2018 Girl Scouts Product Sales Conference · -4.1% 0.0% 2017-18 Top 10 LBB Councils Source: LBB...
Transcript of 2018 Girl Scouts Product Sales Conference · -4.1% 0.0% 2017-18 Top 10 LBB Councils Source: LBB...
2018 Girl Scouts® Product Sales Conference
Guest starring
Served by Little Brownie Bakers®
PLEASE WELCOME
YOUR HOST…
Lilliea
Jackson
Sales Operation Manager
Jen Roth
Senior Business
Director
Kristin
Dalene
National Account
Executive Manager
2017-18 Final Results
2017-18 LBB Sales Trend
-4.1%0.0%
-8.8%+.7%
-1%
+5.9%
2013-14 2014-15 2015-16 2016-17 2017-18 Est.
Packages 122.4 121.8 123.3 128.1 129
Cases 10.2 10.2 10.28 10.68 10.83
118
120
122
124
126
128
130
9.8
9.9
10
10.1
10.2
10.3
10.4
10.5
10.6
10.7
10.8
10.9
+1.1%
+3.9% +1.4%
Source: LBB Sales & Budget as of 6.8.18
3 Consecutive Years Of Overall Growth!
-1.3%-3.0%
-11.5%
2.1%4.0%
0.4%
-15.0%
-10.0%
-5.0%
0.0%
5.0%
10.0%
15.0%
20.0%
Total TroopInitial Orders
Total CouncilInitial Orders
Overall PriceIncreaseCouncils
Overall Non-Price Increase
CouncilsOverall DirectSale Councils
OverallTraditional
Sale Council
Pe
rce
nt
Gro
wth
ove
r 2
01
7
-4.1%0.0%
2017-18 LBB Breakdown Of Sales
Source: LBB Sales & Budget as of 6.8.18
Initial Order
-4.1%0.0%
2017-18 Top 10 LBB Councils
Source: LBB Sales & Budget as of 6.8.18
COUNCIL CASES SOLD GIRLS SELLING PGA
GREATER LOS ANGELES 469,270 29,011 194
COLORADO 414,651 15,580 319
NATIONS CAPITAL 385,221 38,291 121
NORTHERN CALIFORNIA 369,121 25,987 170
GREATER CHICAGO & NW IND 363,500 38,141 114
WESTERN WASHINGTON 352,642 16,973 249
GREATER ATLANTA 346,099 22,859 182
WESTERN OHIO 302,697 21,304 171
NE TEXAS 288,470 14,996 231
CENTRAL INDIANA 258,612 16,475 188
2017-18 LBB Sales By Variety
-4.1%0.0%
2016-17 2017-18
Source: LBB Sales & Budget as of 6.8.18
6.1%9.3%
10.0%
21.6%2.7%6.8%
15.7%
27.9%
6.3%
9.0%
9.7%
20.8%3.2%8.7%
15.2%
27.2%
2017-18 Digital Cookie Sales
-4.1%
1,822,795
4,092,397
7,315,389
2.0 3 .0 4 .0
Digital Packages
* Evans Reporting As of 5.12.18
+79%
+125%
163,941 Girls SellingPGA 44.6
DONATION, 9.0%
GIRL DELIVERY, 39.0%
GIRL DELIVERY W/ DONATION, 7.0%
SHIPPED, 28.5%
SHIPPED W/ DONATION, 5.0%
COOKIES IN HAND, 10.5%
COOKIES IN HAND W/ DONATION, 1.0%
2017-18 Digital Cookie Sales By Type
* Evans Reporting As of 5.12.18
2017-18 TOP 10 DIGITAL COOKIE SALES
-4.1%
* Evans Reporting As of 5.12.18
Council Packages
512 - Colorado 680,057
204 - Nations Capital 524,200
333 - Greater Atlanta 483,943
688 - Girl Scouts of Western Washington 329,150
636 - Northern California 301,030
140 - Northern New Jersey 267,814
240 - Girl Scouts of Western Ohio 251,087
623 - San Diego-Imperial 247,925
