BUSINESS Resources & Revision Teachers Answers Sample answers are provided for the questions in the book. In some cases, the answers provided contain more points than would be required in an exam. This is done in order to illustrate the range of possible points that students can provide. 2 Contents Answers to Unit 1 – People in Business 1.1 Introduction to People in Business 1.2 Conflict in the Marketplace (Contract Law) 1.3 Conflict in the Marketplace (Consumer Law) 1.4 Conflict in the Workplace (Industrial Relations) Unit 1 Resources & Revision Pit Stop Answers to Unit 2 - Enterprise 2.1 Entrepreneurs & Enterprise Answers to Unit 3 - Management 3.1 Introduction to Management 3.2 Management Skills of Leadership & Motivation 3.3 Management Skill of Communication 3.4 Management Activities of Planning, Organising & Controlling Units 2 & 3 Resources & Revision Pit Stop Answers to Unit 4 - Managing 4.1 Human Resource Management 4.2 Managing Change 4.3 Managing Business and Household Insurance 4.4 Managing Business and Household Tax 4.5 Business and Household Finance 4.6 Monitoring Business Finances using Accounts Unit 4 Resources & Revision Pit Stop Answers to Unit 5 – Business in Action 5.1 Identifying Opportunities 5.2 Marketing 5.3 Getting Started in Business 5.4 Business Expansion Unit 5 Resources & Revision Pit Stop Answers to Unit 6 - Domestic Environment 6.1 Industries and Sectors in the Economy 6.2 Types of Business Organisation 6.3 Business, the Economy & Community Development 6.4 Government & Business 6.5 Ethical, Social & Environmental Responsibilities in Business Unit 6 Resources & Revision Pit Stop Answers to Unit 7 – International Environment 7.1 Ireland & the Global Economy 7.2 Ireland & the European Union 7.3 Global Business Unit 7 Resources & Revision Pit Stop Answers to Exam Revision ABQs Revision ABQs covering Units 1,2,3 Revision ABQs covering Units 2,3,4 Revision ABQs covering Units 3,4,5 Revision ABQs covering Units 4,5,6 Revision ABQs covering Units 5,6,7 3 Business Resources & Revision Answers 4 Unit 1 – People in Business Unit 1 – People in Business 1.1 Introduction to People in Business 1. Business Terms 1 2 3 4 5 6 7 8 9 10 11 12 L C A K B I E G J D H F 2. Putting theory into practice . . . The Jelly Bean Factory 1. Identify five important stakeholders in The Jelly Bean Factory business. • Peter and Paul Cullen - the entrepreneurs • Enterprise Ireland – the investors • Consumers of gourmet jellies • Suppliers of ingredients and packaging to the Jelly Bean Factory • Government, who want the business to obey the law and pay its taxes 2. Name one example of an interest group that could represent employees in The Jelly Bean Factory. SIPTU – could represent employees 3. Identify one example of an interest group that could represent employers. ISME or IBEC 4. Explain the difference between an entrepreneur and an investor. • Entrepreneurs take the initiative to invest their own time and money to set up a business. • Investors don’t take the initiative or invest their time. They simply invest their money. 5. List five brief examples of possible conflicts between stakeholders in a business like The Jelly Bean Factory. • Investors want profits as quickly as possible, but entrepreneurs may want to reinvest profits in growing the business. • Employees want more wages but owners want to maximise profits. • Suppliers want to charge higher prices; owners of the Jelly Bean Factory want to pay lower prices for supplies. • Consumers want prices as low as possible; owners want prices as high as possible. Government wants to collect more taxes, owners want to pay less taxes. 6. Explain the difference between competitive and co-operative business relationships. • A co-operative business relationship involves . . . adopting a win/win approach to stakeholders. It assumes that it is better to work in partnership with stakeholders and not against them. • A competitive business relationship involves . . . stakeholders adopting a win/lose approach. It asumes that only one stakeholder can win and therefore each should seek to take advantage of the other. 5 Business Resources & Revision Answers 1.2 Conflict in the Marketplace (Contract law) 1. Business Terms 1 2 3 4 5 6 7 8 F H A G D B E C 2. Putting theory into practice . . . Sonic Promotions 1. Do customers who bought tickets have a contract with Sonic Promotions? Give a reason for your answer. • Yes. Customers made an offer, Sonic Promotions accepted the offer, and exchanged money and tickets as consideration. 2. List four ways in which a contract can be terminated • Through performance (fulfilment) of the contract by all parties involved. • By agreement among all the parties to terminate the contract. • Through frusration where an unforeseen event makes the contract impossible to complete. • Through the breach of a condition (an essential element) of a contract. 3. List three legal remedies open to consumers for a breach of contract • Rescind (cancel) the contract. • Sue for financial compensation in the courts. • Seek ‘specific performance’ by getting a court order to compel the other side to honour the contract. 4. List three circumstances in which a person canot legally enter into a legal contract: • Anyone under 18 (except for normal purchases made by under 18 year olds) • If someone is intoxicated • If someone is insane or ‘not of sound mind’ at the time of agreeing to the contract NB: question asked about ‘a person’, not companies so should not mention ultra vires. 5. Every valid contract must . . . True Contain an offer Yes Be written Be agreed by all parties Yes Yes Be signed by all parties Involve some form of consideration/value 6 False Yes Yes Unit 1 – People in Business 1.3 Conflict in the Marketplace (Consumer Law) 1. Business Terms 1 2 3 4 5 6 7 C E A B G F D 2. Putting theory into practice… Cycle World 1. Name the law that protects Dave in this case. • Sale of Goods and Supply of Services Act 1980 2. List the legal rights of Dave and the legal responsibilities of Cycle World. • Dave has the right to receive a bicycle of merchantable quality • Dave has the right to receive goods fit for the purpose intended • Cycle World are responsible for the defective chain • Cycle World must resolve the complaint about the defective chain themselves 3. Outline one method of solving the problem. • Dave should be aware of his legal rights. Go to Cycle World bringing his receipt of purchase. Ask to speak to the manager. Explain what happened. Request the problem be repaired as required by law. 3. Putting theory into practice… Cosy Homes DIY 1. Name the law that protects the consumer in this case. • Sale of Goods and Supply of Services Act 1980 (because the paint did not match the colour on the tin and was therefore not fit for purpose) Or • Consumer Protection Act 2007 (because can also be argued that the sample tin was a form of advertising promotion and this law prohibits false advertising or false / misleading product descriptions.) 2. Outline one non-legislative (non-legal) method of solving the problem. • Call into Cosy Homes DIY store, bring the receipt, the sample tin of paint plus one of the seven delivered. Ask to speak to the manager. Explain what happened and request the correct colour paint or a full refund. 3. Explain one legal right of Stephen and one duty of the shop in this case. Right of Stephen: • To receive the correct colour paint, fit for the purpose intended. • To receive a new delivery of correct paint or a full refund. Duty of shop: • To take the complaint seriously • To resolve the matter, even if it is the paint manufacturer’s fault • To refund Stephen his money if the shop is unable to resolve the matter 7 Business Resources & Revision Answers 4. Putting theory into practice… The on-line marketplace 1. Explain what is meant by the term ‘caveat emptor’ A legal term meaning ‘let the buyer beware’. It means that consumers are always expected to use a reasonable degree of common sense. 8 Unit 1 – People in Business 1.4 Conflict in the Workplace (Industrial Relations) 1. Business Terms Column 1 is a list of business terms; Column 2 is a list of explanations. Match the two lists by placing the letter of the correct explanation under the relevant number in the box below. 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 G E D A B N C F K L P J I M H O 2. Putting theory into practice… Rock Construction 1. Rock Construction electricians are engaged in unofficial dispute. Distinguish between an official and an unofficial dispute. Official disputes must comply with the Industrial Relations Act 1990, i.e. they must have majority support of union members involved, have support of the union and of ICTU. Unofficial disputes do not comply with this law. 2. Name the law that sets out the rules for regulating / governing industrial disputes. Industrial Relations Act 1990 3. Rock management and union went to the LRC for conciliation and the Labour Court for arbitration. Distinguish between arbitration and conciliation. • Conciliation means getting an independent third party (such as the LRC) to assist in resolving a dispute by getting both sides to understand the other’s views. Conciliator does not recommend any solution. • Arbitration means getting a third party (such as the Labour Court) to listen to both sides and then to recommend a solution. 4. Give three examples of a fair dismissal: • A competent employee who keeps turning up late to work despite being given warnings. • A dishonest employee who steals from the business. • New equipment makes an employee’s job redundant. 5. Give three examples of an unfair dismissal: • Dismissing someone without following fair procedures • Employer cannot prove that the employee was incompetent • Employer cannot prove that the employee was dishonest • Employer cannot prove that the job was redundant • Employer engages in constructive dismissal by harrassing or bullying an employee to leave. 6. List • • • • • five possible causes of conflict in any workplace. Poor pay Poor working conditions (e.g. very long hours) Unfair dismissals Discrimination against staff Poor communication between managers and staff leading to misunderstandings and distrust 9 Business Resources & Revision Answers • • unrealistic demands made by employees or employers of each other Agressive personalities and communicaiton styles. 7. Name the most appropriate organisation to resolve the following conflicts. (a) An employer wants advice on how to prevent industrial disputes. Labour Relations Commission (b) An employee is sacked because he joined a trade union. Employment Appeals Tribunal (c) An employer and trade union are unable to resolve a dispute in the LRC. Labour Court (d) An employee is not promoted because of ‘her nationality’. Equality Authority 10 Unit 1 – Resources and Revision Pit Stop Unit 1 – Resources & Revision Pit Stop 1. Explain the following terms. Manager: Person responsible for running a business (or part of a business) and achieving its goals. Investors: People who provide a business with the finance it needs. Profits: What is left after all business costs and expenses are paid. Industrial Relations: The quality of relations that exists between the managers and employees in a business. Trade union: Organisations that represent the views and interests of employees in matters concerning pay and conditions of employment. Contract: A legally binding agreement (can be enforced in a court of law if necessary. Compensation: Money paid to make up for damage caused. 2. List the different stakeholders with whom Zero Cosmetics is in conflict. • Investors - are unhappy with the level of profit being ploughed back into the business. • Employees - their wages are not keeping up with employees in similar firms. • Customers - product quality standards are declining. • The transportation firm (a supplier) – they cancelled a contract which led to the loss of €300,000 worth of damages. 3. Outline three consequences that could arise for Zero Cosmetics if these conflicts are left unresolved. • May become more difficult to raise finance from investors in future. • Skilled employees may leave to work for rival firms offering better pay and conditions. • Sales may decline as reputation for quality declines. 11 Business Resources & Revision Answers Unit 2 – Enterprise 2.1 Entrepreneurs & Enterprise 1. Business Terms 1 2 3 4 5 6 7 8 G A B E C H F D 2. Putting theory into practice . . . Sean Gallagher, entrepreneur 1. Briefly outline eight characteristics and skills found in an entrepreneur like Sean Gallagher. • confident and proactive • determined, highly motivated • innovative, creative • realistic risk taker • decisive yet flexible • able to identify business opportunities • able to manage their time • able to set goals and plans • able to manage stress • able to get along with people 2. List four examples of enterprise in action in different areas of life. • Organising a surprise party • Renovating and repairing your own house • Students setting up a school mini-enterprise • Students setting up a Leaving Cert study group • Local people setting up a Tidy Towns group • Someone opening a new shop 3. Identify three reasons why people like Sean Gallagher might become entrepreneurs. • Desire for independence / to be one’s own boss • Personal satisfaction of doing work that one enjoys • To earn a living • Opportunity to be creative 4. If you became an entrepreneur and set up a successful business that earns you millions, what would you do with the money? • Personal student answer required 12 Unit 3 – Management Unit 3 – Management 3.1 Introduction to Management 1. Business Terms 1 2 3 4 5 D C A E B 2. Putting theory into practice . . . DALY MANAGEMENT 1. Identify an example of the following management activities and skills in Siobhan’s life: (a) Planning revision timetable • Planning to meet friends at the weekend • Planning how to spend pocket money (b) Leading • Becoming hockey team captain • Being elected spokeperson for the Debs committee (c) Organising • Getting sports gear ready • Getting books and materials ready for school the night before • Organising the students’ Debs committee (d) Motivating • Talking to students in 6th year explaining about plans for the Debs Ball and trying to generate interest and a good attendance (e) Controlling • Checking study timetable to ensure that revision is ‘on track’ • Monitoring how she spends her money (f) Communicating • Talking to the school authorities about plans for the Debs Ball • Talking to other students 3. Putting theory into practice . . . MANAGING EMERGENCIES 1. Is John O’Shea a manager or an entrepreneur? Give a reason for your answer. Both – he is an entrepreneur because he set up GOAL. He is a manager because he also runs the organisation. 2. Outline three differences between an entrepreneur and a manager.(HL) • Unlike managers, entrepreneurs spend a lot of time looking for opportunities for new businesses 13 Business Resources & Revision Answers • • Unlike managers, entrepreneurs take the initiative to set up new businesses Unlike managers, entrepreneurs take personal risks such as investing their own money in new business ideas 3. List three management skills that could be used in GOAL. • Leadership skills are needed to provide direction to manage staff and volunteers • Motivation skills are needed to encourage staff and volunteers to give their best • Communications skills are needed to persuade the public to donate money 4. List three management activities that could be used in GOAL. • Planning what disaster relief projects get priority • Organising relief supplies and volunteers • Controlling how donations are spent to ensure value for money 14 Unit 3 – Management 3.2 Management Skills of Leadership & Motivation 1. Business Terms 1 2 3 4 5 6 7 8 9 E F D I B C H A G 2. Putting theory into practice . . . DIGITAL WORLD 1. Name one leadership style and give two reasons why you would recommend Grace adopt it with her staff. • Democratic leadership. • Getting staff input can lead to better quality decisions. • Sharing decision-making could be less stressful for Grace (compared to autocratic style). • Staff will feel more valued and motivated in their work. 2. List two ways that Maslow’s hierarchy of needs could assist Grace in motivating her staff. • By creating a friendlier workplace, Grace can help staff meet their social needs • By providing staff with praise for work well done, Grace can help meet their esteem needs • By providing staff with more responsibility in their jobs, Grace can help them satisfy their self-actualisation needs. 3. Describe two ways that McGregor’s Theory of Motivation could assist Grace in choosing how to motivate staff in Digital World. • By providing interesting and challenging work (Theory Y) • By consulting regularly with staff and encouraging their ideas • By not relying solely on financial rewards • By not threatening staff or constantly watching them 4. Draw and label a diagram illustrating Maslow’s hierarchy of needs. Self-actualisation needs Self-esteem needs Social needs Safety needs Physical needs 15 Business Resources & Revision Answers 3.3 Management Skill of Communication 1. Business Terms 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 M N O G A I C K E F L H B J D 2. Putting theory into practice . . . GLENISK ORGANIC DAIRY 1. List five types of internal communication that could be used in Glenisk. • Face to face meetings between Glenisk staff • Telephone calls between Glenisk staff • Emails between Glenisk staff • Health and safety notices on walls • Letters and memos sent out to staff by Vincent Cleary 2. List five types of external communication used by businesses like Glenisk. • Telephone calls to suppliers • Using company website to communicate with public • Advertising posters to communicate with consumers • Product brochures for retailers • Text messages to farmers and other suppliers • Emails to retailers • Face to face meetings with banks and investors 3. List four factors that Glenisk’s Vincent Cleary should consider when deciding on the most effective methods of communications to use to send an important message in business. • Timing of the message • Degree of accuracy required • Keep it as brief and to the point as possible • Use an appropriate medium of communication • Speed of communication • Cost of method of communication • Is a written record required? • Will it allow for easy feedback from receiver? 4. List five barriers to effective communications in Glenisk. • Poor timing • Sending inaccurate information • Badly worded or confusing message • Using an inappropriate medium of communication • Medium used is too slow or unreliable; receiver not listening / misunderstands / mistrusts the sender 5. List three items that might appear on an agenda at a Glenisk business meeting. • Minutes of the last meeting • Financial update • Marketing and sales report • Any other business 16 Unit 3 – Management 6. Describe two functions of the Data Protection Acts 1998 & 2003. • Ensures that the date stored by organisations is accurate • Ensures that the data stored is only used for legal purposes • Sets out the legal rights of individuals (the data subjects) • Sets out the legal responsibilities of organisations (the data controllers) 7. Illustrate the following Net Profit figures for a book shop using (a) a bar chart and (b) a line graph Year Year 1 Year 2 Year 3 Year 4 Year 5 Net Profit €8000 €12000 €18000 €24000 €30000 8. What do the following stand for? AGM Annual General Meeting EGM Extraordinary General Meeting ICT Information and Communications Technologies EDI Electronic Data Interchange AOB Any Other Business 17 Business Resources & Revision Answers 3.4 Management Activities of Planning, Organising & Controlling 1. Business Terms 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 K F E A G M D O N C B J L I H 2. Putting theory into practice . . . Glen Dimplex 1. Glen Dimplex uses SWOT analysis. Explain what is meant by a SWOT analysis. S Strengths that the business should defend and build upon W Weaknesses that the business should fix O Opportunities that the business could exploit T Threats that the business should try to avoid or defend itself against 2. Distinguish between a Glen Dimplex Strategic Plan and a Glen Dimplex Tactical Plan. Glen Dimplex’s strategic plans are general long-term plans for 5 or more years. Glen Dimplex’s tactical plans are more specific and are for shorter periods of time (e.g. 6 months, 1 year) 3. When Glen Dimplex managers are planning, what does S.M.A.R.T. stand for? S Specific – plans should be clear and specific about what is required M Measurable, i.e. how will Glen Dimplex know if the plan is successful? A Agreed, i.e. have the support of the staff who must implement the plan R Realistic in terms of goals set and resources available to achieve them T Timed, i.e. allow sufficient time for proper implementation 4. Glen Dimplex uses a geographic organisational structure. Draw a simple functional organisational structure that could be used by the business. C.E.O. Europe Marketing Finance North America Australia Far East Production Marketing Finance Production 5. List four types of control that can be used by Glen Dimplex management • Stock control • Credit control • Financial control • Quality control 18 Unit 2 & 3 – Resources & Revision Pit Stop Units 2 & 3 – Resources & Revision Pit Stop 1. Identify four ways that Sean and Kieran demonstrated entrepreneurial characteristics. Refer to the text in your answer. • Confident enough in their own abilities to set up their own enterprise • Determined to succeed even though they are competing in a competitive market • Innovative by creating new experimental flavours • Risk-takers – “invested their own savings” • Realistic risk takers – they started small in Dingle and only expanded as the business became successful • Decisive yet flexible – were willing to change strategy and charge higher prices to cover costs • Able to identify an opportunity for an Irish quality ice cream brand • Able to set goals and plan – by opening their own speciality ice cream shops 2. List three internal and three external methods of communication that could be used by Murphy’s Ice Cream. (a) Internal • Verbal conversations between Sean and Kieran • Sending text messages to staff • Health and safety signs in the factory and shops (b) External • Visual appearance of the shop front • Advertising in magazines • Company website • Telephoning suppliers • Writing letter to a supermarket chain requesting a meeting 3. Briefly outline why (a) leadership and (b) motivation skills will have to become more important to Sean and Kieran as the enterprise grows and as staff are hired to assist in the business. (a) Leadership: • Needed to delegate work to newly recruited staff • Needed to set an example of the attitudes and behaviours expected of staff • Needed to provide clear direction to staff and the business (b) Motivation • Will help staff to work hard and productively • Will encourage staff to be innovative and intrapreneurial • Will help to maintain positive industrial relations • Will help to retain skilled and experienced staff in the business 4. Briefly describe how each of the management activities are necessary to running Murphy’s Ice Cream. • Planning is necessary so that Murphy’s knows what flavours to produce in what quantities, and where and when to open new shops. • Organising is necessary to identify what work needs to be done, who will do it, and to create a clear chain of command in the business. • Controlling is necessary to ensure that Murphy’s has enough stock, maintains high quality standards, effective credit and financial control to be profitable. 19 Business Resources & Revision Answers 5. As Murphy’s Ice Cream expands, the entrepreneurs will need to learn how to motivate different staff. According to Maslow’s theory, what level of needs are being met by each of the following initiatives: Level on Maslow’s hierarchy of needs (a) Providing family-friendly working time Social (b) Luxury company cars for sales reps Esteem (c) Basic salary Physical (d) Pensions for staff on retirement Safety (e) Free employee medical insurance and treatment Safety (f) Christmas parties and ‘get togethers’ Social (g) Company sports activities Social (h) Interesting and personally fulfilling work Self-actualisation (i) Prestigious job titles Esteem (j) Proper rest and lunch breaks Physical (k) Paying college fees for part-time study Self-actualisation (l) Providing overtime pay Physical 20 Unit 4 – Managing Unit 4 – Managing 4.1 Human Resource Management (HRM) 1. Business Terms 1 2 3 4 5 6 7 8 9 10 11 12 13 14 N J I L A E H F B C D G K M 2. Putting theory into practice . . . Dublin Zoo 1. List seven elements involved in human resource management. • HR planning • Staff recruitment and selection • Staff training and development • Appraising staff performance • Rewarding staff performance • Maintaining positive industrial relations • Resolving any grievances or industrial disputes 2. List five steps that Dublin Zoo should follow when recruiting new zoo keepers. • Prepare a job description • Prepare person specification • Advertise vacancy • Shortlist applicants • Interview • Check references • Make offer to successful applicant 3. What do the following letters stand for? (a) C.V. Curriculum Vitae (b) H.R.M. Human Resource Management 4. Outline five measures that an organisation like Dublin Zoo can take to improve the relationship between employers and employees. • Employ well-trained managers with good HR skills • Recruit staff with a positive attitude • Communicate regularly, openly and honestly • Have a simple and clear staff grievance procedure in place • Provide attractive financial and non-financial rewards to staff • Respect staff • Create a friendly and co-operative workplace environment 21 Business Resources & Revision Answers 5. Dublin Zoo uses flat rates of pay. Distinguish between flat rates and piece rates of pay. • Flat rates of pay are based on working a standard number of hours every week • Piece rates of pay are based on the number of items an employee produces or sells. 6. Outline six non-financial rewards that Dublin Zoo can provide to its staff. • Good job satisfaction • Shorter working hours per week • Longer holidays • Less stressful work (not feeding the crocodiles!) • Providing a workplace free of discrimination, bullying or harrassment • Safe and pleasant working environment • Flexible working arrangements such as job sharing or flexi-time • Job enlargement (e.g. having zoo keepers who, besides looking after the animals, also take tours and work in the shop) • Job enrichment (e.g. training zoo keepers in veterinary skills so that they can be more involved with caring for the animals) 22 Unit 4 – Managing 4.2 Managing Change 1. Business Terms 1 2 3 4 5 6 7 8 9 10 11 G H I J D B F A E K C 2. Putting theory into practice . . . Zest Fruit Drinks 1. Frank is described as having a ‘controlling management style’. Distinguish between a controller manager and a facilitator manager. • Controllers have an autocratic style, facilitators are more democratic. • Controllers distrust staff, facilitators trust their staff. • Controllers regard their staff as lazy and dislike work, facilitators see them as being able to enjoy their work and be ambitious 2. Explain the four stages involved in forming a successful team. • Forming – team members meet and get to know one another • Storming – disagreements may arise over how to get work done • Norming – team establishes rules, roles and responsibilities for getting things done. • Performing – team settles down with all members working together to achieve their shared goals 3. List three initiatives that could be introduced to Zest to improve its quality standards. • Zest should recruit quality conscious staff • Frank should adopt a facilitator style of management and motivate and empower his staff to improve quality standards • Frank should lead by example and demonstrate strong quality awareness in all his work • Greater teamwork should be encouraged, including the use of quality circles • Zest could introduce a quality assurance system (e.g. Q mark or a suitable ISO standard) 4. Outline two benefits of a team-based organisational structure for Zest Fruit Drinks. • Improved staff communications • Faster decision making • Better quality decision-making • Improved employee motivation and job satisfaction • Improved quality standards leading to increased sales 5. What do the following letters stand for: T.Q.M. Total Quality Management I.C.T. Information and Communications Technologies C.A.D. Computer Aided Design C.I.M. Computer Integrated Manufacturing E.D.I. Electronic Data Interchange J.I.T. Just In Time 6. List two benefits of employee empowerment to Zest Drinks. • Zest can harness a wider range of staff skills and talents for the business 23 Business Resources & Revision Answers • • • • • • Increased staff motivation, Increased levels of staff innovation and intrapreneurship Increase staff job satisfaction Reduced staff absenteeism Reduced levels of staff turnover Managers will have more time to concentrate on growing the business 7. ‘Controller’ or ‘Facilitator’ manager? Quote 24 Controller ‘Employees dislike and will always resist change.’ Yes ‘Toilet breaks will not be tolerated!’ Yes Facilitator ‘Employees can be trusted to work on their own if the work is interesting and challenging.’ Yes ‘Are there any problems you need help with?’ Yes ‘Do you need any extra training to advance your career?’ Yes ‘Employees are lazy and must be forced to work.’ Yes ‘Just do as I say and don’t ask questions.’ Yes ‘Have that work finished by 2 pm or else . . .’ Yes ‘All decisions must by approved by the manager.’ Yes Unit 4 – Managing 4.3 Managing Business & Household Insurance 1. Business Terms 1 2 3 4 5 6 7 8 9 10 11 D B E F C I A G J K H 2. Putting theory into practice . . . PRO-SATELLITE LIMITED 1. List four different types of insurance policy that the Pro-Satellite business should have and give a reason for each one. • Property insurance on premises to protect against fire, flood and other accidents • Motor insurance to protect against damage to company vans • Public liability insurance to protect against claims for losses suffered by members of the public (e.g. company ladder falling on them) • Product liability insurance to protect against claims arising from using Pro-Satellite’s products or services (e.g. electrocution) • Employer liability insurance to protect against claims from staff who may injure themselves working for the business (e.g. falling off a ladder) • Consequential loss insurance to protect against the loss of sales arising from some accident (e.g. while premises are flooded) • Fidelity guarantee insurance to protect against dishonesty by employees (e.g. stealing valuable files or technology) 2. Calculate the amount of compensation that will be paid to Pro-Satellite Limited arising from the flood damage. 350,000 ————— X 100 = €77,777 450,000 3. Louie and Sharon’s house and contents were valued at €100,000 but they insured them for €80,000. A fire caused €2,000 of damage to the contents. Calculate the compensation to be paid to the owners. Workings 80,000 ———— X 2000 = €1600 100,000 25 Business Resources & Revision Answers 3. Putting theory into practice . . . Aviva’s strange but true insurance claims! 1. List three similarities between insurance for a household and for a business. • Both must identify possible risks • Both must insure against possible risks • Both must fill out insurance proposal forms • Both must fill out insurance claim forms if they want to make a claim • Both must keep insurance policies up to date • Both must store insurance documents in a safe place 2. List three differences between insurance for a household and for a business. • Businesses normally have more potential risks than households (e.g. insuring against product risks, dishonest staff) • Businesses, especially large ones, can suffer far greater financial losses than households • Businesses pay PRSI for their employees, while households only pay it for themselves • Businesses can treat insurance bills as a legitimate business expense to reduce their tax bills, households cannot. 26 Unit 4 – Managing 4.4 Managing Business & Household Tax 1. Business Terms 1 2 3 4 5 6 7 8 9 10 11 12 K D L B G I E J H C F A 2. Putting theory into practice . . . Woodie’s DIY Limited 1. Identify three types of insurance that Woodie’s should have. • Public liability insurance (e.g. injury caused by items falling from high shelves) • Product liability insurance for the product sold • Property insurance on Woodies’ premises • Employer liability insurance if they get injured while at work 2. Does Woodie’s pay PRSI? Give a reason for your answer. • Yes. PRSI is a compulsory social insurance payment for employees. It has two parts: • Employees’ PRSI is paid by Woodies’ employees as a percentage of their gross wages • Employers’ PRSI is paid by Woodies for each of their employees 3. Identify three types of taxes that Woodie’s Limited could be expected to pay as a business. • Corporation tax on profits, because Woodies is a limited company • VAT is paid on goods sold • Capital gains tax is paid on any profits made from the sale of a company asset (e.g. selling a warehouse) • Commercial rates are paid to local authorities • Customs duties are paid by Woodies on any goods they import from outside the EU. 4. Outline three differences between managing taxation in a household and managing tax for a business like Woody’s DIY • They pay different types of taxes • Different tax collection systems are used (PAYE income tax is automatically deducted from employees’ wages) • Businesses have far more tax credits / allowances that they can claim • Businesses can claim VAT refunds on their purchases • Businesses act as unpaid tax collectors for the government 5. Lynn Coulter is an assistant manager in Woodie’s. List five types of taxes that Lynn could pay as a householder. • PAYE income tax • VAT on household purchases • PRSI on income • Universal Social Charge – a type of income tax • Motor tax on car ownership • Deposit Interest Retention Tax (DIRT) on bank deposits • Capital Acquisitions Tax on gifts and inheritances 27 Business Resources & Revision Answers 4.5 Managing Business & Household Finance 1. Business Terms 1 2 3 4 5 6 7 8 9 10 D E F H J I A G C B 2. Putting theory into practice . . . Sunrise Limited 1. What is a bank overdraft? Short term loans that may be available to a customer with a current account 2. In which month(s) will Sunrise Limited need a bank overdraft? February (-€700 short of cash) and March (€2400 short of cash) 3. Outline three reasons why Sunrise Ltd. would need to prepare a cash flow forecast. • Assists Sunrise in planning by predicting the size and timing of cash flows • Assists financial control by identifying when the business may run low on cash and need additional finance • Assists the business to identify how much additional finance may be needed 4. List two ways in which Sunrise Ltd. could persuade their customers (debtors) to pay on time. • Give discounts to customers who pay promptly • Refuse to sell on credit to customers who are slow payers. Accept cash payments only. 5. Complete the following grid by listing three types of short, medium and long term finance that could be used by Sunrise Limited. (a) Short-term finance Overdraft Medium-term Long-term finance finance Hire purchase Equity & retained earning (b) Credit purchases Leasing Grants (c) Factoring debts Debenture loans Term loans 6. Complete the following grid by listing three types of short, medium and long term finance for a household. 28 (a) Short-term Medium-term Long-term finance finance finance Credit purchases Hire purchase Savings (b) Bank overdraft Leasing Gifts / Inheritances (c) Unpaid bills Term loans Mortgages Unit 4 – Managing 7. Distinguish between hire purchase and leasing: • Hire purchase means buying an item now but paying for it in installments over a period of time • Leasing means renting an item over a period of time 8. Outline five criteria that Sunrise should use when selecting a suitable source of finance for the business. • Purpose of the finance should match the type of finance • Amount of finance required • Cost of the finance • Control implications for the business or assets of the business • Risk to the business (e.g. effect on cashflow if bank cancelled overdraft) 9. List five pieces of information that a bank would look for before providing a loan to Sunrise Limited. • Amount required • Purpose of the loan • Evidence of good business reputation and credit worthiness • Ability to repay sum involved • Copy of Sunrise’s current business plan • Security (collateral) that may be available 10. Outline three ways in which a Sunrise employee can pay money out of his household current account. • Writing cheques out his current account cheque book • Setting up ‘standing orders’ to make automatic payments out every month • Setting up ‘direct debits’ to allow bills to be paid automatically from the current account • Cash withdrawals from ATM machines 11. Jimmy Cumiskey has a current account and a deposit account for his household finances. Distinguish between a deposit and a current account. • A deposit (savings) account pays interest on savings. However, Jimmy cannot make payments or withdrawals by cheque, standing order, direct debit or use an ATM card on this account. • A current account does not pay interest but does allow payments and withdrawals to be made using cheques, standing orders, direct debits or using an ATM card. Date Details 12 June Lodgement 14 June Cheque 21 June ATM 24 June Lodgement Cheque No. Debit 6 Credit Balance 500 500 200 300 100 200 300 X 12. Name the above household document. • Bank statement 13. What is the balance in the box marked X? • €500 14. Explain the letters ‘ATM’. • Automatic Teller Machines – allows holders of current accounts to withdraw money from their accounts without going into their bank. 29 Business Resources & Revision Answers 4.6 Monitoring Business Finances using Accounts 1. Business Terms 1 2 3 4 5 6 7 8 9 10 G H I J D A E F C B 2. Putting theory into practice . . . THE BUSINESS OF SOCCER 1. Explain the terms highlighted in bold. • High gearing - Having a high level of long term fixed interest debt compared to equity capital • Current ratio - Measures a firm’s ability to pay its current liabilities, such as creditors, bank overdraft. • Insolvent - A business is insolvent when it does not have access to enough cash to pay its bills. 2. List three reasons why a football club like Manchester United needs to keep financial records. • To assist managers in monitoring and controlling the Club’s finances • To measure profitability of the club • To ensure the club is maintaining sufficient working capital • To prevent the club becoming too highly geared • To show the owners and investors how well the club is performing financially • To show potential investors and banks how well the club is performing financially • To show suppliers that the club is financially stable and able to pay for credit purchases • To show the tax authorities that the club is paying the correct amount of corporation tax 3. Distinguish between a (a) Profit & Loss Account and (b) a Balance Sheet. • A P&L account measures the profitability of a business over a period of time. • A balance sheet measures the wealth of a business (including assets and liabilities) at a particular point in time. 4. List four pieces of information a Balance Sheet can provide to a manager. • Value of fixed assets (e.g. premises) • Value of current assets (e.g. cash on hand, debtors, stock) • Value of total assets (fixed and current) • Value of current liabilities (e.g. creditors) • Value of working capital (current assets less current liabilities) • Value of equity capital invested by owners • Value of long term loans and debentures 5. Distinguish between a debtor and a creditor. • Debtors owe money to a business. As long as they are likely to pay, they are an asset • Creditors are people to whom a business owes money. They are a liability 30 Unit 4 – Managing 6. Briefly explain why a business would calculate the Debt / Equity Ratio. • Reveals the proportion of long term borrowed by the business compared to the equity invested by the owners. • It provides information that can assist in management control of the business finances • For instance, it shows managers how easily it can pay its long term debts. • It can also reveal how easily it might be able to secure a long term loan. A lowly geared business will find it easier to borrow long term finance 7. True False Cash is a current liability. False Land is a fixed asset. False Creditors are a current asset. False Ordinary shares are a liability. False Bank overdraft is a fixed asset. False 2. Putting theory into practice . . . Ark Limited 1. Calculate the gross margin and the net margin for Ark Limited for Year 2 and Year 1. Comment on the trend. Gross Margin Year 1 6,000 ————- = 10% 60,000 Gross Margin Year 2 20,000 ———— = 20% 100,000 The increase in the Gross Margin from 10% to 20% is a positive trend. Net Margin Year 1 3,000 ——— = 5% 60,000 Net Margin Year 2 5,000 ———— = 5% 100,000 Comment: • Despite a doubling of the Gross Margin, the Net Margin has remained steady at 5%. • While 5 % is a reasonable result, it should be increasing along with the Gross Margin. • No increase suggests that expenses are increasing significantly and cancelling out the gains made in the Gross Margin. This is a cause for concern. 31 Business Resources & Revision Answers 2. Calculate the working capital ratio and the acid test ratio for Ark Limited for Year 2 and Year 1. Comment on the trend. Year 1 Working Capital Ratio 60,000 ———— = 1.5 40,000 Year 2 Working Capital Ratio 40,000 ———— = 0.5 80,000 Year 1 Acid Test Ratio 50,000 ———— = 1.25 40,000 Year 2 Acid Test Ratio 20,000 ———— = 0.25 80,000 Comment: • In Year 1, Ark Limited had a good working capital ratio while the Acid Test ratio was excellent – i.e. the company could access enough finance quickly to meet all its current liabilities. • However in Year 2, the working capital ratio has declined dramatically and to a dangerously low level of just 0.5. This means that the firm could only meet half of its current liabilities from its current assets. The situation is even more serious when stock is excluded and we look at the Acid Test result of just 0.25. • Ark Limited urgently needs an injection of working capital of at least €40,000 to remain solvent and able to pay all its bills. 3. Kilimanjaro Limited is Ark’s biggest competitor. Year 2 Long Term Loans €310,000 Ordinary Share Capital €210,000 Reserves €98,000 Overdrafts €56,000 Year 1 €307,000 €150,000 €55,000 €76,500 Calculate the Debt / Equity Ratios for Kilimanjaro Ltd. for each year. Comment on the trend. Year 1 307 : 205 = 1.5 : 1 or 150% Year 2 310 : 308 = 1 : 1 or 100% Comment • In year 1, Kilimajaro had a very poor debt:equity ratio with debts one and a half times larger than equity capital (ordinary shares and reserves). • In year 2, the situation has improved significantly. Debt and equity capital are now almost equal. Although debt levels are still very high, this is a very positive development. This change has arisen because the company has significantly increased its levels of equity capital. 32 Unit 4 – Resources & Revision Pit Stop Unit 4 – Resources & Revision Pit Stop 1. Using this information, calculate the following ratios and comment on the trend. Year 1 Year 2 Year 3 Year 4 Year 5 Gross Profit Margin? 37.5% 36.8% 22.2% 21.4% 28.6% Net Profit Margin? 18.7% 23.7% 5.6% 7.1% 2.9% Comment • The Bandit Pizza Company was a very profitable business in Years 1 and 2. However, the Gross Profit Margin has declined sharply from Year 1 to Year 4 due to increased cost of sales. Year 5 indicates that the Gross Margin is beginning to improve again. • The Net Profit Margin was very high in years 1 and 2, indicating that the firm’s profitability was exceptionally high. However it has declined rapidly in Years 3 -5. • To begin improving profitability again, the firm needs to increase sales while maintaining or reducing the cost of sales and expanses. 2. Explain the following terms: • Term loan: A medium term loan, usually for between 1 and 5 years repaid in monthly instalments. • Overdraft: A short term loan (repayable in less than one year) provided by a bank to a current account holder. • Insurance: A method of managing risk involving taking out an insurance contract whereby the insured pays a fee (premium) and in return will receive compensation in the event of a specific financial loss occurring. • Cashflow forecast: A financial document showing the expected flows of money in and out of a business / household over a period of time. 3. List the types of insurance that you consider most suitable for a business like The Bandit Pizza Company. • Property • Employer liability insurance. • Motor insurance (for the home delivery service) • Consequential loss insurance 4. Outline the different types of taxes that The Bandit Pizza Company may have to pay. • Corporation tax (because it is a limited company) • VAT on goods sold • Commercial rates to local authorities • Employers PRSI 5. Describe three types of internal and external communication that you think are essential to The Bandit Pizza Company. Internal: • Meetings between staff members • Noticeboards on the premises • Phone and text messages between staff External: 33 Business Resources & Revision Answers • • • Company website Advertising flyers pushed through letterboxes to attract customers Emails to suppliers 6. (a) List three types of short-term finance that The Bandit Pizza Company could use to finance the running of the business. • Overdrafts • Trade credit • Factoring debts • Invoice discounting (b) List three types of medium-term finance that The Bandit Pizza Company could use to finance the running of the business. • Hire purchase • Leasing • Term loan 34 Unit 5 – Business in Action Unit 5 – Business in Action 5.1 Identifying Business Opportunities 1. Business Terms 1 2 3 4 5 6 7 8 9 10 11 12 E A J H I G B L F D K C 2. Putting theory into practice . . . 1. Developing Facebook as a successful business took time. List the seven stages that a business idea should go through before being launched. • Idea generation • Product screening • Concept development • Feasibility study • Prototype development • Test marketing • Production and launch 2. Identify the two main types of market research that could be used when researching the market for a new internet based business. • Desk research • Field research 3. Putting theory into practice . . . BREAKING EVEN AT CROKE PARK 1. List three benefits to the GAA of using beak-even analysis when assessing the feasibility of a new business idea. • Can calculate the amount of sales required to break even • Can illustrate the possible effect of a change in fixed costs on profitability • Can show the possible effects of a change in variable costs on profitability • Breakeven graphs are a very effective way of communicating financial information quickly and visually. 2. Explain how the GAA can distinguish between fixed costs and variable costs. • Fixed costs are incurred regardless of the number of products produced or sold. For the GAA, this would be the number of tickets sold. Examples include pitch maintenance, public liability insurance, interest payments on loans, electricity. These costs are incurred regardless of whether 10 or 100,000 tickets are sold for a match. • Variable costs change depending on how many units are produced or sold. For the GAA, 35 Business Resources & Revision Answers variable costs could be the cost of food and refreshments sold to spectators or cost of cleaning up grounds after a match. These can vary depending on the size of the crowds at a match. € ue Breakeven point n ve tal To Re S FIT PRO l Tota s cost Fixed costs Q Breakeven quantity 3. Label the following diagram for the GAA indicating: • Fixed costs • Total Costs • Total Revenue • Break-even point • Area where profits incurred • Area where losses incurred 36 Unit 5 – Business in Action 5.2 Marketing 1. Business Terms 1 2 3 4 5 6 7 8 9 10 11 12 13 14 E F M H A J K C B N G D L I 2. Putting theory into practice . . . SKODA CARS 1. Briefly describe a simple marketing mix that could be applied to marketing Skoda cars. • Product – introduce sporty, soft top models • Price – charge lower prices than competitors to build up market share (i.e. penetration pricing) • Place – sell cars through authorised dealers and over the internet Promotion – advertise on the internet and in car magazines 2. List four factors that should be considered when designing a product.(20 marks) • Be practical to use • Be aesthetically pleasing to look at • Will work with suitable packaging (where packaging is needed) • Can be easily branded with product name and logo • Likely product life cycle and how this could be extended as far as possible 3. Identify four factors which influence the choice of distribution outlet. • Is it an effective way to reach the target market? • Will it fit with the desired product imade? • How easy is it to distribute the product? • What are the costs of distributing the product along different channels? • What are the implications for cash flow of different distribution channels? Selling direct to consumers can mean cash on delivery. Selling through retailers or wholesalers can mean having to offer long periods of credit before getting paid. 4. List three methods of promotion that could be used by Skoda to promote a new car model • Advertising on television, radio, internet or the cinema • Using sales promotions, such as money off coupons in magazines • Direct selling • Public relations in the press to generate positive news reports 37 Business Resources & Revision Answers 5. Draft and label a product life cycle diagram. Product development: Market research identifies a market niche. A product, such as Finches Orange, is designed and test marketed. A marketing strategy and mix is planned. Due to research costs and initial low sales, the product will generate a negative cashflow during this stage. Launch: The product is launched onto the market. Typically there is a high expenditure on distribution and product promotion to build customer awareness. Growth: The product becomes known and accepted and sales begin to rise rapidly, generating a positive cashflow. Money may have to be invested in expanding production to keep up with demand while also ensuring that quality is maintained. Maturity: Sales start to level off. Product is generating strong profits that justify the heavy expenditure in the earlier stages. Rival ‘copy-cat’ products may enter the market. Firms often use special offers to keep consumers interested and so increase sales. Saturation: Sales flatten out. Radical changes may be necessary in the marketing mix to hold or increase sales. Competitive advertising and sales promotions often become common to prevent sales going into decline. This is the stage for Coca-Cola in Ireland at present. Decline: Sales fall along with profitability. The marketing manager needs to determine whether to stop producing the product, let sales die out ‘naturally’ or try to rescue the product by redesigning the marketing mix. When sales of Cidona and Club Orange began to decline, a decision was taken to increase advertising and change the brand image to appeal to younger customers. Fig. 2 The stages of the product life cycle. 6. Identify three main functions of advertising. • Launch a new product by increasing product awareness among the target market • Maintain existing levels of sales by running reminder advertising to sustain interest • Rescue a product in decline by improving its image among the target market 38 Unit 5 – Business in Action 5.3 Getting Started in Business 1. Business Terms 1 2 3 4 5 6 7 8 9 10 G E I D A F H J C B 2. Putting theory into practice . . . Nutri-Science 1. Explain the term batch production and use an example to illustrate your answer. • Manufacturing a limited number of identical products at a time • Batch production is used by Nutriwise. It is also used when baking loaves of bread commercially. 2. List four forms of business organisation available to an entrepreneur like Louise Grubb. • Sole trader • Partnership • Limited companies • Co-operatives 3. Outline three benefits for Louise in setting Nutri-Science up as a private limited company. • Can raise finance by selling shares • Owners (the shareholders) have the benefit of the protection of limited liability • Ownership can be transferred by selling shares in the company • Employee motivation can be boosted by giving / selling them shares in the business where they work • Limited companies can have a more solid image than sole traders or partnerships 4. List three sources of long-term finance available to Nutri-Science when it was being set up. • Equity finance provided by Louise • Grants (e.g. from the local County Enterprise Board) • Debenture loans from a bank 5. Outline five piece of information that Nutri-Science should include in its business plan • Profile of the entrepreneur behind the business, Louise Grubb • Description of the market for animal nutrition products • Description of Nutri-Science’s products • Description of the production process, premises and equipment • Description of marketing strategy and mix • Description of management structure • Description of costs and sources of finance to be used • Projected profits 6. Identify one major difference between: (a) A sole trader and a limited company Sole traders have unlimited personal liability for the debts of their business. In a limited company, the shareholders only risk the value of their investment (b) A sole trader and a partnership A sole trader does not have to share business profits with anyone else. In a partnership, the 39 Business Resources & Revision Answers profits (or losses) must be shared according the Deed of Partnership agreement. (c) A partnership and a limited company Partners in a business partnership have unlimited liabiity for any debts of the business. Company shareholders have the legal protection of limited liability according to the amount of their investment. (d) A limited company and a co-operative The members who own a co-operative share profits and losses equally. The shareholders who own a company share profits/losses according to the number of shares they own in the business. 7. Identify two advantages to Nutri-Science of subcontracting production. • Can be more cost-effective than producing good in-house • No production means there are less staff to manage • Simplies managment 8. Identify two disadvantages to Nutri-Science of subcontracting production. • Less control over quality and delivery times of goods • Can be more expensive as subcontractors need to make a profit for themselves • Subcontractors may decide to become competitors and copy Nutri-Science’s products 9. Match the description with the production method Job Batch Produced by robots on an automated assembly line. Each product is a unique design. Yes Yes Typically requires the lowest skilled labour. Yes Products are produced in identical groups. Requires flexible, highly skilled labour. Requires the heaviest financial investment in machinery and equipment. 40 Mass Yes Yes Yes Unit 5 – Business in Action 5.4 Business Expansion 1. Business Terms 1 2 3 4 5 6 7 8 B G E A C D H F 2. Putting theory into practice . . . Fyffes PLC 1. Outline four ways that an Irish business like Fyffes could expand. • Increase domestic sales of bananas • Export bananas to other countries • Diversify into vegetables and other food products • Form a strategic alliance with another company • Acquire another business • Merge with another firm 2. List three advantages of expansion to Fyffes. • Increase in economies of scale and yield greater profits for Fyffes • A larger company may be less vulnerable during economic recessions or depressions • Expanding into owning its own plantations and shipping company helps to protect is supply of bananas and other fruit. 3. List three possible disadvantages of business expansion to Fyffes. • Large companies are more difficult to manage • Internal communications can become slower and more complicated when there are many different levels of management spread across wide geographic areas • Can be difficult to maintain team spirit and motivation in larger firms • Larger firms can find it slower and more difficult to adapt to change and new threats and opportunities. 41 Business Resources & Revision Answers Unit 5 – Resources & Revision Pit Stop Jacob Fruitfield Limited 1. Explain the terms • Entrepreneur: A person who has the initiative and takes the risk of starting a new enterprise • Enterprise Ireland: State agency responsible for promoting the development of indigenous Irish firms with exporting potential • Business Plan: a management document setting out who will run the business, the product/service to be provided, production methods, marketing strategy, human resource plan, sources of finance and expected profitability. • Investors: People who provide the finance needed to set up or expand a business • Staff Morale: The level of enthusiasm, motivation and commitment among staff • Highly geared: having a debt-equity ratio considerably greater than 1:1 (or in other words considerably more than 100%) • Marketing mix: the four ‘Ps’ used to turn a marketing strategy into a reality: product, price, place and promotion • Brand: A distinctive name given to a product to distinguish it from competitors’ products • Absenteeism: The number of staff missing from work on an average day. This could be due to illness, unapproved absences. 2. Having a well-prepared business plan was essential to Michael Carey when raising finance. List five elements of a business plan. • Description of the entrepreneur and key managers who will be running the business • Description of the market, including size, main competitors and rival brands • Description of the products that the business will provide • Production methods to be used • Marketing strategy including marketing mix to use • Human resource strategy • Sources of finance • Profit forecasts 3. Explain trade credit, retained profits and a long-term loan as methods of financing business expansion for Jacob Fruitfield. • Trade credit is only a short term source of finance and is unsuitable for financing long term expansion • Retained earnings are a low cost, low risk source of long term finance. There are no interest payments and it does not have to be repaid to anyone. It would be suitable for financing Jacob Fruitfield’s expansion. • Long term loans are suitable for financing business expansion. However the loan and interest will have to be repaid regardless of the profitability of the firm. 4. Michael Carey got the idea for his business by contacting Enterprise Ireland. List six other possible sources of new business ideas for an aspiring entrepreneur. • Hobbies and interests • Skills and knowledge • Frustrating experiences • Brainstorming ideas • Friends and family may have ideas • Media, such as interent, radio, television, magazines 42 Unit 5 – Resources & Revision Pit Stop • • • Networking and making business contacts Copying / adapting existing ideas Franchising business ideas 43 Business Resources & Revision Answers Unit 6 – Domestic Environment 6.1 Industries and Sectors in the Economy 1. Business Terms 1 2 3 4 5 6 7 8 F F A G H C E B 2. Putting theory into practice . . . BOSTON SCIENTIFIC 1. Is Boston Scientific operating in the primary, secondary or tertiary sector of the economy? • Secondary sector – because it is a manufacturing business 2. Identify two reasons why was Boston Scientific attracted to locating a factory in Tipperary. (a) Low Irish Corporation taxes (b) IDA Ireland provided grants of €12,000 to the company for every job created. 