Fall Product Program Troop Guide - 2018-2019 Girl Scouts of Connecticut 340 Washington St. Hartford, CT 06106 (800) 922-2770 gsofct.org - Girl ...
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2018-2019 Fall Product Program Troop Guide Girl Scouts of Connecticut 340 Washington St. Hartford, CT 06106 (800) 922-2770 gsofct.org
Table of Contents New for 2018...................................................................................................1 NEW! Fall Avatar and Cookie Crossover patches................................. 2 Quick Launch................................................................................................. 3 Program Calendar..................................................................................... 4-5 Ways for Girls to Participate.................................................................. 6-7 Program Benefits......................................................................................8-9 Safety............................................................................................................. 10 Care to Share (formerly Share program)...................................................... 11 Program Training for Girls......................................................................... 12 Troop Proceeds and Rewards................................................................. 13 Girl Rewards............................................................................................14-15 Program Finances ................................................................................. 16-17 Service Unit Fall Product Manager: Phone/email address: GSOFCT Product Sales Team can be reached via email or (800) 922-2770. Ann Nunn-Hacku Administrative Assistant for Product Director of Product Sales, ext. 3333 Sales, ext. 3305 anunn-hacku@gsofct.org productsales@gsofct.org Devon Dzicek (Waterbury) Nancy Sherman (Hartford) Product Sales Manager, ext. 3339 Product Sales Manager, ext. 3237 ddzicek@gsofct.org nsherman@gsofct.org Lisa Deschnow (North Haven) Sue Pratt (Wilton) Product Sales Manager, ext. 3346 Sr. Product Sales Manager, ext. 3816 ldeschnow@gsofct.org spratt@gsofct.org M2 Customer Service can be reached at (800) 372-8520 OR question@gsnutsandmags.com
New for 2018 We are excited to announce that the 2018 fall product program (formerly the QSP Program) not only has a new name (Treats & Reads), but also has undergone an exciting revamp. This year’s program promises to be more streamlined for volunteers and parents to manage AND more engaging for girls. The most notable change is a new magazine vendor (M2 Media Group) and online platform Maggie Moose is this year’s (M2OS). Ashdon Farms will continue as our nut and mascot and Go Beyond...Soar candy vendor. Above is this year’s theme. The M2OS platform is the hub of the Treats & Reads Program for volunteers and girls/families. Highlights of the platform include: 1. The platform is a single login system allowing troop volunteers to manage their troop program as well as their own Girl Scout’s program with just one set of login credentials. 2. Girls will be able to create a Me2 avatar that looks just like them! With thousands of combinations of facial features, skin tones, body types, shoes, and accessories, girls will be able to create an avatar that is truly personal to her. 3. Parents will be able to add their Girl Scout’s in-person orders directly to the girl’s record on the M2OS platform. No more having to email/deliver the nut and candy order card or paper forms to the troop co-leader/troop fall product manager. The M2OS platform also offers a simplified customer experience, including: 1. Streamlined product lineup. Customers can order nut and candy items, magazines, and subscription boxes from a girl’s website and pay with a credit/debit card. • Customers can also order nut and candy items in person from a Girl Scout on her paper order card. 2. More delivery options for customers. Customers can not only have nut and candy items directly shipped, but also this year they can opt to order nut and candy items online and have the Girl Scout deliver the order in December (no shipping fees). 3. Online Care to Share option. Customers can now purchase items for the Care to Share program (formerly the Share program) online with a credit/debit card OR in person on a Girl Scout’s nut and candy order card. 1
