Month: August 2013
1. Create and share your Unit Annual Plan and Unit Budget
It cannot be emphasized enough the importance of knowing why you are raising money and how much your program is going to cost. However, that is just the first step. In addition to creating your Annual Plan and Unit Budget, you should determine a way to share it with everyone in your Unit. It is best to do this a day or two prior to the day of your Popcorn Kickoff so people have a chance to get any questions answered on an individual basis. Nothing bogs a meeting down more than trying to answer individual questions in a group setting.
2. Do some calculations
Determine your Unit Sales Goal. The formula is as follows:
Unit Budget Total / Commission Rate = Unit Sales Goal
For example, if your Unit Budget is $4,200 and the Commission Rate you receive in your Council is 35% then the formula is $4,200/.35 = $12,000 in popcorn your Unit would need to sell to have everything covered in your Unit Budget.
The next formula is the Goal per Scout. This formula is below:
Unit Sales Goal / Number of Scouts = Sales per Scout Goal
Using the previous example, if your Unit Sales Goal is $12,000 and you have 25 Scouts, then the formula is $12,000/25 = $480 per Scout in Popcorn Sales. This gives each Scout a Sales Goal. You can break this down further by dividing the Scout Sales Goal by the average cost of containers. For example, in the previous illustration if the Scout Sales Goal is $480 and the average cost per container is $20 then the formula is $480/$20 = 24 containers.
3. Decide on Unit Incentives
As mentioned in an earlier blog, Unit Incentives are key to bringing excitement to your Unit Popcorn Sale. Units with the largest popcorn sales spend on average 3% of their total popcorn sale on Unit Incentives. Once you decide on the incentives, create a flyer or other piece to easily share the Unit Incentives with the Scouts and their parents.
4. Have a theme
As with most programs done in Scouting, it is important to have something that ties the whole thing together. That is where a theme comes in. It does not matter whether the theme is Duck Dynasty, Mission Impossible, or Indiana Jones, Scouts of all ages remember more when they can tie it to something to which they can relate. Here are a few examples I found on YouTube.
Good luck everyone with their Unit Popcorn Kickoff and good luck on your Popcorn Sale.
In talking to Unit Leaders around the country about Popcorn Sales, I often get the “excuses”.
It is easier to sell a $1 candy bar.
It is easier for Cub Scouts, they are cute.
We already do too many fundraisers.
Nobody wants to help.
When you boil all of these justifications as to why a Unit does not do well, they all come down to “belief”. They do not believe in what they are doing. One has to believe that the Popcorn Sale is the best way to fund their entire Scouting program for the year. Henry Ford stated, “Whether you believe you can or you can’t, you are right.”
Before you can convince anyone else that something is possible, you must convince yourself. Do not let personal limitations transfer to other parents or more importantly to the Scouts you serve.
2. DON’T LIKE TO SELL
One limitation I consistently hear from parents is they are not sales people. They do not like to sell. What they do not understand is everyone sells. With every married couple, one person sold the other to “forsake all others” and be with them. Every person that has a job had to sell their employer to hire them over everyone else. Someone sold you on being a volunteer to help with Scouting. We all sell.
What they are really saying is I have not been successful in the past and do not want to try again. It is interesting that this is largely an adult phenomenon. Rejection can build up throughout a person’s lifetime to the point that opportunity is replaced with fear. If you say to a 7 or 8-year-old to go door to door and sell popcorn to strangers and be successful, most of the time they will not have a problem with it. With a little practice they can spout the best sales pitch with confidence. If there is one common thing I hear from parents on what they like best about the popcorn sale, it is how much they have seen their son grow in their confidence over the years. For more reasons on why Scouts should sell popcorn (other than money) go here.
3. DO NOT HAVE A PLAN
It does not matter if it is the Unit or the family, they must all have a plan. I am sure we have all heard the horror story about the leader that stand in front of a Unit and says, “Well, it is popcorn time again. Here are the forms. Bring them back at the next Pack Meeting.” That is not a plan.
The Unit needs to create the reasons for doing a fundraiser, translate that into a budget and transfer it into goals for each Scout. The Unit must teach the family how to reach that goal through family goal setting, sales training and providing opportunities to sell. Finally, the Unit needs to monitor the progress of each Scout and reward them for their efforts.
Leaders need to be able to overcome their own beliefs, limitations, and bias to communicate to others all the aspects of the Popcorn Sale. Use all of the tools necessary to share information about the sale to the parents including why your raising money, how to sell and when and where to turn in the order forms and money. In addition, this communication needs to be consistent throughout the sale. As in life, we only affect the things we track. Leaders should use not only their preferred method of delivering the message, but the preferred method of the receiver. This way nothing is missed.
Once a person identifies and comprehends the challenges to being successful, it is much easier to overcome these obstacles. Once leaders understand that their own limitations are not the limits of others, they can truly travel down the path to success.