Longhorn Council 2020 Popcorn Kickoff

Longhorn
     Council

2020 Popcorn Kickoff

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WHY DO WE SELL POPCORN?

                                                   • 73% Return to Scouting
                                                   • Fund our unit’s Scouting
                                                     program
                                                   • Scout character
                                                     development
                                                   • Improve our camps and
                                                     council resources

OVER $4 BILLION Returned to SCOUTING SINCE 1980!

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AGENDA

 • TECHNOLOGY: TE APP & ONLINE DIRECT
 • INCENTIVES: TE REWARDS & PRIZES
 • SELLING TIPS: SELL SAFE
 • APPENDIX: COUNCIL SPECIFIC TOPICS
   • Product mix
   • Commission
   • Key Dates
   • Ordering, Transfers, Replenishment

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WEBINAR RULES

 • ALL ATTENDEES THAT ARE NOT MODERATORS WILL BE MUTED

 • PLEASE SUBMIT QUESTIONS VIA THE Q&A LINK or CHAT

 • WE WILL ANSWER ALL QUESTIONS AT THE CONCLUSION OF EACH
   SEGMENT

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TECH: TRAIL’S END APP
            Key Benefits
            • Free Credit Card Processing - Paid by Trail's End
            • Real-time tracking and reporting of sales, inventory and
              storefront registrations
            • Families can turn in cash payments via credit card
            • System-calculated Scout sales for easy Trail's End Rewards
              ordering
            • Take Online Direct orders in the app as way to fundraise while
              social distancing

            Proven Results
            • Used by over 14,500 units & 160,000 Scouts
            • Longhorn Council 85% of its 2019 sales logged in the App, 32%
              were credit card transactions.
            • Over 10% growth for units that recorded more than 75% of sales
              in the app in 2019​
            • Credit Card transactions averaged 27% higher than cash

                         Text APP to 62771 to download.                        5

TECH: TRAIL’S END APP

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TECH: ONLINE DIRECT

 Best & Preferred Way to Sell
 • Safest way for Scouts to sell
 • Scouts earn Double Points for TE Rewards
 • Traditional products and prices
     • $10 opening price point
 • No handling of products/cash for Scout or unit
 • New TE App Online Direct features:
     • Take Online Direct orders in the TE App
     • Text order to customer to complete purchase on
       their phone
 • Products popped fresh to order – shipped direct to
   customer.

          Text MYPLAN to 62771 to download:
           How to Sell $1,000 Social Distancing

            www.trails-end.com/online-direct            7

TECH: ONLINE DIRECT

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TECH: ACCEPTING CREDIT/DEBIT

               CREDIT SALES ARE BEST FOR SCOUTS
                   TELL YOUR CUSTOMERS, “WE PREFER CREDIT/DEBIT”
                               Trail’s End pays for all credit card fees!

          •   Bigger Rewards – Earn 1.5pts per $1 sold in the Trail’s End App
          •   Safer – Scouts don’t have to handle cash
          •   Higher Sales – Customers spent 27% more with credit vs. cash in 2019
          •   Easier – Parents turn in cash sales with credit/debit payments to their unit
          •   Hardware – Scouts can accept credit/debit with Square readers or manual entry

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TECH: ACCEPTING CREDIT/DEBIT

         CARD READERS FOR SCOUTS WHO:
         • Have created an account
         • Have the app installed,
         • Sold at least $1,000 worth of popcorn during the 2019 season.

         •   Scouts sold btwn $1,000 - $3,499 in 2019 choose the Square
             reader they want (lightning or headphone jack).

         •   Scouts that sold $3,500+ in 2019 receive the Square Bluetooth
             reader.

         •   If Scouts have trouble ordering the reader, direct parents
             to support@trails-end.com.
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TECH

       QUESTIONS

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TRAIL’S END REWARDS
       New in 2020
       • Points based Rewards system encouraging Scouts to sell more with Online Direct and
         with credit cards
       • With changes to the way they sell, Scouts can earn more Rewards faster!

       Why do Scouts love Trail’s End Rewards?
       • Earn double points with Online Direct
       • Bigger prizes
       • Millions of choices on Amazon.com
       • Get prizes faster
       • Delivered to their door

       Why do Leaders love Trail’s End Rewards?
       • The Trail’s End leader portal is a one-stop shop for everything, including Rewards
         ordering.
       • Orders are tracked automatically for leaders when Scouts sell with the app and online.
       • It’s easy to communicate and manage because face-to-face and online sales count
         towards Rewards.
       • Trail’s End helps train and motivate Scouts through the App.                   12

TE REWARDS: SCHOLARSHIP UPDATE

 Scouts already entered the scholarship program have until 2022 to add to your
 balance.

 There will be no new scholarship qualifiers in 2020. Only those Scouts that
 qualified in 2019 or earlier are grandfathered in the scholarship program.

