Case Study Quiz

What was De Luca Foods' primary goal in the frozen food industry?

• To dominate international markets

• To increase market share through price cuts and new products

• To eliminate all competitors

• To focus exclusively on organic ingredients

Why was Lucian Wilkes hired by De Luca Foods?

• To oversee marketing strategies

• To monitor pricing and purchasing decisions

• To improve frozen food recipes

• To train regional managers

What problem did Wilkes identify in De Luca Foods' pricing and purchasing process?

• Lack of innovation in product development

• Inconsistency and fragmentation in regional decision-making

• Poor communication with customers

• High production costs

What was one of Wilkes’s new rules for regional managers?

• All price changes must be approved by the CEO

• Purchases over $10,000 must be approved by Wilkes’s office

• Regional managers were required to attend weekly training sessions

• Discounts on frozen meals must be increased by 3%

How did regional managers initially respond to the new procedures?

What was a major challenge Wilkes faced while implementing the new procedures?

• Lack of clarity in the directives

• Resistance from regional managers

• Minimal support from company executives

• Inadequate technology for communication

What methods did Wilkes use to communicate with regional managers?

• Personal visits and local training

• Emails, text messages, and Zoom meetings

• Phone calls and press releases

• Formal letters and quarterly newsletters

What concern did Wilkes express about his position?

• He believed the company would promote him to a higher role

• He feared losing his job if changes were not implemented

• He thought the company would close its regional offices

• He was worried about the company’s lack of funding

Why did the new plan fail to progress despite initial agreement from managers?

• Managers lacked the skills to implement the changes

• There was no effective system for monitoring compliance

What action should Wilkes prioritize to move the plan forward?

• Reduce communication with regional managers

• Seek stronger backing from De Luca and McCann

• Introduce a completely new strategy

• Cancel the new procedures and allow regional autonomy