562 $43,935 $725.10 $53,000 ($8,340) $78.18
Triune 29 10 34% 415 $38,772 $325.60 $30,500 $8,598 $93.43
ScoutReach 6 7 117% 222 $6,725 $0.00 $5,600 $1,125 $30.29
Philadelphia 127 41 32% 2,603 $222,220 $2,729 $226,500 ($1,551) $85.37
Conestoga 50 22 44% 1,329 $121,543 $1,822.10 $130,000 ($6,635) $91.45
Constellation 43 15 35% 1,543 $123,792 $6,496.10 $130,000 $288 $80.23
Minquas 35 16 46% 1,143 $91,336 $1,824.20 $113,000 ($19,840) $79.91
Delaware 128 53 41% 4,015 $336,671 $10,142.40 $373,000 ($26,187) $83.85
Council Total 468 191 41% 13,530 $1,286,819 $29,055.10 $1,357,500 ($41,626) $95.11
National Avg. $85.65
Regional Avg. $89.60
*Average per boy sales based on 11/30 membership totals
StrengthsWeaknessesOpportunitiesThreats
You SWOTTED……….……………..We LISTENED!!
StrengthsKickoffs
Organized, district level, enthusiasmGood content, attendance, timely
Staff KnowledgeWeekly trackingIncentives10K+ sellers (excitement, strength)Newsletter/CommunicationCommissionsTE Incentives (unit & staff)Crossbow samplesReturnsBranding/PackagingAll Materials
WeaknessesFailure to broaden locationsInventory control (unit level)Take order/show & sell crossover (not knowing inventory/units thinking they can sell)Take Order filled with S&SOnline support/online systemCommunication (unit to parent levelLack of parent buy inPerceptions, negative, excuses (product, economy, etc)Too many non-selling unitsLocation warsStarted too earlyUnit infrastructureAllowing/Encouraging over orderingKickoffs too earlyNo single person devoted to year round sale
OpportunitiesOnline salesLocations, broaden opportunitiesTake order/door to doorUnit IncentivesInventory tracking (district level)Return Limits (reward to penalize returns)Kids TrainingNew Parent trainingsKiosk sales/malls/farmers marketCredit card machinesMulti-tier incentivesBreakdown territory boundariesMilitary
2011 Popcorn Dates$10k Order Due Date – August 26th Show & Sell Order Due Date – September 9th Show & Sell Pick Up Day – September 24th Return Day – October 29th Take Order Due Date – October 29th Take Order Pick Up Day – November 12th Prize Orders Due Date – November 12th All Money Due to Council – December 1st
What’s new in 2011?
Popcorn GraveyardR.I.P.
R.I.P.
R.I.P.
Chocolate Lovers
2002 - 2010
Butter Toffee Lite
2010 - 2010
Kettle Corn1993 - 2009
Who likes Chocolate?
2011 Product Line UpO $40 Sweet & Savory CollectionO $30 Cheese Lovers CollectionO $25 White Chocolate PretzelsO $18 Unbelievable Butter 18pkO $18 Butter Light 18pkO $16 Gourmet Caramel Corn with nutsO $16 Chocolatey Triple DelightO $10 Caramel CornO $8 Popping Corn
Prizes!
Sale Totals: Gift Card
Amount:
$250 $10
$350 $15
$450 $20
$650 $30
$850 $40
$1,100 $55
$1,300 $75
$1,800 $110
$2,300 $150
$600 Club Incentive
NEW NATIONAL REWARD!
Any Scout who sells $100 in Military Donations
earns a patch from Trail’s End
$30
$50
Commission Structure
$0 - $6199 = 30% Commission$6200 - $9,999 = 35% Commission$10,000 + = 40% on everything over $10,000
Example:$12,000 in sales$10,000 at 35% = $3500 $2,000 at 40% = $800Total Commission = $4300
Popcorn Sales “kits”
Break!
OpportunitiesOnline salesLocations, broaden opportunities
Take order/door to doorUnit IncentivesInventory tracking (district level)Return Limits (reward to penalize returns)Kids TrainingNew Parent trainingsKiosk sales/malls/farmers marketCredit card machinesMulti-tier incentivesBreakdown territory boundariesMilitary
Show & Sell vs. Take OrderSome Facts
82% of all households have never been contacted by a Scout
Units who do both have 56% HIGHER sales
Consumers buy more $25-$50 items at Take Order
Take Order is actually PREFERRED by Scouts and their families over Show-And-Sell
Show & Sell vs. Take Order
Online/MilitaryO Tremendous opportunity for growth
O How do we grow these two sales?O Online/Military KernelsO Incentives?O Ideas?
