2020 Cookie Family Guide

e i k o o c GRE LOS

Family Guide

R TE ES EA EL GR ANG S O L

R A M N A J R O KEEP F

Table of Contents 3

Welcome!

4

2020 Girl Scout Cookie Program

5

5 Skills for Girls

7

The Girl Scout Difference

8

Where the Proceeds Go

9

Making a Difference: Girl Stories

11

The Line Up

12

Tips & Key Players

13

Top 13 Cookie Selling Tips

15

Inventory & Getting Started

16

Ways to Market Cookies

17

Ways to Sell Cookies

19

Digital Cookie

20

Online Marketing Guidelines

21

More on Boothing

22

Cookie Program Requirements, Roles, & Responsibilities

23

Cookie Code of Conduct

25

Gift of Caring

28

Sweet Rewards

29

Cookie Pro

30

Contests & Fun

32

Cookie Time is Family Time

33

Volunteer for a Cookie Cupboard

www.girlscoutsla.org Headquarters 1150 S. Olive Street, Suite 600 Los Angeles, CA 90015 Business hours: Mon-Fri, 8:30 a.m.-5 p.m.

GSGLA offices are closed on the second and fourth Monday of each month.

GSGLA is committed to the extraordinary legacy of Girl Scouts and its mission to build girls of courage, confidence, and character, who make the world a better place.

For more information on how to join, volunteer, reconnect, or donate, call 213-213-0123 or visit girlscoutsla.org.

GSGLA is an Equal Opportunity Employer.

InformaciĂłn disponible en espaĂąol o llamando al 213-213-0123.

Dear GSGLA Girl Scouts and Girl Scout Families: It's my first cookie season as your CEO, and I couldn't be more pumped! The Girl Scout Cookie Program has long provided girls and young women hands-on experiences in the 5 Skills—goal setting, decision making, money management, people skills, and business ethics. Here's what is more exciting to me: seeing how each girl applies these skills to other Girl Scout projects and to her life.

I can't wait to see how you use experiences from this cookie season to wow the world.

Parents and volunteers already know how incredible Girl Scouts are. One of my goals as CEO of GSGLA is to show the rest of the world that Girl Scouts are tomorrow's achievers, decision-makers, entrepreneurs, and leaders.

In this year’s Cookie Family Guide, you'll find stories about girls who've used their cookiepreneur skills to help their communities and to cash in on cool troop experiences (Page 9). You'll also see cookie-selling tips from 13 GSGLA girls (Page 13) and a breakdown of high-level rewards to motivate your sales goals (Page 28).

But my deepest hope is that participation in the cookie program helps our girls develop more enduring attributes—a strong sense of self, a positive outlook, ethical values, and the desire to make the world a better place.

Yours in Girl Scouting,

Theresa Edy-Kiene Chief Executive Officer, GSGLA

GSGLA CEO Theresa Edy-Kiene meets with GSGLA Senior Naomi P.

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THE 2020 GIRL SCOUT

cookie PROGRAM The Girl Scout Cookie Program is the world’s leading business and financial literacy program by and for girls. Are you ready for the fun? Read on to get the basics on how to participate and how to make this the best Girl Scout Cookie season ever!

5 things to know about the cookie program

1917

January 26 to March 8

In 1917, the first-known cookie sale by Girl Scouts took place as a way to earn money to support girl-led community service projects and other activities. Girl Scouts have been entrepreneurs for more than 100 years.

The 2020 GSGLA Cookie Program runs Jan. 26-March 8. All registered Girl Scouts can participate. The cookie program only happens once a year!

800m Nationally, the Girl Scout Cookie Program grosses more than $800 million in sales.

5 Girls

Skills for

Girls who participate in the Girl Scout Cookie Program learn and practice five valuable skills (goal setting, decision making, money management, people skills, and business ethics) that will help them now and in the future. (See 5 Skills for Girls on page 5-6).

100% All of the proceeds generated from the cookie program stay within the local council to support Girl Scout programs right here in our community!

girlscoutsla.org | 213-213-0123 4

rks

g Pe n i l l e S e i k o o C

5 Girls

Skills for and ways girls benefit from cookie-selling!

1 Goal Setting Girl Scouts set cookie sale goals individually and with their troop. She creates a plan to reach them. She develops cooperation and team-building skills all along the way! ⇨ Assist your Girl Scout in setting practical goals by looking at the rewards, talking about community projects, and discussing troop activities. Aid your Girl Scout by role-playing when she needs assistance in this thought process.

My friends and I work together to set our troop goal for the season; maybe we'll donate to our local animal hospital or go on an adventure.

Selling the cookies is great but what we do with the money we earn is even greater.

2 Decision

Making

Girl Scouts help decide how their troop will spend their cookie money, furthering the critical-thinking and problem-solving skills that will help her in many aspects of her life. ⇨ Ask your Girl Scout how her troop plans to use the proceeds, what individual goal she'd like to set, and what things she can do to meet her goals.

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3 Money

Management

Girl Scouts take cookie orders, handle customers’ money, and gain valuable and practical life skills regarding finances and money. ⇨ For her personal sales, allow your Girl Scout to count the money with you. Encourage her to separate her order, and tally up the amount due.

I get a lifetime supply of confidence in every package.

I make change happen!

4 People Skills Girl Scouts learn how to talk to, listen to, and work with all kinds of people while selling cookies. These experiences help her develop healthy relationship and conflict-resolution skills. ⇨ Help your daughter feel comfortable asking friends and family to support her. Encourage her to speak confidently and to say thank you.

5 Business

Ethics

Girl Scouts are honest and responsible at every step of the cookie program, which reinforces the positive values she is developing as a Girl Scout. ⇨ Act honestly, responsibly, and follow the rules during every step of the cookie program and encourage your daughter to run her business as a professional.

girlscoutsla.org | 213-213-0123 6

The Girl Scout Difference Our Girl Scout Leadership Experience is a one-of-a-kind leadership development program for girls with proven results. It’s based on time-tested methods and research-backed programming that embolden girls to take the lead— both in their own lives and in the world.

And the inclusive, all-female environment of a Girl Scout troop creates a safe space where girls can try new things, develop a range of skills, take on leadership roles, and just be themselves.

1

Strong Sense of Self Girls have confidence in themselves and their abilities, and form positive identities.

2

Positive Value Girls act ethically, honestly, and responsibly, and show concern for others.

