Week of September 25

What is DECA?:
● Distributive Education Clubs of America
● Business competition
● Non-profit even though it’s kinda expensive

Resources (print/online):
● Roleplays and exams from the UTS library
● Textbooks and pamphlets from UTS library (Competitive Edge, Check-In, Check-Out
[for hospitality], Marketing Essentials)
● Shared folder (check email)

Expectations:
● Two strikes I’m gonna let Ms. Choi know
● Email me if you can’t make meetings (I’m pretty flexible with time) → don’t let me
know after the fact
● Communication is key!

Exam - find 75 mins to do it:

● 100 multiple choice questions
● We’ll do the sample exams from this year
● 10 janky questions from past HTDM exams (optional - just for lols)
● DECA logic → process of elimination, thinking in the context of an example, etc.
● Other MC strategies

What’s a Roleplay?:
● Get put into a business scenario - develop solution to problem
● Should demonstrate knowledge in a couple PIs but have a coherent plan
● 30 minutes prep
● 15 minutes to present plan and answer questions (2-3)

How people are evaluated:

● See judging sheet → PIs + general impressions (21st century skills)
● Speaking style, content, body language

Take up of exams → we’ll get to that next week

Meeting times → tell me or I’ll just think you’re available all the time
● We’ll probably do lunch unless general consensus is before or after school
● If you have qualified for ICDC you don’t need to come

Homework:
● Do the exam
● Come up with a general introduction and conclusion for your roleplays

October 4
How to Prep:
● 30 minutes
● Might take up to 5 minutes to read scenario and record relevant information
● Rest of time spent really depends on type of team
● William and I:
○ Spend 20 minutes independently thinking of stuff
○ 5 minutes goofing around
○ Last 5 minutes trying to piece together a broken mess
○ Don’t be like us! Unless it also works for you (???)
General Structure of the Roleplay (“Plan format”):
● Introduce yourself if you need to (if it doesn’t indicate that you have an established
relationship)
● Start with introduction and roadmap (“we’ll talk about a,b and c”)
● Talk about the different facets of your plan
○ Fit in the relevant PIs into your plan
○ If they don’t fit put them at the beginning or end - that way you can talk about
them generally
● Conclude with a “we talked to you about this and this and this” kinda thing
● Might be useful to mention metrics to evaluate effectiveness of plan (30 % increase
in social media presence or something)
● Stating a budget and timeline also makes you sound smart (“we project this
promotional plan to cost around 1 million dollars and be active for the next 4 months”)
Misc. Content Things:
● Examples really help demonstrate your argument and impress the judge
● There won’t be time to do all the roleplays, but have a look through the scenarios,
and come up with a general plan for each (for HTDM: disaster [hurricane, food
poisoning, power outage], promotional plan [reopening, rebranding, event in area or
something], renovation [usually rebranding], guest complaints [fee too high, service
not good, something unusual])
Non-Content Advice:
● Look at the judge but don’t do a dead stare
● Nod when your partner makes a good point (but not too often so it’s obvious)
● DECA diamond(?)
● Always helpful to have a few visual components
○ Trifold
○ Demand and Supply
○ Something unique too
Homework:
● Try to book a time with me in the next week to do a roleplay (keep in mind it’ll take
around an hour) - don’t worry about doing well - I got a 71 on my first roleplay ever
● I’ll send a link to a spreadsheet of my available times (lunches are too short)
● Make a resource folder for yourself and start adding to it
Just For Me:
● What are you hoping to get outta DECA this year?
October 6

Announcements:
Instructional Areas Released:
 ● Financial Services Team Decision Making Event (FTDM)
Scenario #1 – Customer Relations

● Business Law and Ethics Team Decision Making Event (BLTDM)

Scenario #1 – Communication Skills

Answerwrite - Online Exam Practice:

● https://www.answerwrite.com/Login.aspx?ID=161
● Participant ID: Student's EMAIL ADDRESS (registered with DECA Ontario)
● Password: 1718DECAON

Exam Question Topics Released:

● https://www.deca.org/wp-content/uploads/2017/08/Exam-Blueprint.pdf

Quizlet Practice for PIs:

● https://quizlet.com/_yoa58
● https://quizlet.com/_xh8pd
● https://quizlet.com/_xh8n4
● Password to all of them is “utsdeca” (case sensitive)

