Staff Training Presentation 2011 Final

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Presentation to the staff regarding the fall popcorn sale

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Staff Training Presentation 2011 Final

  1. 1. Cradle of Liberty CouncilStaff Popcorn Training<br />April 6th, 2011<br />
  2. 2. 2010 in Review<br />
  3. 3. StrengthsWeaknessesOpportunitiesThreats<br />You SWOTTED……….<br />……………..We LISTENED!!<br />
  4. 4. Strengths<br />Kickoffs<br />Organized, district level, enthusiasm<br />Good content, attendance, timely<br />Staff Knowledge<br />Weekly tracking<br />Incentives<br />10K+ sellers (excitement, strength)<br />Newsletter/Communication<br />Commissions<br />TE Incentives (unit & staff)<br />Crossbow samples<br />Returns<br />Branding/Packaging<br />All Materials<br />
  5. 5. Weaknesses<br />Failure to broaden locations<br />Inventory control (unit level)<br />Take order/show & sell crossover (not knowing inventory/units thinking they can sell)<br />Take Order filled with S&S<br />Online support/online system<br />Communication (unit to parent level<br />Lack of parent buy in<br />Perceptions, negative, excuses (product, economy, etc)<br />Too many non-selling units<br />Location wars<br />Started too early<br />Unit infrastructure<br />Allowing/Encouraging over ordering<br />Kickoffs too early<br />No single person devoted to year round sale<br />
  6. 6. Opportunities<br />Online sales<br />Locations, broaden opportunities<br />Take order/door to door<br />Unit Incentives<br />Inventory tracking (district level)<br />Return Limits (reward to penalize returns)<br />Kids Training<br />New Parent trainings<br />Kiosk sales/malls/farmers market<br />Credit card machines<br />Multi-tier incentives<br />Breakdown territory boundaries<br />Military<br />
  7. 7. 2011 Popcorn Dates<br />$10k Order Due Date – August 26th<br />Show & Sell Order Due Date – September 9th<br />Show & Sell Pick Up Day – September 24th<br />Return Day – October 29th<br />Take Order Due Date – October 29th<br />Take Order Pick Up Day – November 12th<br />Prize Orders Due Date – November 12th<br />All Money Due to Council – December 1st<br />
  8. 8. What’s new in 2011?<br />
  9. 9. Popcorn Graveyard<br />R.I.P.<br />R.I.P.<br />R.I.P.<br />Butter Toffee Lite<br />2010 - 2010<br />Chocolate Lovers<br />2002 - 2010<br />Kettle Corn<br />1993 - 2009<br />
  10. 10. Who likes Chocolate?<br />
  11. 11. 2011 Product Line Up<br />$40 Sweet & Savory Collection<br />$30 Cheese Lovers Collection<br />$25 White Chocolate Pretzels<br />$18 Unbelievable Butter 18pk<br />$18 Butter Light 18pk<br />$16 Gourmet Caramel Corn with nuts<br />$16 Chocolatey Triple Delight<br />$10 Caramel Corn<br />$8 Popping Corn<br />
  12. 12. Prizes!<br /> Sale Totals: Gift Card Amount:<br /> $250 $10<br /> $350$15 <br /> $450$20 <br /> $650$30<br /> $850$40<br /> $1,100$55<br /> $1,300$75<br /> $1,800$110 <br /> $2,300$150<br />
  13. 13. $600 Club Incentive<br />
  14. 14. NEW NATIONAL REWARD!<br />Any Scout who sells <br />$100 in Military Donations <br />earns a patch from Trail’s End<br />$50<br />$30<br />
  15. 15. Commission Structure<br /> $0 - $6199 = 30% Commission<br />$6200 - $9,999 = 35% Commission<br />$10,000 + = 40% on everything over $10,000<br /> Example:<br /> $12,000 in sales<br /> $10,000 at 35% = $3500<br /> $2,000 at 40% = $800<br /> Total Commission = $4300<br />
  16. 16. Popcorn Sales “kits”<br />
  17. 17. Break!<br />
  18. 18. Opportunities<br />Online sales<br />Locations, broaden opportunities<br />Take order/door to door<br />Unit Incentives<br />Inventory tracking (district level)<br />Return Limits (reward to penalize returns)<br />Kids Training<br />New Parent trainings<br />Kiosk sales/malls/farmers market<br />Credit card machines<br />Multi-tier incentives<br />Breakdown territory boundaries<br />Military<br />
  19. 19. Show & Sell vs. Take OrderSome Facts<br /><ul><li>82% of all households have never been contacted by a Scout
  20. 20. Units who do both have 56% HIGHER sales
  21. 21. Consumers buy more $25-$50 items at Take Order
  22. 22. Take Order is actually PREFERRED by Scouts and their families over Show-And-Sell</li></li></ul><li>Show & Sell vs. Take Order<br />
  23. 23. Online/Military<br />Tremendous opportunity for growth<br />How do we grow these two sales?<br />Online/Military Kernels<br />Incentives?<br />Ideas?<br />
