MTDM-14 District Event 2

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CAREER CLUSTER Marketing INSTRUCTIONAL AREA Promotion

MARKETING COMMUNICATIONS TEAM DECISION MAKING EVENT

PARTICIPANT INSTRUCTIONS

• The event will be presented to you through your reading of the General Performance

Indicators, Specific Performance Indicators and Case Study Situation. You will have up to 30 minutes to review this information and prepare your presentation. You may make notes to use during your presentation.

• You will have up to 10 minutes to make your presentation to the judge (you may have more than one judge), followed by up to 5 minutes to answer the judge’s questions. All members of the team must participate in the presentation, as well as answer the questions.

• Turn in all of your notes and event materials when you have completed the event. GENERAL PERFORMANCE INDICATORS • Communications skills—the ability to exchange information and ideas with others through

writing, speaking, reading or listening • Analytical skills—the ability to derive facts from data, findings from facts, conclusions from

findings and recommendations from conclusions • Production skills—the ability to take a concept from an idea and make it real • Teamwork—the ability to be an effective member of a productive group • Priorities/time management—the ability to determine priorities and manage time commitments • Economic competencies SPECIFIC PERFORMANCE INDICATORS • Explain the role of promotion as a marketing function • Explain the nature of a promotional plan • Describe factors used by marketers to position products/services • Identify types of public-relations activities • Discuss internal and external audiences for public-relations activities • Explain communications channels used in public-relations activities • Create a public-service announcement

MTDM-14 District Event 2

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CASE STUDY SITUATION You are to assume the role of Public Relations Managers of Diamond Car Insurance. The owner (judge) of Diamond Car Insurance has asked you to design a communications plan to combat the negative publicity facing the company and the owner. Recently the owner was in a minor traffic accident due to texting while driving. While no one was hurt, there has been considerable bad publicity associated with the event. Not only was the accident covered by the local media, the owner and company has endured much criticism in social media venues since the accident three days prior. With the bad publicity regarding the event, several of your customers have called and either cancelled or threatened to cancel their car insurance policies. This type of negative publicity to Diamond Car Insurance could ultimately dissolve the business. As the public relations team you need to devise a plan that includes:

• Create a public relations promotional campaign specific to Diamond Car Insurance • Describe several ways in which the campaign for Diamond Car Insurance can be

communicated to the customers • Describe public relations activities the company can use • Describe ways in which the campaign can be communicated within the business • Create a concept for a public-service announcement

You and your partner will present the communications plan to the owner (judge) in a meeting to take place in the owner’s (judge’s) office. The owner (judge) will begin the meeting by greeting the student team and asking to hear the marketing communications plan. After you and your partner have presented and have answered the owner’s (judge’s) questions, the owner (judge) will conclude the meeting by thanking you for your work.

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JUDGE’S INSTRUCTIONS You are to assume the role of Public Relations Managers of Diamond Car Insurance. The owner (judge) of Diamond Car Insurance has asked you to design a communications plan to combat the negative publicity facing the company and the owner. Recently the owner was in a minor traffic accident due to texting while driving. While no one was hurt, there has been considerable bad publicity associated with the event. Not only was the accident covered by the local media, the owner and company has endured much criticism in social media venues since the accident three days prior. With the bad publicity regarding the event, several of your customers have called and either cancelled or threatened to cancel their car insurance policies. This type of negative publicity to Diamond Car Insurance could ultimately dissolve the business. As the public relations team you need to devise a plan that includes:

• Create a public relations promotional campaign specific to Diamond Car Insurance • Describe several ways in which the campaign for Diamond Car Insurance can be

communicated to the customers • Describe public relations activities the company can use • Describe ways in which the campaign can be communicated within the business • Create a concept for a public-service announcement

The public relations managers (participants) will present the public relations plan to you in a meeting to take place in your office. You will begin the meeting by greeting the student team and asking to hear the marketing communications plan. After the Public Relations Managers (student team) have presented their plan, you are to ask the following questions of each participant team: 1. How do we handle the continued negative publicity on social media? 2. How do we gauge the return on investment with this marketing communications plan? 3. What is the back-up plan if this does not work? Once the Public Relations Managers (student team) have answered your questions, you will conclude the meeting by thanking them for their work. You are not to make any comments after the event is over except to thank the participants.

