the business of breaking cookie sale recordss3.amazonaws.com/ · guinness book of world records,...

The business of breaking cookie sale recordsFor four years and counting, customers have depended on Jennifer for their Girl Scout Cookies. They’ll find her every single day of Cookie Season at her drive-through cookie booth at the busy intersection of Cherry Hill Street and Telegraph Road in Dearborn, Michigan.

“Almost every customer asks about my goal and if I’m going to make it,” she said.

Last year, customers were rooting for her to break the national Girl Scout Cookie record. She did by selling 17,328 packages in a single year, putting her troop over the top on their goal of traveling to Europe. She now has her eye on the Guinness Book of World Records, 60,000 packages sold in a Girl Scout career.

She admits it hasn’t been easy, especially during finals week at school. But the payoff — like that trip with her Girl Scout friends to London, Paris, Florence and Rome — is definitely worth it. “The effort you put into it is like a real business,” she said. “You start up, get the signs laminated, get up early, be on time every single day. There are no sick days. It helps you get out in the real world, and the people skills are really important for future jobs. With being out there and being in Girl Scouts, we’re learning life skills.”

Jennifer plans to pursue a career in sales and marketing in technology that will enable her to travel and see more of the world — a goal she set after traveling to Europe. In the meantime, she’s keeping her drive-through cookie business humming at home.

Jennifer knows that her customers count on her. “If the girl next door doesn’t have any cookies, everyone knows where to come.”

INSPIRING COOKIE ENTREPRENEURS

inspired by u . . . jennifer

inspired by u . . . kt

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Photo courtesy of Girl Scouts of Metro Detroit.

Photo courtesty of Girl Scouts of Metro Detroit.

Great sales have a ripple effect Most girls are awed by Jennifer’s record-breaking achievement. KT was inspired. I saw what was possible and talked to her. She’s a normal teenager like me,” KT said. She definitely inspired me to do more.”

After getting some friendly tips from Jennifer, KT opened her own daily drive-through booth across town in the parking lot of a vacant building. The owner gave her permission to write on the building windows to attract attention. She more than quadrupled her sales, hitting 3,747 packages. She now wants to sell 10,000 in a year.

KT’s troop used their cookie money to travel to Mackinaw Island. She’s planning a Destinations trip to New York City.

It’s a great opportunity. I wish everyone could be a part of it,” she said. “If you’re not, you don’t know what you’re missing.”

““

“

Even in the snow, Jennifer’s drive-through cookie booth is open for business.

INTRODUCTION

Welcome to your kind of Cookie Season

If you think the Girl Scout Cookie Activity is just for cute little girls in green, you’re wrong. As a teen Girl Scout, you have the experience and know-how to turn cookies into a business that will take you places. Have you ever thought about running your own company? Or fantasized about going to Europe? Are you passionate about helping the poor? Whatever your dream, start today by becoming a Cookie Entrepreneur!

As a Cookie Entrepreneur, you can run your Girl Scout Cookie Sale as a serious business — with a creative style all your own. Explore your talents, tap into powerful tech tools, learn business tips from the experts. . . it’s all here to help you reach your big goals.

To find your tech tools, go to www.littlebrownie.com and click Cookie Entrepreneur.

And yeah, you’ll learn something too. You’ll sharpen your skills in leadership, creativity and independent thinking. Why should you care? You’ll need those skills, no matter what you decide to do in life.

Cookie Entrepreneur is a whole new way to have a Cookie Season. Get ready for some fun!

Hey, C.E.O. (Cookie Entrepreneur Officer) Make sure everybody knows this book is yours:

(Your name)

COOKIE ENTREPRENEUR OFFICER

INTRODUCTION

Work toward official Girl Scout Interest Projects and Leadership Journey awards!

Many cookie activities can help fulfill requirements for Girl Scout Interest Projects and Leadership Journey awards. The Program Links are clearly indicated with each activity description. That’s multi-tasking at its best!

LOOK for this GS circle icon for Girl Scout Program Links.

Need extra copies of this book?

Go to www.littlebrownie.com and print as many as you need.

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COOKIE CAREERS

PROGRAM LINK:Interest Projects for Girls 11-17 (GSUSA, 1997) • Understanding Yourself and others Interest Project/Skill Bulilders

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Were you born an entrepreneur? Nope, and neither was anyone else. Entrepreneurs aren’t “born,” they “become” through their life experiences.“National Standards of Practice for Entrepreneurship Education,” Consortium for Entrepreneurship Education, 2004.

It’s Not Who You Know. It’s Who You Are!

So what is an entrepreneur, anyway?

It’s easy. An entrepreneur is somebody who runs her own business, usually with lots of initiative and creativity. She’s not afraid of taking a good risk now and then. Name a business you know, and chances are good that it was started by an entrepreneur.

Multi-tasking at its best! Many parts of the Cookie Activity can be used to meet requirements for Girl Scout Interest Projects and Leadership Journey awards. Just look for the Girl Scouts logo and the program links.

COOKIE CAREERS

Try on a career. What fits you best?