Fall Avatar and Cookie Crossover Patches New for the 2018-2019 product sale programs—girls can earn not one, but two personalized patches! When girls participate in both the 2018 Treats & Reads Program AND the 2019 cookie program and hit certain milestones, they can earn two cool, totally personalized patches to recognize their achievements! Fall Me2 Avatar personalized patch Featuring a girl’s name and her own avatar that looks just like her, girls can earn this patch by: • Creating a Me2 avatar on the M2OS platform. • Sending at least 15 emails to customers. • Achieving $250 in sales during the Treats & Reads Program. NOTE: ALL sales—online, in person, AND purchases for the Care to Share program— count toward a girl earning the Fall Me2 Avatar patch. Girls will select what their In addition to being able to choose her avatar’s avatar is wearing (T-shirt features, including eyes, skin color, hair color/ or uniform) and a patch length, body type, and favorite shoes, girls can background. select from four different patch backgrounds AND whether her avatar is wearing a Girl Scout uniform OR the G.I.R.L.™ T-shirt on the patch. The Fall M2 Avatar patch will be shipped directly to the girl/family after the conclusion of the Treats & Reads Program. Additional details about the avatar patch are available on the M2OS platform. Cookie Crossover personalized patch By participating in the Treats & Reads Program, girls are eligible to earn another personalized avatar patch during the 2019 cookie program! To earn the 2018-2019 Cookie Crossover patch, girls need to: • Create a Me2 avatar on the M2OS platform during the Treats & Reads program. • Send at least 15 emails during the Treats & Reads program. • Sell at least 140 boxes during the 2019 cookie program.. 2
Quick Launch If you’ve read the New for 2018 section and are ready to start Are you soaring with this year’s program, ready to Go make sure the girls are up to speed with the Treats & Reads Program and Beyond and follow the Quick Launch steps below. Soar Above? 1. Register on M2OS! GSOFCT’s M2OS platform is: www.gsnutsandmags.com/gsofct • Troop volunteers: Look for the registration email on September 21. If not received, contact the service unit fall product manager OR the Product Sales Team at productsales@gsofct.org. • Girls/parents: Look for the registration email on September 26. A registration email will be sent to parents/guardians of girls registered for the 2018-2019 membership year. If not received, parents can access the platform at www.gsnutsandmags.com/gsofct beginning September 26. 2. Get girls going! • Girls create a website on the M2OS platform. Girls create a Me2 avatar, send emails to family and friends, and use social media to post her website link. • Contact customers in person to take nut and candy orders on the order card. Once registered on the M2OS platform, download personalized business cards to give to in-person customers for magazine and subscription box purchases. 3. Encourage customers to purchase! • Online: Customers can purchase online by clicking on the link in a marketing email from a girl or following a link posted on social media. • In Person: Girls can take orders for nut and candy items (including Care to Share items) on the order card. 4. Know your deadlines! Calendar is on pages 4-5. 5. Prepare to make payment! The Electronic Payment (ACH) Authorization form must be submitted online by October 24, 2018. Payment to council will take place on November 19, 2018. The link to the ACH authorization form can be found at gsofct.org on the Fall Product Volunteer Resources page. 3
4 Sunday Monday Tuesday Wednesday Thursday Friday Satuday 21 Registration 22 emails sent September to troop volunteers. 23 24 25 26 In-person 27 28 29 and online order taking begins. M2OS platform opens for participants and customers. 30 1 2 3 4 5 6 Ensure that each girl/family has received a nut and candy order card October and the parent flyer. 7 8 9 10 11 12 13 14 15 16 17 18 19 20 Check in with girls/families to see if they need assistance. Remind them to set up their website (if they haven’t already) so they can create their Me2 avatar that looks just like them!
Sunday Monday Tuesday Wednesday Thursday Friday Saturday 21 22 23 24 ACH 25 26 27 Authorization form due. October 28 29 In-person (nut 30 31 1 2 Deadline for 3 and candy order parent entries on form) order taking M2OS platform at ends. November 11:59 p.m. 4 5 6 7 Deadline for 8 9 10 troop entries on M2OS platform at 11:59 p.m. 11 Online 12 13 14 15 16 17 ordering ends. Service units submit order. 18 19 ACH payment initiated. Nut and candy product ordered in the M2OS system will be delivered to service units/council service centers between November 28 and December 1. Check with your service unit fall prod- uct manager for pick-up dates and times. Girl rewards will arrive in mid-January 2019. 5
Ways for Girls to Participate GSOFCT’s fall product sale program—Treats & Reads—is a simple way for troops to get a head start on funding their treasuries so girls can enjoy great program activities they help choose. Members of the community know that purchasing items through the Treats & Reads Program helps support their local Girl Scout troops. And, this year, the program is even simpler for customers, girls/families, AND troop volunteers! Purchases to support a Girl Scout and her troop can be made in the following ways: 1. Online—Customers can renew or purchase magazine subscriptions, nut and candy items, and subscription boxes via a Girl Scout’s website. NEW THIS YEAR: Customers can purchase and pay for nut and candy items online and select whether to have the items direct shipped to them (additional shipping/ handling fees apply) OR to have the girl deliver the items to them in early December (no additional shipping fees). 2. In person—Customers can order nut and candy items from a Girl Scout in person on her nut and candy order card. Customers pay for the items when the order is placed (cash or check payable to GSOFCT), and the Girl Scout will deliver the items in early December. 3. Care to Share purchases—Customers can purchase a can (or several!) of Honey Roasted Peanuts to be donated to the American Red Cross, CT Chapter. NEW THIS YEAR: Care to Share (formerly known as the Share program) purchases can be made online OR a Girl Scout’s nut and candy order card. 6