3

Challenge Seeking Girls take appropriate risks, try things even if they might fail, and learn from mistakes.

4

Healthy Relationships Girls develop and maintain healthy relationships by communicating their feelings directly and resolving conflicts constructively.

5

Community Problem Solving Girls desire to contribute to the world in purposeful and meaningful ways, learn how to identify problems in the community, and create “action plans” to solve them.

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Did you know? All proceeds from Girl Scout Cookies® stay local!

When you purchase Girl Scout Cookies from a young, budding entrepreneur, you’re supporting her success today and tomorrow. Girl Scout Cookies’ proceeds stay local to:

1

2

3

HOW A PACKAGE OF COOKIES SUPPORTS GIRL SCOUTS

High quality Girl Scout programs, such as leadership, business, outdoor, and STEM workshops.

26%

Girl and volunteer support, including financial assistance for underserved girls and volunteer training and resources.

47% 27% Troop earnings and rewards, which girls use for activities like travel, camp, and community service projects.

The Girl Scout Cookie Program is the largest girl-led entrepreneurial program in the world! girlscoutsla.org | 213-213-0123 8

Making a Difference

The Girl Scout Cookie Program Lets Girls Give Back to Their Communities The Girl Scout Cookie Program—the largest girl-led business in the world—helps Girl Scouts earn money for fun, educational activities and community projects. In an entrepreneurial sense, it helps girls learn the 5 Skills: goal setting, decision making, money management, people skills, and business ethics. Most importantly, the program allows each member to unleash her inner G.I.R.L. (Go-Getter, Innovator, Risk-taker, Leader).

GSGLA Junior Ariana C. has been selling cookies for five years, since she was a first-year Daisy. “At first, I was nervous. But once I got the hang of it, I got super excited,” she said.

Every year, she sets her sales goals a little higher. And Ariana’s work doesn’t stop after cookie season. She uses the 5 Skills, not only to sell cookies, but to complete projects that better her Artesia community.

For one project, she sponsored a buddy bench for her school, where a child can sit during playtime, and it signals to other children that they would like someone to talk to or play with. It's a piece of playground furniture that can promote inclusion and empathy. Ariana also handed out bags of wildflower seeds at the LA Fair, with the message, “Help me save the bees.” For another project, Ariana decided to help a girl go to camp. “I figured, not every person has the money to have that good experience,” she said.

While selling cookies at a booth, Ariana met a 7-year-old girl and her mother. The girl had recently lost her father, and her mother said she couldn’t afford to send her to camp. Ariana said it was important to her to sponsor a girl who was not yet involved in Girl Scouts and who had never been to summer camp—this girl checked all the boxes.

“She was the perfect person at the perfect time,” she said. Ariana Hug a tree, save a bee, treated the girl to a week at El Ranchito Day Camp. Afterwards, the girl joined Girl Scouts, and her mother was able to send her to make a difference in the camp again this past summer.

community.

El Ranchito holds a special place in Ariana’s heart, especially the rock wall. She said three summers ago, she tried all season to make it to the top. During the last week of camp, she made it halfway up the rock wall and started to give up. But her counselors and fellow campers cheered her on and encouraged her to keep going. She made it to the top and accomplished her goal.

This cookie season, Ariana hopes to have enough cookie proceeds to fund three projects: Sponsor a family for Christmas; donate supplies to Long Beach Animal Shelter—a no-kill facility; and create a program called Carts for Kids, in which she plans to collect high-quality, name-brand art supplies, toys, books, and games, and put them in a cart to donate to children’s hospital wards. Ariana also plans to create sensory carts for autistic children.

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Ariana said the 5 Skills all play a role when she is deciding which projects to tackle, setting cookie-selling goals, managing money, and speaking to people through the lens of an entrepreneur and a philanthropist. Business ethics also play a crucial role. Ariana said one of her sales tactics is telling customers how she plans to use the cookie proceeds—whether it's to help sponsor a girl at camp or to donate to an animal shelter. She said once you tell people where the money is going, the ethical path is to follow through.

Senior Sydney E. of Sunland is a 10th grade student, who has been selling cookies since Grade 1. “I can safely say I've sold over 1,000 cookie boxes since then,” she said. Sydney said the leaders of Troop 3841 always encouraged the troop to donate some of its cookie proceeds to a local charity of their choice. “My troop came to see that we were doing a good thing,” she said.

As younger girls, Sydney said her troop often chose to donate to charities that benefited animals, including Guide Dogs of America, a stray cat shelter, and the Humane Society. “As we got older, our focus was switched to helping causes that benefited women and children,” she said. As part of the It’s Your Planet—Love It! journey, the troop donated money to an international charity, Water for People, which works to bring high-quality drinking water and sanitation to communities across the globe. “We learned from our journey that girls didn't go to school and had to make a dangerous journey just to get water My customers have told me for their families every day,” Sydney said. Two years ago, when how much they appreciated Hurricane Maria caused severe damage to Puerto Rico, Sydney said her troop donated cookie proceeds to HOPE worldwide, after knowing that the cookies researching the most reliable charity to get help to people in need.

served a purpose.

For its Silver Award project, the troop helped the Elizabeth House, a shelter for pregnant women and their children, by cooking meals and organizing and building a dressing area for the shelter’s Career Closet—a selection of interview- and workappropriate clothes for the inhabitants. “We set the trend for Duchess Meghan, [who recently launched Smart Works to provide interview clothes to unemployed women seeking work],” Sydney said.

With every package of cookies Sydney sells, she adds a Thank You note, specifying the charity that will benefit from the cookie proceeds. “My customers have told me how much they appreciated knowing that the cookies served a purpose,” she said.

Sydney is currently at work on her Gold Award. She said her troop saved cookie proceeds over the years to partially fund all of the troop members’ Gold Award projects. Hers focuses on children with special needs. “Fitness, socializing, and playing have played a big part in my childhood. Kids with special needs have limited ways to do these things,” she said.

Sydney plans to create communication boards for school speech therapy departments to help special needs children learn to talk. Her project also involves working with the nonprofit Pedal Pushers, AMBUCS to donate therapy tricycles to special needs children so they can play, and socialize.

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The Line Up Customers love our amazing, name-brand Girl Scout Cookies baked especially for us by Little Brownie Bakers, one of the two bakers that produce Girl Scout Cookies in the USA! new

innovation!