Just like in any business, there’s a lot of work — and many different types of jobs — involved in a successful Cookie Sale. Of course, not every job is fun all the time. But when your job fits your talents and interests, you’re likely to do well, be happy and go far.

Have you thought about what kind of career you’d like to have? Now is a great time to try on a job and see if it fits you.

Talent Search is calling!

1 Take the Talent Search Survey. 2 When you’re done, record your results on the Talent Table. Do you agree with the results? 3 Check out the Cookie Career Profiles. The survey is just one way to think about

your talents. Trust your gut. What feels like a good fit? 4 Talk to your friends about their results. Review the tasks you need to do as a group

and how your talents might come into play. Decide how you can best form a superstar team of powerful talents!

COOKIE CAREERS

Talent Search Survey

Place a check next to the items that are true for you.

1. ___ I easily remember words to songs and poems and find myself reciting them a lot.

2. ___ When I’m bored, I often find myself counting things.

3. ___ I keep a journal.

4. ___ I feel comfortable in a room full of people.

5. ___ I like to spend my free time outdoors.

6. ___ On a road trip, I find myself counting the mile markers and calculating distances.

7. ___ When I have a problem, I usually seek help from my friends.

8. ___ I’d rather read a book than work puzzles.

9. ___ I find it difficult to sit for long periods of time.

10. ___ On a road trip, I like to draw what I see.

11. ___ I’d rather talk on the phone than listen to music.

12. ___ I’m good at keeping track of money.

13. ___ I’m pretty fast at word scrambles.

14. ___ I can master new sports easily.

15. ___ On a road trip, I like to play games with the other people in the car.

16. ___ I can’t talk without my hands.

17. ___ I like to look for cloud shapes.

18. ___ I like to play card games.

19. ___ I’d rather look at a magazine than read a book.

20. ___ I like to play charades.

21. ___ I’m a great Scrabble player.

22. ___ I don’t like road trips.

23. ___ Math makes sense to me.

24. ___ I think I’d be a good fashion designer.

25. ___ I like to design my own greeting cards.

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Talent Table

For any Talent Search survey question you checked, color in the corresponding numbered block in this table. The columns with the highest number of colored boxes are likely your areas of special talent and interest.

COOKIE CAREERS

1 2 10 4 5

8 6 17 7 9

13 12 19 11 14

21 18 24 15 16

3 23 25 20 22

Word Wonder

Number Natural

Design Dynamo

Social Sensation

Physical Phenomenon

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Cookie Career Profiles

When you know your strengths, you can make the best use of them. How could you use your talents to make your Cookie Activity a whopping success? They may be the same talents you use in your future career too. And remember, your talents are still developing, so don’t hesitate to try something new or take on an area that seems like a stretch.

The Cookie Activity is a hands-on business experience — make the most of it!

You’re talented in using language and thinking symbolically. Maybe you’ll become a writer, editor or researcher. This Cookie Season, you might write and edit the PR materials.

word wonder

You have a clear perception of things and are able to recall visual patterns. Maybe you’ll become a graphic designer, an artist or a photographer. This Cookie Season, you might try designing advertising materials and creating displays for the booth sales.

design dynamo

You have a keen sense of the needs and interests of others, and you’re a good communicator. Maybe you’ll become a psychologist, a social worker or a sales person. This Cookie Season, you might be the contact person for cookie events and booth sales.

social sensation

You’re a doer! You’re skilled in physical movement. Maybe you’ll become a professional athlete, a dancer or a physical therapist. This Cookie Season, maybe you could organize booth set-up, door to door sales and cookie deliveries.

physical phenomenon

You can think logically, recognize patterns and work with abstract concepts. Maybe you’ll become an accountant, an engineer or a data analyst. This Cookie Season, you might help with goal tracking and with cost analysis, using the Goal Action Planner shown on page 10.

number natural

COOKIE CAREERS

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Cookie Sale To-Do List

How will you divvy up the jobs this Cookie Season? Some are done as a group, so think about how your particular talents might help you lead the group. Others are tasks you’ll do as an individual to reach your goal.

Group Tasks Individual Tasks

Set goals – Work together to dream up some big goals that get everyone excited. Choose a fun-and-learning goal and a service or action goal.

Analyze costs – How much money do we need to earn to reach our goals? How many cookie packages is that? You’ll be especially interested in heading up this project if you’re a Number Natural.

Create a group plan – Explore creative marketing ideas and create a timeline for booth sales and other special events. You’ll be especially interested in heading up this project if you’re a Social Sensation or Design Dynamo.

Create PR and Host Events – Plan special promotions such as traveling Cookie Sales, door to door campaigns or business presentations. You’ll be especially interested in leading up this project if you’re a Social Sensation, Word Wonder or Physical Phenomenon.

Track Goals – Keep track of total group sales. You’ll be especially interested in heading up this project if you’re a Number Natural.

Set your personal goal – Know exactly how many packages you’re shooting for.

Create a personal plan – Shoot high and use some fun, proven strategies to reach your goal.

