Category: Student Spotlight

Marketing Student Shines at 2014 UPISRC

MTU and NMU combine for the 2014 UPISRC to showcase undergraduate student research.

The 2014 Upper Peninsula Interdisciplinary Student Research Conference (UPISRC) was organized to showcase and publicize the research being done by local students in human and behavioral sciences. This event was developed to organize a conference involving student research in: psychology, human factors, education, human effectiveness, human-centered design, social science, kinesiology, and other related fields. This year 30 students submitted abstracts, and many of the authors presented on their research at the conference for the first time. Presenters came from several departments across both MTU and NMU.

Each student gave an oral presentation for fifteen minutes in addition to a poster presentation on their research topic. The School of Business and Economics had one student participate in the UPISRC. Haley Florinki is a senior Marketing major and she presented on Assessing the Effect of a Salesperson’s Customer Service Duration Up-selling and Cross-Selling.

The abstract for her research is presented below:

The purpose of this research project is to empirically test how a salesperson’s time spent with the customers impact on their purchasing decision. More specifically this project focuses on the duration of a salesperson’s customer service and its effects on up-selling and cross-selling. Up-selling takes place when a salesperson attempts to sell a similar but better quality product than the first product exposed to a customer. Cross-selling happens when complimentary products adding to the main product that customer initially looks for creates extra customer value. Regarding the research method, this project used observation research to capture important independent variables (Time spent with customers, and product display method) and dependent variables (Whether or not the sale was made, and sales results – up selling & cross-selling). Responses from shoppers in a large local mall were recorded into the IBM-SPSS software. The questionnaire was designed for the associate to be able to interact with a customer and complete the questionnaire afterwards. The expected outcome was that the amount of time spent with a customer would increase the likelihood of up-selling and/or cross-selling. The results from the Chi-square test greatly supported the evidence that the time spent with the salesperson had a positive impact on sales. I specifically found that while a salesperson’s short time spent with customer (less than 30 sec) increased the likelihood of up-selling, her long time spent with customers (more than 90 sec) promoted that of cross-selling.

This event was sponsored by the MTU Human Factors Student Chapter and the MTU Department of Psychology.

The 2014 Outstanding Man & Woman in Business

Every year, the School of Business and Economics’ scholarship selection committee has the difficult task of choosing one male and one female student to be the Sam Tidwell Outstanding Man and Woman in Business.  For 2014, it came down to Judy Isaacson as the Outstanding Woman in Business, and Cole Smith as the Outstanding Man in Business.

Judy Isaacson and Cole Smith proudly display their plaques with Dean Eugene Klippel

The Sam Tidwell Outstanding Man and Woman in  Business awards are given annually to two current students who embody the mission of the School of Business and Economics.  Selection for these titles is never easy, and 2014 proved to be particularly difficult.  The selection committee, comprised of professors Anne Warrington, Mari Buche, Paul Nelson, and Michele Loughead, along with Academic Advisor Carly Harrington and student Nathan Sturos (2013 Outstanding Man in Business), received numerous high-quality applications.  The application process itself was very rigorous, with required essays and interviews.  Choosing the recipients is the scholarship committee’s way of recognizing these students for their dedication to academics, their leadership and extracurricular involvement within the Michigan Tech community, and their tireless commitment to the world of business.   Dean Eugene Klippel praised the decision of the scholarship committee, stating, “While both [Cole and Judy] have excellent academic records, distinction lies in their willingness to assume leadership roles on campus, as well as engage in the experiential opportunities provided by the School’s many programs.”

Judy Isaacson, 2014 Outstanding Woman in Business, poses with Dean Eugene Klippel

Judy Isaacson, the 2014 Outstanding Woman in Business, hails from here in Houghton.  As an Accounting major with a minor in Global Business, she plans to graduate in December 2014.  Judy stays busy on campus through her active role in the Applied Portfolio Management Program and Volunteer Income Tax Assistance program.  After studying abroad in Spring 2013 and working as a teaching assistant over the summer, Judy currently interns at the Superior National Bank and Trust in Hancock.  These collective experiences will undoubtedly give her an edge toward her future career goals, which includes becoming an internal auditor focusing on the field of fraud.  Grateful for the opportunities she has been afforded, Judy remarks, “The School of Business and Economics has shaped me into a professional businesswoman, prepared me for leadership roles and has given me confidence in my abilities.”

Cole Smith accepts his award from Dean Eugene Klippel for 2014 Outstanding Man in Business

Cole Smith, the 2014 Outstanding Man in Business, also plans to graduate in December 2014 with his Bachelor of Science degree in Management, and has been on the Dean’s List for the majority of his academic career.  He has exemplified a strong involvement within the Kappa Sigma Iota Accounting Club, where he holds the office of Vice President of Operations.  Building his resume is very important to Cole, and he has held employment with DTE Energy, Hanley Excavating, Bob’s Custom Carpentry, Specialty Granules, Inc., and KC Docks.  Cole, originally from Iron Mountain, Michigan, is appreciative of the fact that he was able to be so involved within Tech’s SBE.  He stated, “It’s truly rewarding to have received this award.  The faculty has been very supportive in and outside of class, which put me in a viable position to be a candidate for this award.  It’s an honor and a great compliment to be recognized from the School of Business and Economics.”