NEW • 100% Real Cocoa • Real Coconut

LEMON-UPS

TM

NATURALLY FLAVORED WITH OTHER NATURAL FLAVORS Crispy lemon cookies baked with inspiring messages to lift your spirits

®

Crisp cookies coated in caramel, sprinkled with toasted coconut and striped with dark chocolaty coating

• Made with Natural Flavors • Real Peanut Butter • Whole Grain Oats

• 100% Real Cocoa • Real Peanut Butter

TAGALONGS

SAMOAS

®

DO-SI-DOS

®

Crispy cookies layered with peanut butter and covered with a chocolaty coating

• Made with Vegan Ingredients • 100% Real Cocoa

TREFOILS

THIN MINTS

Delicate-tasting shortbread that is delightfully simple and satisfying

Crisp wafers covered in chocolaty coating made with natural oil of peppermint

®

• Made with Natural Flavors • 100% Real Cocoa

®

specialty innovation

GIRL SCOUT S’MORES ®

specialty innovation

TOFFEE-TASTIC

®

GLUTEN-FREE

Crunchy graham sandwich cookies with creamy chocolate

• 12 packages per case • Cookies are $5/package and $60/case, except for the two specialty cookies: Girl Scout S'mores and gluten-free Toffee-Tastic which are $6/package and $72/case, because they cost more to produce • Girl Scout Cookies are date-stamped for freshness • No Partially Hydrogenated Oils (PHOs) • No high-fructose corn syrup; zero grams trans fat, RSPO Certified (mass Balanced) Palm Oil • See order card for nutritional information, or visit littlebrowniebakers.com 11 girlscoutsla.org | 213-213-0123

Key Players Tips for Selling Cookies 1. Ask friends and family to buy or donate Girl Scout Cookies.

2. Review last year’s order cards and contact your reliable customers.

3. Need more cookies? Contact your troop cookie chair.

4. Do residential door-to-door sales, set up a lemonade stand at your home or at the home of a close relative, booth with your troop, or sell online through Digital Cookie (shipment or Gift of Caring only).

5. Prior to the end of the program, contact your customers again to place another order.

There are several groups of people who will make your cookie business a complete success: 1. GSGLA staff will provide the necessary tools to conduct a successful cookie business.

2. Your troop cookie chair/troop leader will organize and guide your troop through the program.

3. Your troop consists of registered Girl Scouts ready to put their leadership skills into action.

4. Your support team consists of family and friends who will encourage and assist you.

5. Customers are the awesome people who will financially help Girl Scouts reach their goals!

How to Handle Cookie Money— Tips for Parents ⇨ Always count money and only take checks from people you trust. Checks received are to be made payable to “Girl Scout Troop [insert troop number].” ⚬ Accept only preprinted checks with issuer’s address. Write the issuer’s phone number and driver’s license number on the face of check. ⚬ Note the girl’s first name and last initial in the memo line of the check. ⚬ Caution against accepting out-of-state checks. ⇨ Do not accept $50 or $100 bills. These are the most commonly counterfeited. ⇨ Turn in money to your troop cookie chair (TCC) promptly and frequently, as communicated by your TCC. Don’t hold onto the money, as it can get misplaced or mixed with your own funds. Always get a receipt from your TCC for money you turn in for your daughter’s individual orders. ⇨ Money should be submitted in the same form it was received from the customer. Do not deposit cash into your personal account; write a check to the troop; or use Venmo, PayPal, or CheddarUp to pay for cookies. Families are financially responsible for any lost, stolen, or counterfeit money. girlscoutsla.org | 213-213-0123 12

TOP SELLING COOKIES TIPS

13 Always try your hardest and never give up."

- Makayla C., Junior

Be persistent and don’t take ‘no’ for an answer."

- Zoe A., Senior

Sing songs, and keep a high energy!"

- Morgan C., Brownie

Believe in yourself, and be a go-getter."

- Ariana C., Junior

Try to be as confident as you can and speak up. If people don’t hear you, they won’t gravitate towards your booth."

- Katelyn R., Cadette

Learn your product so you can recommend cookies for people based on their tastes."

- Saela J., Junior

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Tell people how they’re helping you pay for an experience like camp."

- Nala B., Brownie

Learn math, and keep your money organized."

- Sarah B., Junior

Be entertaining, and engage your customers."

- Nyah B., Junior

Go door-to-door as much as you can. You get to know people that way, and they’re more motivated to buy from you."

- Quinn W., Junior

Make a sign for your booth that shows your goal so people can decide to help you achieve it."

- Sarah C., Cadette

My tip for selling lots of cookies is ask everyone you know and ask often."

It’s a lot of hard work.

Try very hard and be yourself. Don’t get nervous. Let loose and have fun. Pretend you’re selling to your parents or a family friend."

- Sophia R., Junior

- Angelina C., Junior girlscoutsla.org | 213-213-0123 14

INVENTORY & GETTING STARTED HOW A DIRECT SALE WORKS ⇨ Sell actual inventory instead of promises! ⇨ The direct sale format allows you to have the inventory in hand so customers don’t have to wait! ⇨ Cookies are distributed to families at the start of the sale using a specific formula for your troop. This is referred to as the starting inventory order (SIO) which is placed by your troop cookie chair. ⇨ Girls can use order cards to track sales or customer contact information. ⇨ Families are not limited to the one-time inventory allotment; they should pick up additional inventory as needed throughout the program—check with your troop cookie chair. ⇨ Families turn in funds to the troop for cookies as they sell them. Cookies are not pre-paid. ⇨ Balance for all cookies is due shortly after the end of the program (March 8, 2020).

COMING UP WITH A TROOP INVENTORY Kick off the cookie program with your troop by discussing what to do with cookie proceeds as well as what funds are needed for program supplies, registration dues, uniforms, etc. ⇨ ⇨ ⇨ ⇨ ⇨

As a troop, calculate the budget needed for the activities chosen to determine your troop’s sales goal.

Relying on the troop's goal, the troop cookie chair (TCC) will submit the starting inventory order (SIO).

All members of the troop should support the collective goals that girls discussed and agreed on.

The troop is financially responsible for all cookies ordered and received.

The troop will get the majority (75–80%) of its cookie inventory through the SIO. Cookies are ordered in full case quantities (12 packages per case)—additional cookies may be ordered through the TCC.