607 - Ariz. Cactus-Pine 223,245
106 - Connecticut 213,640
2017-18 Council Milestones
CONFIDENTIAL & PROPRIETARY Some programs still under review by GSUSA
2018 GROWTH COUNCILS
ALASKACOLORADOGREATERLOSANGELESEASTERNWASH.&NIDAHOCHESAPEAKEBAYNORTHCENTRALALABAMASOUTHWESTTEXASNORTHERNCALIFORNIASANDIEGOEASTERNOKLAHOMAMIDDLETENNESSEEGATEWAYHEARTOFPENNSYLVANIAGREATERMISSISSIPPI
EASTERNSOUTHCAROLINADIAMONDSOFARK,OK&TEXASFLORIDAPANHANDLEWESTERNOKLAHOMAHAWAIITROPICALFLORIDANORTHEASTTEXASMANITOUNORTHEASTOHIOHEARTOFTHESOUTHCENTRALINDIANANATIONSCAPITALCOLONIALCOAST
SOUTHEASTMICHIGANSOUTHERNNEVADASOUTHERNARIZONAGREATERATLANTAGREATERNEWYORKSOUTHEASTFLORIDAWESTERNWASHINGTONNASSAUNORTHATLANTICWESTERNOHIOHORNETSNESTNYPENNPATHWAYSNENEWYORKOHIOHEARTLANDHEARTOFTHEHUDSON
UTAH
GIRL SCOUTS OF…
CONFIDENTIAL & PROPRIETARY Some programs still under review by GSUSA
! WESTERN OKLAHOMA ! ALASKA ! DIAMONDS OF ARK, OK, TX ! NY PENN PATHWAYS ! COLONIAL COAST ! GATEWAY ! GREATER ATLANTA ! NORTH CENTRAL ALABAMA
! CHESAPEAKE BAY ! HORNET’S NEST ! MANITOU ! NORTH EAST OHIO ! WESTERN OHIO ! EASTERN WASHINGTON NORTHERN IDAHO ! SAN DIEGO ! UTAH
2+ YEARS OF GROWTH
! TROPICAL FLORIDA ! GREATER MISSISSIPPI
! CENTRAL INDIANA ! NATIONS CAPITAL ! SOUTHEAST MICHIGAN ! EASTERN OKLAHOMA
! GREATER NEW YORK ! HEART OF HUDSON ! MIDDLE TENNESSEE ! SOUTHEAST FLORIDA
! NASSAU
! FLORIDA PANHANDLE ! HEART OF PENNSYLVANIA ! NORTHEAST TEXAS ! GREATER LOS ANGELES ! COLORADO ! OHIO HEARTLAND
! WESTERN WASHINGTON ! HAWAII
GIRL SCOUTS OF…
CONFIDENTIAL & PROPRIETARY Some programs still under review by GSUSA
! NASSAU ! WESTERN WASHINGTON ! HAWAII
! TROPICAL FLORIDA ! GREATER MISSISSIPPI ! FLORIDA PANHANDLE ! HEART OF PENNSYLVANIA ! NORTHEAST TEXAS ! GREATER LOS ANGELES ! COLORADO ! OHIO HEARTLAND
3+ YEARS OF GROWTH
! CENTRAL INDIANA ! NATIONS CAPITAL ! SOUTHEAST MICHIGAN ! EASTERN OKLAHOMA
! GREATER NEW YORK ! HEART OF HUDSON ! MIDDLE TENNESSEE ! SOUTHEAST FLORIDA
GIRL SCOUTS OF…
CONFIDENTIAL & PROPRIETARY Some programs still under review by GSUSA
! CENTRAL INDIANA ! NATIONS CAPITAL ! SOUTHEAST MICHIGAN ! EASTERN OKLAHOMA
! NASSAU ! WESTERN WASHINGTON ! HAWAII
4+ YEARS OF GROWTH
! GREATER NEW YORK ! HEART OF HUDSON ! MIDDLE TENNESSEE ! SOUTHEAST FLORIDA
GIRL SCOUTS OF…
CONFIDENTIAL & PROPRIETARY Some programs still under review by GSUSA
! NASSAU (5 years) ! WESTERN WASHINGTON (6 years) ! HAWAII (6 years)
5+ YEARS OF GROWTH
GIRL SCOUTS OF…
CONFIDENTIAL & PROPRIETARY Some programs still under review by GSUSA
HONORABLE MENTION
“Closest To The Pin on Forecast”
Girl Scouts of Southeast Florida
Within .1% of forecast, less than 200 case difference!
