2019 TUSCARORA COUNCIL PRODUCT SALE

1. 2019 TUSCARORA COUNCIL PRODUCT SALE WWW.BSANC.ORG

3. Stefan Spruill, Professional Staff Advisor for Fall Product Sale

4. WHY PARTICIPATE? • Scouts fundraise to earn their own way in Scouting. • The Product Sale provides each scout (and each unit) with the opportunity to fully fund their entire program year. • Scouts learn valuable lessons about: • The importance of fundraising in the Scouting program • Interpersonal communication skills through Show and Sell booths • The cost of their program year, and the hard work that goes in to making it affordable and fun!

5. 2018 Product Sale Numbers 2018 TOTAL SALES: Units in our council sold a total of ~$335,000; impressive, considering weather! Only $5,000 short of the record! 2018 UNIT COMMISSIONS: Units in our council earned an average of 37% in commissions, with over $128,000 going back to our scouts! 2018 POPCORN: Our units sold $208,000 (62%) in Popcorn in 2018! 2018 PEANUTS: Our units sold $117,000 (38%) in Peanuts in 2018!

6. WHY DO WE HAVE A FALL PRODUCT SALE?

7. SET YOUR GOAL • YOUR UNIT GOAL SHOULD BE BASED ON EVERY SCOUT EARNING THEIR IDEAL YEAR OF SCOUTING • Q: What is the Ideal Year of Scouting? • A: It’s your unit’s calendar of adventures and events, such as campouts, day trips, Blue and Gold, Pinewood Derby, and more! • Provide your Scouts with the experiences of a lifetime!

8. SET YOUR GOAL Q: How do you calculate your Ideal Year of Scouting? A: Product Sale fundraising goals should be based on your unit’s budget to fund your program year.

9. LEADER’S GUIDE REVIEW • Product Sale Calendar • Sales Methods and Techniques • 2019 Product Sale Incentives • Prize Offerings • Product Sale Contacts • Product Sale Delivery Locations

10. PRODUCT SALE CALENDAR Sale Starts August 1st Show and Sell Orders due: August 12th Show and Sell Distribution: August 22nd First date for ordering prizes: October 11th Fill-it-Up Deadline: October 21st All Product Orders Due: October 21st Sale end date: October 21st Product Delivery and Sorting/Distribution: November 7th Product Distribution: November 8th All Product money due to council: November 27th; base commission drops to 20% if payments are received after this date, no exceptions All Prize Orders Due: November 27th FINAL date to submit Unit Commission requests: December 6th

11. YOUR PRODUCT SALE TEAM • Paula Barnes, Show and Sell Administrator for Neusiok District • paula.parks.Fitzhugh@gmail.com • Sarah Revels, Show and Sell Administrator for Torhunta District • revelssa@gmail.com • Stefan Spruill, Professional Advisor for Fall Product Sale • stefan.Spruill@scouting.org or (252) 266-5285 • Contact for questions regarding Coharie District Show and Sell

12. SALES METHODS AND TECHNIQUES – SHOW AND SELLS • Booths and locations are secured by the Council Show and Sell Coordinator only. • The Show and Sell schedule will be available online, and organized by district. A link will be sent out at the start of the Product Sale on August 1st. • Show and Sell Kits are available for checkout from the Council Office, if your unit would like use of them. They include a table cover for a folding table as well as a “Support Scouting” Banner. • Banners are available for both Packs, Female Troops and Male Troops.

13. SALES METHODS AND TECHNIQUES – TAKE ORDERS • Individual forms for each Scout. Scouts take these around to friends, family, church, etc. • These orders are fulfilled during our second distribution dates, and are compiled by the unit in order to place their second orders. • Take Orders should be filled completely so that you know where to deliver your product when it arrives. Be sure to inform people of when they can expect their product based on distribution dates and sorting time for your unit. • Note: The second distribution date is November 7th and 8th; customers should be aware that their product will not be available until after that date.

14. SALES METHODS AND TECHNIQUES – ONLINE ORDERS • Online orders can be done for Trail’s End Popcorn and Whitley’s Peanuts. Scouts may set up accounts online and receive a unique ID that they can share using email, social media, etc. • Orders placed online are filled automatically; they do not need to be ordered, picked up, or delivered. Trail’s End or Whitley’s will deliver the product directly to the customer.