How do girls/families use the M2OS platform to participate? With the introduction of a new magazine vendor for the 2018 program (M2 Media Group), we also have a new online platform —M2OS. The M2OS platform is the hub of the Treats & Reads Program for girls. Once the girl has registered for this year’s program, she can: • Create a one-of-a-kind, totally personalized avatar that looks just like her! • Set up a website where she can share her/the troop’s goals, upload a photo, and record a message in her own voice asking customers for their support. Once her site is up and running, she can email customers asking for their support and send the link to her website to customers via social media (girls younger than 13 must use a parent’s social media account). • Download business cards with the link to her website to distribute to family members and friends. • Select, when applicable, reward options. • Record all nut and candy orders that were taken in person via the nut and candy order card. Orders that are placed and paid for online will be automatically recorded on M2OS; only orders that are taken in person on the nut and candy order card need to be manually entered. • Online orders that will be delivered by the girl will be automatically added to the girl’s record on M2OS; these orders should NOT be manually entered into a girl’s record. Getting started with M2OS for girls/families • The web address for GSOFCT’s M2OS is www.gsnutsandmags.com/gsofct. • Girls/families will be able to gain access to the platform by following the link in the registration email that will be sent on September 26, 2018. • Registration emails will be sent to parents/guardians of girls who are registered for the 2018-2019 membership year. • If a family does not receive a registration email, they can go directly to www.gsnutsandmags.com/gsofct beginning September 26 to get started with this year’s program. • NOTE: The online platform will open for participants and customers on September 26. 7
Treats & Reads Program Benefits The Treats & Reads Program all patches earned, including is an integral part of the Girl the personalized avatar patch, Scout Leadership Experience AND the troop with financial literacy at its core. is still eligible to Girls who participate in the earn the Troop program not only earn money Reward. for their troop treasuries, but also learn skills that will help How do girls them be leaders in their own benefit by lives, in business, and their participating communities. in the Treats & Reads Program? The product sales programs also In addition provide revenue to Girl Scouts to gaining of Connecticut, which is used to experience in fund programming, leadership the five skills of development opportunities, the Girl Scout and trainings for girls and product sales adults throughout the state. All programs, girls Girl Scout members and their are eligible to communities benefit from this earn the following: important program. • Cool rewards including patches for hitting sales How do troops benefit when goals in various parts of the girls participate in the Treats & program. Reads Program? • NEW THIS YEAR: An Troops benefit by getting a head opportunity to earn a patch start on funding their treasuries featuring an avatar that can so girls can enjoy great program be customized to look just activities. Troop proceeds from like her! With thousands the program are as follows: of different features and • 15 percent of total sales accessories, including multiple (magazine, nut and candy shoe options, girls will be items, and subscription boxes) able to create a one-of-a-kind • Junior, Cadette, Senior, and patch that is truly reflective of Ambassador troops may elect her. to take an additional 2 percent • An opportunity to help the in troop proceeds (total of 17 troop receive the Troop percent of sales) in place of Reward, since every sale individual girl rewards. Girls counts toward earning this in these troops still receive reward! 8
