This time of year, Councils are looking for commitment from Units to sell popcorn in the fall. Units oftentimes get pushback from parents on whether their Unit should participate in the popcorn sale. Below are a list of objections from parents and how Unit Leaders can overcome these objections:
1. The popcorn costs too much.
Parents must understand popcorn is a fundraiser. Just like any other product being sold as a fundraiser, the price on the product is increased to enhance the profit margin for the Unit. Remember, you are not selling popcorn, you are selling Scouting. In addition, the price of microwave popcorn per pouch is comparable to those in the store. Many Councils sell the 18-pack or 20-pack for $20. This is slightly over $1 per pouch. Try to purchase a 3-pack in a store and the price is usually $3-4 or about the same price.
2. It is easier to sell a $1-2 item instead of a $10 or higher item.
Yes. It is easier to sell a $1 item then a $10 item. However, the question really is time. A Scout has to sell a $1 item to 10 different customers to equate to selling a $10 item just once. This is compounded if you look at a $20 item. Now people will say a Scout has to ask more people to get the $20 item. This may be true, but as long as it is less than 20 people, the time spent selling is far less.
3. We get a higher percentage selling something on our own then selling popcorn.
Parents must realize 70% or more actually goes back to Scouting. On average, Units usually split this with the Council or getting about 35% of the gross sales of the profit in commissions. The Council does two things with their portion of the sale: Cover Expenses and Supplement the operating Budget. The Council Expenses can include prizes, delivery costs, order forms, kickoff materials, sample product, and product storage. In addition, the Council takes on the risk of the sale. Those who sold Trail’s End Sour Cream and Onion last year experienced sales less than anticipated. The vast majority of Councils allowed Units to return unsold product and were stuck with this product. This is an expense. The balance remaining of the sale goes into the Operating Budget to cover other expenses like camp, salaries, utilities, and program materials. The American Camping Association state the average cost of a weeklong camp in 2014 is $600 nationwide. The average Boy Scout Camp is only half that amount. Parents need to understand Scout camps are subsidized through Friends of Scouting and Popcorn Sales. By participating in the popcorn sale, they are also helping lower the cost of Scouting for everyone.
4. The popcorn sale is too hard to manage.
The main reason for the popcorn sale being hard to manage is because Units make the mistake of putting all of the responsibility on one person, the Popcorn Kernel. There are several ways to divide the duties among several people and lessen the work for everyone. For example, have one person responsible for managing just the Show and Sell locations and have a different person handle distribution of popcorn to Scouts. You could also assign a person in each den or patrol to help with the popcorn sale. Click here for a list of job descriptions on various popcorn positions for your Unit.
5. It is easier to just pay for Scouting items out of my pocket than go around with my son and sell popcorn.
Part of the Purpose of Boy Scouts is to “instill within youth desirable qualities of character, [and] to train them in the responsibilities of participating citizenship…” If parents pay for everything, the Scout never understands the value of a dollar, how to overcome an objection, and a sense of accomplishing a goal. Click here for a list of reasons of why Scouts should sell popcorn other than money.
6. We can only ask our family and friends so many times to help our son.
I agree with this statement. This is the reason Units need to put as much effort in to as few (or one) fundraisers as possible. The average family of four has the opportunity to participate in just over 13 fundraisers a year. Between the PTA asking 4 or 5 times, Baseball, Soccer, and Church, then multiply this by two children, there is little room for Scout fundraisers. Families have to pick and choose which fundraisers in which they want to participate. This is why Units need to get the biggest bang for their buck. I know of many Units which have netted over $5000 from popcorn sales. This would be a lot of $1 candy bars.
7. The Cub Scouts sell popcorn, we do not sell popcorn.
First, it costs a lot more for a Boy Scout to fully participate in the Scouting program than a Cub Scout. Because of this, Boy Scouts need to take advantage of every opportunity to raise money. In addition, there is the Salesmanship Merit Badge which can be completed entirely using the popcorn sale. Finally, most of the nation’s top selling youth were all Boy Scouts. They have developed a client list and have gone to the same houses for the last several years. It usually takes less time to raise a lot of money because of this client list.
Parents can get burned out on popcorn. Please use the statements above as a reference when communicating the reasons your Unit should sell popcorn. I hope the responses above help convince every Scout in your Unit to sell popcorn.