15. SALES METHODS AND TECHNIQUES – MILITARY SALES • Military Sales are exactly what they sound like! Scouts use an order form to sell popcorn for military service members. • Military Sales are tax deductible donations for the unit. Product does not exchange hands with the units, but is instead given to the folks at Seymour Johnson Air Force Base and it’s members abroad. • Supporting our military through these donations is our theme this year, so you’ll see more rewards revolving around them! • Remember that units cannot directly solicit funds for themselves, as they lack the appropriate licenses. Donation buckets should always be labeled as military donations and should always be submitted to the council as such.

16. SHOW AND SELL GUIDELINES AND TIPS • Both Trail’s End Popcorn and Whitley’s Peanut products are available for Show and Sell booths, except for chocolate products. • Locations are to be reserved through the Council Show and Sell Coordinator. To reduce burden on our local business partners, please do not contact businesses without coordinating with the Council Show and Sell Coordinator for your area. Units must give 24 hours’ notice if they are unable to work their assigned Show and Sell location. • All Scouts and Leaders should, when able, wear their “Class A” uniform, and wear it properly, for all Show and Sell booths. • Bring a table large enough to display your product and unit insignia, but not so large as to cause issues at your location. Card Tables usually work very well. • Note: Show and Sell kits are available for checkout from our council office. Please contact Stefan Spruill at stefan.spruill@scouting.org if you would like use of one of these kits. • Include a Military Donations bucket on your table! Many people won’t buy popcorn, but would love to donate to the military! Earn those rewards!

17. SHOW AND SELL GUIDELINES AND TIPS • At least two adults must always be present. Always follow Youth Protection guidelines. • Be ready and able to make a change in your plans for your Show and Sell. Your set up location, time allotted, and much more is up to the discretion of the location’s management. • Being allowed to conduct a Show and Sell is a privilege, not a right. Please respect the decisions of all location’s management, as well as any other organizations (or units) that may be present at the same time as you. • Bring a poster or sign with all your product offerings; people are more likely to buy what they can see. • Scouts should always be ready (and willing!) to address a potential customer. Scouts should stand throughout the sale period; scouts who sit, play around, and generally ignore their audience in favor of other things sell less. • Make eye contact with your customers, open doors, and be courteous! Ask people if they would like to “Buy some delicious popcorn or peanuts”, “Support Scouting”, or some similar. People won’t say “Yes!” if you don’t ask! • Remove all empty boxes and any other trash you may have as you leave!

18. INITIAL PRODUCT ORDERING AND PICKUP – SHOW AND SELL • Orders due August 12th, 2019. • Trail’s End orders are placed online using the trails-end.com portal. • Whitley’s Peanut orders are placed using the order form that will be provided to you at the start of the sale. • Orders not submitted by August 12th cannot be guaranteed, and may require your unit topay an additional shipping cost to receive your product at a later date. • Orders to pickup August 22nd, 2019 • 801 N. William Street, Goldsboro NC 27530 • Note: This is not the same warehouse that we are normally at, but is just around the corner at another location. Signs will mark the location on the day of pickup

19. ADDITIONAL PRODUCT PICKUP • During the Show and Sell period, requests for additional product can be placed at any time. Once the product is available, you will be given a pickup time. We will do our very best to get the product to you quickly! • Orders must be submitted using the Additional Product Order Form. Submit forms via email to Stefan Spruill at stefan.spruill@scouting.org

20. PRODUCT ORDERING AND PICKUP – TAKE ORDER • All Take Orders are due by October 21, 2019. • It is recommended to use your own order and money deadlines with plenty of time to accommodate lateness. Setting a deadline for orders at October 17th, for example, gives you an extra couple of days to collect forms before the hard deadline set by the council. • Orders not submitted by October 21st cannot be guaranteed, requiring your unit to either a) issue refunds to those that ordered product from your scouts, or b) pay an additional shipping cost to receive your product at a later date. • Orders to pickup November 7th, 2019. • Locations vary by District

