Scouting Out the Business World With One Tough Cookie
Orange County Girl Scouts sell thousands of boxes of cookies each year, but not many sell 1,000 all by themselves. This year, Alyssa Allison was one of 15 who did, leading the pack with 1,758 boxes.
Because Girl Scout officials say that many businesswomen got their start selling cookies, we thought it would be a good idea to give Alyssa, 12, some practice with the kind of questions she might face someday.
We caught up with her late last week at her home. Here are excerpts from that interview:
Q: Tell us about yourself. Where were you born and where did you grow up?
A: Born in Costa Mesa. Grew up in Costa Mesa.
Q: How long have you been in the cookie-selling business?
A: I’ve been selling cookies for six years, and I’ve been in Girl Scouts for seven years.
Q: What kinds of things were you doing before you started selling cookies?
A: I was in Daisies, but you’re not allowed to sell cookies because you’re a little too young.
Q: I mean, other than Girl Scouts, what else were you doing with your life when you were 6?
A: I don’t remember. (Pause) I went horseback riding once, I remember that.
Q: You did have a life before you were 6, didn’t you?
A: Yes, I did. The furthest thing back I can remember is when I was 4. That was Halloween and that’s when we got our dog.
Q: Were you successful selling cookies right away or were there some tough times?
A: I wasn’t successful right away. There were a couple tough times, but I ended up succeeding in the end.
Q: Why do you think there were tough times?
A: Um, I don’t know. Sometimes people just don’t want to buy or they already bought from somebody else. Sometimes people want to buy and they’re like, “Oh, they’re so little, they’re so cute” or, “They’re so old, I can’t believe they’re still in Girl Scouts.” I’ve heard that Juniors [Girl Scouts who are in the fourth, fifth and sixth grade] is the hardest age, because you’re right in between.
Q: Why do you think you have been successful?
A: Because I put a lot of determination into it and I just do it all the time, nonstop. I really feel strongly about this.
Q: During selling season, how many hours a week do you work?
A: Probably 42 hours a week, because on weekends I work a full day and during the week if I have school, I work after school. There are four shifts a day from 9 in the morning till 9 at night. I work from 3 to 6 and then 6 to 9 on school days.
Q: What do you do in your spare time?
A: I’m either on the computer or watching TV or playing with my brother. Or, with my dog, if he’s bored. Which normally he is, because my mom’s on the computer 24/7.
Q: Most successful businesses have a business plan. Did you have one for selling cookies?
A: Sometimes, we’ll tell the customer what our goal is and how little we are away from it and we only need one or two boxes. And they want us to help meet our goal, so they buy.
Q: That sounds more like a sales tactic. I mean, do you have a plan before you even start?
A: Not really. Just go out there and sell.
Q: A lot of people think parents buy all the cookies. Is that true?
A: It depends on what kind of parents you have. My parents buy, like, a case [12 boxes]. My dad takes the stuff to his work, but I actually deliver the cookies once they get them in. I go over to his work and deliver them to the people who bought them.
Q: Do you have any advice for younger cookie-sellers?
A: Yes. Tell the customers what your goal is and why you’re trying to get that amount. That makes the customer think, “Oh, they’re so close. I really want to help them. They’ve been trying so long to get there.”
Q: Do you keep track of sales or does someone else do the bookkeeping?
A: I think the adults are supposed to handle that.
Q: Could you do it?
A: I probably could, but I wouldn’t like it. Selling outside is enough, because if it’s from 3 to 6 or 6 to 9 and you want dinner sometimes, it gets really tiring.
Q: What’s the toughest part of the business?
A: Being able to stand, because you’re working so hard. You set up the stands, three hours later, you take them down, put them in the car, go someplace else and then set them back up.
Q: But aren’t you sitting down during your shift?
A: Yeah, you’re at a table, but then you have to get up and walk around and stuff and be really enthusiastic, be kind of hyper. Not too hyper. Oh, I forgot about this advice for the smaller girls: If you have any empty cases, what you want to do is fold the flaps in and put it around your stomach. It says, ‘Thin Mints’ or something on it and you can jump around in it, and it looks like a little outfit. That gets people to buy.
Q: I’ve got to ask. Do you actually like the product you sell?
A: Yes, I do. I’d like it better than selling shoes.
Q: Do you actually eat the product?
A: It depends. If we get really hungry and we haven’t eaten in like five hours, we’ll buy a box and just be snacking on it. Then when customers come by, we’ll say, “They’re so good, we’re eating them.”
Q: What’s the most popular cookie?
A: Thin Mints.
Q: Why?
A: I actually don’t know.
Q: If you could name your cookie-selling business, what would it be?
A: I have no idea.
Q: Would you want to run a company someday?
A: I haven’t really thought about that.
Q: Is there anything that you want to be?
A: Teacher or a veterinarian.
Q: Thank you for your time.
A: You’re welcome.
Dana Parsons can be reached at (714) 966-7821 or at dana.parsons@latimes.com. An archive of his recent columns is at www.latimes.com/parsons.