STARTING INVENTORY DELIVERY DAY (JAN. 24-25) When picking up your cookies: ⇨ Count each package before leaving your troop cookie chair. ⇨ Sign a receipt and take a copy. You are financially responsible for each package of cookies you sign for. ⇨ Always keep your cookies in a cool place & elevated off the ground—do not store in the garage. (If cookies are damaged, you are still responsible for paying for them.) ⇨ Store cookies away from strong odors, such as cigarette smoke and pungent foods.

WHEN CAN I SELL GIRL SCOUT COOKIES? (JAN. 26-MARCH 8) No cookie orders or sales can take place prior to Jan. 26. However, you may announce the sale start date in advance. ⇨ It is considered “early selling” any time a girl/adult accepts someone’s request for a certain cookie quantity or variety, takes money for cookies, asks potential customers questions like, “Will you buy cookies from me?” or solicits for Gift of Caring donations before Jan. 26. ⇨ If a potential customer responds prior to Jan. 26 with comments like “Put me down for…,” the appropriate response must be “Thank you for your pledge. We will contact you at the start of the program to take your order.”

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WAYS TO MARKE T COOKIES Marketing your cookie business is extremely important in order for it to be a success! Here are some effective marketing techniques:

DIGITAL COOKIE Digital Cookie is a fun and interactive website that assists girls in learning the essential 5 Skills and tracking cookie sales. It is a password-protected private area for Girl Scouts only.

When using Digital Cookie, girls can: ⇨ Learn about goals and selling tips ⇨ Set troop and individual goals ⇨ Record their customer lists so they can be saved and reused each cookie season ⇨ Send secure emails to customers to take online orders for shipment only and to accept Gift of Caring donations.

Starting Jan. 26, parents can log into gsdigitalcookie.com/gsgla and set up their girl's account. The Girl Scout will have fun creating her personalized avatar and sending out emails to family and friends.

INTERNET Although the girls or their families/friends may not sell cookies on the internet, girls can use age-appropriate internet tools to promote their cookie business. However, cookie delivery and payment must be done in person except through Digital Cookie. Online social networking sites (such as Facebook and Twitter) are a great place for teens 13 and older to promote and ask for cookie orders—with parent permission. Be sure to follow computer/online use guidelines in Safety Activity Checkpoints, Digital Marketing Tips for Cookie Entrepreneurs & Their Families, and Supplemental Safety Tips for Online Marketing. Visit girlscouts.org for complete safety guidelines.

Remember, selling Girl Scout Cookies on eBay, NextDoor, Craigslist, Amazon, or any other online resale website is NOT allowed.

COOKIE MOBILE Bling your booth! Girls can decorate wagons for walkabouts, lemonade stands, and their cookie booths to attract customers to purchase cookies. Watch for council communications that advertise contest rules and other ideas. Plus, visit your local Girl Scout store to check out our new cookie carts and other cookie-themed signs, T-shirts, and more items!

OTHER MARKETING IDEAS ⇨ Cookie chairs, pick up your troop's special cookie marketing kit during training! It's chock-full of items you can use during boothing. ⇨ Try a troop text-a-thon to let friends and family know “It’s cookie time” or “I have cookies NOW, no waiting!” ⇨ Have a Cookie House Party and sell cookies by the case! Visit littlebrowniebakers.com for details and resources. ⇨ Remind customers that Girl Scout Cookies are only available once a year, and they freeze well. ⇨ Visit girlscoutsla.org for marketing downloads like business cards, marketing kits, and more! girlscoutsla.org | 213-213-0123 16

WAYS TO SE LL COOKIES In Person Sales

Digital Cookie

Walkabout or Door-to-Door

Lemonade Stand

✓

✓

✓

✓

✓

✓

✓

✓

Cookie Booth

Special Booth Request

✓

✓

✓

✓

WHO CAN SELL? Girls Individually Sell with Your Troop WHERE TO SELL Residential Area

✓

Business/Commercial Area Online and Gift of Caring for Shipment Cookie House Party (Invite only)

✓ ✓

WALKABOUTS AND DOOR-TO-DOOR SALES: The practice of going from door-to-door in a residential neighborhood (not commercial or retail areas, like parking lots, etc.) to sell cookies (no stationary booths). ⇨ Door-to-door selling is permitted in residential areas only, including parks (city ordinance permitting). ⇨ Girls should be familiar with the neighborhoods. ⇨ Girls must always have an adult with them and should never be out after dark. ⇨ Girls should not go into a yard if there is a dog or a closed gate/fence. ⇨ Girls should never enter a customer’s home or accept food or beverages. ⇨ No pets are allowed while selling cookies. ⇨ If a customer stops a girl while walking around her neighborhood, she can sell her/him cookies; however, the girl is not permitted to stay in that spot and continue to sell. She must continue to the next door.

LEMONADE STANDS: A booth set up on the property where the girl or a close family member resides, as their city, homeowner's association, and/or property management permits. ⇨ Girls must have an adult present at the lemonade stand at all times—cookies and money should never be left unattended. ⇨ Lemonade stands are not to be set up on the street, sidewalk, street corner, medians or outside of fencing or walls. ⇨ Girls who reside in an apartment, gated community, or similar housing must obtain management approval prior to setting up—set-up must be in a common area inside the complex (not on the street or sidewalk). ⇨ Any signage must follow city, property management, and/or homeowner association signage rules. ⇨ Keep cookies shaded from the elements (i.e., heat, rain, etc.). Consider using a rolling cooler on hot days to keep cookies from melting (for walkabouts, too).

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WORKPLACE SELLING: The practice of taking orders or selling cookies at a workplace (including a parent’s workplace). ⇨ Girls must contact business owners or managers to request permission to sell at the business. ⇨ Girls can make a sales pitch to staff or leave an order card in a location visible to employees. ⇨ Girls can only sell to the employees of the business. ⇨ Parents may have cookies to sell at their place of work to employees only, but any displays must include a message from the girl. ⇨ Displays cannot be visible by workplace’s customers/patrons. This includes all retail establishments. ⇨ Girls are not to set up booths at businesses without special booth approval; ask your troop cookie chair. ⇨ There are several high-rise buildings in Downtown LA, Burbank, Woodland Hills, Long Beach, and on the Westside that belong exclusively to GSGLA’s corporate booth program. Older girl troops can apply for these sites separately; ask your troop cookie chair.