3. Identify two risks to Ireland of relying on transnational firms to create employment. • TNCs have no loyalty to the country and can relocate to other countries if they want • Profits made by TNCs are repatriated to their home country 4. List the four factors of production. • Land • Labour • Capital • Enterprise 5. Outline four trends facing Irish manufacturing industry. • Automation means declining levels of employment in manufacturing • Ireland has high labour and other costs compared to other countries • Increased low cost competition from Eastern Europe and the Far East (especially China) • Manufacturing business are relocating production to lower cost countries • Irish manufacturing is dominated by TNCs who use Ireland as a low tax exporting base within the EU. • Agribusiness has become the main Irish owned element of the manufacturing sector. 44 Unit 6 – Domestic Environment 6.2 Types of Business Organisation 1. Business Terms 1 2 3 4 5 6 7 8 F C A E G H B D 2. Putting theory into practice . . . CUISINE DE FRANCE 1. Outline two benefits of a Sole Trader as a type of business organisation. • Ease of formation • Sole trader does not have to share profits • Sole trader has full control over business decision-making 2. Cuisine de France started off as a private limited company. Explain what is meant by a private limited company. • Registered with the Companies Registration Office. Owned by shareholders who share profits / losses. Shareholders have the protection of limited liability 3. Outline two benefits to Pat and Ronan of a using a limited company as a type of business organisation. • They become shareholders in Cuisine de France. As shareholders, they have the protection of limited liability, that is, they only risk the money they invest in the business. • If they need to raise more finance, they can sell shares in the business to investors. • Shares can be given or sold to staff to increase their motivation. 4. Identify the two documents required to form a private limited company. • Memorandum of Association • Articles of Association 5. Name the law that governs formation of a limited company. • Companies Acts 1963-1999 6. List four pieces of information contained in a firm’s Memorandum of Association. • Name of the company • Address • Objective (purpose) of the business • Amount of share capital • Names of founding shareholders 7. List four reasons why a business might change its legal structure over time. • To raise finance (e.g. by selling shares or bringing in a business partner) • To acquire new skills (e.g. by bringing in a skilled partner to the business) • To lower the personal risk for the owners (e.g. becoming a limited company) • To increase sales and future profits (e.g. by forming a strategic alliance) • To allow the main owners to regain full control over a business (e.g. changing from a PLC to a private limited company) 8. Explain the term ‘franchising’ and illustrate your answer with an example. • Renting permission to use someone else’s complete business formula, including the name, logo, product / service idea. Examples: McDonalds, Abrakebabra, Supermacs, Pizza Hut. 45 Business Resources & Revision Answers 9. Company responsibilities – Tick who is responsible for what Shareholders Board of Directors Company Chairperson Submits annual returns to the CRO Appoint the managing director/CEO Decide on the size of dividends to be paid to shareholders Looks after the day-to-day management of the business Maintains register of shareholders 46 Managing Director / CEO 3 Speaks on behalf of the board of directors Elect the board of directors Company Secretary 3 3 3 3 3 3 Unit 6 – Domestic Environment 6.3 Business, the Economy & Community Development 1. Business Terms 1 2 3 4 5 6 7 8 9 E D A G F I C B H 2. Putting theory into practice . . . 1. List five factors that can influence where a business like CRH could locate new premises. • Cost of land or premises • Availability of grants or tax incentives • Proximity to customers / main markets • Proximity to supplies of raw materials (e.g. gravel), important services (banking) • Availability and quality of local utilities (e.g. electricity, water, waste) • Availability of good transport links (e.g. motorways, seaports, airports) • Availability of good communications (e.g. high speed broadband) • Local supply of skilled labour • Local housing and facilities for employees (e.g. schools, shops) if employees have to move to the area 2. Outline three effects that a rise in interest rates can have on a business like CRH. • Sales: Borrowing will become more expensive for CRH customers. They may be less able to afford to build, thereby reducing sales of CRH products. • Costs: Higher interest rates will mean the CRH’s own business loans will become more expensive, reducing the company’s profitability. • Confidence: Overall, CRH’s confidence and that of its customers can be undermined. This can lead to plans for business expansion being scaled back, deferred or even cancelled 3. Identify three effects that a fall in economic activity could have on CRH. • Lower sales for CRH products • CRH costs may decline as suppliers offer more competitive prices in order to stay in business • CRH’s managers’ business confidence in the future could decline resulting in any plans for business expansion being scaled back, deferred or even cancelled 4. Outline three effects that a rise in inflation can have on CRH’s business. • Prices charged by CRH suppliers can rise, leading to an increase in costs • CRH staff may look for pay rises to keep up with inflation. Pay rises would increase costs. • Inflation can make CRH’s customers more sensitive to prices and more willing to ‘shop around’ to competitors in order to get the best deals. • High rates of inflation can make it difficult for businesses to budget, prepare accurate cash flow forecasts and generally plan and manage a business. This can reduce the firm’s willingness to invest in expansion. 5. List three effects that the presence of a business like CRH could have on a local community. • Creates jobs by directly employing local people • Creates jobs indirectly by company and its staff buying local goods and services (e.g. in local shops, garages) 47 Business Resources & Revision Answers • • • More jobs, creates more local prosperity, improves local quality of life and less vandalism and crime Successful local businesses act like a vote of confidence in the local community. This can encourage other businesses to locate locally. CRH may provide sponsorship to local sporting and cultural activities 3. Putting theory into practice . . . Moneyhill 1. List three benefits of business enterprise to a local community like Moneyhill. • more jobs • less vandalism and crime • more local self confidence can encourage local people to set up their own business • better quality of life 2. Identify three measures that could attract entrepreneurs and new business to locate in the area. • Less crime and vandalism (because it makes insurance cheaper, easier to attract staff and customers) • Grants for new business start-up • Tax incentives (e.g. reduced commercial rates) • Easy planning permission for new businesses 3. List three ways that County Enterprise Boards can assist local community development. • identifying local assets and resources that can be developed • providing training courses for aspiring entrepreneurs and existing small businesses • provide grants towards business start-up expenses • provides mentoring services by matching aspiring entrepreneurs with experienced business people. 4. Name two other organisations that can assist local community development. • LEADER programmes (in rural areas) • Area Partnership Companies 48 Unit 6 – Domestic Environment 6.4 Government and Business 1. Business Terms 1 2 3 4 5 6 7 E D G A C B F 2. Putting theory into practice . . . Glanbia PLC 1. Outline three effects that high levels of taxation on employee wages and business profits can have on Glanbia. • Glanbia staff may look for higher wages to increase their take home pay. This could cause industrial relations problems. • If Glanbia agree to pay higher wages, this will increase costs and reduce profitability • Higher taxes on Glanbia profits may discourage the company investing in expansion • Higer taxes on profits may discourage some investors from investing in Glanbia if they expect that the return on their investment is likely to be reduced 2. List three ways in which government spending can impact on Glanbia. • High levels of government spending can boost overall demand in the economy and increase Glanbia’s sales in Ireland • Government spending on infrastructure will make it easier for the firm to do business in the future • Government spending on education will make it easier for Glanbia to recruit talented staff. • Prudent and sensible government spending can increase Glanbia’s confidence in the Irish economy and encourage the firm to invest in expansion in Ireland 3. Outline three ways in which the government can affect the success of Glanbia PLC. • Government spending effects the overall level of demand in the economy and can affect the level of Glanbia’s Irish sales • Government taxation on profits reduces the amount left for owners and available as finance for ploughing back into the business • government laws and regulations (e.g. equality, industrial relations, environmental, consumer rights) mean that Glanbia management devote considerable time to ensuring that they obey the law. • government grants available from Enterprise Ireland can assist Glanbia in entering new export markets 4. Identify and explain three taxes relevant to Glanbia PLC. • Corporation tax, paid on Glanbia’s profits • Income taxes, paid by Glanbia’s employees • Customs duties, paid on any raw materials that Glanbia may import from outside the EU 5. Explain what is meant by: (a) a budget surplus: government tax revenue exceeds government spending (b) a budget deficit: government tax revenue is less than government expenditure (c) a balanced budget: Government tax revenue and expenditure are equal (also known as a neutral budget) 6. Identify five reasons why governments may intervene in business and economic affairs. • To promote enterprise and job creation 49 Business Resources & Revision Answers • • • • To regulate the conduct of business affairs to ensure fair and responsible behaviour To provide essential services (e.g. schools, hospitals) To provide essential infrastructure (e.g. roads, sewerage, water supplies) To achieve more balanced regional development across the country 7. Distinguish between the role of Enterprise Ireland and IDA Ireland. • Enterprise Ireland promotes the growth of Irish owned export businesses • IDA Ireland encourages foreign firms to locate in Ireland as a base for producing goods and services for export to other countries 8. If a bank gets into financial difficulty, it may be nationalised to protect the wider economy. (a) What is meant by ‘nationalisation’? Transferring ownership of a business from the private sector to the publc sector (which is State-owned) (b) What is meant by ‘privatisation’? Transferring ownership of a business from the publc sector (State-owned) to the private sector. 9. List one state body that provide services to business in the following areas 50 Service Area State Organisations Economic planning Government Departments such as Department of Finance, Department of Enterprise Collecting taxes Revenue Commissioners Regulating businesses Equality Authority Food Safety Authority Health & Safety Authority Enterprise development Enterprise Ireland City and County Enterprise Boards Transport Bus Éireann Iarnrod Eireann Marketing Bord Bia Human resources Labour Relations Commission Unit 6 – Domestic Environment 6.5 Ethical, Social and Environmental Responsibilities in Business 1. Business Terms 1 2 3 4 5 B E D C A 2. Putting theory into practice . . . Jupiter Waste Disposal Limited 1. Briefly explain the following terms: (a) Tertiary sector: refers to agriculture, fishing, mining, forestry (b) Secondary sector: refers to manufacturing, construction industries (c) Tertiary sector: refers to service industries (e.g. retailing, banking) (d) Agribusiness: refers to manufacturing firms that use agricultural products as their raw material (e.g. Glanbia) (e) Ethics: the moral rules that guide decision making (f) Social responsibility Refers to the obligation of of businesses to respect the interests of all stakeholders 2. Identify the effects of All Away Waste’s unethical behaviour on three of its stakeholders. • Jupiter’s employees’ lost their jobs because of the firm’s illegal and unethical behaviour • The local community suffered from polluted water supplies and other negative effects • Investors in Jupiter lost their money • Suppliers to goods and services to Jupiter lost a customer • Government lost a source of tax revenue (from taxes on profits and employee wages) 3. List four ways that managers can encourage ethical behaviour among their staff. • Strong leadership and clear example should be set by senior managers • Introduce a code of ethics to guide business decision-making • Ensure effective management control to quickly detect and respond to unethical business conduct • Staff induction training should emphasise the importance of ethical conduct among staff • Clear disciplinary procedures should be put in place to deal with any unethical conduct discovered. 4. Outline six social responsibilities of business. • Fair and safe treatment of employees • Honest and open communications with investors • Fair treatment of suppliers, including paying bills on time • Selling safe and reliable goods to customers at fair prices • Paying correct taxes to the government • Protecting the quality of life of the local community 5. List five characteristics of an environmentally-friendly business. • Conducts regular environmental audits • Produces goods that are durable and capable of having along lifespan (no ‘built-in’ obsolescence • Produces goods in an environmentally-friendly manner (e.g. minimising pollution and waste) that does not encourage excessive consumption 51 Business Resources & Revision Answers • Products are designed for easy reuse, repair or recycling after use. 6. An environmental audit is . . . • An independent study of the iimpacts of a business on the enviornment, incliding what is produced, how it is produced, how it is marketed and how the goods produced will be disposed of after use. 7. List five environmental issues facing businesses today Environmental Issue Causes Climate change Emissions of carbon dioxide from economic activities Destruction of natural resources Unsustainable consumption of natural resources Air pollution Dirty production processes and technologies; poor waste management Water pollution Dirty production processes and poor waste management Waste disposal Excessive waste, too little reuse or recycling Intensive farming / agribusiness Excessive use of chemicals by farmers and agribusiness 8. Identify three benefits to a business of meeting its environmental responsibilities • Enhances a firm’s brand image and reputation • Increased customer loyalty • Better abot to attract and retain high quality, ethically-minded staff • Reduced waste canlead to significant cost savings and increased profitability • Avoid fines for pollution • Avoid negataive publicity • Ethical and socially resonsible forms are more likely to be able to attract investors, loans and grants than irresonsible firms, who will be seen as more risky. 52 Unit 6 – Resources & Revision Pit Stop Unit 6 – Resources & Revision Pit Stop 1. Is Innocent Drinks operating the primary, secondary or tertiary sector of the economy? • Secondary sector 2. Identify three possible legal structures that a group of friends could use when setting up a new enterprise. • Partnership • Limited Company • Co-operative 3. List three possible sources of long term finance that innocent could use to finance the expansion of the business. • Equity finance • Long term loan / Debenture loan • Sale and Leaseback of Innocent’s premises 4. Identify two benefits of equity finance for Innocent’s expansion. • No interest is charged • No loss of control of the business 5. Economic recession hit Innocent Drinks hard. Explain what is meant by an economic recession. • Economic growth ceases and the economy may begin to shrink. General level of business sales fall, profits fall, unemployment rises 6. List one effect of an economic recession on Innocent drinks. • Consumers are likely to have less money to spend and smoothie drinks are not an essential item. Innocent sales are likely to decline 7. List three benefits of business for a community • Businesses create jobs • Businesses pay commercial rates that help to finance local services such as road maintenance, public lighting, libraries and parks • Many businesses provide sponsorship for local sports and cultural activities. 8. List • • • • • three characteristics of co-ops as a form of business organisation.# Co-ops are owned by the members of the co-op One member, one vote rule applies at AGMs Profits are shared equally among members of a co-op Co-ops pay Corporation taxes on their profits Co-op members have the protection of limited liability 53 Business Resources & Revision Answers Unit 7 – International Environment 7.1 Ireland and the Global Economy 1. Business Terms 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 E F D H I J K B M N C O A L G 2. Putting theory into practice . . . Shopping for guaranteed Irish 1. Identify three reasons why Ireland imports goods and services. • It’s not possible to produce everything in Ireland • Climate is unsuitable to product many goods (e.g. pineapples, bananas) • Many Irish firms do not have the size and economies of scale to produce goods at an affordable price (e.g. car production) • Some goods require specialist expertise to product that is simply not available in Ireland (e.g. producing jet aircraft) • Importing provides greater choice for consumers 2. Explain the term ‘invisible exports’. • Invisible exports are services that generate sales income from foreign customers e.g. tourism, banking, consultancy services. 3. List three reasons why Irish firms export goods and services. • To increase sales and business growth • Helps firms achieve the economies of scale needed to survive against larger competitors • Less dependence on the Irish market helps to spread the business risk. 4. Visible Imports €900m Visible Exports €550m From the above information, calculate the Balance of Trade. (Show workings). State whether it is a surplus or a deficit. less = 54 €900m imports €550m exports €450m Balance of Trade deficit Unit 7 – International Environment 3. Putting theory into practice . . . Zed Candy 1. List five protectionist barriers that Zed Candy could encounter in international trade. • Tariffs • Quotas • Embargoes • Rules and regulations • Subsidies 2. Outline six challenges that may face an Irish firm that wishes to enter export markets. • Competition is intense in the globalised marketplace • Irish firms often have very high transport and labour costs • Language differences can cause communications difficulties • Cultural differences can be significant • Different countries require product designs to be changed to satisfy local laws and regulations • Many Irish firms lack the economies of scale needed to compete on price in the global marketplace. • Political risks and instability can make exporting to some countries very difficult. 55 Business Resources & Revision Answers 7.2 Ireland and The European Union 1. Business Terms 1 2 3 4 5 6 7 8 9 10 D E B A G I J F H C 1. Putting theory into practice . . . 1. Describe three reasons why Greencore might want to export to customers in other European Union countries. • Provides Greencore with easy access to a very large and affluent market thanks to the Single European Market policy. • Can help Greencore to increase sales and profitability • Reduces Greencore’s dependence on the small Irish market (and spreads business risk) 2. List three benefits of EU membership to Ireland. • Access to a large and wealthy market • EU membership has attracted many TNCs to locate in Ireland who would otherwise have located elsewhere in the EU • It has forced Ireland to improve laws protection employees, consumers and the environment. 3. Outline three challenges facing Ireland as a member of the European Union. • Ireland is now a net contributor to the EU budget • Increased competition from other EU countries to attract TNCs to locate manufacturing activities on their territory • Proposal on EU tax harmonisation may mean losing the freedom to set many of our own tax rates. 4. Name three important EU policies. • Single European Market • European Monetary Union • EU Social Policy • EU Competition Policy • Common Agricultural Policy 5. Name the three main institutions involved in making EU policies and laws. • The Council of the European Union • The European Parliament • The EU Commission 6. List three functions of the EU Commission. • Proposes new laws • Implements EU laws and policies • Manages the EU budget 7. Identify and briefly explain the five stages that all propals must go through before 56 Unit 7 – International Environment becoming EU law: • Proposal stage – idea for a new law is proposed by the EU Commission • Consultation stage – idea is sent to the EU Parliament, national governments and other interested bodies for feedback • Redrafting stage – to take into account feedback received • Approval stage – final version of proposed new law is sent ot the European Council for approval or rejection • Implementation stage – if approved, the European Council (of Ministers) will decide how the law should be implemented (i.e. by regulation, directive or decision). 57 Business Resources & Revision Answers 7.3 Global Business 1. Business Terms 1 2 3 4 5 C A E D B 2. Putting theory into practice . . . 1. List three possible attractions of Ireland as a manufacturing base for transnationals like Pepsi. • Low rate of Corporation Tax (tax on company profits) • Skilled labour force • Membership of the EU and easy export access to the rest of the EU • Low levels of strikes / industrial unrest 2. Outline four reasons for the global growth of transnational corporations like Pepsi. • Home market becomes saturated – look for new global opportunities • Desire to achieve maximum economies of scale • Deregulation and the spread of free trade agreements globally • Improved transport and communications links. 3. Briefly illustrate what is meant by a global marketing mix and how it might apply to Pepsi Cola. • Means marketing a product with broadly the same marketing mix in different countries across the globe, that is, the same tasting product, similar packaging (although language may have to be changed), similar pricing strategies, similar channels of distribution, similar advertising and promotion methods and messages. 4. Identify the benefits and risks to Pepsi of seeking to operate as a global business Operating Globally Benefits Economies of scale Large discounts from suppliers Global brand recognition Risks Possible diseconomies of scale and increased costs Not adequately satisfying consumer needs mean it could miss out on lucrative niche markets Fewer national brands means bigger risks, especially of large global scale mistakes 5. List one advantage and one disadvantage of global business for Ireland Advantage: • Many global businesses have located exporting bases in Ireland. This creates employment and generates considerable tax revenue for the government. Disadvantage • Global businesses have no loyalty to Ireland. They can relocate to other, cheaper countries when it suits them 58 Unit 7 – International Environment Unit 7 – Resources & Revision Pit Stop 1. Explain what is meant by the term global business. • Global businesses treat the world as a single, global marketplace, with goods produced where it is cheapest regardless of where customers are located. 2. List the three benefits to a community of having an employer like eBay locate locally. • Provides jobs and incomes directly for local people • Buys raw materials and supplies from other local businesses • Will attract more residents to an area, thereby making local schools, post offices, hospitals, etc. more viable. 3. Describe four attractions of Ireland as a base for a global business like e-Bay. • Access to the huge EU market • Skilled and educated labour force • Low rates of Corporation Tax compared to most other EU countries • English language spoken in Ireland and Pepsi’s home market and HQ in the USA • Political stability. • Similarities in culture to the US 4. Identify four factors that could discourage foreign direct investment in Ireland. • Higher corporation tax • If Ireland were to leave the EU or the Eurozone • Increased crime, civil disorder or political instability • Increased strikes and industrial unrest • Poor infrastructure (e.g. transport, energy, waste disposal facilities) 59 Business Resources & Revision Answers Exam Revision APPLIED BUSINESS QUESTIONS There are seven Units in the Leaving Certificate Business syllabus. The following questions are used to illustrate how questions from three syllabus units can appear on the Higher Level examination paper. A rota system applies to the selection of units for examination each year. Year Syllabus Units 2012 2013 2014 4,5,6 5,6,7 1,2,3 2015 2,3,4 2016 3,4,5 2017 2018 2019 2020 5,6,7 1,2,3 2,3,4 3,4,5 ABQs covering Units 1, 2 & 3 • ABQ 1 ABC Insurance Ltd. (Units 1, 2 & 3) 1. Evaluate Luke’s approach to motivating his staff. Refer to the text in your answer. (25 marks) Comment: 5 points @ 5 marks each. The following are a selection of valid points that a student can make to answer this question. • According to McGregor’s theory of motivation, Luke has a Theory X approach to staff motivation. This approach has a number of characteristics clearly demonstrated by Luke: • Theory X managers have a negative ‘controller’ attitude. Luke has introduced “tight management controls” • Theory X managers believe that people are lazy, unambitious and are only motivated by money. Luke thinks that his staff should “be grateful to have jobs” • Theory X managers don’t trust their staff, are very controlling and have autocratic leadership tendencies. Luke sees his job as “to give orders” • A Theory X approach reduces staff motivation, reduces creativity and makes it harder to recruit and retain talented and motivated staff, which undermines profitability. ABC is suffering a ‘brain drain’ due to “poor morale” as talented staff leave to work for rival firms. • This is an unsuitable way to motivate staff. I recommend that Luke adopt a more positive Theory Y ‘facilitator’ approach. • He should see that his staff can enjoy work, are ambitious and are motivated by more than money. • He should provide more encouragement and praise. • He should adopt a more democratic leadership style. • Theory Y approach can stimulate staff motivation, creativity and intrpreneurship. • It will also be easier to recruit and retain good staff and profitability can be boosted. 60 Exam Revision – Applied Business Questions 2. Draft a memo to staff in ABC Insurance inviting them to attend a brainstorming meeting to generate new ideas for improving the business. (25 marks) Comment: Marks are allocated for laying out and each using each element of a memo correctly (6 elements @ 4 marks each + plus a bonus mark. To: From Re: Date: All Staff A. Advisor Brainstorming meeting 3rd February All staff are requested to attend a brainstorming meeting to generate ideas for improving the business. The meeting will be held in the boardroom on 5th February at 10 o’clock. Signed Advisor 3. Draft a report identifying two management activities that Luke Dillon needs to improve if he is to ensure ABC Insurance’s long-term survival and prosperity. (30 marks) Comment: Marks are allocated for laying out and each using each element of a report correctly (5 elements @ 3 marks each + 3 points @ 5 marks each for points made in the body of the report). Title: Improving ABC Management Terms of Reference: To identify two management activities that the Managing Director needs to improve to ensure the long term survival and prosperity of the business. Body of the Report • Planning means clearly setting out goals and how these are to be achieved. It involves analysing the situation (e.g. using a SWOT analysis), identifying a goal, drafting a plan to achieve the goal and implementing the plan. Using a SWOT analysis are very useful when planning. This would reveal that ABC Insurance has a major weakness in staff motivation and a ‘brain drain’ of skilled staff. • Organising means bringing people and resources together to implement a plan. A matrix (team) structure would be useful in promoting teamwork among staff. To be effective, the Managing Director would need to adopt a more democratic or laissez faire style of management. Recommendations • The Managing Director should conduct an urgent SWOT analysis of the business. He should also introduce a more teamwork based organizational structure to boost staff morale. Bibliography • The Business Express, Mentor Books, 2011 Note: The same question could be asked but asking students to draft a report identifying two management skills that Luke Dillon needs to improve if he is to ensure ABC Insurance’s long-term survival and prosperity. A possible answer to such an alternative question would be the following: 61 Business Resources & Revision Answers Title: Improving ABC Management Terms of Reference: • To identify two management activities that the Managing Director needs to improve to ensure the long term survival and prosperity of the business. Body of the Report • Leadership is important because it involves the ability to set out a clear direction for staff, providing a clear example, and delegating work to subordinates. • Democratic leadership is preferable to autocratic approaches. • Democratic leaders are willing to discuss issues with staff and to delegate power and responsibility. They trust the ability of their subordinates and prefer to persuade people through reasonable arguments. • better quality decisions can arise when there is more input into decision making. Staff whose opinions are listened to are likely to be more motivated and stay working in the business. Delegating work and sharing decision-making can mean less stress for managers. • • • • Motivation is important because it influences staff productivity, industrial relations, staff recruitment and retention. Current Theory X approach to motivation is reducing staff motivation and making it harder to recruit and retain talented and motivated staff. A more trusting theory Y approach would be more effective. Such managers trust their staff, provide encouragement and praise. They have more democratic leadership styles. This approach will make it easier for ABC insurances to recruit and retain good staff and profitability can be boosted. Recommendations • The Managing Director should adopt a democratic leadership style and a Theory Y approach to staff motivation. Bibliography • The Business Express, Mentor Books, 2011 • ABQ 2 Rascal’s Seafood Restaurant (Units 1, 2 & 3) (a) Discuss, using examples from the given information, whether you consider Lorraine or Dick to possess the stronger entrepreneurial skills and characteristics. (20 marks) Comment: Students should make at least 4 points @ 5 marks each. Students should be able to identify that Lorraine possesses the stronger entrepreneurial skills and characteristics. Students should note that there is no one right answer to an ABQ. The following are a selection of valid points that a student can make to answer this question. Proactive • Entrepreneurs are often described as proactive because they demonstrate a high level of initiative in getting things done. Proactive means being prepared to initiate actions instead of waiting for others to do something. This allows entrepreneurs to take charge of their own lives and destiny. • Lorraine is proactive as she is “well known locally for her ‘go-ahead’ attitude”. Dick appears to be more reactive than proactive as his attitude is “if it’s working don’t change it”. 