2019 POPCORN UNIT SALES GUIDEBOOK

FUND YOUR ADVENTURE WITH TRAIL’S END POPCORN TABLE OF CONTENTS

GENERAL SALES INFORMATION ...... 2 KEY SALE DATES ...... 3 KEY CONTACTS ...... 4 TOP 10 REASONS TO SELL TRAIL’S END POPCORN ...... 5 NEW FOR 2019 ...... 6 UNIT POPCORN KERNEL ...... 7 SHOW-N-SELL RETURN POLICY ...... 7 UNIT POPCORN KICKOFF ...... 8 SCOUT SALES TOOLS ...... 9 SELL $650 CHALLENGE ...... 10 FILL YOUR FORM ...... 11 FREE SHIPPING ...... 12 PATH TO ADVANCEMENT ...... 13 TRAIL’S END SCHOLARSHIP PROGRAM ...... 14 A SUCCESSFUL STOREFRONT SALE ...... 15 PRODUCT LINEUP ...... 16 2018 HIGHEST SELLING UNITS ...... 17 $750 TOP SELLERS ...... 18 PRIZES AND INCENTIVES ...... 19-20 NEW TRAIL’S END APP ...... 21 SCOUT REWARDS PROGRAM ...... 22

nhscouting.org/popcorn GENERAL SALES INFORMATION WHY SELL TRAIL’S END POPCORN HIGH-PROFIT RETURN - Trail’s End returns more Every journey begins with a good map, and, with than 73% of the purchase price to local Scout- Trail’s End, the path to new adventures is easy. ing. The high profit margin earned provides many Inside, you’ll find the following information and units enough money to fund their Scouting pro- resources to successfully navigate the Sale gram needs for the entire year. The council uses Trail and raise money for the activities and ad- its portion of the funds raised to support Scout- ventures you have planned for your Scout unit. ing programs, camping, training programs, mem- bership resources, and other important needs. UNIT COMMISSION STRUCTURE Units participating in the sale will earn 35% commis- A TURN-KEY PROGRAM - Everything you need sion. All invoices must be paid by December 7, 2019. for a successful fundraiser is included: or- Invoices paid after December 16, 2019, will be subject der forms, online ordering, a mobile app, Scout to a 2% reduction in commission earned by the unit. prizes, training videos, and other sales tools.

WAYS TO SELL - USE YOUR APP PROVEN PRODUCT QUALITY - Trail’s End provides SHOW & SELL STOREFRONT SALES - Your den, pack, superior products and pricing with high consum- troop, or crew gets permission to sell in front of a er appeal. Their products include no Trans-Fats and retail store or in the local mall. You set up a display microwave products are made with canola oil. Nine- with products for people to purchase as they walk by. ty-two percent of customers are repeat customers. Have plenty of products on display for people to buy. TEACHES LIFE LESSONS - Popcorn sales help build TAKE ORDER SALES - This is the most tradition- self-confidence, while teaching youth the responsi- al way to sell; going door-to-door with the take bility of “Earning Their Own Way.” Scouts also learn order form, which you receive from your lead- leadership and financial skills and have the oppor- er or council. Your customer chooses the pro- tunity to earn advancements and merit badges. duct(s) he or she wishes to buy and writes the or- der on your form, or places the order in the app. PROGRAM SUPPORT - District volunteers and staff are available to assist and provide training SHOW AND DELIVER - This method is similar to Take locally to guide you through a successful sale. Order, except you carry Trail’s End products with you TRAIL’S END POPCORN SYSTEM to show to your customers as you visit them. The cus- The Popcorn Sales System provides units with en- tomer is able to select the products he or she wishes hanced functionality to make running your popcorn to buy from your product selection. You then hand over sale easier. the product and collect the money right then and there. • Place traditional popcorn sale orders in the SELL ONLINE - This is the best way to sell to your friends system and family who live out of town. You can send emails • Enter and/or track your unit’s sales by Scout to your customers asking them to purchase Trail’s End • Fully integrated with the Online Selling System - products online. Your customers click on the link in your Single login email and can begin shopping right away. They order • Run multiple reports to help track your sales products online and pay with a credit card, and Trail’s • New training modules available End ships the products directly to your customers.*

*Free Shipping in 2019!

