RMS dist

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OCCUPATIONAL CATEGORY

Retail Merchandising Series

INSTRUCTIONAL AREA

Distribution

PARTICIPANT INSTRUCTIONS

PROCEDURES

1. The event will be presented to you through your reading of these instructions, including the Performance Indicators and Event Situation. You will have up to 10 minutes to review this information to determine how you will handle the role-play situation and demonstrate the performance indicators of this event. During the preparation period, you may make notes to use during the role-play situation.

2. You will give an ID label to your adult assistant during the preparation time.

3. You will have up to 10 minutes to role-play your situation with a judge (you may have more than one judge).

4. You will be evaluated on how well you meet the performance indicators of this event. 5. Turn in all your notes and event materials when you have completed the role-play.

PERFORMANCE INDICATORS

1. Determine quantities to buy.

2. Describe the use of technology in the distribution function. 3. Maintain inventory levels.

4. Describe inventory control systems.

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2009 DECA Ontario Provincials RMS Oral Event 1 EVENT SITUATION

You are to assume the role of store manager for PARADISE GIFTS, a gift shop that carries a large greeting card

inventory. You are to meet with the store owner (judge) to present a strategy for better managing greeting card inventory.

The greeting card industry has become very competitive with discount stores now selling two greeting cards for $1. The price for most of PARADISE GIFTS’ greeting cards ranges from $1.75 to $5.00. Greeting card sales for your

store were declining until the recent addition of talking greeting cards. The talking greeting cards include stars from popular sitcoms, athletes and other popular celebrities on the cover of the card. Opening the card activates the message from the celebrity. The retail price for the talking cards is $4.99.

Sales of greeting cards have recovered nicely with the addition of the talking cards. Of the approximately 100 different talking cards you try to keep in stock at any one time, 10 of the cards always seem to be in very high demand and sell more quickly than the other 90 choices. Your store constantly runs out of the most popular cards and has leftover inventory for the less popular choices. The owner (judge) of your gift shop wants a strategy to maintain an inventory of popular cards to eliminate back orders, and a strategy to return cards that are not selling to the distributor.

The store owner (judge) has asked to meet you in the store office to hear your strategy for maintaining appropriate inventory. During the meeting you are to discuss your plans for always having the most popular cards on hand and returning cards that do not sell. Your strategy must include the latest technology for inventory control.

You will present your strategy in a role-play that will take place in the store owner’s (judge’s) office. The store owner (judge) will begin the role-play by greeting you and asking you to explain your strategy to better maintain an inventory of popular cards, and to return cards that do not sell. Once you have made your presentation and have answered the store owner’s (judge’s) questions, the store owner (judge) will conclude the role-play by thanking you for your recommendations.

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JUDGE’S INSTRUCTIONS

DIRECTIONS, PROCEDURES AND JUDGE’S ROLE

In preparation for this event, you should review the following information with your event manager and other judges: 1. Procedures and Performance Indicators

2. Event Situation

3. Judge Role-play Characterization

Participants may conduct a slightly different type of meeting and/or discussion with you each time; however, it is important that the information you provide and the questions you ask be uniform for every participant.

4. Judge’s Evaluation Instructions and Judge’s Evaluation Form Please use a critical and consistent eye in rating each participant.

JUDGE ROLE-PLAY CHARACTERIZATION

You are to assume the role of owner for PARADISE GIFTS, a gift shop that carries a large inventory of greeting

cards. You have asked the store manager (participant) to meet with you to present a strategy for better managing your greeting card inventory.

The greeting card industry has become very competitive with discount stores now selling two cards for $1. The price for most of your greeting cards ranges from $1.75 to $5.00. Greeting card sales for PARADISE GIFTS were

declining until the recent addition of talking greeting cards. The talking greeting cards include stars from popular sitcoms, athletes and other popular celebrities on the cover of the card. Opening the card activates the message from the celebrity. The retail price for the talking cards is $4.99.

Sales of greeting cards have recovered nicely with the addition of the talking cards. Of the approximately 100 different talking cards your store tries to keep in stock at any one time, 10 of the cards always seem to be in very high demand and sell more quickly than the other 90 choices. PARADISE GIFTS constantly runs out of the most

popular cards and has left over inventory for the less popular choices.

You have asked the manager (participant) of PARADISE GIFTS to explain a strategy for better maintaining an

adequate inventory of popular cards and eliminate back orders, and a strategy to return cards that are not selling to the distributor.