THANK YOU!
Congratulations & Thank You For Your
Partnership To Make 2018 Such A
Successful Year
Becky HarriganTechnology Manager
& Rock Star
CONFIDENTIAL & PROPRIETARY
Some programs still under review by GSUSA
TECH POWER
a t h e r f i n g e r t i p s
CONFIDENTIAL & PROPRIETARY
Some programs still under review by GSUSA
eBUDDE® Performance
2017-2018
A Proven, Trusted, Reliable Platform
Source: 2018 Google Analytics, SendGrid and Mission Data Server Statistics
CONFIDENTIAL & PROPRIETARY
Some programs still under review by GSUSA
MORE THAN 1.8 MILLION PACKAGES ORDERED THROUGH THE APP
eBUDDE® Troop App Success
CONFIDENTIAL & PROPRIETARY
Some programs still under review by GSUSA
eBudde Troop App Results
TROOP INITIAL ORDER SUBMISSIONS
1.8 MILLION
PAGE VIEWS3.1 MILLION
CONFIDENTIAL & PROPRIETARY
Some programs still under review by GSUSA
eBudde™ Troop App Plus
Troop App Enhancements
2019
• Messaging: eBudde Admin Tool & Troop App Display
• Cookie Swap Bulletin Board
• Booth Signup: Wait-list Option
• Delivery: Electronic Signature
• Transactions: Pending Order
• Contacts: Lists, Add New, Edit
• Sales Data: Previous Season Comparison
CONFIDENTIAL & PROPRIETARY
Some programs still under review by GSUSA
eBUDDE® 2019
Enhancements Inspired by You
CONFIDENTIAL & PROPRIETARY
Some programs still under review by GSUSA
Single Sign On
Your Cookie Technology Portal
Preliminary Screen Mock-Up; Subject to Change
CONFIDENTIAL & PROPRIETARY
Some programs still under review by GSUSA
Single Sign On
Preliminary Screen Mock-Up; Subject to Change
CONFIDENTIAL & PROPRIETARY
Some programs still under review by GSUSA
eBudde™ Updates
Updates to support Troop App+ and preparation for eBudde™ Mobile.