Organize – Make a to-do list with deadlines.

Create a customer list – You can keep this list for years to come.

Sell to friends and family – and beyond.

Track Your Progress – Keep track of your sales and report to the group.

COOKIE CAREERS

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GOAL SETTING

SMARTSet a goal that’s S.M.A.R.T.

SpecificMeasurableAttainableRealisticTimely

How much will it cost for you to reach your goal? Figure it out with the Goal Action Planner, an Excel calculator tool provided at www.littlebrownie.com in the Cookie Entrepreneur section.

Wishes or Goals?

What’s the difference between a wish and a goal? A wish is something you hope for — have you ever wished on a star? A goal is something you strive for, something you put your heart into. Sometimes setting a goal is as easy as giving a wish a deadline!

See if you can tell the difference. Draw a star next to the statements that are wishes and a heart next to those that are goals.

1 If only people didn’t have to go hungry.

2 I plan to sell 1,000 cookie packages this Cookie Season.

3 I will get an “A” in algebra this semester.

4 Maybe I’ll win the lottery.

5 We’re selling cookies so we can visit Our Chalet in June.

6 I’d like to help others.

7 We will organize a peer tutoring program after school.

8 I’m going to run in the marathon next year.

9 I’d like to help the environment.

10 I hope I get better grades.

1 , 2 , 3 , 4 , 5 , 6 , 7 , 8 , 9 ,10

GOAL SETTING

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INSPIRED BY. . . BIG GOALS!

If your big plan is to sell 10 cookie packages to Grandma, it’s hard to get off the couch. But when you set a big, inspiring goal. . . suddenly your energy is boundless!

How big is big? Check out these amazing trips and projects experienced every year by Girl Scouts like you.

New York, New York!Take a trip to the Big Apple. While in the city, go on a tour of Girl Scout National Headquarters located near the Empire State Building.

Hosteling InternationalAs a Girl Scout, you can receive special membership discounts and access to the network of places to stay through Youth Hosteling International — USA. From California to Washington, D.C., hostels offer inexpensive lodging and programs for you to meet people from all over the world. Visit www.hiayh.org for more information.

Serious Service or Action ProjectTravel to distant cities and help Habitat for Humanity build housing in partnership with people in need, or fund an entire action project that means something special to your team.

World CentersWith your team, make long term goals and arrangements to attend sessions or stay at the world centers run by the World Association of Girl Guides and Girl Scouts.

• Pax Lodge in London England www.paxlodge.org

• Our Chalet in Adelboden, Switzerlandwww.ourchalet.ch

• Our Cabana in Cuernavaca, Mexicowww.ourcabana.org

• Sangam in Pune, Indiawww.sangamworldcenter.org

Put it in writing

Think about what you want to achieve and why. Then reach for the stars and make it bigger! Don’t be afraid to set a goal that takes more than one year to reach. Remember to set both a fun-and-learning goal as well as a service goal. If your group has already set a goal, record it here. If not, work together to set goals for the Cookie Season. You can have a world of fun while making a world of difference.

My fun-and-learning goal:

My service goal:

GOAL SETTING

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Travel to Our Chalet in

Adelboden, Switzerland

Plan a Take Action Project

Visit New York City

____________________ ÷ ____________________ = ____________________

A fun and learning goal: ________________________________

And a service goal: _______________________________________

by selling ________ packages of Girl Scout Cookies.

To help the group reach this goal, I am committed to selling _______ packages.

_____________________________ ______________________

(signature) (date)

$____________________ ÷ $____________________ = ____________________

Dollar goal for Cookie Sale Amount earned per package # of packages

Next, complete this formula to determine how many each girl must sell to reach the goal:

Cookie Season Goal Pledge

This Cookie Season my group has set two kinds of goals:

Step Three: Finally, complete and sign this pledge to show your support for the Cookie Sale and

your group’s goals. Keep this pledge as a goal reminder as you sell cookies this year. Share it with

your customers so they know why you’re selling cookies!

# of packages # of girls Average package goal

Step Two: Now, complete these formulas to determine how many packages your group needs to sell:

To achieve these goals, we need to raise $________ this Cookie Season

Cost

A

B

C

D

E

Service Goal:

Total Estimated Cost of Service Project:

Grand Total Cost for Cookie Season Goals

Subtract line D from line C. This is your dollar goal for the Cookie Sale.

Step Three: Finally, complete the following table for the grand total!

How much money do you already have?

Subtract line B from line A.

How much money to you anticipate will be earned from an activity other that the

Cookie Sale?

How much money is needed to achieve your goals? (total from Part A)

Estimated Cost of “Fun and Learning” Goal

Estimated Cost of Service Project

PART B: INCOME PLANNING

Working through this section will help your group set a package goal and determine how many

packages each girl must sell to reach the goal.

Step One: First, complete this table to determine how much money you need to earn from the

Cookie Sale.

