2000 DECA-Ontario Provincials RMAL Event 1

An Association of Marketing Students

OCCUPATIONAL CATEGORY Retail Merchandising Series Associate Level

INSTRUCTIONAL AREA Buying and Pricing

COMPETENCIES EVALUATED 1. Determine what to buy. 2. Determine quantities to buy. 3. Choose vendors/resources. 4. Analyze/select appropriate products. 5. Explain the psychological effects of pricing.

Published 1999 by DECA Related Materials. Copyright 1999 by DECA, Inc. No part of this publication may be reproduced for resale without written permission from the publisher. Printed in the United States of America.

2000 DECA-Ontario Provincials RMAL Event 1

PARTICIPANT INSTRUCTIONS
PROCEDURES 1. The event will be presented to you through your reading of these instructions, including Competencies Evaluated 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 competencies 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. 4. You will be evaluated on how well you meet the competencies of this event. 5. Turn in all your notes and event materials when you have completed the role-play.

EVENT SITUATION You are to assume the role of associate at a sporting goods store called THE PLAYGROUND. The manager of the store (judge) has started a new approach to merchandise promotion and wants you to choose products to promote. THE PLAYGROUND is a large sporting goods store that offers most major brands of sporting apparel and equipment for the sports of football, basketball, soccer, hockey (both roller and ice), running, volleyball, camping, swimming, baseball and softball, and lacrosse. The manager (judge) has decided that each week a different employee will select a variety of products to place on 25% discount as the Employee Special of the Week. Often employees select products around a theme that relates to the sports of the season or to upcoming major events. This is your week to select items for promotion. It is now the middle of July, and your manager (judge) wants to hear your ideas for the promotion, including any additional products you may need to order. You are to present your ideas to the manager (judge) in a role-play in the managers (judges) office. The manager (judge) will begin the role-play by greeting you and asking to hear your ideas. At the appropriate time the manager (judge) will conclude the role-play by thanking you for your ideas.

2000 DECA-Ontario Provincials RMAL Event 1

JUDGES INSTRUCTIONS
DIRECTIONS, PROCEDURES AND JUDGES ROLE In preparation for this event, you review the information with your event manager and other judges: 1. 2. 3. 4. Procedures Competencies Evaluated Event Situation 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. 5. Judges Evaluation Instuctions 6. Judges Evaluation Form Please use a critical and consistent eye in rating each participant. JUDGE ROLE-PLAY CHARACTERIZATION You are to assume the role of manager of a sporting goods store called THE PLAYGROUND. You have started a new approach to merchandise promotion and have asked one of your top associates (participant) to choose products to promote. THE PLAYGROUND is a large sporting goods store that offers most major brands of sporting apparel and equipment for the sports of football, basketball, soccer, hockey (both roller and ice), running, volleyball, camping, swimming, baseball and softball, and lacrosse. You have decided that each week a different employee should select a variety of products to place on 25% discount as the Employee Special of the Week. Often employees select products around a theme that relates to the sports of the season or to upcoming major events. This week you have asked one of your associates (participant) to select items for promotion. It is now the middle of July, and you want to hear the associatess (participants) ideas, including any additional products you may need to order. The associate (participant) will present his/her ideas to you in a role-play that will take place in your office. You may begin the role-play by greeting the associate (participant) and asking to hear the promotional suggestions. During the course of the role-play, you are to ask the following questions of each participant: 1. How will your promotion help to generate additional sales? 2. How can we measure the effectiveness of your ideas? 3. How would your display look?

2000 DECA-Ontario Provincials RMAL Event 1

Once the associate (participant) has presented the promotional choices and has answered your questions, you may conclude the role-play by thanking the associate (participant) for his/her ideas. You are not to make any comments after the event is over except to thank the participant.

JUDGES EVALUATION INSTRUCTIONS

Evaluation Form Information The participants are to be evaluated on their ability to perform the specific competencies stated on the cover sheet of this event and restated on the Judges Evaluation Form. Although you may see other competencies being demonstrated by the participants, those listed in the Competencies Evaluated section are the critical ones you are measuring for this particular event. Please note that the Judges Evaluation Form has a starred number in the ranking for each evaluation item. This starred number represents a minimum competency level that an employee in your industry should attain so that additional formalized training would not be required immediately. 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 Excellent Interpretation Level Participant demonstrated the competency in an extremely professional manner; greatly exceeds business standards; would rank in the top 10% of business personnel performing this competency. Participant demonstrated the competency 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 competency. Participant demonstrated the competency with limited effectiveness; performance generally fell below minimal business standards; additional training would

Good

Fair

2000 DECA-Ontario Provincials RMAL Event 1 be required to improve knowledge, attitude and/or skills; would rank in the 50-69th percentile of business personnel performing this competency. Poor Participant demonstrated the competency 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.

2000 DECA-Ontario Provincials RMAL Event 1

JUDGES EVALUATION FORM

2000 RMAL Event 1

DID THE PARTICIPANT:

POOR 0, 2 Attempts at determining what to buy were ineffective or unclear. POOR 0, 2 Attempts at determining quantities to buy were ineffective or unclear. POOR 0, 2 Attempts at choosing vendors/resources were weak or ineffective. POOR 0, 2 Attempts at analyzing/ selecting appropriate products were ineffective or weak. POOR 0, 2 Attempts at explaining the psychological effects of pricing were inappropriate or weak. POOR 0, 1 Demonstrated few skills with little or no effectiveness. FAIR 4, 6, 8 Adequately determined what to buy. FAIR 4, 6, 8 Adequately determined quantities to buy. FAIR 4, 6, 8 Adequately chose vendors/resources. GOOD *10, 12, 14 Effectively determined what to buy. GOOD *10, 12, 14 Effectively determined quantities to buy. GOOD *10, 12, 14 Effectively chose vendors/resources. EXCELLENT 16, 18 Very effectively determined what to buy. EXCELLENT 16, 18 Very effectively and clearly determined quantities to buy. EXCELLENT 16, 18 Very effectively and clearly chose vendors/resources.

4. Analyze/select appropriate products?

FAIR 4, 6, 8 Adequately analyzed/ selected appropriate products. FAIR 4, 6, 8 Adequately explained the psychological effects of pricing. FAIR 2, 3, 4 Demonstrated limited ability to link some skills effectively. GOOD *10, 12, 14 Effectively analyzed/ selected appropriate products. GOOD *10, 12, 14 Effectively explained the psychological effects of pricing. GOOD *5, 6, 7 Effectively demonstrated specified skills. EXCELLENT 16, 18 Very effectively and clearly analyzed/selected appropriate products. EXCELLENT 16, 18 Very effectively explained the psychological effects of pricing. EXCELLENT 8, 9, 10 Demonstrated skills in a confident, articulate and integrated manner that meets the highest professional business standards.

Judges Initials

TOTAL SCORE

*Starred numbers indicate the minimum level that should be considered in keeping an employee without additional formalized training.