Janky Questions
● Sometimes it helps to read the question through a few different perspectives
● There are a few things that pop up quite frequently:
○ Types of businesses (corporation, limited liability, sole proprietorship,
franchise, etc.)
○ Emotional intelligence - what to say to people - just like practice the questions
○ Operations: factors of production, supplier relationships, distribution, etc.
○ Product utilities: form, task, time, place, possession
● Beware of BS - but also expect it!
○ Some question answers make totally no sense but sometimes those are the
right ones!
○ DECA logic - knowledge + gut feeling

Homework:
● Sign up for a roleplay next week - it doesn’t have to be any good dw :)
● Continue with ~ 10 exam questions per day

For M3s:
● Look at video of Jill + Will
● See email - sign up for slot, extra material

October 10

Prepped intro:
● Let’s hear it
Run through a roleplay prep - keep in mind what’s below (copy and pasted from an earlier
doc):
● Introduce yourself if you need to (if it doesn’t indicate that you have an established
relationship)
● Start with introduction and roadmap (“we’ll talk about a,b and c”)
● Talk about the different facets of your plan
○ Fit in the relevant PIs into your plan
○ If they don’t fit put them at the beginning or end - that way you can talk about
them generally
● Conclude with a “we talked to you about this and this and this” kinda thing
● Might be useful to mention metrics to evaluate effectiveness of plan (30 % increase
in social media presence or something)
● Stating a budget and timeline also makes you sound smart (“we project this
promotional plan to cost around 1 million dollars and be active for the next 4 months”)

Case Studies:
● Tesla:
○ Have not broken even because they invest very much in R&D
○ Use this as fringe example
● Apple
○ Spends like 10 % of advertising budget on TV commercials (far less than
competitors)
○ Focuses on customer experience as a whole- great after-market service
○ Tech companies using cheap chinese labour from FoxConn - ignored
○ Remember the FBI vs. Apple fiasco? They turned it into a positive statement
about protecting customers
● McKinsey and Company (and two other big consulting firms: Boston Consulting
Group, Bain & Co.)
○ Very adaptive to trends - but also notice them early on
○ Stay afloat through many financial disasters
● Deloitte (one of big four auditors along with PricewaterhouseCoopers, Ernst Young,
and KPMG) - read their industry reports
● Great if you can introduce real-life examples
○ Justify the argument
○ Impress the judge

Homework:
● Please book time with me! You know who you are! :’(
● Keep practicing exam questions (~ 10 a day)
● Resource folders?

October 13

Kahoot!

How to Prep for Roleplays:

● Research documents (important examples and relevant terms)
● Prepped roleplay plans
 ● Templates for different types of situations in roleplays and intro/conclusion (fill in the
relevant stuff)
● Glossary of terms
● Be prepared to do a plan and explain Performance Indicators
● Be prepared to use buzz words and explain in detail how things apply to the situation
you’re given
● Try to do as many roleplays as possible (not just with me - email industry-relevant
exec too)

How to Prep for Exams:

● Wrong answers document
● Do as many as you can to prep for “emotional intelligence” questions
● Try to do complete exams if you can - remember you have 75 mins for 100 questions
● If you’re not doing well, don’t worry - practice makes perfect!
● Don’t stress over scores - honestly a lot of the questions are totally BS (but don’t tell
anyone)

Things I Noticed During Roleplays This Week:

● Non-verbal Stuff:
○ Eye contact
○ Be interested in your partner
○ Speak with conviction (don’t say “I guess” or “okay”/ “sure”)
● Content Stuff:
○ Try to incorporate PIs better - state them word for word a couple times
throughout the roleplay
○ Don’t worry about filling time - think about making a point!
○ Try to be more in depth with how things are gonna work out (Is there are
training program for employees for this? Is there a promotional plan for this?
How will that work?)
● Make sure you’re aware of the context:
○ Your position/relationship with the judge
○ Where the business is operating
○ What “selling proposition” the business has (unique aspect)
○ When bring up examples, be sure to state exactly how they apply

Homework:
● Sign up for next week roleplay slot
● Keep up the 10 questions per day (try to do entire exams at once if possible to get a
feel for them)
October 20
How to Prep for Roleplays:

Important Information from Roleplay:

● Relationship to judge
● Location of business
● Unique business aspects
 PIs (list 1-7)

PIs that don’t fit in the plan that are general

Part 1 of Plan Part 2 of Plan Part 3 of Plan

● Fit in relevant PIs ● Fit in relevant PIs ● Fit in relevant PIs

PIs that don’t fit in the plan that are general

Feedback for Roleplays:

● Try to incorporate PIs better into the plan
● Try to figure out what’s unique about the business
● Sometimes they give the outline to you in the roleplay - use it!