COOKIE BOOTHS: Stations, usually a table and chairs, where a group/troop of Girl Scouts sell cookies, most often set up at a storefront. Boothing encourages teamwork and learning. (Boothing is a privilege! As guests in front of a business, we need to be on our best behavior.) ⇨ Boothing can be done only during Feb. 7–March 8. ⇨ Locations are pre-authorized by GSGLA; consult your troop cookie chair for availabilities or to seek required approval for any special booth locations outside of what is offered (see Page 21). ⇨ Girls and adults must be present at each cookie booth. A troop cannot booth without parent help. At least two girls per door are required to be present at all times. Two adults are required, one must be a registered Girl Scout member and at least one must be female.*† ⇨ No tagalongs: Only registered Girl Scouts can booth; therefore, siblings and friends are not allowed. ⇨ Do not block entrances; approach customers only as they are leaving the business. ⇨ Follow all rules the business requests, and unless authorized by the business, do not affix anything to the property where the booth is held. ⇨ Make sure the cookie inventory is always in sight; do not leave cash visible, and keep change on hand. ⇨ Clean up all trash and take it with you; do not use trash cans at the booth location. *Senior/Ambassador troops only require a minimum of two girls and one female adult OR one girl and two adults (one of which is female). †Cadettes and up can host one girl, one parent booths Feb 21-Mar 8; however, all girls in the troop must be given the opportunity to participate in the booth. Priority is given to troop boothing over individual girl boothing and all doors at a location must be covered. Booths must be scheduled by the troop cookie chair on behalf of the girl, and you should check with the troop cookie chair before and after the booth to verify sales to be credited to the girl, true up inventory, and to remit proceeds to the troop. girlscoutsla.org | 213-213-0123 18

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19 girlscoutsla.org | 213-213-0123

Digital Cookie Promotion & Online Marketing Guidelines Digital Cookie provides an exciting opportunity for girls to extend their cookie sales to friends and family nationwide (shipment and Gift of Caring donations only). Now, selling to a far-away relative or family friend is as easy as sending a girl’s unique Digital Cookie URL! With safety in mind, please review the following guidelines:

Marketing as an Individual Seller

Marketing as a Troop

Girls may: • Combine Digital Cookie with traditional sales to enhance the Girl Scout Cookie Program experience.

• Create compelling digital content of goals, images, videos, and/or graphics.

• Curate an online customer base of personal friends/family.

• Post their Digital Cookie link on public social media sites (i.e. Facebook, Twitter, Instagram, etc.)

• Post messaging and/or video (i.e. social media or email) that includes a cookie pitch and their unique Digital Cookie URL for cookie-purchasing.

• Share posts on social media that generally highlight the cookie program, Five Skills and/or Girl Scout experiences, as long as the information does not disclose any location or contact information.

• Ask contacts to share their Digital Cookie link with friends and family.

• Post where their troop is boothing.

Troops may: • Use Digital Cookie to teach girls about e-commerce, web design, and social media best practices.

• Work together to create troop and individual promotional materials to market Digital Cookie as a group and on each girl’s personal cookie site.

• Promote Cookie Season content on social channels with: • General details about the cookie program, Five Skills and/or the troop’s Girl Scout experiences are highlighted, don't disclose any girl location or contact information.

• Direct customers to Girl Scouts of Greater Los Angeles’ cookie finder (girlscoutsla.org/cookies) as an alternative call to action.

• Post their troop cookie booths without disclosing girl information.

Girls may not: • Post last name or direct contact details (i.e. phone number, address, school, location, and/or email) • Post where a girl is boothing.

• Direct message anyone they don't personally know on social media platforms.

• Post their Digital Cookie link on resale sites (i.e.

Craigslist, eBay, Facebook Marketplace, etc.)

Troops may not: • Post content including direct contact details (i.e. phone number, address, school, location, and/or email).

NOTE: Public-facing channels and social media accounts include those in which the public can follow, post or interact with anyone within that channel without special permissions. Private accounts denote those in which messaging is only seen by a closed group of personal friends and family. Refer to Safety Activity Checkpoints, Digital Marketing Tips for Cookie Entreprenuers and Their Families, and Supplemental Safety Tips for Online Marketing for complete safety guidelines.

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MORE ON BOOTHING BEFORE, DURING, AND AFTER A BOOTH ⇨ ⇨ ⇨ ⇨ ⇨

Arrive and end on time. Respect the next scheduled troop and prepare to turn over the site.

Make sure you have the important phone numbers: troop leader, troop cookie chair.

Arrive with a great attitude, smile, and say thank you even if a customer does not buy.

All conflicts must be resolved quietly, peacefully, and out of earshot from the girls and the public.

Cell phones, iPads, or other electronic devices should not be used during your boothing shift for personal use.

SPECIAL BOOTH REQUESTS ⇨ Examples of a special booth include unique, one-time/one-day opportunities at: churches, schools, sporting events, drive-thru booths, and small businesses. ⇨ Consult with your troop cookie chair for details. Special booth requests require written pre-approval and can take a week or longer to obtain.

EXCHANGING AND RETURNING COOKIES ⇨ It’s the family’s responsibility to exchange or return undamaged, factory-sealed cookies to your troop within the timeframes and guidelines provided by your troop cookie chair (TCC). ⇨ Any cookies not returned to the TCC by the designated date will be the financial responsibility of the family.

It’s about teamwork: all troop members can pitch in to help with any unsold cookies.

SELLING OUTSIDE THE COUNCIL AREA Being a sister to every Girl Scout means respecting our sister Girl Scouts in neighboring councils. As such, selling outside the GSGLA council region (AKA “cross-border selling”) is only allowed on an exception basis, starting Jan. 26. (Visit girlscoutsla.org to view a council map.) ⇨ Family: Girls can sell to family and to the family’s immediate neighbors outside of GSGLA's borders. ⇨ Friends: Immediate friends are okay. ⇨ Workplace: In the parent or guardian’s workplace only (to friends and work colleagues only, not to their customers). Friends' and extended family’s workplaces are not allowed. ⇨ Lemonade stands, walkabouts, and boothing of any kind: Never allowed outside of GSGLA borders.

