Excerpts taken from: Lucas, S.E. (12th ed.) (2015). The Art of Public Speaking. New York, NY: McGraw Hill. Tap, Tap, Tap Excerpts taken from: Lucas, S.E. (12th ed.) (2015). The Art of Public Speaking. New York, NY: McGraw Hill. Third-Culture Kid Round 2 - 2020 Sim ID Z78285_16 High Level Overview Team Name Andrews Baldwin Chester Digby Erie Ferris Average Sales $31,449 $68,809 $45,913 $80,152 $41,262 $48,168 $52,626 Profit $880 $6,002 $3,259 $8,211 $3,031 $3,279 $4,110 Contribution Margin 23.9% 27.4% 27.3% 29.4% 29.2% 28.5% 27.6% Emergency Loan $8,375 $0 $0 $0 $0 $0 $0 Stock Price $9.09 $22.09 $16.65 $27.95 $15.32 $18.62 $18.29 Market Share 10.0% 21.8% 14.5% 25.4% 13.1% 15.3% 16.7% Research and Development Use the Customer Buying Criteria, Product List and Perceptual Map to help you design products for your customers and analyze where your products are positioned relative to your competition. Customer Buying Criteria Low Tech Customer Buying Criteria Importance Price $15.00 - $35.00 41% Age 3 Years 29% Reliability 14,000 - 20,000 Hours 21% Positioning Performance 5.8 Size 14.2 9% High Tech Customer Buying Criteria Importance Positioning Performance 8.8 Size 11.2 33% Age 0 Years 29% Price $25.00 - $45.00 25% Reliability 17,000 - 23,000 Hours 13% Perceptual Map Performance S iz e 0 2 4 6 8 10 12 14 16 18 20 0 2 4 6 8 10 12 14 16 18 20 Product List Name Pfmn. Size Reliability Age Revision Date Able 7.6 13.6 21100 2.7 15-Aug-2020 Baker 6.5 14.1 19800 2.1 8-Mar-2020 Bold 7.1 11.7 22400 0.6 15-May-2020 Cake 5.7 14.2 17000 3.3 19-Jan-2020 Cent - - - - 7-May-2021 Daze 6.6 13.6 19500 2.1 22-Apr-2020 Dabble 8 12.4 22000 0.6 11-May-2020 Eat 6 14.4 16500 3.3 15-Jan-2020 East - - - - 16-Mar-2021 Fast 8.5 11.6 22000 1.7 14-Oct-2020 Feast - - - - 23-May-2021 Marketing Look at each segment to assess how your products fit in the market. View how many units each product sold and their projected sales, and compare your product's price, promo & sales budget to the competition. The Customer Satisfaction Score tells you what your customers think of each product. Name Price Units Sold Potential Sold Stock Out Sales Budget Customer Accessibility Promo Budget Customer Awareness Customer Satisfaction Able $38.25 567 557 No $1,900 37% $350 34% 10 Baker $33.40 1,235 1,309 Yes $1,350 43% $1,350 77% 22 Bold $42.35 30 42 Yes $550 43% $550 33% 1 Cake $28.95 1,360 1,335 No $925 29% $925 56% 20 Daze $35.00 1,208 1,187 No $1,450 48% $1,450 83% 19 Eat $29.30 1,212 1,190 No $875 28% $875 54% 18 Fast $38.50 485 479 No $1,275 28% $1,500 85% 1 Low Tech Segment Buying Criteria Importance Price $15.00 - $35.00 41% Age 3 Years 29% Reliability 14,000 - 20,000 Hours 21% Positioning Performance 5.8 Size 14.2 9% Demand Information Market Size 6,098 Units Sold 6,098 Growth Rate 10% Market Share Andrews (9.3%) Baldwin (20.7%) Chester (22.3%) Digby (19.8%) Er.

1. Excerpts taken from: Lucas, S.E. (12th ed.) (2015). The Art of
Public Speaking. New York, NY:
McGraw Hill.
Tap, Tap, Tap
Excerpts taken from: Lucas, S.E. (12th ed.) (2015). The Art of
Public Speaking. New York, NY:
McGraw Hill.
Third-Culture Kid
Round 2 - 2020
Sim ID Z78285_16
High Level Overview
Team Name Andrews Baldwin Chester Digby Erie Ferris
Average