Terms:
Accrual

Liquidity

Mystery Shopping

Pricing Strategies

Risk Averse

Homework:
● Sign up for next week roleplay slot
● Keep up the 10 questions per day (try to do entire exams at once if possible to get a
feel for them)

October 27
Feedback for Roleplays:
● Everybody this week is much improved in terms of PI coverage!
● Tips for structure/organization:
○ Roadmap if you don’t already
○ Flag/stamp out exactly what you’re saying → “now that my partner has talk to
you about the nature of pricing (or whatever), it’s important to understand the
ethical implications of the pricing strategy we chose”
 ○ Choose 2 or 3 main things that you wanna cover - roadmap with these
■ Tells judge what they should look for
■ Keeps you guys organized (and not rambly/not knowing what you
should say next)
● Watch for little verbal and nonverbal ticks:
○ Eye-contact/staring
○ Look interested in partner (nod a few times, don’t daydream pls thx)
○ Be confidant! Avoid “I guess” or “we believe”

More terms because I’m evil:

Asymmetric Information:

Different Economic Utilities:

Point of Sale (POS) Terminal:

Promotional Merchandise:

Vertical Integration:

Homework:
● Sign up for next week roleplay slot
● Books (???) - did anyone take any out (???)
● Keep up the 10 questions per day minimum (try to do entire exams at once if
possible to get a feel for them)

November 24
More terms because I’m evil:

AIDA Technique of Persuasion:

Buzz Marketing:
Free-on-Board (FOB):

Price Lining:

Yield Management:

Kahoot!(?)

Homework:
● Sign up for next week roleplay slot

December 8
Balance Sheet/Income Statement/Cashflow Statement:

Sherman Antitrust Act:

Switching Barrier/Switching Cost:

Business Format Franchise:

Creative Destruction:

Questions:
8. The ultimate purpose of preparing a long, complex, business report is usually to
A. present accurate data. C. be well organized.
B. present all views. D. help with major decisions.
19. Each purchase strengthens the economy by encouraging
A. trade. C. investment.
B. expansion. D. competition.
85. Which of the following is a method of direct marketing:
A. Cold calling C. Merchandising
B. Telemarketing D. Event planning
1. What is the Environmental Protection Agency allowed to do if it suspects a business that
distributes
or sells pesticides is in violation of the law?
A. Temporarily close the business C. Ask the business to relocate
B. Collect samples from the business D. Tell the business to sell a different product
2. Jake wanted to run his own business but was unsure that he had adequate business skills
to be
successful. Which type of business would give Jake the help he needs?
A. Sole proprietorship C. Private corporation
B. Business-format franchise D. Product trade-name franchise
Answers:
8. D
Help with major decisions. A complex business report is a well-organized presentation of
accurate information gathered to help with major business decisions. It summarizes the most
important data, but it may not present all views on the subject. In most cases, it includes
recommendations for action or suggested solutions for problems.
19. A
Trade. Each purchase strengthens the economy by encouraging trade. Purchases do not
necessarily encourage expansion, investment, or competition. Expansion is an action an
individual firm might take to increase sales—or purchases. Either individuals or firms may
invest at any time, whether or not customers buy products. In the struggle to lead a market,
competition can encourage customers to buy products.
85. B
Telemarketing. Telemarketing is an advertising medium grouped with “other” media that
utilizes elephone service to promote a product either by phoning prospective customers or
providing a number for them to call. Telemarketing is a method of direct marketing because
it involves the use of one or more advertising media to communicate with the consumer.
Cold calling involves a salesperson making unannounced visits to prospects about whom
little may be known. Merchandising is the process of having the right goods in the right place
at the right time in order to make a profit. Event planning involves planning a gathering or
activity.
1. B
Collect samples from the business. The Environmental Protection Agency is allowed to
collect samples from a business it suspects of being in violation of the law. It then analyzes
the samples to verify that the business is violating the law. If the EPA determines that an
environmental hazard exists, it has the right to temporarily close the business until the
hazard has been corrected. However, it cannot close the business until it verifies the hazard.
The agency would not ask the business to relocate or to sell a different product.
2. B
Business-format franchise. A business-format franchise is a franchise agreement in which
the franchisee must operate under the trade name of the parent company that provides
continuous assistance in setting up and operating the business. This kind of business
arrangement would give Jake more assistance than any of the other alternatives. A sole
proprietorship is a form of business ownership in which the business is owned by one person
who takes all of the risk and responsibility. A private corporation is a type of corporation
owned by a few people that does not offer its shares for sale to the public. A product trade-
name franchise is based on an independent sales relationship between a franchisor and a
franchisee to stock and sell a specific line of goods.