Component

Step Two: Now, estimate the amount needed to fund your service project. Complete the table

below by identifying the components involved in carrying out your service and estimating the costs:

Average Cost

per person

Number of

Meals Needed

Total Cost

Cost Per

Person

Total Cost

Total CostDescription

TICKETS (ATTRACTIONS & ENTERTAINMENT):

FOOD COSTS:

Total Estimated Food Costs:

Total Estimated Cost of “Fun and Learning” Goal:

Food Costs:

Cost of Tickets:

Transportation Costs

Total Estimated Entertainment Costs:

Total Additional Costs:

Additional Costs:

Type of Meal

Use the totals above to estimate the total cost of your fun and learning goal:

ADDITIONAL COSTS: (use as necessary):

Description

Lodging Costs:

How Much Will It Cost?

Now that you’ve set your goals, use the Goal Action Planner to help you think through the steps of achieving them. This Excel tool will help you calculate the costs of your goals and plan your income.

Log on to www.littlebrownie.com and click Cookie Entrepreneur to find this tech tool.

Cost per

Person

Total Cost

Number of

Units needed

Number of

Nights

Cost per Night Total Cost

Step One: First, determine the cost of your fun and learning goal. Complete the following section

of the planner to estimate the cost. Fill in those components that apply to your goal. There are

additional spaces where you can fill in cost components that are unique to your goal.

Total Estimated Transportation Costs:

Total Estimated Lodging Costs:

Mode of

Transportation

TRANSPORTATION COSTS:

Fun and Learning Goal:

Place

LODGING COSTS:

Name of Company or Provider

PART A: COST ANALYSIS

How much money do you need to finance your goals?

This Goal Action Planner will help you think through the

steps of achieving the goals you have set for the Cookie Season.

GOAL SETTING

PROGRAM LINK:Interest Projects for Girls 11-17 (GSUSA, 1997) • Cookies and Dough Interest Project/Skill Builders • Math, Maps and More Interest Project/Skill Builders • Dollars and Sense Interest Project/Skill Builders • Understanding Yourself and Others Interest Project/Skill Builders

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MARKETING

MARKETING

MY MARKETING PLAN

When you were a Girl Scout Brownie, you probably focused on selling. Now that you’re older, you’ll want to learn about marketing. What’s the difference? Selling is exchanging cookies for money. Marketing is all the promotional activities that drive those sales. The more marketing, the more sales! Marketing is what makes teen Girl Scouts totally different cookie sellers than younger Girl Scouts.

As a Cookie Entrepreneur Officer, you’ll want a top-notch plan for the season. It’s time for My Marketing Plan (er, YOUR marketing plan). This plan walks you through creating a plan just like the pros.

Step 1: Create your elevator pitch.

Imagine you’re in an elevator with a potential customer. You need a brief statement about what you’re doing and why — before the door opens and the customer is gone!

Just introduce yourself as a Girl Scout and include these three important parts: 1 Your group’s goals

2 Your personal package goal

3 The “ask.” (Be sure to ask the customer for the sale!) Example: Hello! I’m Sasha and I’m a Girl Scout Senior.

1. I’m selling cookies to help build a house for Habitat for Humanity and to travel to one of the Girl Scout World Centers with other Girl Scouts next year.

2. To help my group reach these goals, I’m challenging myself to sell 1,000 packages of cookies.

3. Would you like to support us by buying some Girl Scout Cookies?

––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––

PROGRAM LINK:Interest Projects for Girls 11-17 (GSUSA, 1997) • Cookies and Dough Interest Project/Skill Builders • Your Own Business Interest Project/Skill Builders • Public Relations Interest Projects/Skill Builders

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Step 2: List your potential customers.

Think way beyond family and friends and make a customer contact list for your cookie business. You’ll surprise yourself!

Examples of potential customers:

• My friends and their parents

• My extended family (aunts, uncles, cousins)

• My schoolmates and school teachers

• Mom’s and/or Dad’s workplace

• The local pro or farm baseball, basketball, football team who holds spring training in my hometown (if a spring sale)

• My brother’s Little League or sports team and parents

• My youth group at church

• Other church friends/parents

• Choir friends

• Dance classmates

• School clubs or activities

• Soccer, volleyball or other teammates

• Cheer squad

• Parent’s golf buddies

• Grandparents and their friends (if they live in a retirement or senior care facility, see if you can set up a booth sale one afternoon.)

• Parent’s business organizations, fraternities or clubs

• Older sister’s, college friends, or sorority house

• Find out if there are any conventions in town. Learn the name of the conference planner and ask if she would like to put a package of cookies in every guest’s room. Can you set up a Girl Scout Cookie and coffee break? Can you have a booth sale during the afternoon?

• Car dealers — make a presentation and suggest they give a box to each customer who test drives a vehicle or ask them to purchase cookies to set on a tray in their showroom

Be creative — think of everybody who might possibly want cookies!

MARKETING

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Step 3: Develop tactics to reach each customer.

A tactic is a procedure or activity that you’ll create for each of your customers to help you sell cookies. Again, the sky is the limit. Think big. . . Think fun. . . Think effective.