Everyone within the School of Business and Economics could not be more proud of our 2014 Sam Tidwell Outstanding Man and Woman in Business.  Congratulations, Cole and Judy!

SBE Senior Opens Own Business

Scott Ramage has just a few months left until he graduates with a Bachelor of Science in Operations and Systems Management from the School of Business and Economics, but that didn’t stop him from celebrating the opening of his new business on February 5.  This unique venture is called 906 Vapor, and is an electronic cigarette lounge and vapor bar.

What is an electronic cigarette?  Often referred to as an e-cigarette, this personal vaporizer often looks much like an “old-fashioned” cigarette with an LED light on the end.  Using one of these satisfies nicotine cravings without most of the chemicals and carcinogens known to typical tobacco products.

Where did Scott find the inspiration to become an entrepreneur before even graduating?  He says that he owes some of his success to his dedicated personality, persistence, and of course, the classes he’s taken as part of his undergraduate career at Michigan Tech!  The idea for 906 Vapor originally began as a homework assignment for Scott’s Management of Technology and Innovation (MGT 4600) course.  His professor, Andre Laplume, encouraged him to keep thinking about ways to make the business into a reality.  Scott also drew inspiration from Michele Loughead’s business courses, as well as BUS 2300: Quantitative Problem Solving, taught by Roger Woods.

After graduation, Scott plans to continue his success with 906 Vapor while furthering his education.  Perhaps he may even be interested in pursuing his MBA through the School of Business and Economics!

For all of SBE’s young entrepreneurs, Scott offers some advice: “If you have an idea and you believe it will work, take the chance and give it all you have.  Even if you fail, keep trying.  The experience and knowledge gained can never be taken away from you.  It can only benefit you in your future endeavors.”

Do you have an idea for a new business venture?  Or have you recently started your own business?  Tell us all about it in the comments!

Winning Pitch Cleans up at Competition

Entrepreneurship Club hosts another successful Elevator Pitch Competition.

Today’s university students are reminded to be careful about what they put up on their Facebook or Twitter accounts. Sometimes they forget, and that’s a job for Clean It Up, the winning entry in the fifth annual Bob Mark Elevator Pitch Competition held Thursday night on the campus of Michigan Technological University.

The late business professor Bob Mark created the competition so students could polish their 90-second, new business pitches, emulating the length of an elevator ride.

The brainchild of accounting major Nikoli Wiens, assisted by chemical engineering major Zach Eckert, Clean It Up promises to clean up content and profiles on the Internet, even beyond the cleansing that Facebook and Twitter claim to do upon request.

“Companies will still dig deeper and get the info,” said Wiens. “We know it’s important to remove certain content, and we would do it cheaper than other services.” The team claimed there was more than $1 million in revenue possible with their $25 fee; such is the need for their service.

Their motto? “Don’t let one crazy weekend ruin your life forever.” They won $1,000 for their efforts.

Second place and $500 went to a device to which university students could also relate. FairShare promised a simple plug-in to calculate individual electric power usage, an important consideration for students sharing living spaces and expenses.

FairShare was created by an elevator-pitch veteran, Abhilash Kantamneni, who won last year’s competition with an Indian dating service.

“This can help college students save money,” Kantamneni said. “It would only cost $25, so most can afford it.” Kantamneni is a PhD student in computer science.

The bronze medal and Audience Favorite Award went to the ingenious Flashion, an app for your cellphone that can take a photo of a pair of shoes, for example, and instantly find their source, price, and more.

This mobile app would be free, according to creators Armando Flores, majoring in communication, culture, and media, and Allison Strome, a management major. They credited teammate and finance major Natalia Lebedeva for their inspiration, with whom they will share $250.

“She had the idea and we just built on it,” Flores said. “We might try to get funding on Kickstarter [the online funding site] to form an LLC.

Safety Straw targeted chemicals added surreptitiously to people’s drinks. Green Receipts sought to eliminate paper receipts at businesses. And more student-friendly businesses included Experience University, to help choose the right courses and teachers; and Food Now, to get groceries and fast food delivered to their rooms when they are in mid-cram for that final exam.

Michigan Tech entrepreneurs can also set their sights on the New Venture Competition, held at Central Michigan University in March and providing $65,000 in prize money.

Business Students Learning Lean Process Improvement

The School of Business and Economics will be adding a new Student Organization focusing on LEAN Process Improvement.

ORGANIZATIONAL MANAGEMENT
LEARNING LEAN PROCESS IMPROVEMENT, ONE LITTLE CHANGE AT A TIME

How can switching cheese pizza toppings contribute to a million dollars in savings for a campus dining service? At Michigan Technological University, the cheese swap was part of the university’s use of Lean principles, which were applied to all areas of food service operations. The university’s goal of implementing Lean was, and is, to sustainably reduce waste and improve the quality of products and services through a method of continuous improvement.