62 Exam Revision – Applied Business Questions Energetic • Once they set a realistic goal for themselves, entrepreneurs become very energetic and motivated. They are willing to make sacrifices now for rewards later. Entrepreneurs are also willing to work very hard and put in long hours to make the enterprise work. • Lorraine is energetic as she is the “voluntary part-time manager of a local charity shop”. In contrast, Dick’s comments lack enthusiasm or energy – for example “I suppose I’ll have to be a bit more imaginative”. Can make decisions • In business, entrepreneurs are required to make many decisions such as what products to sell or what staff to recruit, to small decisions such as where to hold a business meeting. To be a successful entrepreneur, a person needs to be a good decision-maker. They assess a situation, identify their options and weigh up the pros and cons of each before selecting the best option. • Anyone who wants to be an entrepreneur must learn how to make decisions. They assess a situation, identify their options and weigh up the pros and cons of each before selecting the best option. In the hurly burly of business, these decisions must often be made quickly and under pressure. • Lorraine demonstrates an ability to make decisions. For example, “Lorraine decided that Dick needed a holiday”. In contrast, Dick needed his wife to decide for him that he needed time out to reflect on his business. Evidence of inner control and good time management • Entrepreneurs maintain self-control through effective time management. Most hate wasting time and take care to organise their affairs so that they get the most out of their time. They refuse to take on too much work, use effective delegation and make a point of finishing one job before starting another. Successful entrepreneurs work smarter, not harder. • Lorraine demonstrated inner control and good time management as she is able to juggle home and community activities and is seen as a person who gets things done. This is also reflected in her “go-ahead attitude”. (b) Analyse the difference between enterprise and management. (30 marks) Comment: Students should make at least 6 points at 5 marks each. Students are being asked to compare entrepreneurs and managers. Students should note that there is no one right answer to an ABQ. The following are a selection of valid points that a student can make to answer this question. • • • • • • • • Entrepreneurs have the ideas, energy and enthusiasm to start new projects and businesses. They generally have far greater levels of initiative than managers. Lorraine’s go ahead attitude would be a typical characteristic of an entrepreneur. Unless they are intrepreneurs, managers may have little entrepreneurial instinct for developing new business ideas. Instead, managers are good at planning, organising and controlling a business after it has already been set up. Their work is more routine and requires dealing with staff on a daily basis. Dick’s attitude of ‘if it’s working don’t change it’ is more typical of a manager than an entrepreneur. Entrepreneurs sacrifice their own time and take the personal financial risks of a business failing. They often operate on their own or with just a few close business partners. Lorraine sacrificed her personal time to work as a volunteer manager of a charity shop. However, if managers are not the owners, then they do not take personal financial risks when running a business. They are employees who are hired by the owners to manage the business on their behalf. Managers do not have any personal share in the ownership of the business. Dick is the owner of Rascal’s so this difference does not apply here. Entrepreneurs thrive on excitement. Once a business is established, they often get bored with the routine planning, organising and controlling of the day-to-day affairs of a business. 63 Business Resources & Revision Answers • • • But they may be unwilling or unable to delegate decision-making to others. Lorraine’s strong involvement in the local community and voluntary work indicates that she likes variety and new challenges. The work of managers is far more routine and less exciting as it concentrates on the daily running and steady development of the business. It requires delegating work to other staff and providing proper planning, organisation and control. In Rascal’s Restaurant, this is what Dick should be doing as a manager to compensate for his lack of enterprise. (c) Advise the Lawlors on their legal rights concerning their holiday. Recommend a suitable course of action. (30 marks) Comment: Students should make at least 6 points @ 5 marks each. Students should note that there is no one right answer to an ABQ. The following are a selection of valid points that a student can make to answer this question. • The holiday brochure / information supplied was clearly misleading as the hotel was not quiet and was not located beside the beach. This is a breach of the Consumer Information Act 1978. The Consumer Information Act protects consumers by making it illegal for firms to make false or misleading claims about their goods or services. It protects consumers by setting out the rights of consumers and responsibilities of retailers / sellers. • The Consumer Information Act prohibits false product descriptions. Goods or services must not be sold with a false trade description, either written or verbal. For example the sales assistant in the travel agents cannot describe a hotel as being quiet if it is actually located beside a noisy night club or a building site. Similarly, pictures of the hotel looked nothing like the building in reality. • The Consumer Information Act also prohibits false advertising or misleading advertising, such as advertising a hotel on a poster or in a holiday brochure as being located on a beach or looking differently from its actual appearance. • Recommended course of action: Consumers like the Lawlors who find themselves in conflict with a firm over the way they have been treated have two non-legislative ways of resolving the issue: talking to the seller or seeking help. Option 1: Talk • The Lawlors should have spoken to the Ibiza representatives of the travel agents who sold the holiday as soon as the problem became apparent – or gone to the travel agents on their return. The best way of doing this is to: • Know the consumer’s legal rights as set out in law. • Bring along a receipt or similar documentation as proof of purchase and in this case a copy of the misleading brochure. • Ask to speak to the manager / person in charge. • Complain in a friendly but firm manner, insisting that the consumer’s legal rights be respected. The Lawlors need to remember that an aggressive negotiation style can make matters worse. Option 2: Seek help • The Lawlors could seek help to negotiate a resolution. If talking to the travel agent / retailer does not produce a satisfactory result, then you can seek help from those organisations that assist with negotiating a resolution to a conflict between consumers and sellers. These include the National Consumer Agency (Director of Consumer Affairs) or the Consumers’ Association of Ireland. In this case, an industry trade association, such as the Irish Travel Agents Association, can provide assistance if the complaint refers to one of their members. • Conciliation may be necessary if negotiations prove difficult. Conciliation means getting an independent third party, or conciliator, to talk to both sides separately before bringing them together to help them appreciate the other’s position. The conciliator does not recommend a solution. Instead, their role is help both sides to reach a better understanding of each other’s needs so 64 Exam Revision – Applied Business Questions • • • • • that finding an agreement becomes easier. If conciliation does not work, then both sides might agree to arbitration. Arbitration means both sides agree to get an independent third party acceptable to both sides to investigate the dispute and to make a decision as to how it should be resolved. Sometimes, both sides may agree in advance to accept whatever decision the arbitrator arrives at. If talking and negotiating does not produce a satisfactory result, then the Lawlors can resort to taking a legislative approach. This can be done through the Small Claims Court or a higher court, such as a District Court. The Small Claims Court provides an inexpensive, fast and easy way for consumers to resolve disputes without the need to employ a solicitor. Consumers with a complaint, such as the Lawlors, must first fill in a simple form describing their complaint. This can be done by post or on-line. The registrar of the court will then invite both sides to come in and present their sides of the case before making a recommendation. Unlike other courts, the Small Claims Court cannot force an agreement but is effective at persuading sellers to respect a consumer’s rights. If no agreement is reached in the Small Claims Court, then the Lawlors will need to contact a solicitor to bring a formal case to the District Court, Circuit Court or High Court for a full hearing before a judge and a legally binding settlement. The court that should be used is decided by the Courts Service and will depend on the seriousness of the complaint. ABQ 3 Renewable Energy Solutions (RES) Ltd. (Units 1, 2 & 3) See Leaving Certificate 2009 Marking Scheme and Examiner notes. • ABQ 4 Peter Palmor (Units 1, 2 & 3) See Leaving Certificate 2004 Marking Scheme and Examiner notes. • ABQ 5 B & M SOLUTIONS LTD. (Units 1, 2 & 3) See Leaving Certificate 1999 Marking Scheme and Examiner notes. 65 Business Resources & Revision Answers • ABQ 6 Chemise Ltd. (Units 1, 2 & 3) (a) Explain the enterprising characteristics that you recognise in Cynthia from the above information. (20 marks) Comment: Students should make at least 4 points @ 5 marks each. This is a particularly tough ABQ given the lack of detail provided. This lack of detail requires students to be resourceful and clear when making any assumptions they consider necessary to answer the question. Note enterprise characteristics include: • Being innovative/ creative • Being confident / having a positive attitude • Being proactive • Being realistic • Being a moderate risk taker • Being decisive • Being flexible / resilient • Being energetic • Being a leader • Students should note that there is no one right answer to an ABQ. The following are a selection of valid points that a student can make to answer this question. Confidence and positive attitude. • A fundamental characteristic of all entrepreneurs is self-confidence and belief in their own abilities. This gives them a ‘can-do’ attitude that allows them to start new enterprises. Example: The very fact that Patricia “established her shirt-making business” indicates a positive attitude and confidence in her own abilities. Energetic • When they have committed to a goal or a project, entrepreneurs become very motivated and energetic in turning it into a reality. They are willing to work hard and to make sacrifices now in order to earn rewards later. Example: Chemise is described as having developed well mainly because of Patricia’s “desire and drive to succeed”. This desire and drive demand that she be energetic. Decisive • Entrepreneurs must be able to make decisions – lots of them and many of them very important ones. This requires entrepreneurs to be good decision-maker, both willing and able to make decisions when needed. • Example: Patricia’s decision to set up a business demonstrates decisiveness. Furthermore, in response to increased competition from competitors that “has become intense”, Patricia knows that new production equipment “must be installed” and employees “have to accept work changes”. Moderate risk taker • Successful entrepreneurs are risk takers, but are not reckless. They are moderate risk takers and only take a risk when the probability of success is reasonably high. This decisionmaking style is described as risk neutral. The alternatives to being a moderate risk taker is to (a) adopt a more reckless and risky approach that can increase the risk of business failure or (b) become a risk avoider and avoid taking any risks. • Example: To help manage her risks in Chemise, Patricia is described as an entrepreneur who listens to the views of others. She is described as a “good listener” and as someone who is “always keen to get wide-ranging views” from customers and employees” and “only then makes decisions”. 66 Exam Revision – Applied Business Questions (b) Describe two conflicts that are present above. Outline a legislative method that would be used to solve each one. (20 marks) Comment: Students should make 4 points @ 5 marks each – or 2 points @ 10 marks in total for each conflict. Students should note that there is no one right answer to an ABQ. The following are a selection of valid points that a student can make to answer this question. Conflict 1: Possible points include: • Intense competition from foreign competitors means new production equipment must be installed in the Chemise factory. Staff must be trained quickly in its use. However, employees will “have to accept work changes”. This leads to a potential staff conflict between the desires of the owner to respond to this threat and the desire of workers to protect or improve their jobs and interest. If work changes threaten the current position and roles of staff then it is possible that this could lead to staff reluctance or possible outright resistance to change. • Patricia needs to explain the reasons and necessity for the change to staff in order to keep their trust. It this is not successful, then negotiations using Chemise’s grievance procedure can be used. If this is unsuccessful, then a legislative approach involves getting the Labour Relations Commission to provide their conciliation service. The LRC will listen to the views of both sides separately and then bring them together and help them to appreciate the other’s position. • If LRC conciliation service does not work then the Labour Court could be asked to provide an arbitration service. This involves the Labour Court investigating both sides to the conflict and then making recommendations for its resolution. If Patricia and the staff trade union agree in advance to the recommendation of the Court, then it is called binding arbitration. Conflict 2: Possible points include • Customers unhappy with the poor quality of some of Chemise’s products bought from retailers. Shirts are being returned to retailers. Under the Sale of Goods and Supply of Services Act 1980, the retailer that sells the goods is legally responsible to the consumer for the quality of the goods sold by the retailer. • If trying to negotiate a solution with the retailer is unsuccessful, consumers can use legislation and go to the Small Claims Court. The SCC provides a fast, easy and inexpensive method for dissatisfied consumers to seek a resolution to disputes. This Court will make a non-legally binding recommended solution. However unlike in other courts, it cannot force either side to accept the decision. • If retailers are facing unhappy consumers and are being threatened with being brought to the Small Claims Court, they will be reluctant to continue stocking and selling Chemise shirts. This will create conflict between retailers and Chemise. Retailers could take legislative action and sue Chemise for breach of contract for failing to supply shirts of an acceptable quality, as presumably set out in the business contract. (c) Analyse the contribution to the business that would result from an improvement in Cynthia’s management activities. (40 marks) Comment: Students should make 8 points @ 5 marks each. Students should make at least two points for each of the key management activities of planning, organising and controlling. Students should note that there is no one right answer to an ABQ. The following are a selection of valid points that a student can make to answer this question. • Planning means clearly setting out the goals for Chemise and the strategy by which these are to be achieved. It means deciding what to do, who will do it, when and how. Planning allows Chemise to know where it wants to go and how it intends to get there. • A Strategic plan (or corporate plan) refers to the long-term plan for the whole business. It normally covers five or more years. Chemise will need an effective strategic plan in place to meet the challenge posed by the intense competition from foreign firms. To help Chemise’s planning, Patricia could conduct an analysis of the firm’s strengths, weaknesses, 67 Business Resources & Revision Answers • • • • • • • • • • 68 opportunities and threats (a SWOT analysis). Tactical plans break the general strategic plan down into shorter, more specific and manageable steps, usually of one-year periods. Chemise should have specific short-term tactical plans for particular areas that will fit in with the strategic plan. For example, a plan to help persuade staff to accept the work changes that will be needed. Organising means bringing people and resources together to achieve a common objective. Chemise is a group of people working together for Patricia Clarke to achieve clearly stated common goals. However, the greater the number of people being brought together, the greater the need for a proper organisational structure to ensure Chemise’s plans are properly implemented. To organise a business effectively, managers must identify the work to be done (e.g. production, quality control, sales). Organising in Chemise also means creating a suitable organisational structure with a clear chain of command, division of work and delegation of authority among staff. Control refers to the monitoring and checking of results to see that plans are being achieved and that Chemise is operating in an efficient and effective manner. If there is a divergence, then Patricia must find out why and make the appropriate changes. Effective control requires that information must be received quickly when plans begin to go wrong. Effective management control by Patricia is important as it would help Chemise avoid business failure by detecting problems such as quality control failures before they get out of control. Quality is increased as problems, defects and bad flaws are avoided. By avoiding problems, management control would increase the speed of business operations, reduce waste and allow Chemise to respond more quickly to competition. A critical area of control for Chemise is the area of quality control. This means ensuring that the quality standards expected by customers are properly met. Properly done, quality control can reduce Chemise’s waste and costs by minimising defective products that cannot be sold to consumers, minimising the legal costs of being sued by unhappy customers, and protecting the name and reputation of the business. Quality control can also increase customer and retailer satisfaction and thereby protect demand for a firm’s products and allow higher prices to be charged by low cost competitors. An improvement in Patricia’s control of quality in Chemise can be achieved by recruiting and training conscientious, quality-focused employees. Any careless, sloppy workers should be demoted or let go. Patricia could adopt a more facilitator management style that motivates employees to contribute their best to the business. Chemise employees could be empowered to constantly look for ways to improve customer satisfaction with the business, e.g. pay bonuses and prizes for work of a consistentlyhigh quality to motivate staff. Patricia should facilitate teamwork among employees. Teams should have quality and customer satisfaction as the main goal. Quality circles are discussion groups made up of employees who meet regularly to discuss and resolve quality issues. A wide range of relevant Chemise staff could attend these meetings, including designers, production staff and customer representatives. Patricia should ensure that Chemise adopts stringent quality control for all aspects of purchasing, production and delivery. She should also put in place a quality assurance system to guarantee customers that a firm’s products are of the very highest quality possible. Quality assurance is the aim of quality control. Firms who reach sufficiently high quality standards can qualify for awards such as the ISO 9000 or the Q Mark. Exam Revision – Applied Business Questions ABQs Covering Units 2, 3 & 4 • ABQ 1 Acorn I.T. Limited (Units 2, 3 & 4) 1. Outline the enterprise skills demonstrated by Adrian White. (20 marks) Comment: 4 points @ 5 marks each or, say, 7 shorter points @ 3 marks each (7th short point earns just 2 marks). The following are a selection of valid points that a student can make to answer this question. • Adrian demonstrates a wide range of enterprise skills. • Confident enough to emigrate and then to return to set up his own business • Determined / motivated – “ambitious and hardworking”, frequently got promoted in previous job • Innovative / creative – gained reputation in previous job as an intrepreneur • Realistic risk-taker – not reckless, but used careful planning to grow the business, listens to views of others (e.g. staff) before making important decisions • Decisive but flexible decision-making – e.g. made a big decision to emigrate to Holland • Learned to identify opportunities – saw opportunity for Acorn IT business • Learned to set goals and plan – he used “careful planning and organising” to get the business established • Learned to get along with people – “good relations with his staff” • Learned good communication and listening skills – Adrian always listened to the views of his staff before making any important decisions 2. Evaluate the use of management skills in the business. (30 marks) Comment: 6 points at 5 marks each. Students should remember to include an evaluation as part of their answer. • Leadership refers to the ability to influence people to achieve particular goals. In business, it is important because it involves the ability to set out a clear direction for staff, set a good example, and delegate work to subordinates. • Adrian has a democratic leadership style as he involves them in making big decisions. However, Nina seems to have a more autocratic style (e.g. hastily sacking an employee when a warning would have been more appropriate). • Motivation is the willingness of people to work hard and to contribute their best effort. It is important in business because it influences staff productivity, intrapreneurship, industrial relations, staff recruitment and retention. • Adrian has effective motivation skills as he developed a business with “hardworking and motivated employees”. However, Nina’s ‘no nonsense’ focus on cost cutting, reducing wages is damaging staff morale. • Communications refers to the transfer of information between people. It is an essential management skills as managers must constantly communicate effectively with stakeholders in the business. • Adrian appears to be good at listening to his staff as well as providing direction. Nina appears just to give direction but not to listen. • Evaluation: In my opinion, Adrian is demonstrating better leadership, motivation and communication skills than Nina. 69 Business Resources & Revision Answers 3. Draft a report for the board of directors identifying two conflicts that exist in the business. Briefly outline one legislative and one non-legislative approach to solving them. (30 marks) Comment:15 marks (5 elements @ 3 marks each) go for getting the structure of the report correct. Remaining 15 marks go for making 3 points @ 5 marks each. Possible answer: Title: • Conflict in Acorn IT Terms of reference: • To identify two conflicts that exist in the business and briefly outline one legislative and one non-legislative approach to solving them. Body of report • Acorn has a conflict with an unhappy customer with a faulty computer who wants her money back. • Solution 1: As the manager, Adrian could meet with the customer and listen to her complaint. If the company is at fault, it should offer the customer a refund and an apology. • Solution 2: Let the customer take the business to the Small Claims Court for a decision. • Acorn has a conflict with employee who is claiming unfair dismissal. Under the Unfair Dismissals Act, it is illegal to dismiss and employee without following proper procedures. There is no evidence that such procedure were followed by Nina. • Solution 1: Contact the employee and offer him his job back. • Solution 2: Let the complaint go to the Employment Appeals Tribunal for a decision. Recommendations • Try and use non-legislative approaches to settle disputes. Offer the customer a refund to protect the reputation of the business. Offer the employee his job back References / Bibliography • The Business Express, Mentor Books, 2011 • ABQ 2 SMC Ltd. (Units 2, 3 & 4) 1. Analyse, from the given information, Helga Brandt’s strengths and weaknesses as a manager. (20 marks) Comment: Students should make at least 4 points regarding Helga’s strengths @ 5 marks each and 2 points regarding her weaknesses @ 5 marks each. Helga’s main strength is planning. Her main weaknesses are communication and providing leadership. Students should note that there is no one right answer to an ABQ. The following are a selection of valid points that a student can make to answer this question. Strengths – Planning • Helga is an ‘excellent planner’ which has generated ‘increased sales and profits’. Planning means clearly setting out the goals for SMC Ltd. and the strategy by which these are to be achieved. It means deciding what to do, who will do it, when and how. Planning allows Helga to know where she wants SMC to go and how it intends to get there. • Planning is very important to management in SMC because it sets out clear targets and milestones against which the success of the organisation can be measured. • Planning also assists in providing leadership and motivation as plans can be communicated to staff so that they know exactly what’s to be done, by whom, when, how 70 Exam Revision – Applied Business Questions • and why. Effective leaders need plans to give direction and purpose to the work done. This helps to raise morale and confidence among all the staff within SMC. Effective planning also allows finance to be raised through bank loans or grants from the government. For example, if SMC wants a bank loan to build a new car factory, Helga will have to provide a business plan to show that the firm will be able to repay the money. Weaknesses – Communications • As a manager, Helga is a poor communicator. She keeps a ‘low profile’ and has discontinued the monthly staff meetings. Instead she prefers to just ‘issue memos’. Employees and managers must be able to communicate to ensure the correct work is done on time and to the correct quality standard. • Good communication helps to build up a climate of trust, which assists in creating good industrial relations. Helga’s poor communications may cause confusion among staff, reduced morale, possible distrust and industrial relations problems. This is suggested by the comment that Helga wouldn’t know ‘a gear stick from a handbrake’. • Managers must be able to communicate relevant information with each other to ensure that they have all the information they need to make decisions. This also will help them to work effectively as a team. Poor communication between managers can result in bad decisionmaking. However, Helga appears to be more effective at communicating with the managers in SMC as she holds regular meetings with the sales and production managers. Weaknesses – Leadership • Helga has also demonstrated poor leadership skills. Unlike her predecessor, she has not demonstrated to her staff any real ‘passion for cars’. Since producing cars is what SMC is all about, this undermines her ability to act as an effective leader. Leadership refers to the ability to influence other people to go in a particular direction and achieve a particular goal. In management, this involves directing staff, setting an example and delegating work. • Helga could provide direction for staff by communicating clear instructions about the work to be done. This ensures that everyone understands their role and how they need to work together to achieve the goals of the business. • Personality and charisma can be important elements for some managers when trying to direct and influence others. Charisma refers to an individual’s charm and ability to inspire enthusiasm among an audience. Helga lacks charisma. However, while charisma can be very helpful, it is not essential for managers. Other qualities such as the ability to earn the respect and trust of staff through providing good direction, delegation and a positive example are more important. • Setting an example and clear direction for staff by demonstrating the attitude and behaviour expected in the workplace. By leading by example, managers like Helga are far more likely to be respected and trusted by staff. Helga’s limited communications and lack of apparent passion for the company’s products makes it more difficult for her to be seen to lead by example. • The quality of leadership shown by Helga is also very important in creating the corporate culture. Corporate (or organisational) culture refers to the general atmosphere within a workplace. It is mainly created by the attitudes and behaviour of managers towards their work, their staff and their customers. Organisational culture can have a big impact on SMC Sports Cars in areas such as staff productivity, creativity and levels of customer service. If Helga sets a bad example, then employees are more likely to be less motivated and less interested in the success of the business. 