 Scouts currently enrolled in the scholarship program will continue to accumulate
 credit of 4% of sales made in 2020, 2021, and 2022.

 Balances in scholarship accounts can still be used for college, trade school, etc.
 once the program is retired after 2022.
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REWARDS: LONGHORN INCENTIVES

 • Every Scout that sells one item receives a 2020 popcorn patch.

 • Scouts that sell $175 to $399 will get a $5 Longhorn Council Scout Shop gift
   card.

 ALL SALES MUST BE LOGGED IN THE APP TO QUALIFY FOR TRAIL’S END
          REWARDS AND LONGHORN COUNCIL INCENTIVES!
                        NO EXCEPTIONS

    AMAZON E-GIFT CARDS WILL NOT BE RELEASED UNTIL THE UNIT’S
            BALANCE WITH THE COUNCIL IS PAID IN FULL
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REWARDS & INCENTIVES

        QUESTIONS

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SELLING TIPS: REGISTER YOUR UNIT

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SELLING TIPS: START EARLY

 Reasons to Start Selling in July & August

 1) Uncertainty of COVID-19 return

 2) Trail’s End Online Direct unit promotion:
    • Earn 5% of Online Direct sales as an Amazon.com gift card – Jul 1-Aug 15
        •   Unit must be registered by August 15, 2020 to qualify.
 3) Scout Online Direct Entrepreneur Challenge
    • Scouts that will pledge to do their best to sell $2,500 or more through Online Direct from
      July 1 – August 15 will receive exclusive access to training and webinars from experts in
      business, marketing, and ecommerce.
    • The first 200 Scouts to hit the goal will receive a $200 Amazon.com Gift Card.

                               www.trails-end.com/online-direct                               17

SELLING TIPS: SELL SAFELY
ONLINE DIRECT
• Is the safest way to sell
• Perfect model to stay socially distant
• No handling of cash
• Product delivered directly to consumer by TE
• Can be done via the App or computer at home

SHOW-N-SELL / STOREFRONT
• Encourage use of credit card instead of receiving cash
• Mask & glove up!

TAKE ORDER / DOOR-TO-DOOR / WAGON
• Avoids crowds of people to maintain a socially-distant approach
• Product can be left on porch
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SELLING TIPS: TE WEBINARS

   Text WEBINAR to 62771 to register or visit www.Trails-End.com/Webinars
                      to sign up for a session today!                   19

SELLING TIPS: TE FACEBOOK

           Text FACEBOOK to 62771 to join!

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SELLING TIPS: HOST A VIRTUAL
KICKOFF

                     Use Zoom (or similar software)

                     Agenda:
                     •    How the money raised benefits each Scout family
                     •    Unit & Scout sales goals
                     •    How to Sell $1,000 Social Distancing in 8 Hours (PDF)
                     •    Everyone downloads the Trail’s End App
                            • Text APP to 62771 to download.
                     •    Trail’s End Rewards
                     •    Unit specific promotions (optional)
                     •    Key dates for your Sale
                     •    Request they join the Trail’s End Scout Parents
                          Facebook Group to get tips and ask questions!

                         Text KICKOFF to 62771 to Download Presentation.
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SELLING TIPS

         QUESTIONS

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Appendix: Traditional Products

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Appendix: Traditional Products

       LIMITED PRODUCT OFFERINGS FOR THE
                TRADITIONAL SALE

 • Home consumption of Microwave product is up over 60% vs. 2019.

 • Production has been limited by COVID-19 measures inside manufacturing facilities.
    • Closing of lines due to associate workstation proximities of one another.
    • Increased sanitations and cleans at every shift change.
    • Throughput has been reduced by 20%+.

 • Could not produce MW in same volumes as 2019 and meet delivery dates.
    • MW produced in a limited run, only available online as supply allows.

 • Chocolate products have been moved to Online Direct only for 2020.
    • Demand for these items has been falling.                                         24

Appendix: Traditional Products
    PRODUCT TRANSFERS UNIT-TO-UNIT

    • Units may transfer product to and from one another.

    • Even though the SNS and replenishment orders are in cases, you may
      transfer containers to other units.

    • Transfers may be initiated in the Unit Leader Portal at Trails-End.com.

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Appendix: Traditional Sale
                INITIAL ORDER AND REPLENISHMENT
• Initial order will be no more than 35% than your unit’s first 2019 order.

• NO RETURNS; make sure your unit orders accordingly for any SNS selling.

• Council has units’ first 2019 SNS orders. Ordering volumes have been calculated for each unit
  that placed a SNS order in August of 2019.

• ALL SALES MUST BE LOGGED IN THE APP DAILY.
   • If not, the council and TE cannot see if you are moving product; which means no/limited
     replenishment.