The Girl Scout product sale programs, including the Treats & Reads Program, are skill-building entrepreneurial program for girls. When girls and troops participate in the product sale programs, girls learn to work as a team to accomplish goals while building confidence in their skills and abilities. And did we mention fun? They have a ton of that, too! Skill In Girl Scouts and beyond Goal Setting Setting personal goals teaches Girl Scouts the steps needed to achieve their goals AND the planning each step requires. Being able to set, achieve, and measure a goal’s outcome are important professional skills. Decision Making Participating in a group decision- making process allows girls to learn what types of tasks they are good at and how their skills can contribute to successful outcomes. Money Management Beyond learning the basics of making change, Girl Scouts learn budgeting skills when they participate in decisions about how to use troop money to fund activities and projects. People Skills When girls participate in product sales programs, they learn to ask people they know AND don’t know for their support. These experiences translate into girls being able to advocate for themselves as they get older. Business Ethics Girl Scouts learn the importance of safeguarding money and delivering product in a timely manner. Understanding how to gain trust and keep their word are key life skills. 9
Safety Safety is our first concern when girls are participating in the Treats & Reads Program. The complete and current Safety Activity Checkpoints can be found on the Resource tab of the Volunteer Tookit (Girl Scout Cookie/Council-sponsored Product Sales checkpoint). Please review and share this information with your Girl Scouts and families. General Information • All girls must be registered and • For girls younger than 12, have a signed Annual Consent parents are responsible for Form on file with the troop managing the girl’s webpage before participating. and for all content. • A parent/guardian must know • Girls 13 years and older may use her Girl Scout’s whereabouts social networking sites to reach when she is participating in customers, but should only the program, including if and use sites that allow the user to when she is utilizing the M2OS restrict access to family and platform. friends known to the Girl Scout. • Girls should be involved in goal • NOTE: Posting on setting, planning, and execution community Facebook of the Treats & Reads Program pages or other social media for the troop. outlets where the girl/ • Girls should not share their full family do NOT control the name, phone number, address, audience is not permitted. or personal email address with customers who are not trusted Staying Safe family or friends. An email • Adults must accompany Girl address overseen by an adult Scout Daisies, Brownies, and should be used for customers Juniors when taking orders or to request information or to delivering product. place an additional order. • Girl Scout Cadettes, Seniors, and Ambassadors must inform Using the Internet Safely an adult about where they will • Girls must read and agree be when participating in the to the Girl Scout Internet Treats & Reads Program and Safety Pledge. The pledge should always use the buddy can be found at gsofct.org system. (Volunteers>Resources>Online • A plan to safeguard money section). should be made in advance. • A parent, guardian, or other Girl Scout Daisies should not adult must supervise girls when handle money. they are participating in any online activity relating to the Treats & Reads Program. 10
Care to Share The Care to Share program (formerly the Share program) is a partnership between Girl Scouts “For some it is more of Connecticut and the American Red Cross, CT than a snack – they are Chapter. thrilled to have an extra something to put in their For every $6 donation, the American Red Cross packs knowing they have Chapter will receive one can of Honey Roasted something to eat over the Peanuts to be used in programs in our state, next few days.” including disaster relief and support for active Jan Radke, American Red duty military, veterans, and their families. Cross, CT Chapter How can customers make a Care to Share purchase? This year, customers will be able to make a purchase for the Care to Share program either online and pay with a debit/credit card OR in person on a Girl Scout’s nut and candy order card. When ordered in person on the order card, payment (cash or check payable to GSOFCT) is due at the time of purchase AND the purchase will need to be manually added to a girl’s record on the M2OS platform (online purchases are automatically recorded on M2OS). Do Care to Share purchases count toward troop proceeds and girl rewards? YES! Care to Share purchases help girls earn higher rewards, and they help troops earn more proceeds. These purchases also count toward the Troop Reward! Plus, girls earn special rewards just for Care to Share purchases (see below). NOTE: Even if an older girl troop (Junior or older) opts for additional proceeds instead of girl rewards, the girls will be awarded Care to Share rewards, if earned. Earn the Care Earn the Eight to Share patch Scented Color for five or more Pen for 10 or purchases. more purchases. NOTE TO TROOP FALL PRODUCT MANAGERS: Care to Share purchases are virtual; troops will NOT take delivery of these purchases. GSOFCT will arrange delivery directly with the American Red Cross, CT Chapter for these purchases. 11