After discussions among senior leaders, including Ellen Horsch, vice president for administration, it was decided that dining services would be the ideal area in which to pilot Lean Practices. In 2008, Robert Hiltunen, director of auxiliary services, began working with his staff to begin the change management process. In just four years, moving forward little by little, the new process has saved approximately $1 million.

People as Part of Process

The core of Lean Practice involves engaging and empowering people, since many potential improvements are best identified by the staff who perform the related work (and the customers who receive the product or service). Key to the process, then, is building a culture of employees who are valued and encouraged to communicate their ideas.

For the dining service, Hiltunen invited employees to lead discussions, talk about current problems, and brainstorm ideas for improvement. Described by a Japanese word, meaning roughly “change for the better,” this is known as a “kaizen” event, during which employees begin breaking down tasks into small steps, each of which they consider in terms of its value. Those elements identified as non-
value added are slated for improvement or removal. The idea is to reduce and, if possible, eliminate waste. The group then began to craft possible solutions or countermeasures for doing so.

A Series of Small Improvements

The Lean team took one step at a time.

  • Start with standardization. A current-state evaluation showed that many recurring processes in the various dining services’ outlets were not standardized-resulting in inconsistent quality of products and services. Multiple kaizen events resulted in the creation of an online E-Cater reservation program as well as the use of standard recipes in each residence hall. Using visual controls, standardized recipes, and the same measuring equipment in residence halls has immensely improved the consistency and quality of products offered across campus.The E-Cater program benefits students and employees alike by simplifying the catering service reservation process, reducing the margin of error, and ultimately saving money.
  • Grill it just in time (JIT). Dining services staff observed and collected data on the way grilled menu items, particularly burgers and cheeseburgers, were produced. It turned out that cooks grilled daily a set quantity of burgers and cheeseburgers at one specified time, leading to sandwiches that diminished in quality and ultimately had to be discarded. Staff identified the JIT production method as a medium that could sustainably improve the quality and consistency of the end product, while minimizing waste.Staff collected dining hall traffic data, identifying the times of the day when a peak number of customers were using the dining halls—and consuming the largest volumes of burgers. Using this data, dining services created a new production environment where demand became defined by a “pull” from customers as opposed to the “push” of a set amount of food. Now, the cooks know when to have more burgers readily available and when to pause production. The change has resulted in guaranteed-fresh products at all times of the day and a dramatic reduction in preconsumer waste, leading to significant monetary savings.
  • Who moved the cheese?The team noted that while the number of pizzas prepared per week changed very little, the quantity of shredded cheese ordered for pizza production tended to fluctuate, despite the one-cup-per-pizza standard allotment. Obviously, this made it difficult to calculate the amount of cheese to order. Further evaluation discovered that employees preparing pizzas often added a discretionary amount of cheese to fill any “sauce gaps.”The kaizen team performed a series of rapid experiments, trying various combinations of shredded and sliced cheeses to prepare pizzas. The result: a new standard calling for seven pieces of sliced cheese. Through taste tests, student and employee customers agreed that this option was adequate for taste, quality, and coverage. It also led to a reduction in cheese used per pizza, predictability for the cheese order, and an annual cost savings of $17,000.
  • Tracking and reducing waste. In 2009, the university introduced LeanPath, a waste tracking system to electronically measure and track all preconsumer food waste, which comes from spoilage, overproduction, trim waste, and expired products. Previously, since waste 
was not measured, it was normal for an employee to dispose of full pans of food that had not been used.During a six-week trial period in the Douglass Houghton Hall kitchen, a staff team regularly analyzed results of the waste-tracking system and reviewed ways to reduce waste. At the trial period’s conclusion, preconsumer waste declined by 50 percent. In 2011, the LeanPath system debuted in the university kitchens campuswide. Using a two-pronged approach of reducing overproduction via the JIT method and safely repurposing (rather than disposing of) overproduced food items into other recipes, the dining service saved approximately $30,000 annually.

Overall Impact

None of these changes alone would have achieved big savings, but one little thing after another really added up. Since the adoption of Lean thinking in 2008, dining services has considerably reduced its cost of sales even as the number of meals served per year increases. From 2006 to 2008, the cost per meal jumped from $2.92 to $3.06, an upward trend that could be detrimental to revenues if not addressed. After Lean implementation in 2008, the cost per meal sold dropped to $2.52. In 2011-12, the cost per meal sold decreased even further—to $2.38.

Rather than using the saved dollars to benefit only a few, the university directed much of the money to its general fund used for financing instruction and general administration, directly benefiting students, faculty, and staff. Those employed by Michigan Tech have seen increased job security as a direct result. “Without Lean initiatives, especially in these tougher times, we would have had to eliminate positions in order to align resources,” says Horsch.

“Little improvements every day—that’s what Lean is all about,” says Hiltunen. “If dining services was able to achieve such success in the first four years of the journey, imagine what Michigan Technological University, as a unified whole, can do in the future.”

This article was submitted to Business Officer Magazine by Kaylee Betzinger, student process improvement coordinator, and Brittany Wood, market research analyst, auxiliary services operations, Michigan Technological University, Houghton.