• Your unit can pre-pay for replenishment product if unit’s sales are not logged in the App.
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Appendix: Traditional Sale
COVID-19 IMPACT ON BOOKING STOREFRONTS AND
                  RETURNS

• TE intended to book some storefront hours for Longhorn Council units.

• COVID-19 negatively impacted stores’ willingness to participate.
   • Local store managers being directed to get corporate approval on every request.
   • Being directed that no lingering should take place near entrance/exit.
   • Allowing Scouts to sell contingent on virus infection rate and response by
     local/state officials.

• TE and Longhorn Council will re-visit this program for the 2021 Campaign.
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Appendix: COMMISSIONS
  30% Base Commission

  35% Commission if your total sales are $10,000
  37% Commission if your total sales are $17,500

 Total sales = Show-n-Sell Sales + Take Order Sales + Online Direct Sales

 Online Direct Sales
 Commission for online sales will be 30% and is calculated on total online sales that are
 entered between January 1, 2020 to October 31, 2020 and will be paid to the unit as a
 credit on your invoice.

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Appendix: KEY DATES

Wednesday, July 1         Online Direct / Take-Order Sales Start
Saturday July 25          Popcorn Kickoff
Sunday, August 9          Show -N- Sell Orders due by 11:59 PM
Thursday August 27        Show & Sell Distribution (North)
Friday, August 28         Show & Sell Distribution (North & South)
Saturday, August 29       Show & Sell Distribution (North)
Sept. 4 - October 16      Weekly Popcorn Replenishment (Friday’s)
Sunday, October 25        Take Orders Due by 11:59 PM
Friday, November 13       Take Order Distribution (North & South)
Saturday, November 14     Take Order Distribution (North)
Friday, November 20       Popcorn Money Due – Youth prizes cannot be ordered till
                          invoice is marked paid

 IMPORTANT NOTE: Due to the current circumstances surrounding COVID-19, there
 will be no returns of popcorn this season. Please order accordingly upfront and use
 replenishment as needed.                                                          29

Appendix: Traditional Sale

                            INITIAL ORDER
 • Due to COVID-19, product will be distributed in two locations:
    • Driveline Retail Merchandising in Coppell
    • Central Transportation in Killeen

 • Initial unit orders will be no more than 35% of your unit’s first 2019 order.
    • Council has data on each unit’s first 2019 SNS order and first 2020 limit.

 • NO RETURNS in 2020.
    • Unsold product returns will not be accepted by Longhorn Council.
    • You may still transfer unsold inventory to neighboring units through the
      Trail’s End Leaders Portal.                                                30

Appendix: Replenishment North

                          Driveline Retail Merchandising
                              700 Freeport Parkway
                                     Suite 100
                                Coppell, TX 75019

             Order in the TE popcorn system by Sunday by 11:59 PM.
If we do not receive your unit’s order by then, you will not be able to replenish that
                                        week.

          Pick up every Friday 2-7pm from September 4 to October 16.

 ALL PRODUCT ORDERS (including replenishment) WILL BE INPUT VIA THE
                TRAIL’S END POPCORN SYSTEM.
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Appendix: Replenishment South

                                 Central Transportation
                                   4800 Roy J Smith
                                   Killeen, TX 76543

             Order in the TE popcorn system by Sunday by 11:59 PM.
If we do not receive your unit’s order by then, you will not be able to replenish that
                                        week

         Pick up every Friday Noon to 3pm: September 4 to October 16.

 ALL PRODUCT ORDERS (including replenishment) WILL BE INPUT VIA THE
                TRAIL’S END POPCORN SYSTEM.
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Appendix: Donations

•   All American Heroes donations placed in the TE App will automatically be submitted to the council.
     • Eliminates a unit not “ordering” the donations they collected through the App.

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APPENDIX: COUNCIL SPECIFICS

         QUESTIONS

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CONTACTING SUPPORT
                                COUNCIL CONTACT INFO
              CONTACT
        TRAIL’S END SUPPORT     Kathy McLean: Council Popcorn Support
                                Kathy.McLean@scouting.org
JOIN OUR FACEBOOK GROUP
Trail’s End Popcorn Community
                                817-231-8561

VISIT OUR WEBSITE               Dr. Lynne Cox: Council Popcorn Chair
www.Trails-End.com              dr.lynne.cox@gmail.com
EMAIL US:
Support@trails-end.com          James Johnson: Staff Advisor
                                James.Johnson@scouting.org
                                817-231-8525
NEED HELP? VISIT OUR FAQs:
www.Support.Trails-End.com

                                For all the latest popcorn news & updates:
                                https://www.longhorncouncil.org/home/support-
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                                scouting/popcorn/

THANK YOU

   Join us on Facebook!
facebook.com/groups/TEPopcornCommunity

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