Example 1: Parents and their friends

Tactics:

1 Ask Mom and Dad to help you make a list of their friends whom you know.

2 Gather phone numbers and/or email addresses. Using your “elevator pitch,” send emails or text messages letting them know Cookie Season is just around the corner. Then, tell them to expect a call from you for their order.

3 The week before taking orders, send out a reminder email (you can use the eCard available at www.littlebrownie.com) with a recipe attached.

4 Make follow-up phone calls to take orders, or visit in person.

Example 2: Mom’s or Dad’s workplace

Tactics:

1 Go to www.littlebrownie.com to find great resources just for teens. Create and print the customizable business card and send to the workplace with a note asking permission to host a lunchtime “Cookies and Coffee Break.” Customize the PowerPoint template for a presentation at the office. Check out the recipes and take a couple of tasty treats to serve.

2 Write a persuasive invite and ask your parents to send out emails announcing the Cookie Sale and give prospective customers the opportunity to connect with you at the event.

3 Following the “Cookies and Coffee Break,” take orders.

4 Seek permission to set up in the lobby at closing time one afternoon.

MARKETING

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Customer TEXT

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Step 4: Fill in your Customer and Tactics Worksheet.

You can use the worksheet below to finalize your plan and keep track of your activities. On the left side of the worksheet, list all of the customers you can. Across the top of the sheet, check off all of the tactics and tools you will use to reach each customer.

MARKETING

Step 5: Create a customer profile.

Using your sales information, create an Excel spreadsheet or database in Microsoft Word (letters and mailings) that contains relevant contact information (email addresses, phone numbers) for your customers and the cookies they ordered. Next year, you can ask if they’d like the same order — plus you can suggest a new variety or two.

The online Cookie Club also offers a list manager. Ask your adult volunteer if your group is going to participate in the Cookie Club. See your Cookie Activity Kit or visit www.littlebrownie.com for more information.

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MARKETING

GET THE FACTS. . . AND ALL THE SUPER-SELLING STRATEGIES

Good marketing is based on research — real data that helps the pros guide their marketing plans. As a C.E.O., you have access to the powerful research conducted among Girl Scout Cookie customers. Check out the Girl Scout Top 10 Marketing Research Facts, and choose some Girl Scout-proven strategies to pump up your sales.

Girl Scout Top 10 Marketing Research Facts and Strategies

FACT 1: The Number One reason people don’t buy Girl Scout Cookies? They were never asked! Nearly 95 percent of people say they will buy Girl Scout Cookies if asked, and 73 percent would purchase multiple packages.

Strategy: You must think beyond, way beyond, family and friends to reach all those eager cookie customers. You already know that cookies sell well at groceries, malls and other high-traffic areas. Here are some more ideas:

• Go on the Road: Decorate your car or van so everyone knows it’s Cookie Season. Take your “booth” on the road and simply open the back for an instant booth at parks, sporting events or other venues. You can download templates for car magnets or clings at www.littlebrownie.com.

• Go Corporate: Ask permission to host a “Cookies and Coffee”

break at a corporation. Make a brief PowerPoint presentation in a meeting room and take orders. You can download a PowerPoint template at www.littlebrownie.com.

• Join the College Scene: Ask a sorority to sponsor you

for a cookie booth at a local college. College students are always hungry!

• Join the Team: Kick off the Cookie Season at a local high

school or college sporting event. Contact the school well in advance to make arrangements. Ask for PA announcements before and during the game to direct fans to your table. Ask to be located near the concession stand.

• Be Social: Hold a “Cookie Party.” Invite people in for

coffee and give a brief presentation on Girl Scout Cookies. Serve the cookies, of course, or make and serve recipes using the cookies.

• Join the Show: Find out what trade shows or conventions

will be in your town during Cookie Season. Ask the Convention and Visitors Bureau if you can set up a booth.

• Senior Connection: Bring extra cookies along when you visit grandparents in their senior living facility. Better yet, plan ahead and ask if you can have a booth sale or “walkabout” at the facility.

• Hook up with your council: Volunteer with a buddy or group to fill orders in your zip code area for customer contacts that come in online via the GSUSA Cookie Locator.

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1) If you want Girl Scout Cookies let me know. 2) Wouldn’t it be nice to have some Girl Scout Cookies? Please call me. 3) Want to buy Girl Scout Cookies? Call today. 4) You’re a text away from great cookies. 5) Need a cookie break? Place your order today. Call me! 6) Samoas, Thin Mints and Tagalongs are back! Get them before it is too late! 7) It’s Girl Scout Cookie Time! Please call to place your order. 8) Get your Girl Scout Cookies.

Answers

MARKETING

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TEXT-A-THON: PLACE UR ORDR 2DAY

Choose a Saturday, bring your cell phones and gather for a gab fest. Call or text everyone you know to place their cookie orders.

Here are some tips: • Bring along all your contacts and order forms. • Ask everyone you talk to if they know anyone else who wants cookies. Your contacts will grow exponentially!