2. Discuss the importance of internal communications to a business such as SMC Ltd (20 marks) Comment: Students should make at least 4 points at 5 marks each or 10 short points at 2 marks each regarding the importance of internal communications. Students need to remember to make the answer relevant to SMC Ltd Possible points that could be made are as follows: • Communication refers to the transfer of information between people and organisations. 71 Business Resources & Revision Answers • • • • • • • • Helga’s communications can be verbal (e.g. a face to face meeting, telephone or radio), written (e.g. a letter, report, e-mail), visual (e.g. diagrams, advertising) or physical (e.g. personal body language). Internal communications are messages sent between people in the same organisation, such as SMC Ltd. The main types of internal communications are verbal, written and visual. Internal verbal communications between SMC staff include informal chats on a corridor, telephone conversations among staff working in SMC, company intranet (internal internet) and formal business meetings. Internal written communications among SMC staff include letters, e-mails, text messages and memos sent among staff in SMC. It also includes notices/noticeboards, written signs, company reports and company newsletters. Internal visual communications among SMC staff include using methods such as company posters (e.g. promoting health and safety, advertising a company Bar-B-Q), using graphs / charts in company documentation, signs, Internet websites, staff body language and physical appearance. Effective internal communications are very important to SMC as breakdowns and misunderstandings can lead to misunderstandings and possible conflict with stakeholder groups. Employees and managers in SMC must be able to communicate to ensure the correct work is done, on time and to the correct quality standard. Good communication helps to build up a climate of trust, which assists in creating good industrial relations. Poor communications, such as Helga’s unwillingness to meet staff face to face, can cause confusion among staff, reduced morale, possible distrust and industrial relations problems. Managers must be able to communicate relevant information with each other to ensure that they have all the information they need to make decisions. This also will help them to work effectively as a team. Poor communication between managers can result in bad decisionmaking. Investors must be kept informed with accurate information about the financial performance of the business. Otherwise, they will not have confidence in management and will be unwilling to invest finance in the business. 3. Evaluate the possible benefits a TQM approach could bring to the business. (40 marks) Comment: Students should make 8 points at 5 marks each (to earn a total of 40 marks) regarding the possible benefits of TQM to SMC Ltd. Since students are asked to evaluate the possible benefits, they need to remember to consider both possible advantages and disadvantages. Possible points that could be made are as follows: • TQM is an approach to management that aims to maximise quality by getting all staff to continuously look for ways to improve the quality of a firm’s products and services. • In SMC, it means that all members of staff - from Helga right down to workers in the factory, secretaries and sales reps - are encouraged to strive to provide a top-class car products and after-sales service to the people they deal with. Staff are also strongly encouraged to regard their work colleagues in SMC as customers, equally deserving of a top-quality service.For example, at SMC the R&D department should seek to provide a topclass service to the marketing and operations departments. • In essence, TQM aims to turn every member of staff into a quality inspector for their own area of responsibility. TQM is seen by some as the reason why Japanese car firms like Nissan and Toyota have become so successful in international business. • The possible benefits for SMC of a TQM approach are improved quality standards. Customers looking for specialist hand-built cars will expect a quality product. • By raising quality standards, the reputation of the SMC bran is enhanced, which attracts new car customers, encourages repeat business and inspires customer loyalty. • Top quality products can be sold at higher, more profitable prices. Combined with enhanced customer loyalty, this can help increases SMC’s profitability. • Reduced waste: TQM can reduce costly defects and wastage of materials and staff time, thus further increasing profitability. 72 Exam Revision – Applied Business Questions • • • • According to the Sale of Goods and Supply of Services Acts, manufacturers such as SMC and retailers are legally responsible for ensuring that goods sold are “of merchantable quality”. If a firm is sued for manufacturing or distributing defective goods, then the costs could prove enormous. However, it can take years for a new culture, such as TQM, to become established among all the staff in SMC Ltd. It needs managers who provide strong leadership with a focus on quality to set an example, communicate clearly and earn the respect of staff. Helga will need to improve her leadership and communication skills if she wants to introduce a TQM culture. Creating very high standards can put staff under high levels of stress. To be successful, TQM also requires good HR management practices in SMC Ltd to keep staff happy and motivated. ABQ 3 Sports Direct Limited (Units 2, 3 & 4) 1. Identify, from the given information, the enterprise characteristics displayed by Michelle. (30 marks) Comment: Students should make at least 6 points @ 5 marks each, identifying the entrepreneurial characteristics displayed by Michelle. Students should note that there is no one right answer to an ABQ. The following are a selection of valid points that a student can make to answer this question. Confident, ProactiveAttitude • Entrepreneurs like Michelle are often described as proactive because they demonstrate a high level of initiative in getting things done. Proactive means being prepared to initiate actions instead of waiting for others to do something. This allows entrepreneurs to take charge of their own lives and destiny. Reactive people, on the other hand, do not take calculated risks or new initiatives. They just wait for somebody else to make the move. • Michelle is proactive because she “immediately looked for work” after losing her original job. Decision-making • Entrepreneurs like Michelle must be able to make many decisions as part of their work, such as what products to sell, where to raise finance, what staff to recruit, or where to hold a business meeting. To be a successful entrepreneur, a person needs to be a good decisionmaker. They assess a situation, identify their options and weigh up the pros and cons of each before selecting the best option. • Michelle is able to take decisions as she “decided she had no alternative but to make her own job” by setting up a business. She also was able to take other big decisions such as setting up another business. Risk taking • Entrepreneurs like Michelle are aware of their own strengths and weaknesses. They are aware of their limitations and do not get carried away with overoptimistic plans that are likely to fail. They are only willing to take risks if they think the odds are in their favour. They are also willing to seek the opinions of others and to ask for advice when they need it. Entrepreneurs are moderate risk-takers. • Michelle demonstrated risk-taking ability by setting up a car valeting business. But she is a realistic risk taker because she first undertook “careful market research”. 73 Business Resources & Revision Answers Flexible / resilient • Entrepreneurs like Michelle are able to be flexible and are willing to respond to changes and adapt their plans if necessary. Their positive and flexible attitude means that entrepreneurs can be very resilient when things go wrong. They quickly overcome their disappointments, learn from their mistakes and move on. They know that mistakes can be an excellent teacher, which helps them to persevere where others would give up. • Michelle demonstrated flexibility and resilience because even though her “first business was not very profitable”, this did not deter her and she set up a second. Innovative / Creative • Entrepreneurs like Michelle have a constant urge to find a ‘better way’ to do things and tend to be particularly sensitive to people’s needs for products and services. This means that they can be highly innovative, creative and good at identifying new business opportunities or new ways of doing things better and more efficiently. Being innovative means being able to see problems and opportunities and solve them with creative solutions. • Michelle displayed her ability to innovate by being able to see “a more lucrative niche in the market”. Confident / positive • Entrepreneurs like Michelle believe in themselves and have confidence in their own abilities. This gives them a strong ‘can-do’ attitude when dealing with obstacles and the initiative to get on with things. This confident and positive attitude allows entrepreneurs like her to stick with their ideas long enough to turn them into reality. It also allows them to learn from experience. • Michelle has a very positive attitude towards life. She demonstrated confidence and a positive attitude by looking for work immediately after she lost her job, and by having the confidence to set up the car valeting business and then Sports Direct. 2. Evaluate how Michelle’s entrepreneurial talents have both assisted and hindered the success of Sports Direct Limited. (30 marks) Comment: Students should make 3 points @ 5 marks each (or 5 marks short points at 3 marks each). Students need to remember to make the answer relevant to Michelle and Sports Direct. Students should note that there is no one right answer to an ABQ. The following are a selection of valid points that a student can make to answer this question. Assisted by . . . • Michelle was assisted by her ability to identify new business opportunities. Entrepreneurs like Michelle have learned to apply new ideas and identify new opportunities. They do this by learning to be future-focused, that is, they look more to the future than the past. They try to anticipate changes to see what opportunities may arise for them. This allows them to be innovative. • Michelle was assisted by her ability to assess and manage the risk of starting two new businesses. Entrepreneurs like Michelle have learned to accurately estimate the likely level of risk involved in a project. These risks are compared to the likely benefits before the entrepreneur decides to go ahead with the project. • Michelle was assisted by her ability to set goals and plan. When entrepreneurs like Michelle see a need or an opportunity, they create a vision of how they will satisfy this need in reality. Vision identifies the goal an entrepreneur wants to move towards. It serves to focus their energy and create self-motivation. • Turning a vision into reality requires a plan. This means Michelle had to break down the overall vision into steps and short term goals that must be achieved along the way. Each part of the plan had to be prioritized by Michelle and tackled in order of importance so that the most important things were done first. • Michelle was assisted by her ability to be innovative / creative. Entrepreneurs like Michelle have a constant urge to find a ‘better way’ to do things and tend to be particularly sensitive 74 Exam Revision – Applied Business Questions • • • • to people’s needs for products and services. This means that they can be highly innovative and creative and good at identifying new business opportunities or new ways of doing things better and more efficiently. Being innovative means being able to see problems and opportunities and solve them with creative solutions. Michelle was assisted by her ability to be confident / positive. Entrepreneurs like Michelle believe in themselves and have confidence in their own abilities. This gives them a strong ‘can-do’ attitude when dealing with obstacles and the initiative to get on with things. This confident and positive attitude allows entrepreneurs to stick with their ideas long enough to turn it into a reality. It also allows them to learn from experience. Michelle was assisted by her confidence and ability to be proactive. Entrepreneurs like Michelle are often described as proactive because they demonstrate a high level of initiative in getting things done. Proactive means being prepared to initiate actions instead of waiting for others to do something. This allows entrepreneurs to take charge of their own lives and destiny. Reactive people, on the other hand, do not take calculated risks or new initiatives. They just wait for somebody else to make the move. Michelle was assisted by her ability to be realistic. Entrepreneurs like Michelle are aware of their own strengths and weaknesses. They are aware of their limitations and do not get carried away with overoptimistic plans that are likely to fail. They are only willing to take risks if they think the odds are in their favour, such as when Michelle conducted “careful market research”. They are also willing to seek the opinions of others and to ask for advice when they need it. Michelle was assisted by her ability to be a moderate risk-taker. Entrepreneurs like Michelle are moderate risk-takers. When it comes to taking risks, people can be described as being one of three types: risk avoiders, risk neutral (only take risks if probability of success is reasonably high) and risk acceptors (most likely to take high risk gambles). Hindered by… (3 points @ 5 marks each – or 5 short points at 3 marks each). Possible points that could be made are as follows:) • Michelle does not appear to have successfully acquired some of the important learned skills of entrepreneurs. This indicates that despite being a very effective entrepreneur, she has not been as successful at being a manager of her enterprise. • Ability to manage stress: Michelle has become “more irritable and cranky” and is “frequently losing her temper”. This inability to manage stress is hindering the business. • Entrepreneurs need to have strong self-control. They should be able to stay calm and not get stressed when put under pressure by difficult problems, deadlines or concerns that can fall on their shoulders. The ability to stay calm and manage stress is greatly assisted by their other abilities such as being able to plan, to take decisions quickly, manage their time effectively and communicate easily with others. • Ability to maintain control: Unfortunately Michelle is reluctant to delegate work. This suggests that she is doing too much work and has poor time management. This is hindering the business. • Entrepreneurs need to maintain self-control through effective time management. Most entrepreneurs dislike wasting time and take care to organise their affairs so that they get the most out of their time. They refuse to take on too much work, use effective delegation and make a point of finishing one job before starting another. Successful entrepreneurs work smarter, not harder. Michelle needs to learn this. • Ability to manage people: Unfortunately, Michelle is losing skilled staff from her business. One of her assistant managers became bored and left. This poor ability to manage people has hindered the enterprise. • Getting things done means an entrepreneur like Michelle must develop an ability to establish trust and build good working relationships with all the stakeholders in their project. They must be able to bring people together and organise them into productive teams that get things done. This requires good social skills and an ability to get on easily with people, especially in persuading others to work with you and not against you. 75 Business Resources & Revision Answers • • Entrepreneurs like Michelle should also be open to feedback from others even if it is negative. This is how entrepreneurs learn where they may be going wrong and how they may need to change. Good communication skills, especially speaking and writing are essential if entrepreneurs like Michelle are to persuade investors, staff and customers to support what they are trying to achieve. They are also good listeners and able to understand what people are really saying and thinking. 3. Recommend, with reasons, a leadership style that Michelle should adopt for the management of the business. (20 marks) Comment: Students should make at least 4 points @ 5 marks each or up to 10 short points at 2 marks each. Students need to remember to make the answer relevant to Michelle and Sports Direct. Students should note that there is no one right answer to an ABQ. The following are a selection of valid points that a student can make to answer this question. • • • • • • Leadership refers to the ability to influence other people to go in a particular direction and achieve a particular goal. In management, this involves directing staff, setting an example and delegating work. Michelle should not adopt an autocratic leadership style as it will only make matters more stressful for her and discourage staff. A laissez-faire approach is likely to be too big a change for Sports Direct staff and for Michelle. A democratic leadership style is therefore recommended for the business. Democratic leaders are willing to discuss issues with staff and to delegate power and responsibility where necessary. Democratic managers have trust in the ability of subordinates to do their work and readily delegate authority. They take decisions only after discussion with others and prefer to persuade others through the use of reasonable arguments. This style of management is common in many businesses. The benefits for Michelle and Sports Direct of a democratic leadership style include the fact that shared input into decisions leads to better quality decisions. Her subordinates will get more experience in decision-making. Sports Direct staff are likely to become more motivated and loyal to the business when they have a say in decisions. A willingness to delegate responsibility means Michelle does not waste time with unnecessary details. By sharing responsibility, a manager is less likely to suffer from stress. Delegating responsibility also encourages staff initiative and intrapreneurship. A more democratic leadership approach by Michelle would help to raise morale and contribute to a more positive organisational culture. This will increase levels of trust and help to maintain good industrial relations. However, adopting a democratic approach may mean slower decision making as Michelle consults with staff and listens to their views. There is also the possibility that the quality of decisions made may decline as a result of trying to take too many different opinions on board. Michelle still needs to be able to take the final decisions for the good of the business. ABQ 4 Castlewest Hotel and Conference Centre (Units 2, 3 & 4) See Leaving Certificate 2010 Marking Scheme and Examiner notes. • ABQ 5 Circuit Ltd. (Units 2, 3 & 4) See Leaving Certificate 2005 Marking Scheme and Examiner notes. 76 Exam Revision – Applied Business Questions • ABQ 6 Stone Products Ltd. (Units 2, 3 & 4) See Leaving Certificate 2000 Marking Scheme and Examiner notes. 77 Business Resources & Revision Answers ABQs Covering Units 3, 4 & 5 • ABQ 1 Barney’s Bouncy Castles (Units 3, 4 & 5) 1. Review the cashflow statement for Barney’s Bouncy Castles. Comment on the trend and advise Barney, giving reasons, on what he should do. (15 marks) Comment: 3 points @ 5 marks each. Possible points that could be made include: • • • Barney started in business with €50,000 in cash. After just 3 months, this has been reduced to just €200. The business is nearly insolvent (i.e. will be unable to pay its bills). Every month payments have far exceeded receipts from sales. This is unsustainable. Receipts in month 3 of €500 are just half of the €1000 earned in the first month. Sales are drying up fast. 2. Evaluate Barney’s use of management activities in running his business. Refer to examples in the text to support your answer. (20 marks) Comment: 4 points @ 5 marks each. Students need to remember to include their opinion in order to provide an evaluation. Possible points that could be made include: • • • • Planning is essential for every business. It involves setting goals and drafting a plan to achieve them. Barney did not produce a business plan for his new enterprise. He did not conduct any market research. Barney is a poor planner. Organising means bringing people and resources together to achieve the goals of the business. Barney hired staff but could not organise enough work for them to do even though the business needed someone to work on sales and financial control. Barney is very poor at organising his business. Controlling means checking results to see if plans are being achieved. He did not bother to have the business telephone number added to the van when he aw his mistake. He did not monitor his finances until his wife prepared a cashflow statement for him. Barney is very poor at controlling his business. Evaluation: Barney’s use of management activities in running his business is appallingly bad. He is not competent to run a business. 3. Explain what is meant by a marketing strategy. Evaluate the effectiveness of Barney’s use of a marketing strategy in the business. (25 marks) Comment: 4 points @ 5 marks each. Possible points that could be made include: • • • • 78 A marketing strategy involves segmenting the market (e.g. demographic, psychological segments) to identify a target segment. A suitable marketing mix of Product, Price, Place, Promotion is then put together to position the product to appeal to the target segment. Barney did not give “much thought to market research”. This means that he did not segment the market to see who are the potential customers who would want to hire for bouncy castles. Since he did not segment the market, he did not have a clear target segment (or niche) for his business. Barney’s marketing mix involved offering a very narrow product range consisting only of extremely large castles. His promotion was very poor, using only his van (but no telephone number!) and black and white ads on sports pages of the local newspaper. He used no flyers, no posters, no wesite. Exam Revision – Applied Business Questions 4. Prepare a brief marketing mix for a bouncy castle hire business. Make whatever assumptions you want to support your answer. (20 marks) Comment: 4 points @ 5 marks each. At least one point should be provided for each of the 4 Ps. Possible points that could be made include: • • • • • • • • • • Product: The business will offer a range of bouncy castles in different sizes (small, medium, large) Price: Prices will be charged for daily hire. Discounts will be available for customers who hire out castles for more than one day at a time. Initially, low prices will be charged just to cover costs. These will be competitive prices that will allow the business to build up market share and a good reputation for value for money. Place: The castles will be available to hire directly from the company over the telephone or over the internet. Promotion: The company van will be used as a colourful mobile billboard to advertise the business wherever it goes. The company website will have pictures and video of the different types of castle and the prices. Leaflet will be distributed across the county door to door advertising the castles for hire. Posters will be put up in local shops and community centres advertising the castles for hire. Website details and contact telephone numbers will be included in all promotional material. ABQ 2 The Magic Boutique (Units 3, 4 & 5) 1. Referring to the text, explain what is meant by employee empowerment. Discuss the benefits of employee empowerment to The Magic Boutique. (20 marks) Comment: 4 points @ 5 marks each. Possible points that could be made include: • • Employee empowerment encourages staff to take on the extra decision-making responsibility in their work. To be effective, staff may require additional training. Managers also need to be willing to trust their staff and adopt more of a facilitator style of management. Employee empowerment occurs in the Magic Boutique. Grace has a policy of empowering her staff by “giving them as much responsibility as she feels they can handle”. She “trusts her staff” and is “always willing to delegate work to them”. She involves them closely in running the shop with daily and weekly meetings to discuss plans and review the business. She also “conducts regular performance appraisals with her staff” which would encourage her employees to set personal goals and give their best. Benefits of employee empowerment include: • Allow businesses to harness a wide range of staff skills and release staff creativity and intrapreneurship. • Increase staff motivation and productivity, by meeting self-esteem and self-actualisation needs. Increases job satisfaction, resulting in greater staff loyalty, lower absenteeism and lower staff turnover. • Frees up managers’ time for other work. • However, to be effective, staff must be properly trained and confident enough to take on the extra responsilbilities that come with empowerment. 79 Business Resources & Revision Answers 2. Distinguish between a Theory X and a Theory Y approach to staff motivation and indicate the approach used by Grace Shanahan. Refer to the text in your answer. (20 marks) Comment: 4 points @ 5 marks each. Possible points that could be made include: • • • • • Theory X managers have a negative ‘controller’ approach. They believe that people are lazy, unambitious and are only motivated by money. Such managers don’t trust their staff, are very controlling and have autocratic leadership tendencies. A Theory X approach reduces staff motivation, reduces creativity and makes it harder to recruit and retain talented and motivated staff. In contrast, Grace demonstrates a Theory Y style of management. Theory Y managers have a positive ‘facilitator’ approach. They believe most people can enjoy work, are ambitious and are motivated by more than money. “Grace has a policy of empowering staff” and is “always willing to delegate work” to them. Managers such as Grace trust their staff, try to provide interesting work and provide encouragement and praise. Grace gives her staff as much responsibility as they can handle. She communicates regularly with them, including brainstorming ideas. To encourage their development, she conducts regular performance appraisals with her staff. Theory Y managers have more democratic and laissez faire leadership styles. Grace has a very democratic approach. She consults with staff on a daily and weekly basis. Theory Y approach can stimulate staff motivation, creativity and intrpreneurship. It is easier to recruit and retain good staff and profitability can be boosted. Grace’s staff are “very dedicated to the business” which is very profitable and ready for further expansion. 3. Draft a short Business Plan for The Magic Boutique which Grace could present to the bank manager. Make whatever assumptions you consider appropriate in your answer. (40 marks) Comment: 8 points @ 5 marks each. Answer should include them main headings appropriate to a business plan. Possible points that could be made include: Business Plan for the Magic Boutique Profile of entrepreneur • Grace Shanahan is the founder of the highly successful Magic Boutique retail outlet. She has many years of experience in the retail industry. Description of product • Retailer of quality fashionable clothing. All the best quality brands will be stocked. The shopping experience will be a bright and friendly experience for customers. Description of market • Only quality clothes shop in the town. Local supermarkets like Tesco and Lidl also sell clothes but are not direct competitors. Marketing strategy • Sell latest fashion clothing. Stock only high quality goods. Charge reasonable prices. • Convenient and highly visible location on the main street to attract lots of impulse customers. Run regular sales promotions to attract customer interest. Run occasional ads on the local radio. Layout and appearance of the shop will have a distinctive Eastern theme and friendly style. HR strategy • Recruit motivated staff. Train them well and empower them to be very involved in the running of the business. Finance • Rent of premises for one year, stock, staff wages and other expenses will cost approximate €120,000. 