POPCORN SYSTEM Login to the Trail’s End Popcorn System at Scouting.Trails-End.com KEY SALE DATES Popcorn Sale Dates Training Webinars July 10, 2019 District Kernel Meeting Thursdays June 20 - September 12 July 12, 2019 Early Sale Orders Due 6:30pm & 9:30pm July 26, 2019 Early Sale Product Distribution July 29, 2019 Popcorn Sale Kick-off June 22, 2019 12:00pm August 23, 2019 Show & Sell Orders Due July 20, 2019 12:00pm September 6, 2019 Show & Sell Product Distribtion August 24, 2019 12:00pm October 25, 2019 Popcorn Return & Settlement Day October 28, 2019 Take Orders Due https://app.trails-end.com/unit-training/ November 15, 2019 Take Order Product Distribution December 7, 2019 Popcorn Payments Due

For the latest Popcorn Sale announcements, resources, training information, visit us online nhscouting.org/popcorn or join us at facebook.com/groups/nhkernelkorner

app.trails-end.com KEY CONTACTS Council Jeff Boyd Popcorn Kernel [email protected] Andrew Murphy Staff Advisor [email protected] Product Info [email protected] Trails End http://scouting.trails-end.com Abnaki Jeff Slattery Popcorn Kernel [email protected] Fran Forslind Popcorn Co-Kernel [email protected] Dylan Croston Sr. District Executive [email protected]

Arrowhead Ted Drotleff Popcorn Kernel [email protected] Sam Inzerillo Popcorn Team Member [email protected] Cindy Difillipo Popcorn Team Member [email protected] Lisa Deware Popcorn Team Member [email protected] Greg Valcourt District Executive [email protected]

Historic Kim Goss Popcorn Co-Kernel [email protected] Mike Woods Popcorn Co-Kernel [email protected] Skip Chase Sr. District Executive [email protected]

Massabesic Bette Cleveland Popcorn Kernel [email protected] Mel Holloway Popcorn Team Member [email protected] Tonya Pinet Popcorn Team Member [email protected] Alan Parker District Executive [email protected]

Mt Monadnock Jen Colby Popcorn Kernel [email protected] Collin Butler District Executive [email protected]

Sunapee Alex Herzog District Chairman [email protected] Tom Charlton District Executive [email protected]

Wannalancit Dawn Sedutto Popcorn Kernel [email protected] Josh Beaucher District Director [email protected]

nhscouting.org/popcorn TOP 10 reasons to sell A LOOK AHEAD... COMING IN 2019 trail's end popcorn

1 2 3 4 5 NEW Trail’s End App The only Scout fundraising mobile app that lets you Proven Pay for your entire Scouts build Council supported Digital Take Order Scouting program confidence by schedule Scouts for storefronts, track storefront and moneymaker for prize program with App so Scouts can with just one being able to exciting incentives wagon sales, accept cash and credit cards, and manage Units & Scouts go door-to-door 73% goes to local fundraiser. "Fund Their for Scouts of all unit inventory. Adventures." ages. with a smartphone Scouting. and accept credit Saving you time! card payments. 6 7 8 9 10 KEY BENEFITS: Personalized online Popcorn System • Credit card ability in every Scout’s hands Trail's End selling platform will allow Unit Trail's End Path to Scouts can earn - Credit card sales 20% higher than cash sales PROVEN RESULTS: where Scouts can Kernels to Training Dashboard Advancement flyer money for College - Square payment processing with swipe capability • Piloted by 114 units, 2,300+ Scouts, and tell their story and administer the provides sale offers Scout through the Trail's utilize social media sale easier than training online at advancements or End Scholarship - Dedicated site for units to order card readers 560+ storefront sites in 2018 to sell more in less ever before. trails-end. com. Merit Badge Program. • FREE credit card processing • Over $1.8 million in sales logged by Scouts time. opportunities. • Trail’s End provided Square readers for - $1.4M cash sales - Scouts that sold $3,500+ - $490k credit sales Supporting Scouting Programs - Every $5,000+ unit that registers in the UCT • 96% of leaders and 92% of Scouts would - 5 readers for every $10,000 a unit sold in 2018 sell with the app again • Real-time, sales & inventory visibility for every unit and Scout • Better historical sales at every level www.trails-end.com Features for unit leaders: Features for Scouts: • Invite Scout families to create accounts • Scout incentive for downloading the app and • Create, schedule, and manage storefront sites and shifts registering an account • Check out/in popcorn inventory and cash to storefront • Sign-up for unit scheduled storefront shifts sites and Scouts • Record cash and credit card sales at storefronts and • View real-time, dashboard reporting for wagon sales • Download detailed sales reporting for storefront, wagon, • Goal setting and tracking, with rewards info and promotion and online sales • Built-in credit card processing • Gamification - earn digital patches A LOOK AHEAD... COMING IN 2019