(Remember: Don’t give out your contact information to strangers.) • Make it a party by playing fun background music, ordering pizza or bringing snacks to share. • Cell phones not an option? See if a school or office will give you permission to use their multiple phone lines for an

old-school telethon.

Make up your own text message abbreviations. Can you decipher these?

1 If U want GS cookiez LMK.

2 WIBN 2 have sum GS cookiez? Plz CM.

3 2 buy GS Cookies? Call 2day!

4 ur a txt away frm gr8 cookies.

5 Need a cookie brk? Place ur ordr 2day, call me!

6 Samoas, Thin Mints & Tagalongs R bak. Get them b4 it is 2 la8.

7 It’s GS Cookie Time! Plz call 2 place ur order!

8 Get ur Girl Scout Cookiez!

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FACT 2: Customers buy cookies because they love the taste.

Strategy: When customers approach your cookie booth, offer a cookie sample before you ask them to buy. Arrange an attractive plate with bite-size samples, so customers can try your varieties. No one can resist!

FACT 3: Cookies are in demand because customers can only buy them once a year.

Strategy: Make signs or suggest that customers buy by the case. Encourage customers to stock up for the whole year by buying enough to freeze for later. Offer a large zip-top freezer bag with large purchases. Remind customers that the cookies make perfect gifts and party food.

FACT 4: Customers buy cookies because they want to support the girls and Girl Scouting.

Strategy: Always tell your customers about your goals. Hang up signs that show what you’re working toward. Customers want to help you succeed!

FACT 5: The majority of customers feel it is important to buy directly from a Girl Scout, and they prefer to place an order at home.

Strategy: Host a Cookie Walkabout for direct sales. It’s fun and easy:

• Decorate your car, grab a wagon, fill it with cookies — and you’re ready for a “Walkabout.”

• Chaperoned teams go door to door selling cookies in an assigned area. • At a pre-determined time, gather for a celebration. • Just for fun, award prizes in categories such as most energy, most cookies

sold, best decorated cookie car, etc.

FACT 6: Girl Scout Cookie customers are loyal purchasers who buy every year.

Strategy: Contact your customers from last year. Save your order card for next year so you can return to your customers and ask them again.

MARKETING

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MARKETING

Facts source: Girl Scout Cookies Consumer Insights, a national study sponsored by Little Brownie Bakers (2008).

FACT 7: When customers are asked multiple times, they buy multiple packages.

Strategy: Ask, ask, and ask again. When you deliver cookies, ask customers if they would like to buy more than they ordered. Two weeks after you deliver cookies, call your customers back to see if they are craving more cookies. If you have cookies left over at the end of the season, call back the customers who bought those varieties and ask if they’d like more.

Here’s an easy way to ask: Hi, I’m Tanya, the Girl Scout you bought cookies from a few weeks ago. I have some Thin Mints still available, and I know you like that variety. Would you like to buy some additional packages?

FACT 8: Customers sometimes buy fewer cookie packages because of diet issues.

Strategy: Create a Gift of Caring option. Offer customers the opportunity to purchase cookies that you deliver to a charity, community agency or military serving overseas. Some girls choose “hometown heroes” such as firefighters and other uniformed personnel. Some choose women’s shelters or similar groups. At booth sales, create a sign that informs customers about this choice. Create a drop box and/or display a poster to tally donations so customers can see the donated cookies stacking up!

FACT 9: Customers buy more when girls suggest multiple packages.

Strategy: Create bundled packages Such as“Chocolate Lovers Pack” or “Timeless Classics Bundle” — to encourage multiple sales. Simply tie up three packages with decorative ribbons. Suggest that bundled cookies make great gifts. Provide free handmade gift cards, or print tags and cards at www.littlebrownie.com if you wish.

FACT 10: Customers want to perceive that they are getting the best value possible for the money they spend.

Cook It Up: Offer a free recipe with the purchase of multiple packages. Print some recipes from www.littlebrownie.com. Attach an appropriate recipe to each bundle of cookies. It’s a lot of fun to create attractive recipe booklets to give away with larger purchases.

TOOLS OF THE COOKIE TRADE

COOKIE ENTREPRENEUR TOOLS

For every step of your Cookie Sale, there is a tech tool that can help. Visit www.littlebrownie.com to find these great Cookie Entrepreneur tools and resources. Remember, some tools will be helpful for more than one step.

1. Planning

• Set your goals • Plan your Cookie Season

Cookie Entrepreneur tools that can help:

Cost per

Person

Total Cost

Number of

Units needed

Number of

Nights

Cost per Night Total Cost

Step One: First, determine the cost of your fun and learning goal. Complete the following section

of the planner to estimate the cost. Fill in those components that apply to your goal. There are

additional spaces where you can fill in cost components that are unique to your goal.

Total Estimated Transportation Costs:

Total Estimated Lodging Costs:

Mode of

Transportation

TRANSPORTATION COSTS:

Fun and Learning Goal:

Place

LODGING COSTS:

Name of Company or Provider

PART A: COST ANALYSIS

How much money do you need to finance your goals?