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JUDGING THE PRESENTATION Team members, assuming the role of a management team for the business represented, will analyze a case situation related to the chosen occupational area. The team will make decisions regarding the situation, and then make an oral presentation to the judge. The role of the judge is that of an executive for the business. Participants will be evaluated according to the Evaluation Form. Please place the name and identification number label on the Scantron sheet (unless it has already been done for you). Participants will have a 30-minute preparation period and may make notes to use during the role-play. During the first 10 minutes of the presentation (after introductions), the team will present their analysis, their decisions and the rationale behind the decisions. Allow the teams to complete this portion without interruption, unless you are asked to respond. During the next 5 minutes, you may ask questions of the team to determine their understanding of the situation presented. Each member of each team should respond to at least one question. To ensure fairness, you must ask each team the same questions. After asking the standard questions, you may ask other questions for clarification specific to the current team. After the questioning period, please thank the team and state that they will be notified of your decision soon. Then complete the Evaluation Form, making sure to record a score for all categories. The maximum score for the evaluation is 100 points. The presentation will be weighted at twice (2 times) the value of the exam scores. A maximum score of “Exceeds Expectations” in any category means that, in your opinion, the information is presented effectively and creatively; nothing more could be expected of an employee. A “Meets Expectations” rating means that the information is present well. Though there may be a few minor problems or omissions, they are not significant. Creativity, however, is not shown to any great degree. A combined total score of 70 or better on the written and presentation sections will earn the participant team DECA’s Certificate of Excellence at the international conference. A “Below Expectations” score means that the information presented does not meet minimum standards of acceptability. A “Little/No Value” score means either that some major flaw has been noted that damages the effectiveness of the presentation (this may be a major omission, a serious misstatement or any other major flaw) or that the information presented is of no value (does not help the presentation at all). We hope you are impressed by the quality of the work of these potential managers. If you have any suggestions for improving the event, please mention them to your series director. We thank you for your help.

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MARKETING COMMUNICATIONS TEAM DECISION MAKING, 2014 JUDGE’S EVALUATION FORM DISTRICT EVENT INSTRUCTIONAL AREA: Promotion

Participant: _____________________________ Participant: _____________________________ I.D. Number: ____________________________

Did the participant: Little/No

Value Below

Expectations Meets

Expectations Exceeds

Expectations Judged Score

PERFORMANCE INDICATORS

1. Explain the role of promotion as a marketing function 0-1-2-3 4-5-6 7-8 9-10

2. Explain the nature of a promotional plan 0-1-2-3 4-5-6 7-8 9-10

3. Describe factors used by marketers to position products and services 0-1-2-3 4-5-6 7-8 9-10

4. Identify types of public relations activities 0-1-2-3 4-5-6 7-8 9-10

5. Discuss internal and external audiences for public relations activities 0-1-2-3 4-5-6 7-8 9-10

6. Explain communications channels used in public relations activities 0-1-2-3 4-5-6 7-8 9-10

7. Create a public-service announcement 0-1-2-3 4-5-6 7-8 9-10

21st CENTURY SKILLS

8. Reason effectively and use systems thinking? 0-1 2-3 4 5-6

9. Make judgments and decisions, and solve problems? 0-1 2-3 4 5-6

10. Communicate clearly and show evidence of collaboration? 0-1 2-3 4 5-6

11. Show evidence of creativity? 0-1 2-3 4 5-6

12. Overall impression and responses to the judge’s questions 0-1 2-3 4 5-6

TOTAL SCORE

STEPS TO SUCCESS

1. OBJECTIVES 2. ROLE OF PROMOTION 3. FACTORS USED TO POSITION

PRODUCTS/SERVICES 4. NATURE OF PROMOTIONAL PLAN 5. DISCUSS INTERNAL/EXTERNAL

AUDIENCES 6. CREATE A P.S.A 7. EFFECTIVE COMMUNICATION

CHANNELS 8. PUBLIC RELATIONS ACTIVITIES 9. MEASURING SUCCESS

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OBJECTIVES:

Gain%customer%loyalty%

Create%effective%public%relations%activities%

Increase%communication%

channels%between%the%business%and%its'%customers%

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ROLE OF PROMOTION

The%first%step%is%to%inform%the%customers%about%our%promotional%techniques%for%Diamond%Car%Insurance%

Second,%we%need%to%persuade%our%customers%to%remain%loyal%to%Diamond%Car%Insurance%throughout%this%difficult%time%

Last,%we%need%to%remind%them%that%Diamond’s%is%here%to%stay%in%the%market%through%social%media,%personal%phone%calls,%etc.%

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FACTORS USED TO POSITION PRODUCTS/SERVICES

How can we create a more loyal image for our customers?