You have asked the store manager (participant) to meet you in your office to hear his/her inventory plan. During the meeting the store manager (participant) is to have a plan for always having the most popular cards on hand and for returning cards that do not sell. The store manager’s (participant’s) strategy must include the latest technology for inventory control.

During the course of the role-play you are to ask the following questions of each participant: 1. How can our store compete with discount stores that sell two greeting cards for $1?

2. How should our store follow up with customers who want to purchase greeting cards that are temporarily sold out?

3. What type of frequent buyer strategy can our store use to increase the amount of repeat customers? Once the store manager (participant) has made his/her presentation and has answered your questions, you will conclude the role-play by thanking the participant for his/her strategy. You are not to make any comments after

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2009 DECA Ontario Provincials RMS Oral Event 1

JUDGE’S EVALUATION INSTRUCTIONS

Evaluation Form Information

The participants are to be evaluated on their ability to perform the specific performance indicators stated on the cover sheet of this event and restated on the Judge’s Evaluation Form. Although you may see other performance indicators being demonstrated by the participants, those listed in the Performance Indicators section are the critical ones you are measuring for this particular event.

Evaluation Form Interpretation

The evaluation levels listed below and the evaluation rating procedures should be discussed thoroughly with your event chairperson and the other judges to ensure complete and common understanding for judging consistency.

Level of Evaluation Interpretation Level

Exceeds Expectations Participant demonstrated the performance indicator in an extremely professional manner; greatly exceeds business standards; would rank in the top 10% of business personnel performing this performance indicator.

Meets Expectations Participant demonstrated the performance indicator in an acceptable and effective manner; meets at least minimal business standards; there would be no need for additional formalized training at this time; would rank in the 70-89th_{percentile of business personnel}

performing this performance indicator.

Below Expectations Participant demonstrated the performance indicator with limited effectiveness; performance generally fell below minimal business standards; additional training would be required to improve knowledge, attitude and/or skills; would rank in the 50-69th_{percentile of}

business personnel performing this performance indicator.

Little/No Value Participant demonstrated the performance indicator with little or no effectiveness; a great deal of formal training would be needed immediately; perhaps this person should seek other employment; would rank in the 0-49th_{percentile of business personnel performing}

this performance indicator.

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JUDGE’S EVALUATION FORM

RMS-09 Distribution

DID THE PARTICIPANT: 1. Determine quantities to buy?

Little/No Value Below Expectations Meets Expectations Exceeds Expectations

0, 2 4, 6, 8 10, 12, 14 16, 18

Attempts to explain how to determine quantities to buy were inadequate or weak.

Adequately explained how to determine quantities to buy.

Effectively explained how to determine quantities to buy.

Very effectively explained how to determine quantities to buy.

2. Describe the use of technology in the distribution function?

0, 2 4, 6, 8 10, 12, 14 16, 18

Attempts to describe the use of technology in the distribution function were inadequate or weak.

Adequately described the use of technology in the

distribution function.

Effectively described the use of technology in the distribution function.

Very effectively described the use of technology in the distribution function.

3. Maintain inventory levels?

0, 2 4, 6, 8 10, 12, 14 16, 18

Attempts to maintain inventory levels were inadequate or unclear.

Adequately maintained

inventory levels. Effectively maintained inventory levels. Very effectively maintained inventory levels.

4. Describe inventory control systems?

0, 2 4, 6, 8 10, 12, 14 16, 18

Attempts to describe inventory control systems were inadequate or unclear.

Adequately described

inventory control systems. Effectively described inventory control systems. Very effectively described inventory control systems.

5. Explain the relationship between customer service and distribution?

0, 2 4, 6, 8 10, 12, 14 16, 18

Attempts to explain the relationship were inadequate or weak.

Adequately explained the relationship between customer service and distribution.

Effectively explained the relationship between customer service and distribution.

Very effectively explained the relationship between customer service and distribution.

6. Overall impression and response to the judge’s questions.

0, 1 2, 3, 4 5, 6, 7 8, 9, 10

Demonstrated few skills; could not answer the judge’s questions.

Demonstrated limited ability to link some skills; answered the judge’s questions adequately.

Demonstrated the specified skills; answered the judge’s questions effectively.

Demonstrated skills confi-dently and professionally; answered the judge’s questions very effectively and thoroughly.