80 Exam Revision – Applied Business Questions • • Sources of finance will be provided by €100,000 equity. €5,000 bank loan. Surplus €30,000 will be used to provide working capital if needed. Profit projections • Year 1 €50,000. Year 2 €75,000. Year 3 €100,000. • ABQ 3 Greenfield Foods Ltd. (Units 3, 4 & 5) 1. Explain the stages that Greenfield must follow in order to develop and launch a successful new product. (30 marks) (a) Comment: Students should make at least 6 points @ 5 marks each – with 5 marks available for each stage of the product life cycle. Student should outline the main stages of new product development. Students should note that there is no one right answer to an ABQ. The following are a selection of valid points that a student can make to answer this question. When answering the question, students should take care to ensure that the stages in the process are identified and made relevant to Greenfield Foods. Stage 1: Idea Generation • Idea generation can come from internal or external sources of new ideas. • Customer feedback through market research, complaints or information picked up by Greenfield Foods’ sales staff are all very useful sources of new product ideas. • Market trends: Feedback from customers and sales staff can assist Greenfield Foods’ marketing manager in identifying market trends and competitor innovations. These trends can then be used to identify product improvements or new product ideas likely to appeal to customers. • Staff suggestions can be very useful and many firms offer incentives and rewards to staff to come up with new ideas, even if these ideas are not ultimately used by Greenfield Foods. Such incentives encourage a spirit of intrapreneurship. • Research and development (R & D) by Greenfield Foods means investing in the development of new and improved products. When trying to develop one product, product development specialists frequently accidentally discover a different and more profitable innovation. • International trends and foreign visits can be a rich source of ideas for Greenfield Foods. Companies frequently send representatives to trade shows abroad to search for new products or ideas currently unavailable in Ireland. • State agencies such as Enterprise Ireland can provide assistance to Greenfield Foods as they look for new opportunities. They can provide market research information and technical assistance in developing a new product. • University and third level linkages with Greenfield Foods can generate many new products and ideas. As a result, many firms sponsor college research in areas in which they are interested such as agribusiness, food technology or nutrition. • Import substitution could occur if Greenfield Foods decides to produce a product in Ireland that up until now has been imported. The company needs to conduct market research to identify changes in consumer tastes and what popular foods are currently being imported. • Market research companies that specialise in researching markets for new and existing products can provide reports that identify new trends and gaps in the market that could be filled by a new product. Stage 2: Product screening • After identifying a number of potential business ideas, the next step for Greenfield Foods is to select the most promising one for detailed investigation and market research. Product 81 Business Resources & Revision Answers • screening means sorting the promising product/service ideas from the weak ones. Product screening can be done to identify which ideas are: (a) unrealistic (b) marginal but with some potential (c) definitely worth further investigation. By carefully selecting the most promising ideas, Greenfield Foods can reduce the risk of wasting both time and money researching unrealistic ideas. Stage 3: Concept Development • The next step for Greenfield Foods involves turning the idea into a precise product concept or description that will appeal to customers. Success in business comes from offering customers something appealing but also different from rivals – i.e. by having a unique selling point (USP). A Unique Selling Point (USP) is a feature of a product/service that makes it attractive and distinctively different from its rivals. Greenfield Foods needs to ensure that any new product it develops has a clear and attractive USP. Stage 4: Conduct Feasibility Study • A feasibility study is a preliminary report into the profit potential of a business idea. Depending on the business idea, Greenfield Foods may qualify for a feasibility study grant from state agencies such as Enterprise Ireland which they can put towards their research costs. • Market demand: Feasibility studies are carried out to determine the likely demand for the new product/service. What type of product design, packaging, price and promotion will best suit the new product/service? • Production feasibility: What equipment and premises will be needed to manufacture the product? • Financial feasibility: What will be the costs of producing the new product/service? Can Greenfield Foods expect to offer a competitive price? Are the necessary premises, equipment and raw materials available? How much finance will be needed? Will the business need to borrow to pay for its running costs? • Profitability: How sure is Greenfield Foods about the profit to be earned from this business idea? This is where a breakeven analysis should be done. • Skills Feasibility: Does Greenfield Foods have the skills needed to make this new idea a success? These include the business skills. Stage 5: Develop a Prototype • Sample products / prototypes should be produced. A prototype is a sample product manufactured on an experimental basis to see if the design idea works in practice and appeals to customers. A prototype will help Greenfield Foods to identify which raw materials to use, to assess how the product will be manufactured and also to calculate production costs and profits. It may be necessary to develop several prototypes before being satisfied that the product design works, meets all health and safety requirements and is likely to be profitable. Stage 6: Test Marketing • Many firms will not take the risk of assuming that a successful feasibility study will translate into successful sales. Test marketing involves testing the reaction of the target market in a small-scale trial. If consumer feedback is negative, the product may have to be redesigned or the whole idea scrapped. If the results are positive, then Greenfield Foods can begin preparations to launch the product properly onto the market, possibly with some minor product alterations. • Test marketing is very important, as launching a new product can be very expensive and risky due to the large production, advertising and opportunity costs involved. Opportunity cost refers to the next best alternative use of effort or resources. For Greenfield Foods, the money spent launching a new product may be better spent, for example, on improving existing products or buying new premises. 82 Exam Revision – Applied Business Questions Stage 7: Production and launch • If a product idea successfully passes the test marketing stage, then Greenfield Foods should begin preparations to set up the production facilities for full-scale production. Pricing, distribution and promotional plans will be prepared to make the product appeal to the target market. Greenfield Foods’ choice of target market will determine what price should be charged, where it should be sold and the best promotional strategy to use to persuade potential customers to buy the new product. 2. Discuss the steps that Greenfield should take to make the staff in the firm responsive to changes that may be introduced. (20 marks) Comment: Students should make at least 4 points @ 5 marks each or 5 shorter points at 4 marks each. Possible points that could be made are as follows: • • • • • • • • • Change management is the process of anticipating change and adapting the business to a constantly changing business environment. To be successful at change management, Greenfield Foods’ managers must know how to make their organisations more flexible and adaptable to changes. Staff resistance to change at Greenfield Foods could arise because staff fear change will mean taking on an extra burden of work. Staff fear that they are not sufficiently skilled or able to cope with the new changes. Other reasons for resistance to change can include staff fear loss of income or even losing their jobs. Greenfield Foods’ staff may also fear that the changes will not work. This can happen if there are too many changes introduced too quickly, which makes people nervous and can undermine their confidence in the quality of the decisions being made. To prepare staff for change, Greenfield Foods’ managers should provide open, honest communications about the changes required and the reasons why. This must include benefits of the changes and the consequences of failing to adapt to changes. Greenfield Foods’ managers should allow staff to provide feedback on proposals for changes. They often have good ideas and are also more likely to co-operate with changes on which they have been consulted. Greenfield Foods’ managers should consider negotiating deals that provide fair rewards to the employees for any sacrifices that they may have to make to accommodate change - for example, offering longer summer holidays in exchange for taking shorter lunch breaks. Greenfield Foods’ managers should invest in staff training - this is essential if employees are to have the skills to do jobs that have been changed. Greenfield Foods’ managers should provide leadership by example. Where possible, managers need to be seen by staff as willing to adopt the changes themselves. After staff have been prepared for change, the successful introduction of change into Greenfield Foods will usually require some combination of a ‘facilitator’ management style, employee empowerment, teamwork and a commitment to quality. 3. Analyse the sources of finance that could be available to fund Greenfield’s business expansion. (30 marks) Comment: Students should make at least 6 points at 5 marks each. Analysis should include consideration of advantages and disadvantages of the different sources of finance. Possible points that could be made are as follows: • Greenfield Foods could use either equity finance or loans to fund business expansion. The firm may also qualify for grants from a state agency. Equity • Potentially large amounts of equity finance are available to Greenfield Foods, depending on how attractive the business is to investors. Current owners may be willing to invest more or new owners may be sought to buy shares in the business. • Equity financing is cheap as dividend payments to ordinary shareholders are optional. However, if no / little dividend is paid by Greenfield Foods, then the share price will fall 83 Business Resources & Revision Answers • • and the directors may be voted off the board by dissatisfied shareholders. However, equity finance means Greenfield Foods’ existing owners’ control will be diluted as new partners or shareholders are brought into the business. Dilution of ownership can also mean smaller future profits for existing owners. Equity finance is low risk. If Greenfield Foods makes little or no profit, only the providers of the equity will lose out. However, the assets of the business remain untouched. A firm mainly financed by equity is said to be low geared. Debt financing • Debt finance can be raised by taking out a debenture loan. Debentures are long-term, fixed interest loans secured on a valuable asset such as land or premises. Potentially large amounts of finance are available from debt finance to Greenfield Foods if the risk is low enough and sufficient security is available to a lender. • Debt financing can be expensive. Interest and principal must be repaid on schedule and in full. Interest rates may be high. This can place a heavy financial burden on Greenfield Foods. • There is no loss of ownership or control. However there will be restrictions on the use of any of Greenfield Foods’ assets being used as collateral (security). • Debt financing is high risk. The loan and the interest must be repaid regardless of the level of profits. If the firm cannot afford to make the repayments, then it may be liquidated and the assets sold off to fund the repayments. A firm with a high level of long-term debt finance is highly geared. • ABQ 4 Stylish Decor Ltd. (Units 3, 4 & 5) See Leaving Certificate 2006 Marking Scheme and Examiner notes. • ABQ 5 AORA (Units 3, 4 & 5) See Leaving Certificate 2001 Marking Scheme and Examiner notes. • ABQ 6 Y2K Clothing Limited (Units 3, 4 & 5) (a) Evaluate the importance of market research to a firm such as Y2K. (20 marks) Comment: Students should aim to make 4 points @ 5 marks each. Students need to evaluate the importance of market research to Y2K. Students should note that there is no one right answer to an ABQ. The following are a selection of valid points that a student can make to answer this question. • 84 Market research helps provide a market profile for Y2K. It indicates the size of the clothing market and whether it is growing, shrinking or static. The size of the market can Exam Revision – Applied Business Questions • • • • • • help to indicate profitability and trends indicate future prospects. Market research identifies Y2K’s competitors and how well they are doing - their strengths (e.g. branding, product quality) and weaknesses (e.g. high prices) and how they are likely to react to new competitors or strategies. Market research helps firms like Y2K to understand their target market. It can provide a profile of consumers in terms of age, gender, income, tastes, lifestyles and spending patterns. This is very useful for segmenting the market and identifying profitable market niches. It can identify important influences on customers such as product features, name, image, packaging, price and distribution outlets. This is very useful for Y2K when putting together a marketing mix as it can indicate the target market customers like and don’t like. Market research helps to gauge consumer reaction to new ideas. Reactions to Y2K product samples, new designs, new prices or advertising can be tested to make sure that the business has got its strategy right. Market research can help predict future sales. It can enable Y2K to estimate the likely level of sales for a product before investing in setting up new production or signing up subcontractors. This can help prevent money being wasted in over-production or missing out on profits by not making enough clothing products to meet demand. Market research reduces business risk. Accurate market research can help Y2K avoid wasting staff time, effort and resources in producing products that will flop. Launching a new product range such as children’s clothing after conducting proper market research significantly increases the chance of success. (b) Suggest how the marketing mix could be adjusted to rescue the brand. (30 marks) Comment: Students should make at least 6 points at 5 marks each or 10 smaller points at 3 marks each. Students will need to define marketing mix before going through each element of the marketing mix in turn, describing what changes could be made to rescue the brand. Possible points that could be made are as follows: • A marketing mix consists of four elements (the “4 Ps”) used to turn the marketing strategy and product positioning into reality - product, price, place and promotion. • The product is the good or service produced to meet a consumer need such as stylish clothing. Designing a suitable product is the most important part of the marketing mix. If Y2K’s products do not satisfy customer needs then the other ‘P’s of the marketing mix will not work. • An important element of Y2K’s product is aesthetics. This refers to how the product appeals to the customer’s senses, i.e. how it looks and feels. Design and packaging have been described as the ‘silent salesperson’ because an eye-catching design conveying the right image and product information can strongly influence sales. Effective labels and packaging reinforces the desired image for the product and can help to build a strong brand name. For Y2K, design of clothing will have to be adjusted to make it more attractive again to the teenage market. • Branding is an important element of the product design. Branding means creating an identity for a product that clearly distinguishes it from competitors. It consists of a brand name and logo. A brand name is the distinctive name given to a product, such as Y2K. A brand logo is a distinctive visual image that will help the product stand out from competitors. It can be the way a brand name is written, a separate image, or both. • Y2K could create separate and distinctive brands to appeal to the different target markets at which it is aiming its clothing. One brand could aim to appeal to children and a new and very different brand could be created for the teenage market. Each brand will require a different marketing mix. • Y2K’s prices must be set at a level that will allow the business to earn a profit. The price set will also influence the level of sales and may affect the image and positioning of their clothing brand in the eyes of the target market. • Pricing strategies are concerned with setting a price that will help the firm to achieve its long-term marketing objectives. Y2K could investigate using psychological pricing. Psychological pricing means setting a price based on the expectations of the customers in 85 Business Resources & Revision Answers • • • • • • • • the target market. Many companies, such as perfume and clothing firms, know that by charging a high price for their product they can help create a luxurious, exclusive image for it that will attract higher sales and profits than a much lower price. Y2K could set prices that appeal to the target market. Price leadership / premium pricing occurs when a firm deliberately charges a higher price than competitors to create an impression of superior quality. This is reinforced by the other elements of the marketing mix such as expensive packaging and stylish promotion. For both the children’s and teenage market, premium pricing is not recommended as both are likely to be very price sensitive. Penetration pricing: This is when an initial low price is charged in order to capture as much market share as quickly as possible. This allows the business to rapidly generate economies of scale. Y2K could use penetration pricing to recapture market share in the teenage market. Discriminatory pricing means charging different prices to different customers for the same product or service. This is usually done to accommodate the different incomes of different segments of the market. For example, Y2K could launch a different children’s brand and charge lower prices to build market share. ‘Place’ refers to the channels of distribution and describes the various paths which goods may follow from producer to consumer. The channel of distribution that Y2K selects must be suitable for selling to the target market. Retailers are outlets at the end of the chain of distribution that sell goods and services to consumers. They are very useful to Y2K and consumers as they can advise and inform customers on the quality and suitability of different products. They can also provide feedback to producers such as Y2K on consumer attitudes and responses. Different types of retail outlet specialize in different products, e.g. clothing and fashion shops. To cut costs, Y2K could investigate distributing directly to retailers over the internet rather than just selling through shops. Y2K will want to make as much profit as possible by reaching as many target consumers as possible. They need to consider the Target market: Will the chosen channel of distribution allow the goods to reach the target market? Also, how will the channel affect the desired brand image? For example, Chanel refuses to allow its perfume products to be sold in supermarkets. Will Y2K want to restrict where their clothing will be sold? Promotion refers to all the efforts (excluding price) made by the seller to communicate and influence the target market. Important promotional activities that can be used by Y2K to rescue the business include sales promotions, personal selling (incl. direct marketing and telemarketing), public relations and sponsorship, advertising. Y2K could use a new brand name and image to relaunch Y2K’s products at the teenage market. Use advertising that appeals to the target market and avoid any association with children’s clothing. Use advertising media that the company can afford and that will effectively reach the target market – such as specific magazines, TV and radio programmes and internet websites. (c) Draw up a job description for the position of marketing manager to assist the firm in selecting a suitable replacement. (30 marks) Comment: This is a 30 mark question that requires drafting a job description in a suitable layout. Students need to explain what is meant by job description and include the following in the layout: • Job Title • Salary • Hours of Employment • Reporting / Responsible to • Outline of Duties of the Marketing Manager • 86 A Job Description describes the vacancy that needs to be filled, including the title, conditions, duties and responsibilities involved, the place of work and the supervision and assessment arrangements. Exam Revision – Applied Business Questions 87 Business Resources & Revision Answers Y2K Job description: JOB TITLE: Marketing Manager SALARY: €90,000 per annum Company Share Ownership Scheme HOURS OF EMPLOYMENT: 36 hours per week, 5 days per week RESPONSIBLE TO: Managing Director DUTIES Conducting Market Research Identifying suitable target markets for Y2K Clothing Devising a successful marketing strategy Putting together a successful marketing mix Brand management Customer service SUPERVISION • Induction training under Managing Director ASSESSMENT • Job appraisal after 6 months • Salary review after 12 months on successful achievement of sales and profit targets. 88 Exam Revision – Applied Business Questions ABQs for Units 4, 5 & 6 • ABQ 1 Bodyline Gym (Units 4, 5 & 6) 1. Identify the reasons why Ryan and Alex might want to expand their business. (20 marks) Comment: 4 points @ 5 marks each. Possible points that could be made include: • • • • • Reduce business risk by diversifying into new markets. To simply increase profits Engage in ‘empire building’ to satisfy the esteem needs of the owners, Ryan and Alex To reduce costs by generating greater economies of scale (e.g. larger discounts when buying gym equipment) To be better able to survive economic shocks as larger firms maybe better able to survive economic downturns. 2. Explain the possible benefits to Ryan and Alex of changing the legal structure of the business to a limited company. Refer to the text in your answer. (20 marks) Comment: 4 points @ 5 marks each. Possible points that could be made include: • • • • Currently Ryan and Alex are running their business as a partnership. This means that the partners share the profits but also take all the risks. They are also personally liable for any debts of the business. This means that if the business accumulates large debts that it cannot repay, then their personal property may have to be sold to pay off the debts of the business. If Bodyline were to become a limited company, Alex and Ryan would become shareholders. The shareholders share the profits in proportion to the number of shares owned. The big advantage of changing to a limited company is that as shareholders they will have the protection of limited liability. This means that they are only risking whatever finance they invest in the business. They are not personally liable for any debts of the business. Limited companies are also seen as a more professional structure for businesses to use as they grow. Banks are more likely to lend to a company than to a partnership. 2. Analyse the impact that two economic variables could have on the future of the business. (20 marks) Comment: 4 points @ 5 marks each. Possible points that could be made include: Impact of interest rates on Bodyline • High interest rates mean fewer consumers can afford to take out personal loans or spend on credit. As a result, many firms, like gyms will experience a fall in sales. Low interest rates encourages business and consumer borrowing and spending, which increases overall demand for goods and services. • High interest rates will make borrowing money for expansion more expensive for Bodyline. Increased interest rates will mean higher loan repayments and will undermine profitability. However, low rates of interest benefit business by making it cheaper for firms to borrow finance for expansion and for consumers to borrow for purchases. • Business confidence is eroded when the cost of borrowing becomes, or looks like becoming, more expensive. High interest rates will encourage investors to put their money into deposit accounts in financial institutions rather than investing in business projects like financing Bodyline’s proposed expansion into the UK market. As a result, business expansion may have to be postponed or scaled back until interest rates return to a more affordable level. 89 Business Resources & Revision Answers On the other hand, low interest rates make it more attractive to invest in new business ventures. Impact of unemployment on business • When unemployment is high, sales are lower than they could be as unemployed people have relatively small incomes to spend on goods and services, including gym membership. This reduces overall demand in the economy. However, if unemployment is low, more people will have incomes and the level of demand in the economy will be high, benefitting Bodyline. • Demand for wage increases tend to fall during periods of high unemployment. It would also becomes easier for Bodyline to recruit staff, which helps to keep wage costs down. However, high unemployment can also lead to higher government taxes to pay for the additional social welfare payments. When unemployment is low, the demand for labour can push up wages as firms are forced to compete to attract and retain skilled staff. Low unemployment can also lead to greater immigration into the country. • High unemployment erodes community and national confidence, undermining enterprise in the economy. Additional government spending may also be required to deal with the social problems associated with unemployment. All this will put pressure on the government to increase taxes, including taxes on businesses that reduce their profitability. However, low unemployment reduces pressure on government finances and increases confidence. 3. Explain what is meant by an indigenous firm. Discuss the benefits of indigenous firms to the Irish economy. (20 marks) Comment: 4 points @ 5 marks each. Possible points that could be made include: • • • • • • Indigenous firms are Irish-owned and are based in Ireland. Loyalty – they are more likely to stay in Ireland in the long term, i.e. they are less likely to relocate to a lower cost country. Linkages – indigenous firms are more likely to get their raw materials and services from other Irish firms, thereby keeping money circulating in the economy. They are a major source of direct and indirect employment. The growth potential of some indigenous firms means that they could become major international businesses, thereby generating wealth for the Irish economy. ABQ 2 Lucy & John Kelly (Units 4, 5 & 6) 1. Identify the different types of (i) taxes that Lucy and John Kelly would have to pay Comment: 5 points @ 2 marks each • • • • • • Income tax on earnings Universal Social Charge on earnings VAT on purchases Stamp duty on the purchase of their house Motor tax on Lucy’s car Motor tax on John’s motorcycle 2. insurance cover that Lucy and John should have. (20 marks) Comment: 5 points @ 2 marks each 90 Exam Revision – Applied Business Questions • • • • • Motor insurance on car and motorbike House and contents insurance on their home Public liability insurance (if John opens his motorcycle shop business) Employee liability insurance (if John opens his motorcycle shop business) Insurance on his premises and contents (if John opens his motorcycle shop business) 3. Explain, with examples, the different pricing strategies that can be used by a garage when selling cars. (30 marks) Comment: 6 points @ 5 marks each • • • • • • • • Mark-up (cost-plus pricing) means adding a standard profit percentage to the direct costs of production (cost of sales) of the item to arrive at the final selling price. Example: adding 20% to the cost price of a Harley Davidson motorbike before selling it to customers. Psychological pricing means setting a price based on the psychological biases of the customers in the target market. Example, selling a Yamaha motorbike for €1999 instead of €2000. Price leadership/Premium pricing occurs if the motorbike shop deliberately charges a higher price than competitors to create an impression of superior quality. This is reinforced by the other elements of the marketing mix such as expensive premises and stylish promotions. Price skimming: This is where firms charge a very high price at the launch of a new product with the intention of recovering the high development costs as quickly as possible. Example: When Suzuki launch a new model ‘superbike. Profit-maximising pricing means setting a price that will generate the largest amount of profit as quickly as possible. Penetration pricing: This is when an initial low price is charged in order to capture as much market share as quickly as possible. This allows the business to generate economies of scale rapidly. Example: Kawasaki selling their motorbikes at a very low price in order to build up market share. . Discriminatory pricing means charging different prices to different customers for the same product or service. This is usually done to accommodate the different incomes of different segments of the market. Example: offering discounts to old age pensioners who buy mopeds. Predatory pricing means setting prices below cost in order to drive a competitor out of the market. Example: Established motorbike shop slashes it prices in order to drive John out of the market. If his business fails, then the established shop puts its prices back up again. 