SAFETY TIPS WHILE SELLING COOKIES

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⇨ Wear the membership pin and Girl Scout uniform/clothing to identify yourself as a Girl Scout. ⇨ Always use the buddy system. ⇨ Be familiar with the neighborhoods where you will be selling cookies. ⇨ Partner with adults. ⇨ Never enter a customer’s home. ⇨ Never approach customers in cars. ⇨ Follow safe pedestrian practices when crossing streets. Be aware of traffic when unloading vehicles. ⇨ Have a plan for safeguarding money (avoid carrying large amounts; have supervising adult deposit proceeds immediately). ⇨ Sell only during daylight hours. ⇨ Never provide a girl’s name, address/phone number, or email address. ⇨ Be web-wise. Take the GSUSA Internet Safety Pledge at girlscouts.org before going online.

COOKIE PROGRAM REQUIREMENTS, ROLES, AND RESPONSIBILITIES

FOR GIRLS: ⇨ Be a currently registered Girl Scout. ⇨ Ensure no cookie orders are taken or sales made prior to the start date, Sunday, Jan. 26, 2020. ⇨ Set individual goals and help the troop set and achieve overall troop goals. ⇨ Participate in troop meetings and cookie program discussions. ⇨ Know your product; learn about the cookies. ⇨ Be easily identifiable as a Girl Scout. Wear your uniform or other Girl Scout attire, and your membership pin. ⇨ Tell customers how your troop will use cookie proceeds. ⇨ Encourage customers to support the Gift of Caring (GOC) cookie donation program. ⇨ Participate in the troop booth sales.

FOR PARENTS & CAREGIVERS: ⇨ Sign the 2019 Fall Product-2020 Cookie Program Parent/Guardian Permission Responsibility Agreement & the Parent Cookie Conduct Agreement form. ⇨ Encourage your daughter to participate in cookie program activities. Work with her to build her 5 Skills. ⇨ Ensure no cookie orders are taken or sales made prior to the start date, Sunday, Jan. 26, 2020. ⇨ Guide your daughter when making individual learning and sales goals. Work with your daughter and her troop in setting goals to help determine the number of cookies to order. Respect and support those goals. ⇨ Participate in booth sales and assist the troop cookie chair and troop leader. ⇨ Keep your troop cookie chair updated on your daughter’s inventory—request more cookies when you sell out. ⇨ Be responsible for payment of all cookies received and safeguarding all monies collected from customers. ⇨ Participate in the receipting for all cookies received and for all money submitted to troop. Retain all receipts. ⇨ Follow all troop guidelines and timeframes for turning in money and cookie exchanges and returns. ⇨ Follow all rules and guidelines for selling as defined by GSGLA and understand consequences for noncompliance.

FOR TROOP COOKIE CHAIRS/TROOP LEADERS: ⇨ Train the girls and parents and distribute all needed materials, providing ongoing support throughout the sale. ⇨ Do not set quotas for individual girls. ⇨ Allow time for cookies to be sold before requiring payment from parents and set up periodic collection dates. ⇨ Collect and deposit all funds due from the girls/parents into the troop account frequently. ⇨ Enter all troop and girl orders and money collected into the cookie system (eBudde). ⇨ Meet deadlines as set by the service unit cookie program chair and as indicated in the troop guide. ⇨ Keep track of individual girl sales and boothing sales. ⇨ If your troop is doing additional money-earning events, ensure the troop adheres to the participation definition as outlined in Volunteer Essentials.

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COOKIE CODE OF CONDUCT Girls and adults must adhere to information contained in this family guide and all GSUSA and GSGLA rules and regulations when selling Girl Scout Cookies. These rules are in place so that girls can run a successful, fair, fun, and safe cookie business. Consult your troop cookie chair with any questions.

FOR GIRLS: I will adhere to the principles of the Girl Scout Promise and Law and follow all GSGLA guidelines.

I will follow the rules to help make sure program activities are safe, fun, and successful.

I will not sell cookies prior to the sale start date of Jan. 26, 2020.

I will wear appropriate Girl Scout attire and dress neatly and appropriately for the weather.

I will treat other people, myself, property, and equipment with respect.

I will remove all trash from boothing sites and take it with me when I leave.

I will listen carefully to all instructions and appropriately respond to all directions given by Girl Scout leaders, troop cookie chairs, or the adult in charge. ⇨ I will not run or demonstrate any physical activity that could place me in harm. I will not participate in any roughhousing, loud voices, or inappropriate language. ⇨ I will never give out my last name, address, email address, or phone number to customers. Instead, I will refer the customer to the adult volunteer. ⇨ ⇨ ⇨ ⇨ ⇨ ⇨ ⇨

FOR PARENTS & CAREGIVERS: ⇨ ⇨ ⇨ ⇨ ⇨ ⇨ ⇨ ⇨ ⇨ ⇨ ⇨ ⇨ ⇨ ⇨ ⇨ ⇨

I will adhere to the principles of the Girl Scout Promise and Law and follow the GSGLA guidelines.

I will follow the rules to help make sure program activities are safe, fun, and successful.

I will make sure my daughter does not sell cookies prior to the sale start date of Jan. 26, 2020.

I will be respectful of the Girl Scout leaders, troop cookie chair, or the adult in charge.

I understand I am responsible for all money collected on behalf of the troop and misuse of council and/or troop funds will not be tolerated.

I understand I am financially responsible for all product received and all cookies must be paid by the March 2020 deadline set by my troop cookie chair.

I will treat other people, myself, property, and equipment with respect. I will not leave trash behind.

I will remove all cardboard boxes and trash from boothing sites and dispose of them at my home.

I understand that siblings (tagalongs) are not allowed at a cookie booth.

I will not violate Girl Scout policies, create discord, or damage or misuse property.

I will not demonstrate violence of any kind, including inappropriate conduct, profanity, or verbal abuse.

I will not be under the influence or hold possession of illegal substances during any Girl Scout activities.

Firearms or weaponry are not allowed.

I understand smoking is not allowed in the presence of girls during Girl Scout activities.

I will support the goals established by my daughter and her troop.

I understand that adults may assist, but cannot sell cookies. This is the girl’s business to operate.

I will follow all GSGLA rules & guidelines when at a booth, as well as rules established by a business.

