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

trobinson@sdgirlscouts.org

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

jbarnes@gsnnj.org

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

athomas@gssem.org

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

5udder@gsmidtn.org

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

mstevenson@girlscoutsww.org

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!