2. Sales $31,449 $68,809 $45,913 $80,152 $41,262 $48,168
$52,626
Profit $880 $6,002 $3,259 $8,211 $3,031 $3,279 $4,110
Contribution
Margin
23.9% 27.4% 27.3% 29.4% 29.2% 28.5% 27.6%
Emergency Loan $8,375 $0 $0 $0 $0 $0 $0
Stock Price $9.09 $22.09 $16.65 $27.95 $15.32 $18.62 $18.29
Market Share 10.0% 21.8% 14.5% 25.4% 13.1% 15.3% 16.7%
Research and Development
Use the Customer Buying Criteria, Product List and Perceptual
Map to help you design products for your
customers and analyze where your products are positioned
relative to your competition.
Customer Buying Criteria
Low Tech
Customer Buying Criteria Importance
Price $15.00 - $35.00 41%
Age 3 Years 29%
Reliability 14,000 - 20,000
Hours
21%

3. Positioning Performance 5.8
Size 14.2
9%
High Tech
Customer Buying
Criteria Importance
Positioning Performance 8.8
Size 11.2
33%
Age 0 Years 29%
Price $25.00 - $45.00 25%
Reliability 17,000 - 23,000
Hours
13%
Perceptual Map
Performance
S
iz
e
0 2 4 6 8 10 12 14 16 18 20
0

4. 2
4
6
8
10
12
14
16
18
20
Product List
Name Pfmn. Size Reliability Age Revision Date
Able 7.6 13.6 21100 2.7 15-Aug-2020
Baker 6.5 14.1 19800 2.1 8-Mar-2020
Bold 7.1 11.7 22400 0.6 15-May-2020
Cake 5.7 14.2 17000 3.3 19-Jan-2020
Cent - - - - 7-May-2021
Daze 6.6 13.6 19500 2.1 22-Apr-2020

5. Dabble 8 12.4 22000 0.6 11-May-2020
Eat 6 14.4 16500 3.3 15-Jan-2020
East - - - - 16-Mar-2021
Fast 8.5 11.6 22000 1.7 14-Oct-2020
Feast - - - - 23-May-2021
Marketing
Look at each segment to assess how your products fit in the
market. View how many units each product sold
and their projected sales, and compare your product's price,
promo & sales budget to the competition. The
Customer Satisfaction Score tells you what your customers
think of each product.
Name Price Units Sold
Potential
Sold
Stock Out
Sales
Budget
Customer
Accessibility
Promo
Budget

6. Customer
Awareness
Customer
Satisfaction
Able $38.25 567 557 No $1,900 37% $350 34% 10
Baker $33.40 1,235 1,309 Yes $1,350 43% $1,350 77% 22
Bold $42.35 30 42 Yes $550 43% $550 33% 1
Cake $28.95 1,360 1,335 No $925 29% $925 56% 20
Daze $35.00 1,208 1,187 No $1,450 48% $1,450 83% 19
Eat $29.30 1,212 1,190 No $875 28% $875 54% 18
Fast $38.50 485 479 No $1,275 28% $1,500 85% 1
Low Tech Segment
Buying Criteria Importance
Price $15.00 - $35.00 41%
Age 3 Years 29%
Reliability 14,000 - 20,000 Hours 21%
Positioning Performance 5.8 Size 14.2 9%
Demand Information
Market Size 6,098

7. Units Sold 6,098
Growth Rate 10%
Market Share
Andrews (9.3%) Baldwin (20.7%)
Chester (22.3%) Digby (19.8%)
Erie (19.9%) Ferris (8%)
Name Price Units Sold
Potential
Sold
Stock Out
Sales
Budget
Customer
Accessibility
Promo
Budget
Customer
Awareness
Customer
Satisfaction
Able $38.25 255 235 No $1,900 52% $350 34% 8
Baker $33.40 428 456 Yes $1,350 47% $1,350 77% 11

8. Bold $42.35 283 402 Yes $550 47% $550 33% 20
Cake $28.95 226 210 No $925 30% $925 56% 5
Daze $35.00 519 477 No $1,450 53% $1,450 83% 12
Dabble $45.00 438 436 No $750 53% $750 39% 21
Eat $29.30 196 182 No $875 28% $875 54% 4
Fast $38.50 766 713 No $1,275 38% $1,500 85% 30
High Tech Segment
Buying Criteria Importance
Positioning Performance 8.8 Size 11.2 33%
Age 0 Years 29%
Price $25.00 - $45.00 25%
Reliability 17,000 - 23,000 Hours 13%
Demand Information
Market Size 3,110
Units Sold 3,110
Growth Rate 20%
Market Share
Andrews (8.2%) Baldwin (22.9%)