NEW Trail’s End App The only Scout fundraising mobile app that lets you schedule Scouts for storefronts, track storefront and wagon sales, accept cash and credit cards, and manage unit inventory. Saving you time! KEY BENEFITS: • Credit card ability in every Scout’s hands - Credit card sales 20% higher than cash sales PROVEN RESULTS: - Square payment processing with swipe capability • Piloted by 114 units, 2,300+ Scouts, and - Dedicated site for units to order card readers 560+ storefront sites in 2018 • FREE credit card processing • Over $1.8 million in sales logged by Scouts • Trail’s End provided Square readers for - $1.4M cash sales - Scouts that sold $3,500+ - $490k credit sales - Every $5,000+ unit that registers in the UCT • 96% of leaders and 92% of Scouts would - 5 readers for every $10,000 a unit sold in 2018 sell with the app again • Real-time, sales & inventory visibility for every unit and Scout • Better historical sales at every level

Features for unit leaders: Features for Scouts: • Invite Scout families to create accounts • Scout incentive for downloading the app and • Create, schedule, and manage storefront sites and shifts registering an account • Check out/in popcorn inventory and cash to storefront • Sign-up for unit scheduled storefront shifts sites and Scouts • Record cash and credit card sales at storefronts and • View real-time, dashboard reporting for wagon sales • Download detailed sales reporting for storefront, wagon, • Goal setting and tracking, with rewards info and promotion and online sales • Built-in credit card processing • Gamification - earn digital patches UNIT POPCORN KERNEL

Your role as a Unit Popcorn Kernel is to communicate, inspire, organize, and lead your unit in a successful popcorn sale that meets the unit’s planned funding needs.

Responsibilities

1. With the unit committee, create a unit budget that provides a quality program for your unit. 2. Attend a district kick-off training. 3. With the unit committee, schedule, promote, and conduct a unit popcorn kick-off. 4. Ensure families understand the unit’s plan for selling popcorn and each Scout’s sales goal. 5. With the unit committee, create a unit incentive plan to encourage Scouts. 6. Arrange with other volunteers to help with picking up your unit’s popcorn during distribution day. 7. Arrange and coordinate unit Show & Sale locations. 8. Read communications from the council and district to keep up-to-date on the sale. 9. Ensure all paperwork is submitted by the due date. 10. Collect all popcorn orders from each Scout to input information into the Popcorn System by the due date. 11. Return any unsold popcorn on the designated date. 12. Collect all money from each Scout. 13. Make payment to the council by the due date. 14. Promote all methods of selling, including the Online Sale, to all families in the unit.