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CONSEQUENCES If girls and/or troops are not selling in accordance with established rules and regulations, girls and/or troops can be penalized by having one or more of the following consequences applied*: ⇨ Removal of the highest reward level earned ⇨ No future boothing ⇨ Reduction in troop proceeds or opt-out proceeds ⇨ Reduction in packages sold for girl and/or troop ⇨ Forfeiture of girl and/or troop proceeds/rewards Examples of rule violations include: ⇨ Taking orders or selling before Sunday, Jan. 26, 2020 ⇨ Selling cookies for the incorrect price ⇨ Selling cookies outside of authorized areas ⇨ Conducting a booth without submitting and receiving a special request approval ⇨ Girls selling or delivering cookies alone ⇨ Failing to respect booth location guidelines ⇨ Boothing with the incorrect girl/adult ratio or inappropriate behavior at a booth location ⇨ Failure to pay for cookies and submit money as stated by GSGLA and/or your troop cookie chair *Decisions on consequences to apply are decided by the service unit cookie program chair, GSGLA's product program manager, and/or director of retail & product programs. The severity of the consequence imposed will be based on the rules and regulations broken, impact to others, safety, and if one or multiple rules were broken.

IMPORTANT DATES

JANUARY 24-25

Cookie delivery. (Check with your troop cookie chair.)

JANUARY 26

GSGLA Cookie Program begins. No cookie orders are allowed to be taken or sales made prior to this start date.

FEBRUARY 7

Cookie boothing begins.

FEBRUARY 28-MARCH 1 MARCH 8

MORE INFORMATION & RESOURCES

National Girl Scout Cookie Weekend featuring the Golden Ticket contest GSGLA Cookie Program ends. (No sales allowed after this date.)

⇨ ⇨ ⇨ ⇨

GIRLSCOUTSLA.ORG LITTLEBROWNIEBAKERS.COM GIRLSCOUTS.ORG FACEBOOK.COM/GSGLA girlscoutsla.org | 213-213-0123 24

ring CaEFFECT Gift ofRIPPLE Your donation of a package of cookies to the Gift of Caring program starts a ripple effect of support to your community.

GIRLS LEARN SKILLS Girl Scouts learn key business skills, such as goal setting, decisionmaking, money management, people skills, and business ethics

ACTIVITIES & SERVICE Girls earn funds for activities and community service projects.

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HEART-WARMING EFFECT You feel the heart-warming effects of donating to the community.

INNOVATIVE PROGRAMS Proceeds support innovative programs for Girl Scouts within the Greater Los Angeles area.

A TASTE OF JOY The gift of Girl Scout Cookies brightens the days of our charity partner beneficiaries.

HOW IT WORKS: • • • • •

Girl Scouts can encourage customers to support our GOC partners by donating money for cookies.

Customers provide monetary donations that the troop or Girl Scout collects.* The troop or Girl Scout does not hold or store actual cookie packages for GOC. The donations are tabulated and reported as GOC donations.

The GSGLA product programs team coordinates the delivery of the cookies to our community partners.

TIPS: • Family and friends outside of the GSGLA area are great groups to target for GOC. That way, they can support a girl’s cookie goals without incurring the cost of shipping cookies. *All monies received as donations are considered a GOC donation. For example, if someone says, “Keep the change,” this money (the change) goes toward GOC. GOC donations are tax-deductible; receipts can be provided to customers upon request.

Last year, our council exceeded our goal of donating 145,000 Gift of Caring (GOC) packages by donating 148,000 packages to our nonprofit charity partners: Los Angeles Regional Food Bank, Bob Hope USO, Blue Star Mothers, Operation Gratitude, and Goodwill of Southern California.

In 2020, let's beat our goal of 167,000 packages! GOC Top Sellers will be invited to an event where they will see GOC in action. Last year, top sellers participated in the GOC Cookie Drop at Bob Hope USO at LAX, during which we surprised service members and their families with a special cookie delivery.

2020 event details are TBD. And don't forget: Every girl who sells 12 or more packages of cookies, towards Gift of Caring, earns a cookie program Gift of Caring participation patch. Plus the opportunity to earn more rewards at various levels (see Cookie Order Card for details).

CHARITY PARTNERS

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GIRL SCOUTS SHOW GRATITUDE Service members who received Girl Scout Cookies in their care packages through one of our Gift of Caring partners, Operation Gratitude, expressed their thanks. Operation Gratitude has extended their sincere appreciation to GSGLA–they said our cookies are always a favorite item in the care packages, reminding men and women in uniform of home.

Good M o For yo rning, u it m ay be box fr 0318 b July 25 om yo ut, for , 2019 u and start me it’s I would by say 131 like to ing th apprec say th 7. I just got e Girl iated, ank yo a Scout you ha comics u. Let cookie ve no , I swe m s e are gr idea, a ar you eatly chance nd tha k n o I’ll go t 5hr energy back a w me so wel those l. Whe nd che and who h n I get ck my ave lef the letters t an e mail. T and re hank y p ly to ou aga i n !

P.S. We YNS don’t k USS JO N Minor (US now w HN P. M N hat Ma URTHA avy) gic is.

LPD-26 9 July 29, 201 Team, ng Good Morning keeps thanki it n u y M ! ed e been receiv oes Packages hav real thanks g e h t , r e v e w o g them up h y, me for signin ies! Personall d o o g ir e h t s ve . Everyone lo k you to you guys avorite. Than f y m re e w s t cookie fted the Girl Scou have really li ll a ’ Y . g n i h t y h for ever guys so muc . bless you all RMY) d o G . s it ir p SPC MCB (US A o ur s Qatar

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sweet REWARDS You can end the cookie season with a big splash when you reach this level.

Smart Cookies get an exclusive Girl Scouts-only day at Hurricane Harbor water park, plus all the food you can eat and all the fun you can possibly have under the sun!

500 packages

This package of four cool outdoor items is definitely for the girl who’s going places! You earn a hydration pack, a butterfly carabiner, a walking stick for hiking extraordinaires, and a headlamp for night owls.

on the 950 packages

1,200 packages

We’ve sweetened the deal for this reward. This Disney Resort adventure has some new and upgraded exclusives, including a Girl Scouts-only YES program experience, and 1.5-hour exclusive early morning access to Cars Land. Plus, the Girl Scouts-hosted meal is now inside the park! Our girls are making the world a better place, and celebrating at the happiest place on earth!

Two days and one night at our GSGLA camp in Big Bear, Camp Osito Rancho, just for our GSGLA girls that reach this level and their plus one adult chaperone. Days and evening are filled with fun activities, GS traditions and great food. Join us for a very special Girl Scout experience, meet new GS friends, visit with girls you have known, and spend quality time with your adult chaperone.