9. Chester (7.3%) Digby (30.8%)
Erie (6.3%) Ferris (24.6%)
Production
All information related to your Production department decisions
is below. View your product costs compared to
the competition, and assess the capacity, automation, and
utilization levels of each product.
Name
Primary
Segment
Price
Material
Cost
Labor Cost
Contribution
Margin
Units
Produced
Inventory
Automation
Next Round
Capacity
Next Round
Plant
Utilization

10. Able Low Tech $38.25 $14.76 $11.32 23.9% 1,213 844 3.8 700
175%
Baker Low Tech $33.40 $12.64 $11.48 25.7% 1,584 0 3.5 1,050
200%
Bold High Tech $42.35 $16.60 $10.90 34.1% 313 0 3.5 350
200%
Cake Low Tech $28.95 $10.83 $9.06 27.3% 1,541 100 4.9 900
194%
Cent - - - - - - - 4.0 200 -
Daze Low Tech $35.00 $13.15 $11.62 27.0% 1,683 69 3.7 1,100
200%
Dabble High Tech $45.00 $16.61 $11.33 36.9% 446 8 3.2 500
143%
Eat Low Tech $29.30 $10.80 $8.85 29.2% 1,394 93 4.7 927
175%
East - - - - - - - 4.0 300 -
Fast High Tech $38.50 $17.96 $10.25 28.5% 1,287 153 3.5 950
153%
Feast - - - - - - - 3.0 350 -
Finance
View high-level financial overviews - income statement, cash
flow statement and balance sheet - for each

11. company in your industry. Below, you can see how each of your
products contributed to your profitability.
Income Statement
Andrews Baldwin Chester Digby Erie Ferris
Sales $31,449 $68,809 $45,913 $80,152 $41,262 $48,168
Variable Costs $23,936 $49,981 $33,362 $56,576 $29,204
$34,440
Fixed Costs $4,424 $7,304 $5,368 $8,494 $5,248 $6,702
Other ($90) $247 $247 $227 $256 $190
Interest $1,797 $1,856 $1,820 $1,964 $1,794 $1,690
Taxes $484 $3,298 $1,791 $4,511 $1,666 $1,802
Profit Sharing $18 $122 $67 $168 $62 $67
Net Profit $880 $6,002 $3,259 $8,211 $3,031 $3,279
Cash Flow
Andrews Baldwin Chester Digby Erie Ferris
Cash from Operating ($8,154) $9,167 $5,974 $10,299 $5,112
$3,412
Cash From Investing ($1,070) ($8,280) ($7,600) ($10,400)
($9,759) ($8,300)
Cash from Financing $8,375 $7,069 $6,889 $8,106 $6,682
$7,296

12. Net Change in Cash ($849) $7,956 $5,263 $8,005 $2,035 $2,408
Starting Cash
Position
$849 $11,413 $8,618 $9,005 $8,825 $7,504
Closing Cash
Position
$0 $19,369 $13,881 $17,010 $10,860 $9,912
Balance Sheet
Andrews Baldwin Chester Digby Erie Ferris
Current Assets $24,469 $25,024 $19,745 $25,599 $16,172
$18,010
Fixed Assets $8,811 $19,885 $19,781 $23,393 $21,943 $18,100
Total Assets $33,280 $44,910 $39,527 $48,992 $38,115 $36,110
Current Liabilities $11,822 $10,632 $8,651 $12,649 $7,880
$10,922
Long-Term Liabilities $4,333 $10,628 $10,658 $10,587 $10,661
$7,750
Total Liabilities $16,155 $21,260 $19,309 $23,236 $18,540
$18,671
Total Equity $17,125 $23,650 $20,218 $25,756 $19,575 $17,439
Total Liabilities &

13. Equity
$33,280 $44,910 $39,527 $48,992 $38,115 $36,110
Product Financials
Able Total
Sales $31,449 $31,449
Variable Cost $23,936 $23,936
Able Total
Fixed Cost $4,424 $4,424
Net Margin $3,089 $3,089
Other (Fees, Writeoffs) ($90)
Interest $1,797
Taxes $484
Profit Sharing $18
Net Profit $880
Round 2 - 2020High Level OverviewResearch and
DevelopmentCustomer Buying CriteriaLow TechHigh
TechPerceptual MapProduct ListMarketingLow Tech
SegmentMarket ShareHigh Tech SegmentMarket
ShareProductionFinanceIncome StatementCash FlowBalance
SheetProduct Financials

