2018 Annual Meeting...Girl Scouts Heart of New Jersey Annual Meeting March 3, 2018 The Pledge of Allegiance 2 I pledge Allegiance to the flag of the United States of America and to

Girl Scouts Heart of New Jersey Annual Meeting March 3, 2018

The Pledge of Allegiance

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I pledge Allegiance to the flag of the United States of America

and to the Republic for which it stands, one nation under God, indivisible,

with Liberty and Justice for all.

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The Girl Scout Promise

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On my honor, I will try: To serve God and my country,

To help people at all times, And to live by the Girl Scout Law.

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The Girl Scout Law I will do my best to be

honest and fair, friendly and helpful,

considerate and caring, courageous and strong, and

responsible for what I say and do, and to

respect myself and others, respect authority,

use resources wisely, make the world a better place, and

be a sister to every Girl Scout.

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Call to Order Dianna Beck-Clemens, Board Chair

March 3, 2018 5

Natasha Hemmings GSHNJ CEO

Board Development Committee Report

Karen Katz, Chair

March 3, 2018

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Board Development Committee Responsibilities

According to the Guide to Council Board Development and Succession Planning (2012), compiled by the GSUSA Governance Department, the charge to the Board Development Committee is to: • Secure the brightest and best board talent to lead • Partner with the board to ensure orientation and education • Help the board assess and evaluate its performance • Identify the slate for the succeeding BDC and delegates to

the National Convention

Criteria Used to Evaluate Council Board Candidates

Passion for Girl Scouting • Girl Scout experience

• Knowledge/previous for profit or non-profit board experience

• Strategic thinking

• Understanding of communities we serve

• Bring varied and diverse perspectives (diverse culture, ethnicity, geography, professional and life experience)

• Ability to help with fund development

• Willingness to make time commitment

• Leadership ability

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Criteria Used to Evaluate Council National Delegate Candidates • Ability to think strategically and focus on the future of the

Girl Scout Movement

• Experience in policy-influencing and policy-making positions

• Demonstrate knowledge and understanding of the workings of Girl Scout Councils

• Ability to analyze issues from both a national and council perspective

• Commitment to attending council and GSUSA trainings & sessions in order to be informed on issues

• Knowledge of the democratic process utilized at National Council Session

• Willingness to support all of the decisions of the National Council

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Board of Directors Slate • Officers:

Term: Ends 2020 Annual Meeting President Lydia Whitefield First Vice Chair Dianna Beck-Clemens * Second Vice Chair Princess Palmer

• Members at Large:

Term: Ends 2021 Annual Meeting Brett Savage-Simon * Mindy Lissner Michelle Rochon * Diane M. Genco

* Joint Board of Directors and Board Development Committee Member

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Board Development Committee Slate

Term: Ends 2020 Annual Meeting

Tiffany Wilson Brett Savage-Simon * Naima Ricks Michelle Rochon *

* Joint Board of Directors and Board Development Committee Member

National Delegate Convention Report

Columbus, OH

March 3, 2018

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National Delegate’s Convention Report

Girl National Delegates: Jordan Everett, SU 43 in Union Madison Fearon, SU 11 in Secaucus Adult National Delegates: Yasché Glass, SU 21 in Newark Kasanu Sims, SU 21 in Newark

Board Chair Report

Dianna Beck-Clemens

March 3, 2018

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National Council Session Proposal 1 Constitutional Amendment – Reducing size of the National Board. This was to change the number of Members at Large from 25 to 15, change total Board size from 30/31 to 20/21. Motion failed 537 to 501 Proposal 2 Constitutional and Bylaws Amendment – Establishing the National Board Development Committee as a Committee of the National Board of Directors. Motion failed 476 to 550 Proposal 3 Blue Book of Basic Documents Amendment – Modification to Lifetime Membership dues amounts. Motion passed 952 to 58

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GSUSA National CEO / Board Chair Conference Slide 1 from Marketplace Competition deck

GSUSA National CEO / Board Chair Conference

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GSHNJ Changing Demographics in our Council

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GSHNJ Strategic Priorities Goal One: Create a superior volunteer experience from first

recruitment through all phases of a volunteer’s tenure Goal Two: Expand strategic collaborations and partnerships: • To create new funding opportunities • To create new volunteer and girl membership venues Goal Three: Maintain fiscal accountability and stability, while diversifying funding revenue Goal Four: Actively engage all levels of our membership in developing a comprehensive understanding of Girl Scouts at the national level in order to accomplish true alignment to its strategic mission and increase membership

A Legacy for Girls

Developing Planned Gifts for Girl Scouts of Heart of New Jersey

What is planned giving?