WeaknessesFailure to broaden locationsInventory control (unit level)Take order/show & sell crossover (not knowing inventory/units thinking they can sell)Take Order filled with S&SOnline support/online systemCommunication (unit to parent level)Lack of parent buy inPerceptions, negative, excuses (product, economy, etc)Too many non-selling unitsLocation warsStarted too earlyUnit infrastructureAllowing/Encouraging over orderingKickoffs too earlyNo single person devoted to year round sale
Return Day PolicyTo opt in:
O Units can only order amount sold during show and sell in previous year O If unit chooses to order more then
what was sold in previous year, they opt out of returns
O Unit must attend a training in the summer
O Unit must submit a Unit Plan Worksheet
O Unit must check in every week during sale to inform their DE of how the unit is doing
Show & Sell ToolsCouncil
Show-n-Sell Order Worksheet
Number of Selling Hours* 15 Enter data
Total Retail Product Mix
Item Cases Price Containers
Sweet & Savory 1 $ 40.00 1.0%Cheese Lover's 2 $ 30.00 2.0%White Chocolate Pretzels 2 $ 25.00 7.0%18-pk Unbelievable Butter 2 $ 18.00 12.0%18-pk Butter Light 2 $ 18.00 11.0%Chocolate Triple Delight 2 $ 16.00 12.0%Large Caramel Corn: Alm/Cashews/Pecans 2 $ 16.00 12.0%Small Caramel 3 $ 10.00 37.0%
Popping Corn 1 $ 8.00 5.0%
Estimated Total Containers 93 Average Retail per Container
Gross Sales $ 1,875.00 $ 20.11 Base Commission $ 562.50
30% Average Unit Profit per Container
$ 6.03
Total Commission Potential $ 562.50
*Units usually sell at a rate of $125 per hour
WeaknessesFailure to broaden locationsInventory control (unit level)Take order/show & sell crossover (not knowing inventory/units thinking they can sell)Take Order filled with S&SOnline support/online systemCommunication (unit to parent levelLack of parent buy inPerceptions, negative, excuses (product, economy, etc)Too many non-selling unitsLocation warsStarted too earlyUnit infrastructureAllowing/Encouraging over orderingKickoffs too earlyNo single person devoted to year round sale
Popcorn Order Reviewso All DE’s must review all their units
orderso DE’s must send an email
confirmation to [email protected] that orders were reviewed
o Emails must be sent by the end of the business day on:
o August 29th
o September 13th
OpportunitiesOnline salesLocations, broaden opportunitiesTake order/door to doorUnit IncentivesInventory tracking (district level)Return Limits (reward to penalize returns)Kids TrainingNew Parent trainingsKiosk sales/malls/farmers market
Credit card machinesMulti-tier incentivesBreakdown territory boundariesMilitary
Credit Card Sales
Goal:Provide Units
with Information on
how to best use available technology
Lets Review the Popcorn System!
Popcorn Sales
Binders!
2011 Council Growth Plan
• Doubling sale of High Potential Units • ($3,000 - $5,000)• 4 per District• Average Growth of $4,000 ($48,000
for Council)• Engaging New Units
• 3 per District• Average Growth of $2,000 ($24,000
for Council)
2011 Council Growth Plan
Steps to Engaging New Units1. Identify Unit2. Overcome Objections3. Communicate Value4. Build and Submit a Plan
2011 Council Growth Plan
Targeting High Potential Units1. Identify Unit2. Overcome Objections3. Communicate Value4. Build and Submit a Plan
2011 Unit Plan Workshee
t
Budget PlannerSales Goal Worksheet
/ =
Budget Goal Unit CommissionUnit Sales
Goal
/ =
Sales Goal Number of Scouts Scout Goal
/ =
Scout GoalAvg. Price per
ContainerContainer Goal
Overcoming Objections
Communicating Value
Popcorn Sale ToolFall 2011 Sales Potential
Each Scout Selling 15* Containers Every Scout Fills Up A Sheet (30 lines)
Unit Pack 38 Unit Pack 38
Number of Scouts 60 Number of Scouts 60
Commission Percent 35% Commission Percent 35%
Average container sales 15 Filling a Sheet 30 per Scout (minimum containers)
Average Retail Price $ 17.50 Average Retail Price $ 17.50
Gross Sales Potential $ 15,750 Gross Sales Potential $ 31,500 Unit Commission Potential $ 5,513 Unit Commission Potential $ 11,025
*Based upon research, the average Scout sells 15 containers
Role of District KernelO Assist District Executive in getting all
Units in the district to attend a summer training
O Mentor the potential units in the districtO Attend the district training and have a
small role in the presentationO Attend both Show & Sell and Take Order
pick up daysO Assist the Council during Return Day at
Reads
Break!
Wawa LotteryO Sales Dates for Cradle of Liberty Council:
Saturday, *October 3rd & Sunday, October 4th
O Locations available: 52O In order to be eligible for the Wawa lottery a
unit leader must complete the Online Popcorn Training. After the training is complete the Unit will be entered into a lottery for a Wawa location of their choice. Each unit will choose the lottery pool they want to be in for their top 2 locations. The Online Training will be available June 1st – June 30th.
Summer Trainings!O Popcorn 101
O Monday, July 25th in Montgomery County
O Tuesday, August 2nd in Delaware County
O Wednesday, August 10th in Philadelphia County
O District TrainingsO County TrainingsO Less trainings then last year
Scout Day
O Speak directly to ScoutsO Build excitement around the saleO Training BreakoutsO Possible location – VillanovaO Have well known mascots like the Phanatic
What are your thoughts? Suggestions?
2011 Goal
s
District DE GoalBaden-Powell $150,000Continental $105,000General Nash $258,000Lafayette $160,000Washington $125,000Montgomery $798,000 Delaware $92,000Frontier $56,000Northern $55,000Triune $39,000ScoutReach Philadelphia $237,000 Conestoga $125,000Constellation $135,000Minquas $120,000Delaware $365,000 Council Total $1,419,000
Staff IncentivesO Returns under 5% - $100O Top increases in per boy average in
the CouncilO #1 - $250 O #2 - $200O #3 - $150
O $100 for every 10% increase in per boy averages
O 65% of Units Selling or 5 new units - $200
We think its time for a drink…