3. Identify the different legal structures that John Kelly could use if he starts his own business. Recommend a suitable legal structure, giving reasons for your answer. (30 marks) Comment: 6 points @ 5 marks each • • • • • • Sole trader – he own and control own businesses. He would keep all the profits (after tax) but also take all the risks and are personally liable for any debts of the business. Partnership – the business would be owned and controlled by a number of partners. Partners share the profits but also take all the risks and are personally liable for any debts of the business. Limited company – He would become a shareholder in the business. The shareholders share the profits in proportion to the number of shares owned. Shareholders have the protection of limited liability, which means that they are not personally liable for any debts of the business. If John goes into partnership with his friend, Ross, then the partners share the profits but also take all the risks. They will also be personally liable for any debts of the business. This means that their personal property may have to be sold to pay off the debts of the business. If John were to set up his business as a limited company, he would become a shareholder. Shareholders share the profits in proportion to the number of shares owned. The big advantage of setting up as a limited company is that as a shareholder he will have 91 Business Resources & Revision Answers • • the protection of limited liability. This means that he is only risking whatever finance he invests in the business. He will not be personally liable for any debts of the business. Limited companies are also seen as a more professional structure for businesses to use as they grow. Banks are more likely to lend to a company than to a partnership. ABQ 3 Drip Gloss Paints Limited (Units 4, 5 & 6) 1. Explain the actions you would recommend Kevin to take to transform Drip Gloss into an environmentally responsible firm. (30 marks) Comment: Students should make at least 6 points at 5 marks each. Students should note that there is no one right answer to an ABQ. The following are a selection of valid points that a student can make to answer this question. • • • • • • • 92 Business has a particularly important responsibility in ensuring environmental sustainability because one business, such as Drip Gloss Paints, can have a much greater impact and influence on the world than a single individual. Steps that Drip Gloss Paints can take to become more environmentally responsible include conducting regular environmental audits. Drip Gloss Paints should conduct regular environmental audits to guide management decision-making. An environmental audit is an independent study of the impact of the business on the environment. It focuses on four basic areas: what is produced, how it is produced, how it is marketed and how it will be disposed of. The results of the audit should tell Drip Gloss Paints what action it can take to ensure environmental sustainability. Conducting regular environmental audits of Drip Gloss Paints can help to create an ecologically aware culture throughout the business. For many businesses, conducting regular environmental audits is now a legal requirement. Drip Gloss Paints should take care in deciding what is produced. Drip Gloss Paints products should be designed to be durable and capable of lasting for the maximum possible lifespan. ‘Built-in-obsolescence’ or deliberately designing goods to wear out after a short period of time is irresponsible and unsustainable. Drip Gloss Paints should take care in deciding how goods are produced. Drip Gloss Paints production processes should be located in suitable locations, away from ecologically sensitive areas - for instance, it would be highly undesirable to build an oil refinery beside a nature reserve. Drip Gloss Paints should be energy efficient and aim to use renewable resources such as wind and solar power instead of non-renewable sources such as fossil fuels. They should also aim to eliminate pollution from all parts of their production process. Drip Gloss Paints should eliminate waste, especially toxic waste from their operations. Any waste produced (e.g. paper, glass, metals, food) should be re-used, re-cycled or composted where do not possible. Drip Gloss Paints should seek the advice of the Environmental Protection Agency to ensure compliance with environmental laws and/or to seek advice on new developments. The law requires many new business developments to produce an environmental impact assessment (EIA) describing how a proposed business will affect the ecology of an area. An EIA is a report that looks at the effect that the business can be expected to have on the pollution of land, air and water, wildlife and their habitats, tree and other plant life, noise levels and the health of local people. Drip Gloss Paints products should be sold without unnecessary and wasteful packaging. The firm’s advertising and promotion should encourage the consumption of goods or services which do not damage the environment - for instance, encouraging customers to buy non-toxic paints. Drip Gloss Paints should reduce Exam Revision – Applied Business Questions • the social and environmental costs of production and include any such costs incurred in their prices. Drip Gloss Paints take care in planning for disposal after use. Their goods should be easy to recycle after use. If Drip Gloss Paints products cannot be recycled, then they should be designed for safe disposal back into the natural environment. This means that, wherever possible, only natural raw materials or ingredients should be used. 2. Analyse the pros and cons of equity and debt finance for Drip Gloss as a means of financing the proposed take-over. (20 marks) Comment: Students should make 4 points @ 5 marks each about the pros and cons of equity and debt finance for business expansion. Possible points that could be made are as follows: • • • • • • • Debt finance refers to bank loans and debentures. Banks are traditional providers of debt finance to businesses. Before Drip Gloss Paints could take out a long-term loan to finance expansion, it must be confident that it can generate sufficient income to pay back the loan plus annual interest. Banks do not like taking risks and will usually require a valuable asset as security for providing any long-term loans. Special types of long-term loans include debentures and mortgages. Debentures are long-term fixed interest loans secured on a valuable asset, such as premises. Equity refers to finance provided by the owners of a business. Equity can be raised by Drip Gloss Paints from retained earnings where profits are retained in the business to finance future developments. By using Drip Gloss Paints’ own money to fund expansion, there are no interest or loan repayments to be made, nor is there any loss of ownership or control over the business. As a company, Drip Gloss Paints can issue (sell) shares. These shares can be sold to existing or new shareholders. However, any sale of shares to new shareholders will dilute the percentage held by, and power of, existing shareholders. Equity pros - Potentially large amounts are available to Drip Gloss Paints, depending on how attractive the business is to investors. Equity financing is cheap as dividend payments to ordinary shareholders are optional. Equity finance is low risk. If Drip Gloss Paints makes little or no profit from the takeover, only the providers of the equity will lose out. Equity cons - However, expansion means that if no / little dividend is paid, the share price will fall and the directors of Drip Gloss Paints may be voted off the board by dissatisfied shareholders. The existing owners’ control is diluted as new shareholders are brought into the business. However, the assets of Drip Gloss Paints remain untouched. A firm mainly financed by equity is said to be low geared. Debt pros - Potentially large amounts are available to Drip Gloss Paints if the risk is low enough and sufficient security is available. There is no loss of ownership or control although there will be restrictions on the use of any assets being used as collateral (security). Debt cons - Debt financing can be expensive. Interest and principal must be repaid on schedule and in full by Drip Gloss Paints. Interest rates may be high. Debt financing is high risk. The loan and the interest must be repaid regardless of the level of profits. If Drip Gloss Paints cannot afford to make the repayments, then it may be liquidated and the assets sold off to fund the repayments. A firm with a high level of long-term debt finance is highly geared. 3. Evaluate the effect on a firm’s costs of meeting its ethical, social and environmental responsibilities. (30 marks) Comment: Students should make at least 6 points @ 5 marks each of the impact on a firm’s costs of meeting its social and environmental responsibilities. Possible points that could be made are as follows: • Two important costs in business are private costs and social costs. Private costs are the costs such as raw materials, wages, advertising etc. incurred by a firm such as Drip Gloss Paints when producing a good. These are the financial operating costs of a business. 93 Business Resources & Revision Answers • • • • • • • Social costs are the costs borne by society as a result of a firm’s activities, such as pollution, illness, medical bills, traffic congestion etc. Drip Gloss Paints has high social costs that are not being reflected in its financial costs or price to customers. Suppose the private cost to Drip Gloss Paints of running its factory is €1 million. The social cost of Drip Gloss Paints’ activities comes to over €1.5 million. The total (private + social) cost of running Drip Gloss Paints’ factory is actually €2.5 million. However Drip Gloss Paints is only required to pay its €1 million private costs. This allows the firm to charge low prices and win market share at the expense of more environmentally-responsible rivals. This example illustrates how it is often cheaper for a firm to act irresponsibly. Free market prices do not usually include the social costs of production incurred by firms such as Drip Gloss Paints, only the private costs. To solve this problem, many governments are introducing various types of green taxes to turn public costs into private costs. Green taxes are taxes imposed on firms and/or their products to reflect the true social and environmental costs of production. Many countries are introducing ‘carbon taxes’ on the use of fuels that produce large amounts of carbon dioxide when burned as a means of ensuring that this social cost is reflected in the costs of manufacturing and sale price of goods. In the EU, many countries have introduced special taxes on firms that produce excessive, wasteful and polluting packaging. This gives firms such as Drip Gloss Paints a clear profit incentive to reduce all their costs (including social costs). The benefit of green taxes on business is that firms such as Drip Gloss Paints are more evenly matched and each has a profit incentive to reduce their negative impact on the environment. As a result, businesses can compete to be the most socially and ecologically responsible. Taxes on firms like Drip Gloss Paints with high social costs can stimulate job creation in firms producing environmentally responsible goods and technologies. Increases in such taxes can be matched by reductions in taxes on income or profits so that the overall burden of taxation need not increase. The EU is pressing member countries to introduce such taxes. ABQ 4 SoftTech Limited (Units 4, 5 & 6) 1. Analyse the implications for SoftTech of each of the options suggested by the finance manager. (30 marks) Comment: Students should make 6 points @ 5 marks each – 2 of the points should refer to each of the options proposed by the finance manager. Students should note that there is no one right answer to an ABQ. The following are a selection of valid points that a student can make to answer this question. Option 1 - Cutting wages • Decrease in staff morale at Soft-Tech will lead to loss of motivation and staff productivity. This is likely to lead to the loss of skilled and motivated staff to rival firms. • Possible industrial relations conflict in Soft-Tech as the staff (and their union if unionised) will not be happy. Consequences include possible industrial relations problems that will further erode staff morale and productivity and may result in a strike. • Loss of skilled staff from the Soft-Tech business that can get better paid jobs elsewhere. Consequences will include damaging the ability of the firm to produce high quality products needed to compete in the marketplace. Option 2 - Making 50 staff redundant • Redundancy occurs when workers are let go from a job because there is no longer enough work for them to do. In such cases, employees are let go through no fault of their own. SoftTech’s redundancies can be voluntary or compulsory. By law, workers with more than two 94 Exam Revision – Applied Business Questions • • years service are entitled to a minimum lump-sum payment based upon their length of service and pay at the time of redundancy. Compulsory redundancies arise when employees are not given a choice. If compulsory, redundancies could save money on wages but severely damage staff morale at Soft-Tech. This could lead to loss of motivation and staff productivity. There may also be possible industrial relations conflict in Soft-Tech as the staff (and their union if unionised) will not be happy. An alternative option is for Soft-Tech to offer voluntary redundancies to those who wish to apply for it. Various financial incentives including cash payments and early pension payments may be offered to encourage employees to volunteer. The terms of redundancy packages are normally negotiated between management and unions. This is potentially far more expensive than compulsory redundancies but will help to protect staff morale and goodwill towards the business. Option 3 - Raising prices by 20% • Raising prices by 20% at a time of falling sales and damaged brand image due to quality control problems is very risky. It might help to communicate a premium pricing image to potential consumers – especially to new customers unfamiliar with the previous quality control problems. • Price leadership / premium pricing occurs when a firm deliberately charges a higher price than competitors to create an impression of superior quality. However to be effective at SoftTech, this needs to be reinforced by the other elements of the marketing mix such as a high quality product, expensive packaging and stylish promotion. Given the damage already done to the image due to poor quality control, such a premium pricing strategy is unlikely to work. • The finance manager should look at the possibility of cutting costs elsewhere – not just on staff wages. Could the firm use sale and leaseback on the company premises? Sale and leaseback is an arrangement to raise cash by selling a piece of a company’s property and then immediately leasing it back from the buyers on a long-term lease. This would allow Soft-Tech to raise finance and still use its existing premises. The finance manager should investigate the possibility of getting a loan to resolve the cashflow issue while the quality control and reputation issues are sorted out. 2. Describe what is meant by TQM and how it could assist the company to restore customer confidence in its products. (20 marks) Students need to give at least 4 points @ 5 marks each. Students are being asked to give a description of TQM and its possible benefits for Soft-Tech. The following is a selection of valid points that a student can make to answer this question. • • • • TQM is an approach to management that aims to maximise quality by getting all staff involved in continuously looking for ways to improve the quality of a firm’s products and services. The aim is to satisfy customers by producing the highest quality products and services. TQM aims to achieve zero product defects and minimal delivery delays to customers. It also strives to create a culture of continuous improvement to quality among all staff regarding all aspects of the firm’s products, services and business practices. For Soft-Tech, it involves ensuring all members of staff are encouraged to strive to provide a top-class product and after-sales service to the people they deal with. Along with customers, they are also strongly encouraged to regard their work colleagues as customers, equally deserving of a topquality service. In Soft-Tech, a TQM approach might mean the software engineering department seeks to provide a top-class service to the marketing and finance departments. In essence, TQM aims to turn every member of staff into a quality inspector for their own area of responsibility. TQM is seen by some as the reason why Japanese firms like Toyota have become so successful in international business. 95 Business Resources & Revision Answers • • • • With its focus on putting quality at the centre of the business, TQM could assist Soft-Tech since by raising the quality standards, the reputation of the firm is enhanced, which attracts new customer and encourages repeat business and customer loyalty. Furthermore, top quality Soft-Tech products could be sold at higher, more profitable, prices. This increases the firm’s profitability. TQM can reduce costly defects and wastage of materials and staff time, thus increasing SoftTech’s profitability. According to the Sale of Goods and Supply of Services Acts, manufacturers and retailers are legally responsible for ensuring that goods sold are “of merchantable quality”. If Soft-Tech was sued for manufacturing or distributing defective software goods, then the costs could prove very expensive for the firm. A TQM approach can help raise quality awareness and reduce product faults and defects. However, it can take years for a new culture, such as TQM, to become established among all the staff in a business. Also, creating very high standards can put staff under high levels of stress. To be successful, TQM also requires good HR management to keep staff happy and motivated. 3. Explain, with reasons, two steps SoftTech could take to solve the quality control problem and win back customers. (30 marks) Comment: Students should make at least 6 points @ 5 marks each. 15 marks will be provided for each of the two steps. Possible points that could be made are as follows: • • • • • • • • 96 Quality control means ensuring that the quality standards expected by customers are properly met. Properly done, quality control can reduce waste and costs at Soft-Tech by minimising defective products that cannot be sold to consumers, minimising the legal costs of being sued by unhappy customers and protecting the name and reputation of the business. Effective quality control can increase customer satisfaction, thereby protecting demand for a firm’s products and allowing higher prices to be charged and a quality brand image to be developed. To improve product quality and win back customers, Soft-Tech should implement a TQM approach to quality management. As a first step, it means holding onto all skilled and conscientious, quality-focused employees. Careless, sloppy workers should be demoted or let go through redundancies. Managers at Soft-Tech should adopt a more facilitator management style that motivates employees to contribute their best to the business. Soft-Tech should empower employees to constantly look for ways to improve customer satisfaction with the business. Offering pay bonuses and prizes for work of a consistently high quality could help to motivate staff. Soft-Tech should facilitate teamwork among employees. Teams should have quality and customer satisfaction as their main goal. For TQM, this includes setting up quality circles. Quality circles are discussion groups made up of employees who meet regularly to discuss and resolve quality issues. A wide range of relevant staff attend these meetings, including Soft-Tech software designers, production staff and customer representatives. Soft-Tech should adopt stringent quality control for all aspects ofpurchasing, production and deliver. Quality control means checking to ensure that the goods and services produced by a business are to the desired standard. Soft-Tech should have a quality assurance system guaranteeing customers that a firm’s products are of the very highest possible quality standard. Quality assurance is the aim of quality control. Firms who reach sufficiently high quality standards can qualify for awards such as the ISO 9000 or the Q Mark. The ISO 9000 is an internationally recognised quality control standard. To qualify, Soft-Tech would have to put in place very stringent quality controls and undergo surprise quality inspections by the National Standards Authority of Ireland. Qualifying for ISO 9000 means that Soft-Tech can assure its customers that it meets the highest international quality standards. Exam Revision – Applied Business Questions • • The ISO 9000 award can be used by Soft-Tech in their advertising and promotional activities to reassure customers that the firm operates to very high quality standards. This can provide a competitive advantage to the firm over its rivals. ABQ 5 McG Computers (Units 4, 5 & 6) See Leaving Certificate 2007 Marking Scheme and Examiner notes. • ABQ 6 Inell Ltd. (Units 4, 5 & 6) See Leaving Certificate 2002 Marking Scheme and Examiner notes. 97 Business Resources & Revision Answers ABQs for Units 5, 6 & 7 • ABQ 1 Permastick Limited (Units 5, 6 & 7) 1. How can government decision and activities impact on Permastick? (20 marks) Comment: 4 points @ 5 marks each. Possible points that could be made include: • • • • • • • • • • • • • • • • High PAYE income taxes reduce the amount of disposable income available to consumers, thus potentially reducing demand forPermastick. By increasing the price of goods, VAT can also discourage consumer from purchasing Permastick goods. High PAYE taxes can encourage Permastick workers to look for higher wages, thereby increasing business labour costs. High employers’ PRSI increases Permastick’s costs of employing staff and is effectively a tax on employment. For firms like Permastick with a large number of employees, this extra business cost can significantly reduce profitability and discourage firms from recruiting extra staff. High corporation taxes reduces the amount of profit for Permastick’s owners, and also reduces the amount of money that can be reinvested in the business. High corporation taxes in Ireland could force Permastick to relocate to a lower tax country. Costs are also incurred as Permastick has to carry the financial and administrative burden of collecting VAT, PAYE and other taxes for the Revenue Commissioners. High taxes can erode the business confidence of Permstick management and discourage investment in expansion in Ireland. High levels of employers’ PRSI can discourage Permastick from employing more staff as this is effectively a tax on employment. High corporation tax reduces the amount of profits that the owners of Permastick can earn, thereby discouraging further business activity, enterprise and risk taking. Generally, the more money the government spends, then the more money there will be circulating in the economy. This means more money is available to consumers, which will boost the overall level of economic activity and Permastick sales may rise. Government expenditure on infrastructure and services for businesses can reduce Permastick costs and assist their international competitiveness. However government spending that is considered wasteful or not necessary, must ultimately be financed by taxation, including taxes on businesses. If government spending is perceived to be well managed and without the need for increased taxes, Permastick’s confidence in the future is enhanced. However, if government spending is seen as excessive or wasteful, then this will undermine the firm’s confidence. If the government is borrowing large sums to finance its spending, then this government debt will ultimately have to be repaid. Reducing large government debts can usually only be done by reducing government spending and / or increased taxes in the future. This can undermine Permastick’s business confidence and future investment in Ireland. Advice and grants are available to Permastick to conduct market research and to market their products internationally. This can help to boost sales. As advice and grants reduce the risks involved, Permastick will be more confident about taking commercial risks. 2. Outline the implications of three EU policies for Permastick. (30 marks) Comment: 6 points @ 5 marks each. Possible points that could be made include: 98 Exam Revision – Applied Business Questions • • • • • • • • • • The purpose of the Single European Market (SEM) Policy is to remove barriers to the free movement of goods, services, people and capital between member states. Implications of the SEM for Permastick include: Creation of a huge market: Nearly 480 million consumers across the EU can be easily accesse, allowing Permastick to export and benefit from economies of scale and reduced dependence on the small Irish market. Free movement of goods: Trade barriers such as frontier controls, tariffs, physical checks on goods at border crossings and regulations regarding product testing have been removed. Standards are being harmonised on thousands of products. These measures are intended to make it easier for Permastick to do business in any other member state. Free movement of capital: Permastick can invest its money wherever it can earn the greatest return within the EU. It is possible for Permastick to buy foreign businesses, open a French bank account or negotiate a loan from a Dutch bank. Protectionism for EU firms: For goods imported from outside the EU, a common external tariff is applied. It helps to protect firms like Permastick from cheap competition from outside the European Union. Greater competition: The SEM means increased competition for Permastick from European firms. The Single European Market allows for the free movement of goods, money and people within the EU. However, to work effectively, the single market requires a common currency within the EU. European Monetary Union (EMU) refers to the introduction of the euro as a common currency for EU members. Implications of EMU policy for Permastick include international payments within the Eurozone become simpler, cheaper and free from exchange rate risk. Permastick exports to countries outside the Euroszone are subject to exchange rate risks. If the euro increases in value against the pound sterling, this makes Permastick exports to the UK and USA more expensive and uncompetitive. EU Environment Policy aims to ensure that economic development within the Union is ecologically sustainable and not be at the expense of the quality of Europe’s environment. It does this by making governments and businesses like Permastick responsible for their impact on the environment through the ‘polluter pays’ principle. 