Treats & Reads Program Training for Girls Girls and troops are most successful in the Treats & Reads Program when it is included as part of a troop meeting, and the what, how, and why of the program are presented as fun! Help your girls/ families get the most out of the program by covering the topics below. Program • Distribute nut and candy order card and parent flyer to each girl. Overview • Introduce the Go Beyond...Soar Above theme. • Discuss the five skills of the Girl Scout product sales programs (see page 9). • Discuss ways (online or in person) girls can reach out to customers. • Discuss how the girls/families can help earn money for the troop by participating. • Encourage girls to create their website and send at least 15 emails to family and friends. Sending at least 15 emails is one of the requirements for girls to earn both the Fall Me2 Avatar patch AND the Cookie Crossover patch (see page 2 for more information). • Review program dates (see calendar on pages 4-5). Safety Review the safety guidelines on page 10 and the safety guidelines as Review presented in the Safety Activity Checkpoints for Product Sales (gsofct.org>Volunteers>Resources). Product • Discuss the products—magazines, nut and candy items, and Overview subscription boxes. • Review how customers can purchase products: • Magazines, nut and candy items, and subscription boxes can be purchased online via a girl’s website. • NEW THIS YEAR: Customers can choose to purchase nut and candy items online and have the items delivered by the girl (no shipping fees). • Magazines and subscription boxes will be direct shipped to the customer. Nut and candy items can also be direct shipped (shipping fees apply). • Nut and candy items can also be purchased via the nut and candy order card. • Nut and candy items ordered online for girl delivery OR via the order card will be available to pick up the first week in December. • Care to Share purchases can be made online OR on the nut and candy order card (see page 11 for more information). Goals • Discuss the importance of each girl setting a goal and sharing the goal and with family and friends. Decision • Decide on a troop goal (number of products sold, number of emails Making sent, how the troop will use its proceeds, etc.) • Review the girl rewards on the nut and candy order card (the rewards, including all patches, are also viewable online on a girl’s website). • If the troop is Junior level or older, girls should vote (majority rules) whether or not to take additional proceeds in lieu of girl rewards (troop proceeds will be 17% of troop’s total sale). • Daisy and Brownie troops are required to select girl rewards. 12
s Troop Rewards and Proceeds The Treats & Reads Program is a simple way for troops to add to their troop treasury. These funds allow girls to do the activities that enable them to “Go Beyond” and “Soar Above.” Troop Proceeds • Troops earn 15% of their total sale in proceeds. Every can of nuts, box of chocolates, Care to Share purchase, and magazine and subscription box purchase earns money for the troop. • Older girl troops (Junior level and older) can vote to take additional proceeds instead of individual girl rewards, bringing the troop’s proceeds to 17%. • Daisy and Brownie troops are required to select individual girl rewards. Crossover Bonus Returning this year is the bonus for troops who participate WOW! in BOTH the Treats & Reads Program and cookie program! Troops who qualify will earn an additional 2 cents per box for every box the troop sells during the 2018-2019 cookie program (excluding 2018 Election Day Booth Sales). Requirements: • Achieve a $120 per girl selling average in the Treats & Reads Program. • Achieve a $125 per girl selling average in the 2018-2019 cookie program (excluding 2018 Election Day Booth Sales). Troop Reward Troops are also eligible to earn a special troop reward when girls are successful in the program. Troops that achieve a $150 per girl selling average in the Treats & Reads Program will earn the Troop Reward. This year eligible troops can choose from the following reward options: • A $25 gift certificate to a GSOFCT shop OR • The GSOFCT Cookie Kit filled with items the troop can use to have a fantastic cookie program, including a Girl Scout Cookie tablecloth, a money pouch, yard signs, and car magnets. Troop Volunteer Reward We are excited that, in each troop that achieves $500+ in sales in the Treats & Reads Program, two adult volunteers will be eligible to order an avatar patch featuring their name and personalized avatar! 13
Treats & Reads Program Girl Rewards Moose Patch Go Beyond Patch Soar Above patch 8+ nut and candy items 2+ magazine subscriptions 15+ emails OR Fall Me2 avatar Go Beyond T-shirt patch Shimmery Mermaid Zipper Pouch $225+ sales (personalized to OR Pom Pom Keychain (assorted include name, choice of colors) $275+ sales background, and uniform OR G.I.R.L.™ T-shirt) $250+ sales OR OR Blanket is almost 5 feet in diameter! Large Moose Plush OR GSOFCT Sweatshirt or Beach Towel 3-month Bitsbox subscription $525+ sales (girl will have a choice of subscription) $650+ sales All rewards are cumulative. Every effort will be made to provide the rewards as pictured. If the actual item is unavailable, a substitute of equal or greater value will be provided. 14
