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Samuel Lankford’s eventual goal is to attend MIT and become a designer of “military technology-type things.”

Too bad. He could have had a shot at being the nation’s top salesman.

Bright and articulate, Samuel, 14, is a natural at selling. His selling philosophy, gained during eight solid years of peddling in the market place, is mature: “You’ve got to be familiar with the product.”
“I’m constantly searching for other customers,” he says.

Samuel is North Carolina’s No. 1 popcorn salesman in a Boy Scouts of America program where Scouts can earn rewards for themselves and their troops.

His $15,350 in sales also placed him as the fifth best in the nation. The North State Scout Council in Greensboro received $10,745 from Samuel’s efforts, in addition to funds from sales by other local Scouts. Jonathan Beck of Lubbock, Texas, was tops in the nation with $22,022 in sales.

“My goal is to be No. 1 in the country,” Samuel said. His previous sales record was $12,000, which was the amount he sold last year.
Samuel has been selling every year since he joined the Cub Scouts as a first-grader eight years ago.

“I sold about $1,000 that first year, and each year since I’ve sold more and more,” he said.

A Star Scout with 15 merit badges who is bent on earning the Eagle rank in Troop 216, Samuel has a few years to earn his sales goal.
“I explain to customers everything about the product: how the (selling) program is beneficial to Scouting and how it is the best popcorn,” Samuel said. “We have eight different kinds of popcorn. I’ve eaten every kind, and all of it is good. We have pretty much any price range so that it will accommodate anybody.”

“Chocolate is the biggest seller,” Samuel said. “It is caramel with a light coating of chocolate. Once you start eating it, you can’t put it down.”

The $18 tin of popcorn is the favorite among his offerings of Trails End popcorn. Prices reach as high as $50 for the variety pack. One of the offerings is a box with 12 packs of microwave popcorn, but all the other popcorn that Samuel and other Scouts sell is prepopped.

Scouts have only four weeks to complete their sales, Samuel said. “I sold most of it on weekends, or I’d go out and sell after school for a while and come home and do my homework.”

His father, Sam Lankford, has been a big helper.

“I also sell some where my mother works,” Samuel said.

Deborah Lankford said, “I haven’t sold much for him. The people in the office like for him to come by and give his sales pitch.” She works at her husband’s business, Lankford Protective Services.

Samuel’s success as a salesman isn’t by accident. His methods are classic for salesmen of any product.

“I have built a list of clientele (during the eight years),” Samuel said. “I have the names and addresses of all my customers. I let them know when I will come by (their home or business).”

Follow-up with clients from year to year is very important, he said.
Many of his customers are part of his version of a “good old boy” network.

“I have many adults who were Eagle Scouts who are standing customers,” he said.

Once a Scout, always a Scout, and Scouts like to help each other, he said.

Proceeds from his sales gave his troop the right to a big camping trip on a farm in Richmond, Va., which also allowed the Scouts to attend a race at Virginia International Raceway.

“We got a chance to talk to the drivers and to look at the cars they raced,” Samuel said.

Samuel, a recent graduate of Canterbury School who will enroll in Greensboro Day School, has a keen interest in many subjects. His voice is convincing, his language is precise, and when he talks, people listen. It’s hard to say “no” to this salesman and scholar.

Contact Bob Burchette at bburchette@triad.rr.com