1. MARKETING 160 – MODULE 6 DISTRIBUTION CHANNELS and CASE ANALYSIS
With Duane Weaver

2. MODULE three Marketing mix, Mktg. Environment and Mktg
MODULE three Marketing mix, Mktg. Environment and Mktg. Info…building a situational analysis
iRAT
tRAT
Write Appeals
Debrief and questions
Team Exercise 1 – BEST DISTRIBUTION STRATEGY
Team Exercise 2 – Case Analysis (2 cases)
BREAK
SUMMARY one team lesson learned
Marketing Plan Major Project – NEXT STEPS
OUTLINE
iRAT
tRAT
APPEALS
EXERCISE 1
EXERCISE 2
BREAK
SUMMARY
MKT PLAN NEXT STEPS
EXERCISE 2

3. i-RAT
You will have 8 minutes to complete the 10 question individual Readiness Assessment Test
OUTLINE
iRAT
tRAT
APPEALS
EXERCISE 1
EXERCISE 2
BREAK
SUMMARY
MKT PLAN NEXT STEPS
EXERCISE 2

4. 8:00 i-RAT OUTLINE iRAT tRAT APPEALS EXERCISE 1 EXERCISE 2 BREAK
SUMMARY
MKT PLAN NEXT STEPS
EXERCISE 2

5. i-RAT
4:30
6:00
4:00
1:00
5:00
2:00
2:30
5:30
1:30
3:30
TIMES UP!
7:00
3:00
0:30
6:30
OUTLINE
iRAT
tRAT
APPEALS
BREAK
EXERCISE 1
EXERCISE 2
SUMMARY
MKT PLAN NEXT STEPS
EXERCISE 2

6. TIME IS UP! i-RAT OUTLINE iRAT tRAT APPEALS EXERCISE 1 EXERCISE 2
BREAK
SUMMARY
MKT PLAN NEXT STEPS
EXERCISE 2

7. t-RAT Team readiness Assurance Test You will have 8 minutes
OUTLINE
iRAT
tRAT
APPEALS
EXERCISE 1
EXERCISE 2
BREAK
SUMMARY
MKT PLAN NEXT STEPS
EXERCISE 2

8. Decremental Scoring of Team RAT
Remember time is limited!
Right answer on:
1st try = 10 points
2nd try = 5 points
3rd try = 2 points
4th or 5th try = 0 points
Don’t find the correct answer on the first try?
Keep discussing and scratching to earn partial credit
OUTLINE
iRAT
tRAT
APPEALS
EXERCISE 1
EXERCISE 2
BREAK
SUMMARY
MKT PLAN NEXT STEPS
EXERCISE 2

9. 8:00 t-RAT OUTLINE iRAT tRAT APPEALS EXERCISE 1 EXERCISE 2 BREAK
SUMMARY
MKT PLAN NEXT STEPS
EXERCISE 2

10. t-RAT
4:30
6:00
4:00
1:00
5:00
2:00
2:30
5:30
1:30
3:30
TIMES UP!
7:00
3:00
0:30
6:30
OUTLINE
iRAT
tRAT
APPEALS
EXERCISE 1
EXERCISE 2
BREAK
SUMMARY
MKT PLAN NEXT STEPS
EXERCISE 2

11. TIME IS UP! T-RAT OUTLINE iRAT tRAT APPEALS EXERCISE 1 EXERCISE 2
BREAK
SUMMARY
MKT PLAN NEXT STEPS
EXERCISE 2

12. Scoring your Team Rat Right answer on first try = 10 points
Right answer on second try = 5 points
Right answer on third try = 2 points
Right answer on fourth or fifth try = 0 points
OUTLINE
iRAT
tRAT
APPEALS
EXERCISE 1
EXERCISE 2
BREAK
SUMMARY
MKT PLAN NEXT STEPS
EXERCISE 2

13. TEAM SCORES? HOW DID YOUR TEAM DO? OUTLINE iRAT tRAT APPEALS
EXERCISE 1
EXERCISE 2
BREAK
SUMMARY
MKT PLAN NEXT STEPS
EXERCISE 2

14. 10 minutes Appeals Process
You can appeal AS A TEAM any questions that you believe were misleading, unfair, or inaccurate.
OPEN BOOK
Appeal must be IN WRITING (see appeals forms in your folder)
Include reasons and CITE EVIDENCE from the text to support your argument…OR…
If your appeal is based on misleading language in the question, you must include ALTERNATE QUESTION WORDING.
Appeals form in your folder
OUTLINE
iRAT
tRAT
APPEALS
EXERCISE 1
EXERCISE 2
BREAK
SUMMARY
MKT PLAN NEXT STEPS
EXERCISE 2

15. MODULE six EXERCISE ONE
COMPLETE TEAM ACTIVITY – BEST DISTRIBUTION STRATEGY:
You have 8 minutes to decide. USE the A – F sheets to reveal your answers.
Be prepared to REVEAL your BEST CHOICE…at the same time.
THE QUESTION IS IN YOUR TEAM FOLDERS.
OUTLINE
iRAT
tRAT
APPEALS
EXERCISE 1
EXERCISE 2
BREAK
SUMMARY
MKT PLAN NEXT STEPS
EXERCISE 2

16. MODULE SIX EXERCISE 2 – Case 1
TEAM ACTIVITY – CASE STUDY ANALYSIS:
Mini-lesson for CASE 1
Explain Case Prep Sheet
Walk through Earthen’s Case on own
Walk through Earthen’s Case as a class
OUTLINE
iRAT
tRAT
APPEALS
EXERCISE 1
EXERCISE 2
BREAK
SUMMARY
MKT PLAN NEXT STEPS
EXERCISE 2

17. BREAK TIME TODAY we will BREAK for 10 minutes OUTLINE iRAT tRAT
APPEALS
EXERCISE 1
EXERCISE 2
BREAK
SUMMARY
MKT PLAN NEXT STEPS
EXERCISE 2

18. MODULE SIX EXERCISE 2 – Case 2
TEAM ACTIVITY – CASE STUDY ANALYSIS – CASE 2
Work on Case 2 on your own minutes
Work as a Team on Case 2 – gain consensus 20 minutes
We will discuss as a CLASS with each team sharing their decisions
OUTLINE
iRAT
tRAT
APPEALS
EXERCISE 1
EXERCISE 2
BREAK
SUMMARY
MKT PLAN NEXT STEPS
EXERCISE 2

19. SUMMARY lessons learned
Identify ONE lesson learned today as a team – let’s share.
OUTLINE
iRAT
tRAT
APPEALS
EXERCISE 1
EXERCISE 2
BREAK
SUMMARY
MKT PLAN NEXT STEPS
EXERCISE 2

20. THE FINAL PROJECT – MARKETING PLAN NEXT STEPS
See the handout
You should have completed final draft of Sit. Analysis, SWOT, Segmentation, Targeting and Positioning.
You need to think about how you will use the MARKETING MIX to implement your positioning strategy
You need to research and find evidences to forecast 3-5 years of market demand that JUSTIFIES your strategy for your plan.
After next class: Summarize your plan and create a 15 minute presentation to point out the highlights.
Present your plan
OUTLINE
iRAT
tRAT
APPEALS
EXERCISE 1
EXERCISE 2
BREAK
SUMMARY
MKT PLAN NEXT STEPS
EXERCISE 2