LOYAL%IMAGE%

Consistency%throughout%advertising%

Positive%customer%service%

experience%

Sympathy%and%apologetic%mindsets%of%employees%

Remember%our%key%audience%

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NATURE OF PROMOTIONAL PLAN ROAD MAD TO SUCCESS

START:%CREATE%TWITTER%PAGE%

TWO%DAYS:%PUBLIC%APOLOGY%%OVER%TWITTER%

ONE%WEEK:%ANNOUNCE%THE%DATE%OF%THE%P.S.A.%%

TWO%WEEKS:%BROADCAST%%THE%P.S.A%THROUGH%TELEVISION%

THREE%WEEKS:%UPLOAD%P.S.A.%TO%COMPANY%WEBSITE,%TWITTER%PAGE,%AND%YOUTUBE%

ONE%MONTH:%HAVE%OWNER%SPEAK%AT%LOCAL%HIGH%SCHOOLS%

TWO%MONTHS:%OFFER%EXISTING%CUSTOMERS%A%5%%DISCOUNT%FOR%THEIR%LOYALTY%

THREE%MONTHS:%MEASURE%THE%SUCCESS%OF%OUR%CAMPAIGN%THROUGH%CUSTOMER%SURVEYS%

ONE%MONTH:%LAUNCH%THE%“POWER%OFF”%SOCIAL%MEDIA%CAMPAIGN%

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DISCUSS INTERNAL AND EXTERNAL AUDIENCES

• %• %• %

%%%

• Salesmen%%

• Managers%%

• CEO/Owner%%

• Accountants%%

• Executives%• INTERNAL

INTERNAL AUDIENCE% EXTERNAL AUDIENCE%

%%

• Customers%%

• Male%and%Females,%ages%24\45%%

• Automobile%owners%%

• Cares%about%their%car%%

• Either%married%or%single%

%

• %

%

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CREATE A PUBLIC SERVICE ANNOUNCEMENT%

%

Owner%sitting%infront%of%the%camera%

Owner%apologizes%for%his%mistake%

Have%the%owner%talk%about%the%dangers%of%texting%and%driving%

Fade%to%black,%display%our%social%media%information%and%website%

I%am%very%sorry%for%my%actions%on%behalf%of%myself,%and%the%company…%

75%%of%teenagers%text%while%driving%

@Diamondcarinsurance%

Diamondcarinsurance.com%

POWER%OFF.%STOP%TEXTING%WHILE%DRIVING.%

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%EFFECTIVE COMMUNICATION CHANNELS%%

Diamond%Car%Insurance%

Vine%

Twitter%

Personal%

Television%

Mobile%

Introduce%6\%second%videos,%launching%a%new%one%once%a%day%for%a%week,%which%show%how%drivers%can%eliminate%using%their%phones%while%driving.%Example:%powering%off%the%phone%

Connect%with%and%talk%with%our%customers%over%our%Twitter%handle%Have%the%

owner%visit%local%high%schools,%advocating%against%texting%while%driving%

Broadcast%the%P.S.A%on%national%television%for%maximum%exposure%

Create%a%mobile\friendly%website%for%easy%access%for%customers%

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PUBLIC RELATIONS ACTIVITIES

• Owner%speak%at%local%high%schools%

• Teach%teenagers%about%the%dangers%of%texting%and%driving%

• Lets%the%owner%own%up%for%his%mistakes%

• Be%able%to%help%a%younger%generation%

• Partner%with%Oprah%Winfrey’s%campaign:%NO%PHONE%ZONE%

• Becoming%the%sponsor%will%create%positive%publicity%for%the%company%

• Diamond%Car%Insurance%will%be%associated%with%a%positive%campaign%

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MEASURING SUCCESS%

• Screenshots%of%Tweets%between%Diamond%Car%Insurance%and%their%customers%

• Record%the%P.S.A.%on%television%• Record%the%Vines%on%Twitter%• Video%tape%the%owner%speaking%at%High%Schools%• Gather%this%in%a%portfolio%

INCREASE%COMMUNICATION%

CHANNELS%

• Survey%students%of%schools%visited%to%gage%reactions%

• Track%how%many%people%are%involved%with%the%Oprah%No%Phone%Zone%Campaign%

Create%effective%public%relations%

activities%

• Have%customer%service%surveys%for%customers%to%answer%

• File%away%sales%records%for%the%promotional%period%and%analyze%the%data%

Gain%customer%loyalty%

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