OR OR Camper Doodle notebook and pen Small Moose Plush OR OR Compass Necklace Fuzzy Heart Socks (2 pr) $100+ sales $150+ sales OR Pouch Photo String Lights OR Clipboard Duffle Bag and Luggage Tag orted $350+ sales $425+ sales Care to Share Rewards Top Seller Reward! See page 11 for additional Care to Share program details. Earn the Care to Share patch for five or more items. 12 girls with the highest n sales in the 2018 Treats n) & Read Program will be Earn the Eight eligible to participate Scented Color in a cooking class with Pen for 10 or professional chef more items. Paul Barron on January 13, 2019. 15
Treats & Reads Program Finances Troop payments to council are made by electronic payment (ACH) from troop bank Deadline to accounts. ALL troops must complete and submit the online Electronic Payment (ACH) submit ACH Authorization form NO LATER than October authorization 24, 2018. Full details, including the link to form for the authorization form, Electronic Payment (ACH) FAQs, and the Electronic Payment (ACH) the Treats & Terms of Agreement, can be found on the Fall Reads Product Volunteer Resources page at gsofct.org. Program: NOTE: Once the authorization form is successfully submitted for the 2018 Treats Oct 24 & Reads Program, troops will NOT have to submit the authorization form again for the 2019 cookie program, including 2018 Election Day Booth Sales, assuming there are no changes to the troop bank account. There will be ONE electronic (ACH) withdrawal from the troop’s bank account ACH on November 19, 2018 to pay the amount withdrawal due to council. If the troop has primarily online sales and money is owed to the troop date for the online sales, the amount due will be transmitted electronically to the troop on or around December 1, 2018. Nov 19 Payment for online orders Payment for orders placed online is made by the customer via credit or debit card at the point of purchase. This includes orders for nut and candy items where the customer has opted to have the girl deliver the items in December AND for Care to Share purchases made online. The full amount of these purchases (excluding shipping fees for direct shipped nut and candy items, which will be paid by the customer) will be credited to the troop in M2OS. This amount will be taken into account when calculating the amount due to council. 16
Payment for in-person orders Payment for items ordered in person (nut and candy orders taken on the order card AND Care to Share purchases made in person and recorded on the order card) must be collected at the time the order is placed. Payments may be made by cash or check payable to GSOFCT. All payments for in-person orders should be turned in to the troop co-leader/troop fall product manager no later than November 4, 2018. This will allow enough time for the money to be deposited into the troop bank account ahead of the ACH withdrawal on November 19, 2018. If the troop experiences a bounced check or family payment issue, contact the Product Sales Team immediately at productsales@gsofct.org with your troop number and a description of the problem. Payment to GSOFCT The electronic payment from troop bank accounts will take place on November 19, 2018. All troops MUST complete an Electronic Payment (ACH) Authorizaton form no later than October 24, 2018. • The form needs to be completed and submitted online. • The form MUST be completed by a signer on the troop’s bank account. • Please double check for accuracy BEFORE submitting the form as we will NOT be able to initiate payment if the banking information provided is inaccurate. • NOTE: The person who submits the form WILL receive an email confirmation from JotForm that the submission was successful. If an email is NOT received, the submission was not successful, and the form will need to be resubmitted. • Once payment has been initiated by council, it can take up to 10 business days for the payment to post to the troop’s bank account. Please check the troop bank account after 10 business days to confirm funds have been withdrawn. If not, please contact the Finance Department at (800) 922-2770. 17
STRONG SENSE OF SELF Girls have confidence in themselves and their abilities, and form positive identities. POSITIVE VALUES Girls act ethically, honestly, and responsibly, and show concern for others. CHALLENGE SEEKING Girls take appropriate risks, try things even if they might fail, and learn from mistakes. HEALTHY RELATIONSHIPS Girls develop and maintain healthy relationships by communicating their feelings directly and resolving conflicts constructively. COMMUNITY PROBLEM SOLVING Girls desire to contribute to the world in purposeful and meaningful ways, learn how to identify problems in the community, and create “action plans” to solve them. Why do these five outcomes matter? When girls exhibit these attitudes and skills, they become responsible, productive, caring, and engaged citizens. But don’t take our word for it! Studies show that the development of attitudes, behaviors, and skills like confidence, conflict resolution, and problem solving are critical to well-being and rival academic and technical skills in their capacity to predict long-term positive life outcomes.
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