National Philanthropy Dialogue

• A contribution that is arranged in the present and allocated to a future date. It’s commonly donated through a will or trust and most often realized after a donor’s lifetime.

• A critical component of a mature

development program with the potential to generate significant funds.

What is the Juliette Gordon Low Society?

Recognition society to honor those who have made a planned gift to any Girl Scout entity. Members receive special membership pin and are invited to educational and recognition events.

Council Financial Report

Lori Grier, Treasurer

March 11, 2017

Serving our mission of developing girls through delivery of our programs Caring for our adult volunteers and staff responsible for mission delivery Ensuring financial health of the organization (reliable, diversified revenue,

debt management and liquidity)

GSHNJ Sustainability

Executive summary • GSHNJ continues to enjoy a strong balance sheet and liquidity. For Year end

09/30/17: • More than $10.8M of Net assets. • $1.6M investment portfolio • $3.2M+ in cash • The council remains debt free

• Gross support and revenue of $5.9M was 5.8% higher ($324K) than 2016 • Increase includes a $1.97M one-time gain on sale of Eagle Island in 2016 and

a $218K loss on clean up in 2017 • Including the one-time Eagle Island gain on sale in 2016 and loss on clean-up in

2017, revenue was $5.7M, 25% ($1.9M) lower than 2016 • Expenses were driven higher by $387K (6.5%) to $6.3M

• Salary and Benefits of $3.7M, $279K (8.3%) higher than 2016 • Salary and Benefits includes admin fees of 403(b) program implemented

in 2017 • Tax return form 990 published and Audited financials are complete • Hired Merrill Lynch to manage investments in platform for social impact

Financial Highlights

- 1,000,000 2,000,000 3,000,000 4,000,000 5,000,000 6,000,000 7,000,000 8,000,000

2015 2016 2017Cookies & Nuts Grants & Giving Program FeesCamp Fees Retail All Other

$5.6M

$7.5M

$5.7M

-

1,000,000

2,000,000

3,000,000

4,000,000

5,000,000

6,000,000

7,000,000

2015 2016 2017

Program Services General Administrative Fundraising

$6.2M $6.0M $6.3M

Revenue Trend Expense Trend

59%

9%

9%

16%

4% 3% Sources of Revenue

Cookie & Nut Sales Grants & GivingProgram Fees Camp FeesRetail All Other

- 2,000,000 4,000,000 6,000,000

Assets

Liabilities

Net Assets

Balance Sheet Trend

2017 2016 2015

Source: GSHNJ Audited Financials

The GSHNJ investment portfolio ($1.6M) is being serviced by Merrill Lynch Impact investing platform called Socially Innovative Investing (S2I) Engage human capital Mitigate environmental impact Practice good governance

INVESTMENTS

Questions?

Leadership Report

Thomas Trageser, CFO

March 11, 2017

Achieved 95% of 2018 membership goal of 17,400 girls

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Membership Recap

10,474 10,588 10,663 10,500

19,913 17,567 17,434 17,400

-

5,000

10,000

15,000

20,000

25,000

30,000

35,000

2015 2016 2017 2018 Forecast

Membership Trend

Adult Girl

10,097 9,626

16,929 16,562

-

5,000

10,000

15,000

20,000

25,000

30,000

2017 YTD 2018 YTD

YTD Membership

Adult Girl

Year end 2017 membership was ~100 (0.7%) fewer girls than prior year Most councils experience a 2%-3%

drop in membership with CEI transition GSUSA membership fee increased $10

Reach more GIRLS

2018 YTD membership is down 2.2% vs. same time last year

GSUSA membership is down 3.4% Need to recruit ~800 girl members to

achieve 17,400 goal Proactive recruiting events continue

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Girl Retention Trend

GSHNJ’s year to date 2018 girl retention results remain strong. We are currently #1 in the nation…