3. List the characteristics of an environmentally friendly business. Refer to the case in your answer. (30 marks) Comment: 6 points @ 5 marks each. Possible points that could be made include: • • • • • • • • • • Permastick products should be designed to be durable and capable of lasting for the maximum possible lifespan. ‘Built-in-obsolescence’, or deliberately designing goods to wear out after a short period of time is irresponsible and unsustainable. Permastick should produce its goods in an ecologically sustainable manner. Permastick should locate production away from ecologically sensitive areas – for instance, it would be highly undesirable to build an oil refinery beside a nature reserve. Permastick should become energy efficient and aim to use renewable resources such as wind and solar power instead of non-renewable sources such as fossil fuels. Permastick should aim to eliminate pollution and waste from all parts of their production process. Any waste produced (e.g. paper, glass, metals, food) should be re-used, re-cycled or composted where possible. Permastick should seek advice from the Environmental Protection Agency (EPA) to ensure compliance with environmental laws or to seek advice on new developments. Permastick goods should be sold without unnecessary and wasteful packaging. Permastick should plan for disposal the disposal of products after use, such as its new ecofriendly products with biodegradable packaging. Permastick goods produced should be easy to reuse, repair or recycle after use. Parts should be interchangeable with those in similar products. If Permastick‘s products goods cannot be recycled then they should be designed for safe 99 Business Resources & Revision Answers • • disposal back into the natural environment. This means that, wherever possible, only natural raw materials or ingredients should be used. Permastick should conduct regular environmental audits. An environmental audit is a study of the impact of the business on the environment. It focuses on four basic areas: what is produced, how it is produced, how it is marketed and how it will be disposed of. Permastick should conduct regular environmental audits of its business. ABQ 2 Smells Natural Perfumes Limited (Units 5, 6 & 7) 1. Analyse the opportunities and threats an Irish firm like Smells Natural faces when it enters the international market place. (30 marks) Students should make 6 points @ 5 marks each. Students should note that there is no one right answer to an ABQ. The following are a selection of valid points that a student can make to answer this question. • • • • • • • • • • • • 100 Opportunities presented to Smells Natural by venturing into overseas markets include… Increased sales and potentially greater profit potential. By helping Smells Natural to grow, exports can help the firm attain economies of scale, such as lower per-unit costs and prices. This improves its ability to compete and survive against multinational rivals. Smells Natural can capitalise on greater economies of scale and more efficient mass purchasing and production processes. The absence of government barriers to trade can allow firms like Smells Natural to expand sales beyond the domestic market. If firms want to expand seriously, they must look to foreign markets to increase sales and profits. Entering new markets makes Smells Natural less dependent on the Irish market and spreads business risk. Exporting presents an opportunity for Smells Natural to learn from international markets and competitors. Ireland is a member of the EU trading bloc, which allows Smells Natural free access to a market of 480 million, high-income consumers. This provides the firm with the opportunity to develop the economies of scale from selling into other countries that would not be possible selling to a domestic market of just four million people. As a predominantly English-speaking country, Ireland speaks the international business language. This means that Smells Natural could look at potential international markets in other English-speaking countries such as the UK, USA, Australia, New Zealand and Canada among others. Ireland’s ancient Gaelic and Celtic heritage, in terms of art, music and literature, also provides Smells Natural with unique and attractive selling points that could be used to distinguish their Irish products in a global market. This could appeal especially in the French, German and Swedish markets recommended to Smells Natural by Enterprise Ireland. Education levels in Ireland are amongst the highest in the world – for example we have one of the highest third-level education participation rates. A relatively well-educated population provides Smells Natural with intelligent and adaptable employees. This is one of the main reasons why so many foreign hi-tech firms have located their factories in Ireland. Being based in Ireland gives Smells Natural a low tax base from which to export. Low corporation taxes on company profits attract many foreign firms to locate in Ireland even though they export most of their output to other countries. Euro currency makes trade within the Euro zone easy. As the Euro is a very stable currency, the risk of exchange rate fluctuations with countries outside the Euro zone is lessened. This can make exporting easy for Smells Natural. Exam Revision – Applied Business Questions • • • • • • • • • • • Government assistance to business such as grants, training and advice helps to reduce the cost and risk to firms like Smells Natural. Among the threats presented to Smells Natural by venturing into overseas markets are… Entering new markets is expensive in terms of investing in marketing and increasing production capacity. Considerable management time and attention will be involved. The firm’s home market may be neglected. International expansion financed by loans could lead to difficulties with financial gearing. Competition: The globalisation of business means Smells Natural needs to be able to operate competitively to the highest international standards. Firms should aim for the relevant quality standards or higher, adopt management practices such as TQM and encourage worker empowerment. Ireland’s geographical location on the periphery of Europe means Smells Natural will suffer internationally from higher transport costs than most other EU firms. We also have very high labour costs. This means Irish-based firms like Smells Natural must operate as efficiently as possible to ensure that other costs are kept to a minimum level. It also often means using marketing strategies based on innovative product design, high quality attractive branding rather than price. Language differences create many difficulties when conducting market research, designing packaging and promotions, choosing brand names and negotiating contracts. Different countries have different cultural tastes and fashions compared to those in Ireland. Smells Natural will have to be aware of this and make adjustments. Product designs and standards may need to be adapted to suit the laws and regulations of foreign markets – such as rules regarding labelling of ingredients. Within the EU, many products are now standardised. However, outside of the EU, there are many different variations that may need to be considered. Because the Irish market is small, Irish firms tend to be small by international standards. This makes it very difficult for firms like Smells Natural to develop the economies of scale needed to compete against larger firms producing mass-market perfume and fragrances. It therefore makes sense for Irish firms to concentrate their attention on filling niches in the global marketplace. Collecting debts from customers in other countries is more difficult than at home, especially if they are far away or have a very different culture or legal system. If Hoffmans in Germany does not pay Smells Natural the money owed, it can be more difficult to travel to Germany to collect the money than to collect it from a local Irish debtor. Further difficulties can be caused by fluctuations in exchange rates for different currencies. Exchange rates are the price of one currency expressed in terms of another currency. The EU introduced the Euro as an international currency to eliminate such exchange rate difficulties between members of the EU. 2. Discuss the benefits of licensing as a method of business expansion. (20 marks) Comment: Students should make 4 points @ 5 marks each. Possible points that could be made are as follows: • • • • • Licensing means allowing other firms to use or sell an invention or design in return for payment of a licence fee or royalty. Smells Natural could allow other firms to produce its fragrances and perfumes in return for such a royalty. For Smells Natural, licensing would mean that the financial costs of expansion are minimal and the immediate commercial risks involved are passed onto the licensee (person buying the licence). For the firm selling the licence, it can be a very fast method of expansion as there is no need to carry out market research, set up production facilities etc. For the licensee, time does not have to be spent on research and development. For the licensee, the risk of expanding using a proven product is usually less than that involved in developing a completely new product. However, there are risks for Smells Natural. Firstly, as the firm issuing the licence, it will lose 101 Business Resources & Revision Answers • out on the full profit potential of the product. Nor does the licensee get to keep all the profits, as a royalty must be paid to the firm selling the licence. A very important consideration for Smells Natural is that control is lost by the licensee over the use of patents and trademarks, although conditions and time limits are usually attached as part of the contract. The licensee also does not have complete control over how to produce and market the good. 3. Outline the implications of two EU policies for Smells Natural as a business. (30 marks) Students should make 6 points at 5 marks each (There should be at least 3 points for each EU policy chosen). Possible points that could be made are as follows: Policy 1 – the Single European Market • The purpose of the Single European Market Policy is to remove barriers to the free movement of goods, services, people and capital between member states. It is intended to boost free trade within the Union by allowing businesses to treat the entire EU as their home market. The Single European Market has the following implications for Smells Natural: • Smells Natural has open access to 400 million consumers throughout the EU without government barriers such as tariffs or quotas. Easier trade within the EU makes business expansion easier. • Smells Natural can increase its sales and develop economies of scale. Increased sales and efficiency will also help to increase the firm’s profitability and make it less dependent on the relatively small Irish market. • Due to the SEA, trade barriers (such as frontier controls, tariffs, physical checks on goods at border crossings) and regulations regarding product testing have been removed. Standards are being harmonised on thousands of products, ranging from chocolate and lawnmowers to cars and bananas. These measures are intended to make it easier for firms such as Smells Natural to do business in any other member state. However, governments are still allowed to restrict the movement of some goods on health or security grounds. • For goods imported from outside the EU and the EEA, a common external tariff is applied. It helps to protect EU firms like Smells Natural from cheap competition from outside the Union. Tariffs on imports from outside the EU make such imports less competitive, thereby helping to protect Irish (and other EU) businesses. • Firms and citizens can invest their money wherever it can earn the greatest return within the EU. As a result, Irish interest rates will move in line with those in other EU countries, especially Germany. For example, it is possible for Smells Natural to buy foreign businesses, open a French bank account or negotiate a loan from a Dutch bank. • EU citizens are free to travel, live and work in any member country without immigration or passport controls. Smells Natural can hire employees from any other EU member state to work for them in Ireland. • On the downside, the opportunities available to Smells Natural are also available to EU rivals who wish to enter the Irish market. The SEM is making business generally more competitive and firms like Smells Natural must now treat the entire EU as their home market if they are to survive and prosper. This requires being competitive on a European level, not just within Ireland. Policy 2 – European Monetary Union • European Monetary Union (EMU) refers to the introduction of the Euro as a common currency for EU members. Most EU countries have become part of the EMU. The Euro-zone is the name given to those EU countries that have replaced their national currencies with the Euro currency. • Export sales for firms like Smells Natural benefit as payments within the Euro-zone become simpler, cheaper and free from exchange rate risk. It also eliminates the need to pay bank charges for changing currencies. This makes business planning easier. • By reducing business costs and encouraging investment, the Euro is intended to stimulate 102 Exam Revision – Applied Business Questions • • economic growth. Irish firms, like Smells Natural, are now subject to greater competition from EU imports. Smells Natural’s exports may be undermined if the UK stays out of the Euro-zone. This can occur if the Euro increases in value against Sterling, thereby making Irish exports to the UK more expensive and uncompetitive. ABQ 3 Fruit First Ltd (Units 5, 6 & 7) See Leaving Certificate 2008 Marking Scheme and Examiner notes • ABQ 4 Cli-He Ltd. (Units 5, 6 & 7) See Leaving Certificate 2003 Marking Scheme and Examiner notes • ABQ 5 Phoenix (Units 5, 6 & 7) 1. Illustrate how the marketing mix can be used to successfully market a rock band like Phoenix. (30 marks) Students should provide 6 points @ 5 marks each. Students should note that there is no one right answer to an ABQ. The following are a selection of valid points that a student can make to answer this question. • • • • • A marketing mix consists of four elements (the “4 Ps”) used to turn the marketing strategy and product positioning into reality - product, price, place and promotion. Phoenix’s product is the music and band image produced to meet the taste of the target audience. Designing a suitable musical product is the most important part of the marketing mix. If the music does not satisfy customer needs then the other ‘P’s of the marketing mix will not work. For a rock band, the musical ability and style of the group must appeal to the customer’s senses, i.e. how they look and sound. Effective packaging in the form of band logo, dress sense, hairstyle, photography, album covers all serve to reinforce the desired image for the group and can help to build a strong musical brand name. The product design of the group must also continually adapt to changing customer tastes and expectations. Branding means creating an identity for a product that clearly distinguishes it from competitors. It consists of a brand name and logo. Phoenix has a brand name that is distinctive and memorable. To go with the name, the group needs a brand logo, that is, a distinctive visual image that will help the product stand out from other competing groups. It can be the way a brand name is written, a separate image, or both. Packaging a rock group means taking care to ensure the correct ‘look’ of the group. The band’s dress style, hair, album covers, video, T-Shirts, posters, band website and other visual elements all help to create the right ‘look’ for the group. Each element should be designed 103 Business Resources & Revision Answers • • • to reinforce Phoenix as a musical brand. A rock band sells music mainly through CDs, digital downloads and tickets for live concerts. Prices must be set at a level that will allow the business to earn a profit. The prices set for CDs, downloads and DVDs for instance, must be economic and cover the production costs of the band and the recording label. The ‘place’ or channels of distribution used by the band describe the various paths which the group’s music may take in order to reach its target audience. For a rock band, ‘place’ includes music shops, on-line retailers, band’s own website and concert sales. The more channels of distribution available, the more likely the band are to generate sales and achieve commercial success. Promotion must be a very important part of Phoenix’s marketing mix. Promotion refers to all the efforts (excluding price) made by the band to communicate and influence the target market. Important promotional activities used by the group should include: N Sales promotions e.g. selling merchandise such as T-shirts, posters, N DVDs, screensavers, free downloadable tracks, and band interviews. N Public relations by appearing on TV and radio shows as guests to ‘plug’ their music and concerts. N Advertising using radio airplay, videos and TV advertisements. 2. Explain the effects a rise in (i) interest rates (ii) unemployment could have on the commercial success of the band. (20 marks) Comment: Students should make 4 points @ 5 marks each. Possible points that could be made are as follows: Rise in interest rates: • A rise in interest rates could lead to fewer sales as less people can afford to borrow on credit leading to less disposable income. For the music industry this could lead to less people buying CDs and switching to cheaper downloads or illegal copying. • A rise in interest rates may lead to less disposable income among the general population – which may also mean that general attendance at concert events may decline. Similarly, the number of people willing to pay for tickets to such events and to spend money on merchandising paraphernalia such as posters and T-shirts may decline. However, this effect will vary according to the strength and appeal of a band and their music. • A rise in interest rates means that the general costs of being in a business such as running a band will be higher because suppliers (e.g. printers, CD manufacturers) are likely to have higher costs. This could reduce profitability and could undermine the commitment of some of the members and also the confidence of the record label in investing money to promote the band. Rise in unemployment: • A rise in unemployment will also reduce the general level of spending in the economy on consumer goods such as music and concerts. This could also lead to less people buying CDs and switching to cheaper downloads or even illegal copying. • Any significant increase in unemployment usually increases the supply and reduces the cost of labour, especially low skilled labour. This could help to reduce the costs of hiring ‘roadies’ to assist with touring and staging events. • A rise in unemployment generally makes consumer and business people more nervous and less confident about future economic developments. As they become more risk averse, investment in new projects slows down and fewer risks are taken. A record company might re-evaluate Phoenix to see if they are a high or low risk investment for the record label’s time and money. 3. Discuss the reasons for the growth of transnational firms such as Global Records. (30 marks) Comment: Students should make at least 6 points @ 5 marks each. Possible points that could be made 104 Exam Revision – Applied Business Questions are as follows: • • • • • • • • • The growth of TNCs such as Global Records has occurred for the following reasons: Many firms are forced to expand internationally when their home markets become saturated and unable to provide any further increases in sales or profits. By selling globally, firms such as Global Records reduce the risk associated with being too dependent on any one country. Many firms are attracted to the economies of scale that can be achieved by selling to large markets. Economies of scale occur when the cost of producing an item falls because it is being manufactured in larger quantities. For a firm like Global Records, these lower costs mean more competitive prices and larger profits. International agreements and organisations designed to promote free trade (e.g. World Trade Organisation) have opened up global markets. Previously, TNCs were viewed as potential threats by many countries, especially in the Third World, as they extracted profits from local economies but countries are increasingly allowing them access to their markets. This has happened because countries need the potential jobs they can create. TNCs have also grown because countries cannot qualify for loans from the World Bank or other international financial institutions unless they drop protectionist policies and allow international competition into their markets. ICT has created a global market for downloadable music. Faster and cheaper sea and air travel, along with advances in global information and telecommunications have made it far easier for businesses to communicate with subsidiaries, customers and suppliers around the world. The use of the Internet and video conferencing makes global communications easy. For a firm like Global Records, the internet has made it very easy to promote and digitally distribute its music products (artists) to a global audience. For manufacturing firms, Computer Integrated Manufacturing (CIM) also allows global firms to locate and control production plants producing standardised goods worldwide. Global Records could decide to produce CDs and promotional merchandise in countries where costs are cheapest and then transport them to the countries where there is consumer demand. ABQ 6 Brain Busters Magazine (Units 5, 6 & 7) 1. Analyse the possible benefits for Brain Busters Magazine of a strategic alliance with ‘Weekly Puzzles’ to enter the UK market. [20 marks] Comment: Students should aim for 4 points @ 5 marks each. Analysing the benefits means looking at all the aspects involved, including the downsides that may undermine the advantages involved. Students should note that there is no one right answer to an ABQ. The following are a selection of valid points that a student can make to answer this question. • • • Strategic alliances / joint ventures occur when two or more firms agree to cooperate in the establishment of a project or business together. The firms involved remain separate but agree to come together to share their skills and resources to maximise the possibility of success. A strategic alliance with Weekly Puzzles could present the following benefits to Brain Busters magazine. Shared ownership and control between Weekly Puzzles and Brain Busters can mean pooling and sharing of expertise. Costs are shared; meanwhile, the sharing of staff, technology and other resources can mean less risk than for one individual company. Brain Busters’ speed of expansion can be increased when two or more firms are co105 Business Resources & Revision Answers • • • operating together in a joint venture. Furthermore, both firms can invest funds and share the costs and financial risks of the strategic venture. However, strategic alliances must be negotiated between two or more separate businesses, which can be a slow and time-consuming process. Negotiations will also involve a legal contract that may be difficult for one side to withdraw from later without the consent of the other party to the contract. Ownership & control is shared by the strategic partners and any conflicts or differences between Brain Busters and Weekly Puzzles can lead to the alliance splitting up before it has had time to become successful. Control is shared by the partners and any conflicts or differences between the firms can lead to the alliance splitting up. Even if relations are good, the speed of expansion can be delayed due to the need for greater communications and shared decision-making between Brain Busters and Weekly Puzzles. Disagreements can arise over the sharing of costs. Any profits must also be shared by the partners. 2. Evaluate the opportunities and threats presented to the business from venturing into an overseas market. [30 marks] Comment: Students should make 6 points @ 5 marks each. Three points should relate to opportunities and three points to threats. Possible points that could be made are as follows: Opportunities presented to Brain Busters magazine by venturing into overseas markets include ... • The absence of government barriers to trade can allow firms like Brain Busters to expand sales beyond the domestic market. If firms want to expand seriously, they must look to foreign markets to increase sales and profits. • By helping Brain Busters to grow sales, exports can help the firm attain economies of scale, such as lower per-unit costs and prices for consumers. This improves their ability to compete and survive against multinational rivals. • Selling to foreign markets serves to spread Brain Busters’ business risk by reducing its reliance on the small Irish market. • EU membership: Ireland is a member of the EU trading bloc, which allows Brain Busters free access to a market of 480 million, high-income consumers. This provides the firm with the opportunity to develop the economies of scale from selling into other countries that would not be possible selling to a domestic market of just four million. • Language / culture: As a predominantly English-speaking country, Ireland speaks the international business language. This means that Brain Busters could look at potential international markets in other English speaking countries such as the UK, USA, Australia, New Zealand and Canada among others. • Ireland’s ancient Gaelic and Celtic heritage, in terms of art, music and literature, also provides Brain Busters with unique and attractive selling points that could be used to distinguish their Irish products in a global market. • Education levels in Ireland are amongst the highest in the world – for example we have one of the highest third-level education participation rates. A relatively well-educated population provides us with a huge resource in terms of intelligent and adaptable intrepreneurs and workers for Brain Busters. This is one of the main reasons why so many foreign hi-tech firms have located their factories in Ireland. • Low corporation taxes on company profits attract many foreign firms to locate in Ireland even though they export most of their output to other countries. Being based in Ireland, gives Brain Busters a low tax base from which to export its magazines. • Euro currency makes trade within the Euro zone easy. As the Euro is a very stable currency, the risk of exchange rate fluctuations with countries outside the Euro zone is lessened. This can make exporting easy for Brain Busters. • Government assistance to business such as grants, training and advice helps to reduce the cost and risk to firms like Brain Busters Magazine. Among the threats presented to Brain Busters by venturing into overseas markets are . . . 106 Exam Revision – Applied Business Questions • • • • • • • • Competition: The globalisation of business means Irish firms like Brain Busters magazine need to be able to operate competitively to the highest international standards. Firms should aim for the relevant quality standards or higher, adopt management practices such as TQM and encourage worker empowerment. High cost base: Given Ireland’s geographical location on the periphery of Europe, Brain Busters will suffer internationally from higher transport costs than most other EU firms doing business in Europe. We also have very high labour costs. This means Irish-based firms like Brain Busters must operate as efficiently as possible to ensure that other costs are kept to a minimum level. It also often means using marketing strategies based on innovative product design, high quality content and attractive branding rather than price. Language differences create many difficulties when conducting market research, designing packaging and promotions, choosing brand names and negotiating contracts. To sell successfully to foreign customers in non- English speaking countries Brain Busters will have to hire staff to translate their magazine Different countries have different cultural tastes and fashions compared to those in Ireland. Brain Busters will have to be aware of this and make adjustments, even if selling to other English-speaking countries. Product designs and standards may need to be adapted to suit the laws and regulations of foreign markets. For example Brain Busters should be aware of rules about displaying prices on magazine covers, running competitions etc. Within the EU, many products are now standardised. However, outside of the EU, there are many different variations that may need to be considered. Because the Irish market is small, Irish firms tend to be small by international standards. This makes it very difficult for firms like Brain Busters to develop the economies of scale needed to compete against larger firms producing mass-market products such as popular magazines. It therefore makes sense for Irish firms to concentrate their attention on filling niches in the global marketplace. Collecting debts from customers in other countries is more difficult than at home, especially if they are far away or have a very different culture or legal system. If a foreign customer, such as a chain of newsagents, does not pay Brain Busters the money owed, it may be more difficult to go abroad to collect the money than to collect it from a local Irish debtor. Potential difficulties can be caused for Brain Busters by fluctuations in exchange rates for different currencies. Exchange rates are the price of one currency expressed in terms of another currency. The European Union introduced the Euro as an international currency to eliminate such exchange rate difficulties between participating members of the EU. 3. Discuss why a global publishing firm could pose a threat to Brain Busters Magazine. [30 marks] Students should make 6 points @ 5 marks each. Students are being asked to discuss the threats posed by the global publishing firm. This means looking at the threats and their significance. Possible points that could be made are as follows: • • • • A global business like Global Publications can generate huge economies of scale by producing on a global scale for a global market. These savings canarise from locating design and printing in low cost countries, or by subcontracting to firms in those countries. This helps keep production costs as low as possible and would probably be cheaper than Brain Busters’ magazines cover price. A global publisher could purchase raw materials such as paper in massive quantities at very large discounts from suppliers. This helps to keep their costs low. Brain Busters magazine would not be able to compete with this. A global business can produce massive quantities of a single magazine for sale in many different countries (e.g. The Economist, Hello, Heat, and Vogue). This reduces the per unit production costs. Brain Busters magazine would not be produced in such large quantities, at least not initially. Global marketing becomes cheaper as the same advertising, public relations, sponsorship 107 Business Resources & Revision Answers • • • 108 and other promotional campaigns and materials can be used, with minor changes, in different countries. This eliminates wasteful duplication of marketing efforts. Brain Busters magazine would not have the marketing budget to compete with such competition. A global publishing firm could have a number of weaknesses that could assist Brain Busters magazine. The costs involved in running the production, human resources, ICT and marketing operations needed for a global company are huge. Furthermore, the management of global companies is complex because of both their size and the need to deal with many different countries, cultures and legal systems. This can erode a lot of the economies of scale and make it easier for smaller competitors like Brain Busters to survive and thrive. Standardised products and marketing mixes may not properly meet the needs of customers in individual countries. Many magazine customers may prefer a more customised, quirky and locally-focused magazine instead.