December 19 (Winter Break!)

Planning:
Scenario research/not being scared of roleplays
Speaking

Exams
January 12
Dynamic Pricing

Cash Receipts Journal

Cost of Goods Sold (COGS)

Insolvency

Return on Investment (ROI)

Bonds and Coupons

4. What form of technology allows channel members to track a product's movement through
the supply chain in real time?
A. Radio frequency identification (RFID) C. Supplier performance index (SPI)
B. Universal product code (UPC) D. Global transit mapping system (GTMS)
29. An individual who decides to save a certain amount every month in order to have enough
money on hand to buy a car in two years is
A. opening an account. C. setting financial goals.
B. making an investment. D. analyzing economic conditions.
43. An advertising agency hired by a congressional candidate to develop the advertising
program for a political campaign is an example of __________ marketing.
A. professional C. product
B. services D. bipartisan
54. Which of the following is a true statement regarding a project champion:
A. S/he is the same person as the project manager.
B. S/he is closely involved in the work of the project.
C. S/he can mobilize the necessary resources to get the project done.
D. S/he is usually a low-ranking employee in the business.
77. Which of the following is an advantage associated with RSS feeds:
A. They lack spam. C. They replace the need for web pages.
B. They minimize search engine standings. D. They enable customization of web content.
Answers:

4. A Radio frequency identification (RFID). A radio frequency identification (RFID) tag is a

small computer chip that is attached to the item. The tag contains product information such
as price, style, model number, etc., and allows channel members to track the item's
movements from the time it leaves the production line to the point of purchase. The tag
allows channel members to know where the product is at all times. Universal product codes
are bar-coded tags that are read by a scanner. Supplier performance index is a method to
measure and evaluate a channel member's performance. A global transit mapping system,
universal product codes, and the supplier performance index are not forms of technology
that track a product's movement through the supply chain.

29. C Setting financial goals. Financial goals are objectives that individuals want to achieve.
Deciding to save money to buy a car in two years is a financial goal. Individuals often set
financial goals based on a time factor because they have a need that they want to satisfy. In
this situation, buying a car in two years is the need that can be satisfied by saving money
every month. Deciding to save money is not an investment, although the money that is
saved might be invested or placed in a savings account. An individual who decides to save
money is not analyzing economic conditions.

43. B Services. Services are defined as intangible objects that can be sold. Services
marketing refers to the actions taken to develop, promote, and distribute the intangible
object. The congressional candidate is tangible but is hiring an agency to perform an
intangible act, which is to develop an advertising program. Product marketing develops,
promotes, and distributes tangible objects that can be sold, such as shoes or trucks.
Products can be held or touched; services cannot. Professional marketing and bipartisan
marketing are not types of marketing.

54. C S/he can mobilize the necessary resources to get the project done. The project
champion is a person who can mobilize the necessary resources to get the project done.
S/he is usually a high-ranking person within the organization who sponsors the project but is
not necessarily closely involved in the work of the project. S/he is instrumental in choosing a
project manager but does not personally fulfill that role.

77. A They lack spam. RSS (Really Simple Syndication) enables businesses to syndicate
content from their websites, rather than customizing it. Another advantage to RSS feeds is
that they are easy to sign up for and to unsubscribe from. They do not replace the need for
web pages since that is what is being syndicated. They optimize, rather than minimize,
search engine standings.