1,500 packages

For Boss Ladies only! A day trip with our council CEO, Theresa Edy-Kiene, just for our GSGLA girls that reach this level. Girls will share special transportation, lunch, and an exclusive magical experience with Theresa.

2,000 packages

Star treatment is in order for this reward level. Participants will be a featured GSGLA spokesperson to share their cookiepreneur story with one (or more) of our awesome media company partners! Plus, they’ll get an exclusive VIP, behind-the-scenes animation studio experience and media training. Are you ready for your close up?

3,000 packages

Please refer to the cookie order card for details on all rewards offered.

More information for each event will be provided to qualifying cookiepreneur families! girlscoutsla.org | 213-213-0123 28

2020 CONTEST arts m s s s e in s u b ie k o o c e u iq n Unleash your u ndo! a rl O to ip tr ic p e n a IN W for a chance to Enter the 2020 Cookie Pro contest today! Twenty-four lucky winners will go on an epic trip to exciting Orlando, Florida, for full VIP access to G.I.R.L. 2020— the largest event for girls in the world—as part of your...

... !

Enjoy admission to all conference activities and experiences, breakfast with Girl Scouts of the USA’s CEO, backstage passes to celebrity speakers, and more!

24 winners nationwide! as

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Entries accepted February 1 to March 31, 2020

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Learn more and enter: ex clu

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The GIRL SCOUTS® name, mark, and all associated trademarks and logotypes, including the Trefoil Design, and Cookie Pro™ are owned by Girl Scouts of the USA.

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Feb. 2 9

2020

GOLDEN TICKET 100-PACKAGE GIVEAWAY On Saturday, Feb. 29, tell customers that if they buy one more package of Thin Mints, they might win 100 packages of Girl Scout Cookies!

In celebration of National Girl Scout Cookie Weekend, “golden tickets” will be placed randomly on packages of Thin Mints. If a customer gets one, she or he will win a variety pack of Girl Scout Cookies. One lucky winner will get the grand prize: 100 packages of Girl Scout Cookies!

GOLDE

TICKE

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Schedule to booth on Saturday, Feb. 29—your troop might be selected from the drawing and be a #GSGoldenTicket booth. #GSGoldenTicket clues will be posted on our Twitter and Instagram pages (@GirlScoutsLA) to drive customers to you.

Check our newsletters, website, and social media for more details!

COOKIE MOBILE CONTEST Decorate your cookie mobile (AKA your wagon hauling all those cookies during walkabouts), and submit a photo to cookies@girlscoutsla.org by Saturday, Feb. 8. We’ll place finalists in one of the below categories and then let our Facebook followers vote on the winners. Winners will earn a pizza party for their whole troop! Make sure to follow Facebook.com/GSGLA to find out more!

Categories: • Most Artistic • Best Use of Cookies • Most Original • Best Use of “Wow the World” Theme girlscoutsla.org

facebook.com/GSGLA

@girlscoutsla

@girlscoutsla girlscoutsla.org | 213-213-0123 30

Pins earned are available for purchase in GSGLA stores.

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®, TM, © 2017-2018 Kellogg NA Co.

COOKIE TIME IS

family time Share the adventure of cookie season.

Here are some tips for getting the whole family involved: Have a Girl Scout cookie craft night and work on some fun girl activities. A younger brother or sister may also want to get in on the fun.

Plan to celebrate when she reaches her goals—it's an important last step in learning the rewards of goalsetting.

Siblings and friends might form a "brigade" to bring in the cookies from the car.

When she brings home the patches that she earned while selling cookies, help her iron them on her uniform following iron-on instructions.

Your family may post a goal tracker in a central place so everyone can see how sales are stacking up.

Praise her often!

Grandparents and extended family may spread the word it's Cookie Season to their friends, expanding their immediate circle of contacts.

Host a Cookie House Party and sell whole cases of Girl Scout Cookies®. Ask your council volunteer how you can get started, or go to: LittleBrownieBakers.com.

She might set up a cookie booth in their front yard and invite family to help.

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Volunteer for Cookie Cupboard & Get a Special Patch Have fun, get exercise, and make friends while helping pull orders for troops. Volunteers include parents, husbands, friends, aunts, uncles, and anyone over the age of 18* who would like to support Girl Scouts.

The more volunteers, the shorter the wait in line for leaders/troop chairs and a more successful experience for everyone. Anyone who volunteers for 4 hours will get a special cookie cupboard patch to add to their collection!

From Jan. 30-March 8, 2020, we have opportunities in Arcadia, Covina, Culver City/Inglewood, Downey, Glendale, Long Beach, Santa Clarita, Redondo Beach, Upland, and Woodland Hills.

(Volunteers must be able to lift at least 10 lbs.)

Please sign up at www.gsgla.ivolunteer.com *Seniors/Ambassadors may volunteer if accompanied by an adult.

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COOKIE CRUNCH TIME DAYS ARE BACK! TUESDAY, JAN. 21 - FRIDAY, JAN. 24 Join us at our GSGLA Girl Scout stores for cookie tastings, hot chocolate, cookie-themed activities and tips for boosting your business. Also, shop our fun and creative cookie-themed merchandise before the season starts Jan. 26th! See you there!

Make sure you watch for GSGLA FB, Instagram or Twitter store postings featuring store specials on these days. If you don’t follow us, you may want to now.

facebook.com/GSGLA

@girlscoutsla

@girlscoutsla

Did you know?

If you opt to receive program credits as your cookie incentive, you can use those to pay for any GSGLA run summer program!

Contact registration@girlscoutsla.org to learn how!

1150 S. Olive St., Suite 600 Los Angeles, CA 90015 girlscoutsla.org 213-213-0123

© 2019 Girl Scouts of Greater Los Angeles. All Rights Reserved.

Service Centers Arcadia 101 East Wheeler Ave. Arcadia, CA 91006

Santa Clarita 18316 Soledad Canyon Rd. Santa Clarita, CA 91387

Inglewood 423 North La Brea Ave. Inglewood, CA 90302

Upland 313 East Foothill Blvd.

Upland, CA 91786

Long Beach 4040 North Bellflower Blvd.

Long Beach, CA 90808

Woodland Hills 20931 Burbank Blvd., Ste. A Woodland HIlls, CA 91367

Palmdale 41307 12th St. West, Ste. 105 Palmdale, CA 93551

Headquarters 1150 S. Olive St., Ste. 600 Los Angeles, CA 90015