The Economics of Everyday Things 2. Girl Scout Cookies
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Jan 5, 2026 
Katie Francis, a former Girl Scout and record-breaking cookie seller, shares her creative strategies for success. She talks about the behind-the-scenes planning that led her to massive sales, including the role of her mom as the troop's 'cookie mom.' The impact of technology on sales, including the shift to online orders, is also discussed. Katie reflects on the entrepreneurial skills gained through selling cookies and addresses challenges faced during the pandemic, highlighting the lessons learned through teamwork and persistence.
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Massive Seasonal Market
- Girl Scout cookies are a concentrated seasonal market selling about 200 million boxes annually in a few months.
- The Girl Scouts rely on two licensed bakeries (ABC Bakers and Little Brownie Bakers) that dominate production and influence the broader cookie market.
Where The Money Goes
- About $1.50 of a $5 box goes to the bakery and royalties while roughly $3.50 stays local for councils and troops.
- Cookie sales provide most local troops' annual funding, making the program financially critical at the community level.
Spreadsheet Sales Strategy
- Katie Francis described mapping daily goals with spreadsheets and targeting offices, businesses, and restaurants after school.
- Her methodical routine helped her scale from 2,004 boxes to thousands and break records.