Initial Order screen links to previous season I/O and or/ sales
data
Messaging
Specialized booth site signups with their own rules
Document attachment to booth sites/delivery sites
Sort booth bulk approval page
Archive booth rules
Booth site waitlist
CONFIDENTIAL & PROPRIETARY
Some programs still under review by GSUSA
Messaging: eBudde™
CONFIDENTIAL & PROPRIETARY
Some programs still under review by GSUSA
CONFIDENTIAL & PROPRIETARY
Some programs still under review by GSUSA
Pending order emails – include cupboard address,
quantities and varieties and create one for deleted
orders
Cupboard clerks exempt from cupboard hours
Printing of all transactions by pickup date
Set pickup time entry parameters
Update cupboard dashboard with cupboard goals
Check box for tracking printed transaction
Dashboard goal volume bar scaling update
Dashboard include girls registered and girls selling with
comparison against last year participation rate
eBudde™ Updates
CONFIDENTIAL & PROPRIETARY
Some programs still under review by GSUSA
PENDING ORDER EMAILS
CONFIDENTIAL & PROPRIETARY
Some programs still under review by GSUSA
PENDING ORDER EMAILS
CONFIDENTIAL & PROPRIETARY
Some programs still under review by GSUSA
CUPBOARD PICKUP
CONFIDENTIAL & PROPRIETARY
Some programs still under review by GSUSA
CONFIDENTIAL & PROPRIETARY
Some programs still under review by GSUSA
eBudde™ Updates
eBudde™ Updates
Add council name to emails
Track troop and girl inactive setting in the events tab
Allow girl payments when system is shut down to volunteer
input
Volunteer rewards in catalogs and mandatory option
Visibility of LBB settings for confirmation
Make eBudde more tablet friendly
CONFIDENTIAL & PROPRIETARY
Some programs still under review by GSUSA
CONFIDENTIAL & PROPRIETARY
Some programs still under review by GSUSA
GIRL REWARDS BY AGE & GRADE LEVEL
CONFIDENTIAL & PROPRIETARY
Some programs still under review by GSUSA
CONFIDENTIAL & PROPRIETARY
Some programs still under review by GSUSA
Digital Cookie Roadmap
Investments for 2019
2611
Proprietary & Confidential
*DOC 5.0 and Beyond Pending GSUSA Review
CONFIDENTIAL & PROPRIETARY
Some programs still under review by GSUSA
Updates to prevent girl importing errors
causing duplicate girls, girls with wrong IDs
and mis-matches between the systems
Include DOC Start and End dates passed to
eBudde
Provide discrepancy reports to avoid hours of
working finding differences.
DOC email rewards automation
Update dashboard verbiage on DOC girl
delivered for reference only
eBudde™ DOC 5.0 Updates
CONFIDENTIAL & PROPRIETARY
Some programs still under review by GSUSA
Expanding eBudde® Ecosystem
FUTURECURRENT
CONFIDENTIAL & PROPRIETARY
Some programs still under review by GSUSA
eBudde® Mobile Friendly
eBudde: Powering the Digital Cookie Sale. Modern. Simple. Mobile First.
CONFIDENTIAL & PROPRIETARY
Some programs still under review by GSUSA
BEST PRACTICES
S t r a t e g i e s F o r G r o w t h
CONFIDENTIAL & PROPRIETARY
Some programs still under review by GSUSA
Participation Increase
Digital Cookie Sales
Social Media Sales Support
Volunteer Engagement
Sustainable Growth
Presented by councils leading the way….
TANYA ROBINSON
Girl Scouts San Diego
2019 Data Points: ! 7.3% Increase in Cases Sold (236,417) ! 1.5% Increase in Girls Selling (14,190) ! 5.8% Increase in PGA to 200
PARTICIPATION
CONFIDENTIAL & PROPRIETARY
Some programs still under review by GSUSA
Participation
Staff led cookie program that allows the girls to participate
without a troop volunteer
They receive reduced proceeds to cover the staff cost
This year we expanded the program to facilitate a cookie
program for APD girls that participate in our year-round
outreach programs
1.5% increase in participation this year
2 consecutive years of participation increases!
Best Practice: Bite-Sized Cookie Program
JANET BARNES Girl Scouts of Northern
New Jersey
2019 Data Points: ! 155,713 Total Cases Sold ! 19,671 Girls Selling ! 14% of Council Cookie Sales are
in the Digital Channel
DIGITAL COOKIE
CONFIDENTIAL & PROPRIETARY
Some programs still under review by GSUSA
Digital Cookie
Best Practice:
28% of Girls Participating in Digital Cookie, Digital
PGA 48, Overall Digital Cookie Sales Increase of 64%
Work very closely with our Membership Placement department to ensure
our data imports go smoothly.
We have processes in place for new girls and transfers.