14. Round 1 - 2019
Sim ID Z78285_16
High Level Overview
Team Name Andrews Baldwin Chester Digby Erie Ferris
Average
Sales $35,220 $53,183 $45,119 $54,539 $43,462 $47,591
$46,519
Profit $3,395 $2,828 $2,556 $3,698 $1,964 $3,702 $3,024
Contribution
Margin
27.9% 21.6% 21.8% 24.1% 20.1% 25.9% 23.6%
Emergency Loan $0 $0 $0 $0 $0 $0 $0
Stock Price $16.20 $15.04 $14.52 $16.76 $13.36 $16.82 $15.45
Market Share 12.6% 19.1% 16.2% 19.5% 15.6% 17.1% 16.7%
Research and Development
Use the Customer Buying Criteria, Product List and Perceptual
Map to help you design products for your
customers and analyze where your products are positioned
relative to your competition.
Customer Buying Criteria
Low Tech

15. Customer Buying Criteria Importance
Price $15.00 - $35.00 41%
Age 3 Years 29%
Reliability 14,000 - 20,000
Hours
21%
Positioning Performance 5.3
Size 14.7
9%
High Tech
Customer Buying
Criteria Importance
Positioning Performance 8.1
Size 11.9
33%
Age 0 Years 29%
Price $25.00 - $45.00 25%
Reliability 17,000 - 23,000
Hours
13%

16. Perceptual Map
Performance
S
iz
e
0 2 4 6 8 10 12 14 16 18 20
0
2
4
6
8
10
12
14
16
18
20
Product List
Name Pfmn. Size Reliability Age Revision Date

17. Able 6.4 13.6 21000 4.1 25-Nov-2015
Baker 6.4 13.8 19800 2.5 13-Mar-2019
Bold - - - - 15-May-2020
Cake 5.7 14.2 18250 2.3 25-July-2019
Daze 6.1 13.4 20600 2.4 18-Mar-2019
Dabble - - - - 11-May-2020
Eat 6 14.4 17500 2.3 31-July-2019
Fast 7.6 12.7 21500 2.1 25-Oct-2019
Marketing
Look at each segment to assess how your products fit in the
market. View how many units each product sold
and their projected sales, and compare your product's price,
promo & sales budget to the competition. The
Customer Satisfaction Score tells you what your customers
think of each product.
Name Price Units Sold
Potential
Sold
Stock Out
Sales
Budget
Customer

18. Accessibility
Promo
Budget
Customer
Awareness
Customer
Satisfaction
Able $38.25 608 608 No $1,750 37% $600 46% 9
Baker $33.40 1,085 1,085 No $1,300 39% $1,300 67% 20
Cake $32.60 1,021 1,021 No $925 34% $925 56% 17
Daze $35.00 1,028 1,028 No $1,450 41% $1,450 72% 19
Eat $31.65 1,009 1,009 No $850 33% $875 54% 16
Fast $36.40 794 794 No $1,275 36% $1,500 73% 8
Low Tech Segment
Buying Criteria Importance
Price $15.00 - $35.00 41%
Age 3 Years 29%
Reliability 14,000 - 20,000 Hours 21%
Positioning Performance 5.3 Size 14.7 9%
Demand Information

19. Market Size 5,544
Units Sold 5,544
Growth Rate 10%
Market Share
Andrews (11%) Baldwin (19.6%)
Chester (18.4%) Digby (18.5%)
Erie (18.2%) Ferris (14.3%)
Name Price Units Sold
Potential
Sold
Stock Out
Sales
Budget
Customer
Accessibility
Promo
Budget
Customer
Awareness
Customer
Satisfaction

20. Able $38.25 313 313 No $1,750 46% $600 46% 7
Baker $33.40 507 507 No $1,300 40% $1,300 67% 12
Cake $32.60 363 363 No $925 34% $925 56% 8
Daze $35.00 530 530 No $1,450 42% $1,450 72% 12
Eat $31.65 364 364 No $850 33% $875 54% 8
Fast $36.40 514 514 No $1,275 39% $1,500 73% 24
High Tech Segment
Buying Criteria Importance
Positioning Performance 8.1 Size 11.9 33%
Age 0 Years 29%
Price $25.00 - $45.00 25%
Reliability 17,000 - 23,000 Hours 13%
Demand Information
Market Size 2,592
Units Sold 2,592
Growth Rate 20%
Market Share
Andrews (12.1%) Baldwin (19.6%)
Chester (14%) Digby (20.5%)

21. Erie (14.1%) Ferris (19.8%)
Production
All information related to your Production department decisions
is below. View your product costs compared to
the competition, and assess the capacity, automation, and
utilization levels of each product.
Name
Primary
Segment
Price
Material
Cost
Labor Cost
Contribution
Margin
Units
Produced
Inventory
Automation
Next Round
Capacity
Next Round
Plant
Utilization