  24. 24. Weaknesses<br />Failure to broaden locations<br />Inventory control (unit level)<br />Take order/show & sell crossover (not knowing inventory/units thinking they can sell)<br />Take Order filled with S&S<br />Online support/online system<br />Communication (unit to parent level)<br />Lack of parent buy in<br />Perceptions, negative, excuses (product, economy, etc)<br />Too many non-selling units<br />Location wars<br />Started too early<br />Unit infrastructure<br />Allowing/Encouraging over ordering<br />Kickoffs too early<br />No single person devoted to year round sale<br />
  25. 25. Return Day PolicyTo opt in:<br />Units can only order amount sold during show and sell in previous year <br />If unit chooses to order more then what was sold in previous year, they opt out of returns<br />Unit must attend a training in the summer<br />Unit must submit a Unit Plan Worksheet<br />Unit must check in every week during sale to inform their DE of how the unit is doing<br />
  26. 26. Show & Sell Tools<br />
  27. 27. Weaknesses<br />Failure to broaden locations<br />Inventory control (unit level)<br />Take order/show & sell crossover (not knowing inventory/units thinking they can sell)<br />Take Order filled with S&S<br />Online support/online system<br />Communication (unit to parent level<br />Lack of parent buy in<br />Perceptions, negative, excuses (product, economy, etc)<br />Too many non-selling units<br />Location wars<br />Started too early<br />Unit infrastructure<br />Allowing/Encouraging over ordering<br />Kickoffs too early<br />No single person devoted to year round sale<br />
  28. 28. Popcorn Order Reviews<br /><ul><li>All DE’s must review all their units orders
  29. 29. DE’s must send an email confirmation to jdotter@colbsa.org that orders were reviewed
  30. 30. Emails must be sent by the end of the business day on:
  31. 31. August 29th
  32. 32. September 13th</li></li></ul><li>Opportunities<br />Online sales<br />Locations, broaden opportunities<br />Take order/door to door<br />Unit Incentives<br />Inventory tracking (district level)<br />Return Limits (reward to penalize returns)<br />Kids Training<br />New Parent trainings<br />Kiosk sales/malls/farmers market<br />Credit card machines<br />Multi-tier incentives<br />Breakdown territory boundaries<br />Military<br />
  33. 33. Credit Card Sales<br />Goal:<br />Provide Units with Information on how to best use available technology<br />
  34. 34. Lets Review the Popcorn System!<br />
  35. 35.
  36. 36. Popcorn Sales Binders!<br />
  37. 37. 2011 Council Growth Plan <br /><ul><li>Doubling sale of High Potential Units
  38. 38. ($3,000 - $5,000)
  39. 39. 4 per District
  40. 40. Average Growth of $4,000 ($48,000 for Council)
  41. 41. Engaging New Units
  42. 42. 3 per District
  43. 43. Average Growth of $2,000 ($24,000 for Council)</li></li></ul><li>2011 Council Growth Plan <br />Steps to Engaging New Units<br />1. Identify Unit<br />2. Overcome Objections<br />3. Communicate Value<br />4. Build and Submit a Plan <br />
  44. 44. 2011 Council Growth Plan <br />Targeting High Potential Units<br /> 1. Identify Unit<br /> 2. Overcome Objections<br /> 3. Communicate Value<br /> 4. Build and Submit a Plan <br />
  45. 45. 2011 Unit Plan Worksheet<br />
  46. 46. Budget Planner<br />
  47. 47. Overcoming Objections<br />
  48. 48. Communicating Value<br />
  49. 49. Popcorn Sale Tool<br />
  50. 50. Role of District Kernel<br />Assist District Executive in getting all Units in the district to attend a summer training<br />Mentor the potential units in the district<br />Attend the district training and have a small role in the presentation<br />Attend both Show & Sell and Take Order pick up days<br />Assist the Council during Return Day at Reads<br />
  51. 51. Break!<br />
  52. 52. Wawa Lottery<br />Sales Dates for Cradle of Liberty Council: Saturday, *October 3rd & Sunday, October 4th<br />Locations available: 52<br />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.<br />
  53. 53. Summer Trainings!<br />Popcorn 101<br />Monday, July 25th in Montgomery County<br />Tuesday, August 2nd in Delaware County<br />Wednesday, August 10th in Philadelphia County<br />District Trainings<br />County Trainings<br />Less trainings then last year<br />
  54. 54. Scout Day<br />Speak directly to Scouts<br />Build excitement around the sale<br />Training Breakouts<br />Possible location – Villanova<br />Have well known mascots like the Phanatic<br />What are your thoughts? Suggestions?<br />
  55. 55. 2011 Goals<br />
  56. 56. Staff Incentives<br />Returns under 5% - $100<br />Top increases in per boy average in the Council<br />#1 - $250 <br />#2 - $200<br />#3 - $150<br />$100 for every 10% increase in per boy averages<br />65% of Units Selling or 5 new units - $200<br />
  57. 57. We think its time for a drink…<br />

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