SHOW AND SELL RETURN POLICY

In order to ensure a successful Popcorn Sale for both your unit and the council, the Popcorn Committee has established a Show and Sell Return Policy. All popcorn is a liability for the council, so we encourage you to follow a few key practices:

• Check on your outstanding inventory and make frequent honest assessments on your unit’s ability to sell. • Subscribe to a time-based sales plan (i.e. we are halfway through the sale…have we sold at least half of our inventory?). • Check with your District Kernel or District Executive if you have an inventory challenge…too much or too little popcorn can usually find a home with enough notice. • Work toward a ‘Zero Return’ goal so that every dollar of popcorn revenue provides programs for your Scouts. • Try to use unsold Show and Sell product to fill your Take Order requests and only order what you need to complete the Take Orders.

The Show and Sell part of the Popcorn Sale is an excellent way for your Scouts to sell popcorn and provide the product directly to their customers. All returns of unsold product in original condition must be made to the on or before October 25, 2019.

nhscouting.org/popcorn UNIT POPCORN SALE KICK-OFF SCOUT SALES TOOLS

POPCORN SYSTEM Login to the Trail’s End Popcorn System at Scouting.Trails-End.com

TRAIL’S END SCHOLARSHIP PROGRAM Scouts who sell at least $2,500 (online, face-to-face, or combination) in any calendar year receive 6% of their total sales invested in their own college scholarship account administered by Trail’s End Popcorn. That is $0.06 of every dollar they sell!

Once Scouts are enrolled, 6% of their sales each year will be added to their account. Scouts only have to hit the $2,500 minimum one time. Online sales count!

BONUS: Every year, the Top 5 Scouts in each region (Northeast, South, Central, West) will receive an additional 6% of their Qualified Product Sales credited towards their scholarship, up to the $1,000 annual maximum.

Proceeds from the Trail’s End Scholarship are taxable. If a Scout earns more than $600**, Trail’s End will send a 1099 to the Scout for the year in which the payout was made. Consult with your tax preparer to learn how this may affect you. Even with a tax liability, the net proceeds from the program provide a positive benefit to participating Scouts.

*Calendar year is January 1 to December 31. **Or as IRS regulations may specify.

HOW SCOUTS ENROLL & REPORT SALES

1. Complete the Scholarship Form. (available at nhscouting.org/popcorn)

2. Submit the Scholarship Form and proof of sales to the Daniel Webster Council Service Center.

571 Holt Avenue Manchester, NH 03109

or scan and email to: [email protected]

3. A Daniel Webster Council representative will sign the form and submit it to Trail’s End. The parent email indicated on the form will be included on the distribution.

SCHOLARSHIP PAYOUT REQUEST

1. Submit a completed Scholarship Payout Form. (available from www.trails-end.com)

2. The following documents must be submitted to [email protected] - A high school transcript - A class schedule issued by the Registrar’s Office of your educational insitution - A letter of recommendation from an educator or Scout leader - A one-page essay on the impact Scouting had on your life.

3. Payouts are ONLY processed four times per year: March 15, June 15, September 15, and December 15.

4. Trail’s End send the Scout’s funds directly to their educational instutition to offset tuition, books, housing, and/or other fees.

nhscouting.org/popcorn

PRODUCT LINEUP 2018 HIGHEST SELLING UNITS DISTRICT UNIT TOTAL SALES* UNIT COMMISSION** 1 Arrowhead Pack 613 $52,000 $18,484 2 Abnaki Pack 173 $29,271 $10,411 3 Massabesic Pack 292 $22,670 $7,956 4 Historic Pack 1 $20,365 $7,248 5 Wannalancit Pack 68 $18,945 $6,631 6 Arrowhead Pack 160 $16,955 $6,114 7 Arrowhead Pack 19 $16,750 $5,920 8 Arrowhead Pack 410 $15,665 $5,508 9 Abnaki Pack 154 $15,265 $5,479 10 Historic Pack 201 $13,520 $5,004 11 Wannalancit Pack 842 $13,445 $4,716 12 Arrowhead Pack 525 $13,160 $4,848 13 Abnaki Pack 186 $12,965 $4,585 14 Mt Monadnock Pack 33 $12,835 $4,522 15 Historic Pack 164 $12,270 $4,438 16 Historic Pack 118 $12,085 $4,234 17 Massabesic Pack 114 $11,310 $4,079 18 Arrowhead Pack 253 $11,050 $3,971 19 Massabesic Pack 111 $11,050 $3,963 20 Historic Pack 167 $10,700 $3,789 21 Sunapee Pack 219 $10,535 $3,687 22 Arrowhead Pack 424 $10,490 $3,728 23 Abnaki Pack 459 $10,380 $3,749 24 Abnaki Troop 188 $10,340 $3,619