22. Able Low Tech $38.25 $14.73 $10.60 27.9% 1,287 454 3.0 800
163%
Baker Low Tech $33.40 $14.16 $11.10 21.6% 1,584 79 3.1 800
200%
Bold - - - - - - - 3.0 250 -
Cake Low Tech $32.60 $12.50 $10.83 21.8% 1,442 145 4.7 800
181%
Daze Low Tech $35.00 $14.52 $11.10 24.1% 1,584 113 3.0 850
200%
Dabble - - - - - - - 2.5 350 -
Eat Low Tech $31.65 $12.40 $10.73 20.1% 1,394 108 4.7 800
175%
Fast Low Tech $36.40 $17.15 $10.71 25.9% 1,337 116 3.5 850
169%
Finance
View high-level financial overviews - income statement, cash
flow statement and balance sheet - for each
company in your industry. Below, you can see how each of your
products contributed to your profitability.
Income Statement
Andrews Baldwin Chester Digby Erie Ferris
Sales $35,220 $53,183 $45,119 $54,539 $43,462 $47,591

23. Variable Costs $25,386 $41,706 $35,295 $41,377 $34,714
$35,285
Fixed Costs $3,863 $5,665 $4,471 $6,035 $4,325 $5,473
Other $0 $167 $147 $135 $147 $21
Interest $641 $1,207 $1,194 $1,186 $1,194 $1,000
Taxes $1,865 $1,554 $1,404 $2,032 $1,079 $2,034
Profit Sharing $69 $58 $52 $75 $40 $76
Net Profit $3,395 $2,828 $2,556 $3,698 $1,964 $3,702
Cash Flow
Andrews Baldwin Chester Digby Erie Ferris
Cash from Operating ($4,749) $3,612 $1,848 $3,530 $2,055
$3,597
Cash From Investing $0 ($4,820) ($5,440) ($6,500) ($5,440)
($2,600)
Cash from Financing $0 $7,023 $6,612 $6,378 $6,612 $909
Net Change in Cash ($4,749) $5,815 $3,021 $3,407 $3,227
$1,907
Starting Cash
Position
$5,598 $5,598 $5,598 $5,598 $5,598 $5,598
Closing Cash

24. Position
$849 $11,413 $8,618 $9,005 $8,825 $7,504
Balance Sheet
Andrews Baldwin Chester Digby Erie Ferris
Current Assets $15,552 $17,845 $15,977 $16,468 $15,097
$14,526
Fixed Assets $8,640 $13,439 $13,717 $15,080 $13,717 $11,067
Total Assets $24,192 $31,284 $29,694 $31,548 $28,814 $25,593
Current Liabilities $2,747 $7,073 $6,152 $7,098 $5,864 $6,607
Long-Term Liabilities $5,200 $7,680 $7,563 $7,489 $7,563
$5,622
Total Liabilities $7,947 $14,753 $13,715 $14,587 $13,428
$12,229
Total Equity $16,244 $16,531 $15,979 $16,961 $15,387 $13,364
Total Liabilities &
Equity
$24,192 $31,284 $29,694 $31,548 $28,814 $25,593
Product Financials
Able Total
Sales $35,220 $35,220

25. Variable Cost $25,386 $25,386
Able Total
Fixed Cost $3,863 $3,863
Net Margin $5,971 $5,971
Other (Fees, Writeoffs) $0
Interest $641
Taxes $1,865
Profit Sharing $69
Net Profit $3,395
Round 1 - 2019High Level OverviewResearch and
DevelopmentCustomer Buying CriteriaLow TechHigh
TechPerceptual MapProduct ListMarketingLow Tech
SegmentMarket ShareHigh Tech SegmentMarket
ShareProductionFinanceIncome StatementCash FlowBalance
SheetProduct Financials
Reading Assignment: Informative Speaking (Chpt 11)
Online Assignment: Submission should be at least one page and
no more than two pages.
PART 1: There are many characteristics that make EFFECTIVE
and INEFFECTIVE public speakers. Based on your
understanding, (1) list the characteristics that you feel make an
effective and ineffective public speaker, and (2) explain what
you believe to be the four most important characteristics of
both, explain why.
PART 2: Attached are two sample speeches. Examine the two

26. speeches (Tap, Tap, Tap and Third-Culture Kid) and select only
ONE speech to assess by answering the following questions:
1. How does the opening paragraph gain the attention of the
audience, introduce the subject of the speech, and preview the
main points to be discussed in the body?
2. How clearly is the body of the speech organized? What does
the speaker do to help listeners follow the progression of ideas?
3. How does the speaker conclude? Does the conclusion
reinforce the central theme of the speech?