59.0% 60.8% 62.3%

64.1% 64.1%

69.4% 68.1%

75.5%

50%

56%

62%

68%

74%

80%

2014 2015 2016 2017

Girl Retention Trend 2014-2017

National GSHNJ

Girl

Ret

entio

n R

ate

Key Success Factors

Passion and excellence of the volunteer community Committed staff Balanced approach to GSUSA’s “four pillars” Our girls!!!

One of the most tangible proof points of the excellent work done by our volunteers is the outstanding trend in girl retention over the past 5 years. In 2017, GSHNJ’s Retention Rate was 18% higher than the national average.

+18%

Thank you volunteers!!!

Reach more GIRLS

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Product Review

Customer service improvements: Volunteer product training followed by family

outing at Dewitt in August On demand training for volunteers (where and

when you need it) and Late night chats SU Product Manager Thank you Gift - Blankets Product Programs App for volunteers Submission Deadlines extensions

$3,298,767

$3,073,578

$3,300,109

$2,950,000

$3,000,000

$3,050,000

$3,100,000

$3,150,000

$3,200,000

$3,250,000

$3,300,000

$3,350,000

2015 2016 2017

Product Sales (net) Trend

Product sales continue to be our #1 source of revenue

2018 Product Forecast Fall product slightly lower despite increased

incentive program Product revenue is forecast to be $3.3M

consistent with prior year 2.0% decline in girls selling, offset by higher

PGA from 83-85 Digital cookie is up ~50% over PY

Effective OPERATIONS

Chart2


2015201620173298767.323073578.223300108.64

Sheet1

Camp registration by site

Through Week 8 (2/23/18)YTDPY YTD2017 FY Total2018 Goal% to goalWeeks Needed to match goal

Camp Hoover4233181,1161,20035.3%777

Camp DeWitt117643851,2009.8%1,083

The OVAL25817278160043.0%342

Total7985542,2823,00026.6%2,202

Annual MembershipActualForecast

2015201620172018

17,43417,400

Grant and Giving RevenueActualForecast

2015201620172018

Total public support500,932575,000520,367500,000

Product RevenueYTDForecast

201720182018

Cookie and Fall Product844,7111,066,8803,300,000

ActualForecast

Cookie and Fall Product2015201620172018

$ 3,298,767$ 3,073,578$ 3,300,1093,300,000

7.4%

YTD RevenueYTD through 2/26/18ActualForecast

2017201820172018

Total Revenue1,665,5691,945,7575,773,0006,000,000

Actual YE 09/30

Retail Sales Data2015201620172018

October31,63451,31547,17351,230

November33,70936,90729,65732,875

December20,51520,14615,50417,031

January18,77421,92622,16720,800

February17,72417,14814,45216,100

March15,55229,22632,52120,700

April27,80520,8918,54311,500

May24,74523,14726,86225,300

June36,5658,04234,89171,300

July(193)10,09012,92015,180

August24,5947,315(21,292)21,160

September65,94344,38929,64522,080

Full Year317,367290,542253,043325,256


2015201620173298767.323073578.223300108.64

+7.4%

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Camp

Summer camp registrations are off to an even faster start in 2018. We are currently 44% ahead of this time one year ago…

Success Factors

Relaunched Camp Dewitt Introduced before/after care at day camps Introduced horse back riding at The OVAL day camp Amazing camp culture at Hoover A scouting community with a passion for outdoor life

We continue to maintain focus on the “Outdoor Experience” by investing in our camps. The intention of these investments is to increase participation, and to preserve our camp assets. In 2017, camper weeks were 27% higher than the prior year.

+18%

Camp Life is the Best Life!!!