* Retail + Online sales ** 35% Commission on Retail sales + 50% Commission on Online sales

nhscouting.org/popcorn JOIN THE $750 TOP SELLERS

Scouts who well $750 or more in Trail’s End Popcorn will be invited to an all-inclusive party at a trampoline park in January 2020. The party will include:

• Trampoline time • Pizza • Prizes

Every Top Seller Scout that attends will get a prize! Watch for more details in the upcoming Kernel Journal. UNIT INCENTIVES

INCREASE SALES BY $2,500 (over 2018 sales) PINEWOOD DERBY KIT PACK OR TROOP CAMPING KIT (25) Pinewood Derby Cars (1) Two-Burner Camp Chef Stove (4) Pinewood Trophy – Small (1) Five Piece All-Purpose Chef Kit (4) Pinewood Trophy – Medium (1) Six Piece Cast Iron Cookware Set (4) Pinewood Trophy – Large $200 CHOOSE ONE SCOUT SHOP CHOOSE FROM ONE OF THE 3 OPTIONS. GIFT CARD

INCREASE SALES BY $5,000 (over 2018 sales) PINEWOOD DERBY KIT PACK OR TROOP CAMPING KIT (50) Pinewood Derby Cars (2) Two-Burner Camp Chef Stove (8) Pinewood Trophy – Small (1) Five Piece All-Purpose Chef Kit (8) Pinewood Trophy – Medium (1) Flat Top Griddle (8) Pinewood Trophy – Large (1) Six Piece Cast Iron Cookware Set

CHOOSE ONE $400 SCOUT SHOP CHOOSE FROM ONE OF THE 4 OPTIONS. OR 1 FREE FREE WEEK AT CAMP IS FOR SCOUT OF UNITS CHOOSING (1 TOTAL ATTENDEE) WEEK AT CAMP UNIT INCENTIVES

INCREASE SALES BY $7,500 (over 2018 sales) PINEWOOD DERBY KIT PACK OR TROOP CAMPING KIT (75) Pinewood Derby Cars (2) Two-Burner Camp Chef Stove (12) Pinewood Trophy – Small (2) Five Piece All-Purpose Chef Kit (12) Pinewood Trophy – Medium (2) Flat Top Griddle (12) Pinewood Trophy – Large (2) Reversible Cast Iron Griddle (2) Six Piece Cast Iron Cookware Set

CHOOSE ONE $600 SCOUT CHOOSE FROM ONE OF THE 4 OPTIONS. SHOP GIFT CARD FREE WEEKS AT CAMP IS FOR SCOUTS OR 2 FREE WEEKS OF UNITS CHOOSING (2 TOTAL ATTENDEES) AT CAMP

INCREASE SALES BY $10,000 (over 2018 sales) PINEWOOD DERBY KIT PACK OR TROOP CAMPING KIT (100) Pinewood Derby Cars (2) Two-Burner Camp Chef Stove (16) Pinewood Trophy – Small (3) Five Piece All-Purpose Chef Kit (16) Pinewood Trophy – Medium (3) Flat Top Griddle (16) Pinewood Trophy – Large (2) Reversible Cast Iron Griddle (2) Six Piece Cast Iron Cookware Set (1) Glacier Stainless Troop Cookset

CHOOSE ONE $800 SCOUT CHOOSE FROM ONE OF THE 4 OPTIONS. SHOP GIFT CARD FREE WEEKS AT CAMP IS FOR SCOUTS OF UNITS CHOOSING (3 TOTAL ATTENDEES) OR 3 FREE WEEKS AT CAMP