21. PRODUCT SALE INCENTIVES – UNIT COMMISSION (BASE 30%) • +1%: Have at least 1 leader for your unit attend a scheduled District Kickoff, plus complete and submit the 2019 Unit Commitment Card. • +1%: Hold a Unit-level Product Sale Kickoff and send a picture/video to me! You can submitted these to Stefan Spruill at stefan.spruill@scouting.org with the subject line “Product Sale Kickoff Photos”, or similar. Ensure that I reply to you, so that you know I have given your unit credit! • +1%: Post photos/video to social media (Facebook, Twitter, etc.) of either a) a Show and Sell location you’re running, b) a link to your unit’s online sales resource for Trail’s End and/or Whitley’s Peanuts, or c) your scouts making a door-to-door sale. You can send photos of said post to Stefan Spruill at stefan.spruill@scouting.org with the subject line “Product Sale Kickoff Post”, or similar. • +2%: Increase your Unit’s total sales by 10% or more (when compared to 2018). • +2%: Each scout in your unit lists at least 1 military donation (as indicated by the Final Unit Totals sheet submitted at the end of the sale) • Total Commission w/o Prize Opt-Out: 37% • Total Commission w/ Prize Opt-Out (does not include Scout Rewards): 40%

22. PRODUCT SALE INCENTIVES – PRIZE PROGRAM • The Prize Program this year consists of 14 levels. At level 1, Scouts can earn a patch for simply selling 1 item. Level 2 starts at $115. Prizes are earned all the way through level 14, where Scouts can win a new Xbox One S, a Nintendo Switch, or a Platinum Camping Bundle! • At $650, a “Bonus” prize is automatically earned; a $20 Gift card to use at our Scout Shop! • Unit’s that do not wish to participate in the prize program may opt out. • Unit’s that opt out will earn an additional 3% commission for their unit (allowing for a maximum commission of 40%). • See the Full Prize Brochure for details on available prizes and prize levels. • Scout Rewards is a new prize option that units have using their new app will have access to, providing scouts with Amazon gift cards.

23. PRODUCT SALE INCENTIVES – FILL IT UP PATCH • Scouts that completely fill out a Take Order Form can earn a Fill It Up Patch, if they are completed and submitted by October 21st, 2019. • Take Order Forms must be completely and correctly filled out to qualify. When filling a Take Order Form for a Fill-It-Up patch, remember: • One Line per customer • Donations can only be listed in the form of Military Sales; $30 and $50 increments • Name and address must be filled out completely for each sale (if an item was sold at a Show and Sell, it can be counted by writing “Show and Sell” in the address line) • The “Total” box must be filled on the Take Order Form. • When you submit your prize order, please attach a copy of the Take Order form for each Scout earning the Fill It Up patch; we must have copies submitted for year-end auditing.

24. Roger Sams VP of Sales

25. One case each for new units! Total retail: $648!

27. Jake Kinnamon

30. Trail’s End App Payment Storefront Scheduling Point of Sale Sale Tracking Agenda Unit Recognition Top Selling Unit 2019 Program Q&A Download Our App New app functionality will be launched end of June 2019.

31. Trail’s End App Mobile app for Scouts to track and report real-time storefront, wagon and online sales, accept cash and credit cards, track inventory by Scout and storefront, and schedule Scouts for storefronts. 2018 Proven Test Results: 191 units / 2,300+ Scouts sold $1.9 million and grew 26%. Benefits for units: • NO CREDIT CARD FEES(paid by TE) – powered by Square. • Compatible with your Square readers. • TE to provide and pay for following Square readers: • For every $5,000+ a unit sold in 2018 – 1 reader. • For every $10,000+ a unit sold in 2018 – 5 readers. • Automatically communicates and tracks sales for Scout Rewards. Benefits for Scouts: • Every Scout can do credit card sales (20% higher vs cash). • One Square reader for every Scout who sold $3,500+ in 2018. Agenda Unit Recognition Top Selling Unit 2019 Program Q&A Download Our App

32. Scout Portal

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34. Scout Portal Agenda

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36. Scout Portal Agenda

37. Unit Leader Portal Agenda

38. Unit Leader Portal Agenda

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40. Unit Leader Portal Agenda

41. Unit Leader Portal Agenda

44. Questions?