1,828 1,767 1,789

2,280

500

900

1,300

1,700

2,100

2,500

2014 2015 2016 2017

Summer Camp Trend 2014-2017

+27%

Cam

per W

eeks

Effective OPERATIONS

• Our plan is to grow girl membership to 25K EOY 2022 by: – Holding current 14.1% market share in non-growth areas (decline of 600+ members) – Growing market share from current 2% level in growth initiative areas to 10% range

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5 Year Membership Plan

3.9% 5.7% 7.7% 9.7%

104.6

105.9

107.3

108.6

102

104

106

108

110

0%

2%

4%

6%

8%

10%

12%

2019 2020 2021 2022

Girl

Popu

latio

n (K

)

Mar

ket S

hare

Growth Initiative Area Share & Girl Population

Share Population

$0.0

$0.8

$1.6

$2.4

$3.2

2019 2020 2021 2022

$ M

illio

ns

Incremental Revenue

Cookies CSF

Reach more GIRLS

Background

Population growth occurring in areas with lowest girl market share

Risk associated with decline occurring in areas with greatest share and product sales

Growing share in markets with population growth imperative to health of council

Incremental product sales and council service fees can add millions to council’s top line

Expanded Community Programs

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Girl Scouts Beyond Bars Offers programming that

empowers girls and incarcerated mothers Plan and lead troop meetings Allows mothers to retain strong

relationship with daughters Creates bonding opportunity

with girls in similar situations Proven that program delivers a

lower recidivism rate Pilot started in January with 6

mothers at the maximum security section of the Edna Mahan Facility in Clinton

Higher IMPACT

Removing barriers to participation

Troop 6000 Program establishes Girl Scout

troops inside homeless shelters and offers programming that helps provide a sense of stability for girls with unstable living situations.

Partnering with community organizations to identify shelters

Piloting in Newark and Elizabeth Interest from nearly 1 dozen

shelters Started 1 troop in YMCA shelter

in Elizabeth with 6 girls

Delivering the Girl Scout Leadership Experience to as many girls as possible

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Program Expansion: STEM

Mobile STEM • Collaboration with Michael Graves College of

Architecture at Kean University to design a mobile STEM lab

• Continue pursuing procurement of a van for quick-to-market expansion of Programs à la Carte

STEM Center at The OVAL • Identified cabin to retrofit (Hemlock) • Procured architectural renderings and blueprints • Received estimated budget for upgrades/modifications • New OVAL director with history of developing STEM

programming for Girl Scout day camps

Driver of significant fund development opportunities

Higher IMPACT

Cristina Heta

Resolving Conflict Workshop

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Girl Scouts Heart of New Jersey�Annual Meeting�March 3, 2018The Pledge of AllegianceThe Girl Scout PromiseThe Girl Scout LawCall to OrderNatasha Hemmings�GSHNJ CEOBoard Development Committee Report�Board Development Committee�ResponsibilitiesSlide Number 9Slide Number 10Slide Number 11Slide Number 12National Delegate�Convention Report��Columbus, OHNational Delegate’s�Convention ReportSlide Number 15Slide Number 16Slide Number 17Slide Number 18Board Chair Report�National Council Session GSUSA National CEO / Board Chair �Conference�GSUSA National CEO / Board Chair �Conference�GSUSA National CEO / Board Chair �Conference�GSUSA National CEO / Board Chair �Conference�GSUSA National CEO / Board Chair �Conference�GSUSA National CEO / Board Chair �Conference�GSUSA National CEO / Board Chair �Conference�GSUSA National CEO / Board Chair �Conference�GSUSA National CEO / Board Chair �Conference�GSUSA National CEO / Board Chair �Conference��GSHNJ Strategic Priorities�A Legacy for Girls� �Developing Planned Gifts for �Girl Scouts of Heart of New JerseyWhat is planned giving? What is the �Juliette Gordon Low Society?Council Financial Report�GSHNJ SustainabilityExecutive summaryFinancial Highlights�INVESTMENTSSlide Number 41Leadership Report�Membership RecapGirl Retention Trend Product ReviewCamp 5 Year Membership Plan Expanded Community ProgramsProgram Expansion: STEMSlide Number 50Slide Number 51