This Goal Action Planner will help you think through the

steps of achieving the goals you have set for the Cookie Season.

Goal Action PlannerDetermine the cost of your goals

Make your to-do list for the Cookie Sale and create a reasonable deadline for each task. These should be things that you need to do for the group as well as for your individual sales program. Organize your tasks in date order and use this tool as a checklist to track your progress.

Deadline Task Person in Charge Completed

PERSONAL TASK PLANNER

Personal Task PlannerMake a to-do list

Customizable Cookie CalendarMap out what to do based upon initial order dates

Cookie ClubManage your sale via the online Cookie Club

2. Initial Order-Taking • Contact customers from previous year’s order card • Contact family and friends • Take orders door to door • Contact local businesses for sales • Send out text messages to everyone you know

Cookie Entrepreneur tools that can help:

email family and friends

Fill in the months and dates and then add your cookie plans. Don’t forget booth sales, group meetings and any other cookie events.

Month: _____________________________________________

Month: _____________________________________________

Name: Email: Phone#

Street Address:

Cookie varieties ordered and # of boxes of each

Name: Email: Phone#

Street Address:


Name: Email: Phone#

Street Address:


Name: Email: Phone#

Street Address:


Name: Email: Phone#

Street Address:


Would you like to buy some

Girl Scout Cookies?

C.E.O

Cookie Entrepreneur Officer

C.E.OCookie Entrepreneur Officer

Would you like to buy some Girl Scout Cookies?

C.E.O




C.E.OCookie Entrepreneur Officer

it’s girl scout co

okie

tim

e! it’s girl scout

cookie

tim

e!

Customer ProfileKeep track of your customers

eCardsSend out eCards to everyone you know

Business Card TemplateMake business cards to hand out at business presentations or with deliveries

PowerPoint TemplateCreate presentations for businesses


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PROGRAM LINK:Interest Projects for Girls 11-17 (GSUSA, 1997) • Your Own Business Interest Project/Technology • Computers in Everyday Life Interest Project/Technology • Cookies and Dough Interest Project/Technology

3. Post Initial Order-Taking • If your council permits, continue to take orders • Carry your order card with you at all times

Cookie Entrepreneur tools that can help

THANK YOU


C.E.O


Thanks for supporting

your Girl Scout!

C.E.O



Girl Scout Cookies?

Thank you for supporting Girl Scouts!

THA

NK

YO

U


Girl Scout Cookies?

C.E.O


Thank you for supporting Girl Scouts!

thank you

C.E.O



4. Direct Sales

• Deliver initial-order cookies • Have booth sales • Call back customers two weeks before the sale ends to ask for additional orders • Have a Cookie Walkabout, going door to door with cookies available at that time • Send eCards reminding customers it’s their last chance to buy until next year

Cookie Entrepreneur tools that can help

Thank You NotesPrint out thank you notes using the templates provided

Goal Getter Order CardIf you need an extra copy for more order taking, use the Goal Getter order card provided


Gift of Caring Promotional MaterialsUse the art provided to turn a box into a gift of caring donation bin. Hang the Gift of Caring flyer at your booth sales to promote your cause.

Cookie Car Magnets or ClingsMake your Cookie Booth mobile

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Congratulations on a Great Cookie Season!

You’ve delivered the cookies, you’ve collected the money . . . what now? An entrepreneur’s job is never truly “done.” And the fun is just beginning:

Celebrate! Never pass up a chance to celebrate your success. At the end of Cookie Season, look back and reward yourself for your efforts and for reaching your goal. Throw a party with your friends. Treat yourself to an at-home spa night. Reaching a goal feels good — spend some time enjoying those good feelings.

Evaluate! Never stop learning. Think of at least one thing you would do differently next time. That’s the key to success in every business.

Activate! It’s time to take your cookie proceeds and turn your goals into reality.

Build Your Resumé with Cookies

Thinking about applying for a summer job or college scholarship? Consider putting cookies on your resumé. Depending on your experience, your resume might read: • Spring 2010: Director of Public Relations for Girl Scout Troop 123

during the Girl Scout Cookie Sale. Was instrumental in the troop reaching a goal of selling 5,000 cookie packages and traveling to Chicago, using some of the proceeds, to serve disadvantaged youth.

• Sold 1,000 cookie packages during the 2010 Girl Scout Cookie Sale, earning a place in the Girl Scout Council’s Top Seller Club.

Your experience with Girl Scout Cookies gives you a “real world” advantage over other candidates. Talk it up!

WRAP IT UP

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ADVANCEDCOOKIE ENTREPRENEUR

Ready to think like an owner?

Maybe you aspire to become a successful entrepreneur. Or maybe you really, really don’t want the headache. No matter what kind of work life you plan to have, you will want to think like an owner.

Let’s say you’re working in an ice-cream shop. The milkshake machine breaks and you can’t make any more milkshakes.

• Do you tell customers to go somewhere else while you read a book and wait for the next shift to show up?

• Or do you offer customers a different kind of treat while you fix the machine or call someone in to make repairs?