We talk a lot about Digital Cookie in our weekly “Cookie Chats” that are
sent to SU and Troop Cookie Managers throughout the sale.
We have a Cookie Teckie rewards group in place for sales not just
emails.
CONFIDENTIAL & PROPRIETARY
Some programs still under review by GSUSA
AND NOW IT’S TIME FOR A
COMMERCIAL BREAK
brought to you by…..
Best Order Card Ever
Have the right sales strategies
But wait, there’s more….. How does the
order card look??
Make it girl (like kid) friendly- appeal to the GIRL Scout using it
Keep it Simple Girl Language
(Small Print- Put details on website or Parent Info piece. Consider using a QR code to take parents and volunteers to
your website for the non-girl friendly details)
Do you offer a reward?Then it should be on the Girl Order Card
Panel!
Use these tips and have the BEST ORDER
CARD EVER!
AMANDA THOMAS & YAVONKIA JENKINS Girl Scouts of Southeast
Michigan
2019 Data Points: ! 2.1% Increase in Cases (249,723) ! 15,436 Girls Selling ! PGA 186
SOCIAL MEDIA
CONFIDENTIAL & PROPRIETARY
Some programs still under review by GSUSA
Social Media
12% consecutive sales growth over 4 years
Best Practice:
• Coordinate all information with website, e-newsletters and social media, so that all
information being shared is timely and consistent. On-going partnership with
product program and Marcomm staff.
• Share public-facing information on council social media accounts, and volunteer
information on volunteer support Facebook group.
• On-time webinar recordings, links to materials and reminders posted to volunteer
Facebook group before important points in the program; with volunteer committee
members to answer questions.
• The goal of this is to keep volunteers engaged during the program, and ensure
they feel empowered with all the tools they need for success.
TRACY TUDDER
Girl Scouts of Middle Tennessee
2019 Data Points: ! 6.2% Increase in Cases Sold (164,855)
! 4.2% Increase in Girls Selling (11,340)
! 4 Package Increase in PGA to 175
VOLUNTEER ENGAGEMENT
CONFIDENTIAL & PROPRIETARY
Some programs still under review by GSUSA
Volunteer Engagement
25% consecutive sales growth over 4 years!
Best Practice:
Innovative training and opportunities for volunteers
Board supported volunteer engagement location
Ease of CouncilAlignMENT software
Board of Directors support
CONFIDENTIAL & PROPRIETARY
Some programs still under review by GSUSA
AND NOW IT’S TIME FOR A
COMMERCIAL BREAK
brought to you by…..
Shipping troop materials the easy way
Volunteer Experience
3rd Party Logistics(3PL)
T
Troops Love It!
What I wish I knew the first year!
Vendor understands scope of project Verify Addresses Test Run Plenty of time
Happy HappyVolunteers
Carl Canale- Girl Scout of Greater Chicago & Northwest Indiana
Amanda Thomas- Girl Scouts of Southeastern Michigan
MECCA STEVENSON
Girl Scouts of Western Washington
2019 Data Points: ! Cases Sold 352,642
! Girls Selling 16,966
! PGA of 245
SUSTAINABLE SALES
Sustainable Sales
36% consecutive sales growth, including a
price increase year, over 6 years of growth!
Best Practice: Transparency and buy in from volunteers, allowing them a seat at the table for
decisions – Spring Debriefing Sessions
Yearly reward level and PGA proceeds adjustments, based on results
Early adapters who embrace change, especially in technology
High booth engagement to reach customers – 25 slots per troop
Forecasting cupboards, having cookies where they are needed
CONFIDENTIAL & PROPRIETARY
Because Girl Scouts are more than just cookies
CONFIDENTIAL & PROPRIETARY
CONFIDENTIAL & PROPRIETARY
NOW LET’S
GET READY TO BE…
BIGGER
BRIGHTER
THIS COOKIE SEASON!