You get it. You make the customers happy, and you fix the problem. That’s what a true owner would do. When you think like an owner, you can really contribute. When the time comes, you’re the one who is named store manager. Or maybe you’re the one who goes on to start her own ice-cream shop. . . or chain of ice-cream shops.

It may sound funny, but a person with an owner’s point of view is happier too. She feels in charge of her own life. And who is better at being in charge of you. . . than you?

ADVANCED COOKIE ENTREPRENEUR

In some ways, you’re an entrepreneur right now — even if you don’t work or work for someone else. How can you think like an owner in your English class? In your summer job? In your Cookie Sale?

_________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________

PROGRAM LINK:Interest Projects for Girls 11-17 (GSUSA, 1997) • Your Own Business Interest Project/Skill Builders

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Can you spot a Cookie Entrepreneur?

There are some qualities that entrepreneurs seem to have in common. How can you develop these talents as you run your cookie business?

A Business Entrepreneur. . . A Cookie Entrepreneur. . .

Is energetic Sells cookies after school and jumps at the chance for an evening booth sale at a great location.

Is goal-oriented Sets a sales goal and stays focused on reaching it. And if she reaches her goal, she works to make the group goal.

Is creative Thinks of great new ways to reach customers. Plus, she can wrap or bundle cookie packages so that they make perfect gifts.

Is a risk-taker Is not afraid to try new selling ideas. She might even set up a cookie booth at a sporting event.

Is organized Uses a Cookie Sale to-do list and calendar. Even during Cookie Season, she finds time for schoolwork, friends, family and other commitments.

Is a problem-solver Figures out what to do with cookies in the rain. . . or snow! Or helps advise someone when their sales are lagging.

Is confident Carries herself with poise. And she carries a separate order card for those who want to order by the case.

Is adaptable Can even set up a cookie booth without a table if she needs to.

Is a good communicator Has a “no fail” telephone sales pitch.

Is community-minded Knows that cookie proceeds benefit not only her project but her whole Girl Scout council.

Is a dreamer Sets a goal that inspires her — maybe an exciting trip or a service project she feels passionate about.

Is a continuous learner Is always thinking about how she can learn more and improve her sales.

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Are sales skills really important life skills?

You betcha. It would be hard to come up with a lifestyle that didn’t include a hefty amount of sales. Want to run a business? You have to sell your customers on your product or service. Want to be a teacher? Try “selling” third-graders on why grammar is a good thing. Want to be an actor? You have to “sell” your audience that you’re actually the character you’re portraying. Want to be an accountant? You’ll have to “sell” an employer on why you’re the best person to hire. Whew. . . the examples are endless. And has your mom ever tried to sell you on vegetables? Did you buy it?

To sell anything, you have to tell others about how it would benefit them. Give one example of a time you “sold” someone on an idea. How’d you do it?



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Problems R Us

Problems are no obstacle for successful entrepreneurs. They know how to get their heads around a sticky situation and figure out a way to solve, get around or get through problems that arise. So do you! You’ve had lots of practice with problem-solving — and not just in math class.

Have you ever needed the shirt that was in the laundry? Or forgotten your lunch money? Have you ever been following a recipe for a cake and discovered you were missing the next ingredient on the list? If so, you

had to solve a problem. You quickly ran through your options. Would it be better to wash the shirt or wear a different one? Could I skip lunch or do

I know someone in the lunch line? What in the world can take the place of butter?

In the end, maybe you settled for a different shirt, borrowed money from a friend and substituted applesauce for butter. However you worked it out, you handled it!

Every business — even the cookie business — will have a headache now and then. How would you solve the problems

below? Challenge yourself to come up with at least three options before you choose a solution.

The headache Maybe I could try. . . I’d pick this solution

It’s the night before the booth sale and you’re in charge of bringing the sign. But making signs is not one of your talents!

1.2.3.


It’s midway through the Cookie Sale and you’ve sold quite a few cookies. But this morning you discover that you’ve lost your order card.

1.2.3.


You’ve set up a booth in the lobby of a big company. Sales are great! One of the managers wants to buy Thin Mints for all her workers. . . but you just ran out.

1.2.3.



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Ethics Matter

The most successful entrepreneurs will tell you that nice guys (and girls) really do finish first. That doesn’t mean they don’t compete! But they do put their values into action. Make the values you learn in Girl Scouting the foundation of your business and your life, and you’ll go far.

Think about how you can put the Girl Scout Law into action in your cookie business.

Girl Scout Law How I will live the Law during the cookie sale. . .

I will do my best to be honest and fair, I will always be honest in my business affairs and sell my products and services at a fair price.

friendly and helpful, I will. . .

considerate and caring,

courageous and strong, and

responsible for what I say and do,

and to respect myself and others,

respect authority,

use resources wisely,

make the world a better place, and

be a sister to every Girl Scout.


PROGRAM LINK:Interest Projects for Girls 11-17 (GSUSA, 1997) • Understanding Yourself and Others InterestProject/Skill Builders

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