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L-111 41 GOALS 70R 1960! CLO'SIAM TALK (SUIO[AiRY & YAP PRBSffiMTI08). BZ BAY 47 DH9 (Doui'sville Meeting Only) Third Day - Januarv 6. 1950 rntroduotion: aone We are about to bring,to a close a most important three days meeting in business with PHIDIP YOHRIS. It has been a moat important meeting because we have been pleasantly re- minded of'our accomplishments during 1949 and havepreviewed our approachito our goal for.196!0. In this connection I still have a further reminder of the past year for you, which result- ed from such individual effort and the real team-work that pre- vailed throughout the year by the.members of every department of our company. H!owever, before we have this final reminder of' the past, I should'like to have you answer with me these two important questions: 1. What did we learn during this meeting? 2. That are we going to dolabout it? Let's deal with question number one -- "That did we learn during this meeting?'" In answering this I''migo3ng to be asi painted and brief as possible. We reviewed past performanoes and set ourselves withi a determination to meet the:challenges and test of 19'50. Yr. Iyon gave us a yardstick by whi~ch tolmeasure a

2 good' PHILIP YOE'SIS' man--a yardstick by whi!ch to measure our op- portunity to grow in the ranks of our oompany. We were vi'vidly exposed to a product story second too nonel. This produot story is the basis for our opportunity to, make PHILIP YORRIS Amerioa"s number one selliirg brand. We studied'a compositeipioture of'our market and the importance of each segment of'it in consuming,more and more PHIZIP YORRIS. We have studied in detail a highly sharpened set of tools with which to oapitalize on our PHILIP MORRIS opportunity in 1950. In the main these tools consist of:, a) Theimost eatensive,, d:iversified and hardest hit- ting advertising,program ever assembled.. b) Point-of-sale display material with a high degree of product identification and'acceptance for every trade group and consumer classification. c) A tool nolother product can boast of -- JOHNBY touring America. Yes, and'~pers!onal appearances of "Horace Heidt''s Youth Opportunity Frogram", Ralph Edward's "This Is Your Life" show and "Lad3es Be:Seated"' handled by Johnny 01sen. d) Special activity among,college students and selected groups. e)l A streamlined work plan for us to follow through- out the year, with highlemphasis on getting,the man and woman

a3 with the match -- -ZI o s .. f) hast but by no means the least, a oompaony which demands the best and in return gives the best. We need nothing, more to tell ua this than our knowledge of sharing in the prof- its of the company and'the hospitslization, retirement and'in- surance programs that are provided'for us. It is at this point that we should reflect and be guided by the words of' wisdomi so ably and clearly given:us by our Presid'eat, Yr. NoComas. low to answer question number two 0 ,t are we going to do about it?" That i_s what are we go ing, t o do wi t'h the iadde d know- ledge we have gained dhring this meeting,and with the sharpenedd tools placed'in our possession. There!is no question about this in my mind., We will us&all of these helps to the greater suocess of PHILIP YMI3 and ourselves individually. I pledjge myself to this and ask you to join with me in a noluncertain (Wait for response) In business iVs most important to know: 1. You have a market in which to do business. 2. That you have a,product acceptable to the market. ~ 3. O That you have the abilities to further progress N. 4. in the market. That youmust take inventary and evaluate your O O ~ abilities and results. W' 0

4* 5., And', finally, to know there is an accounting by which we oan share the profits and glory. It thexefore is ay happy privilege to unveil the propertiesn of._ ~ a+d .... _~. Name of seotion lands and to commend the owners of them during 1949 for having further enriched their claims. (At thiwpoint call to:the Speaker's P'7atformeach Sbotion Manager who made his 1949 Goal and pass to him his •,Contraot DeedP and his portion of the "'SOotion Map" and 1950 PHIIwTP MORRIS Goal ) Last year in our Sales Yeeting you saw a hemmer and nail contest, by means of which we vividly dramatized the vital fact that success in se]lling; is in the hands af' our men in the field -- We have been given many valuable tools but in the last analysis results depend on their being properly used. Because this hwmmer has assumed a oertain*symbolioal meaning in our oompany, I want to present a bammer to each of the gentlemen who is getting his deed today. This hamer isn'tt very big but it's easy to oarry. In fact if you stick your chest out with siLtisfaotion it will move right out with iC Here,. (~,Tsme) is a little tie clasp with a

6 golden hammer on it to~ remind you that this year as last year, success in the field depends on how you use the tools we give you. (Uncover Quota Si!gn) Two years ago around,this time we threw a little bombshell into the audience when somebody threw a baseball thm a glass window. I amisure that the first time you saw it, it was 4ery convincing -- and inspiring. The second time, perhaps it wasn't so convincing, but it was just as en3oyable. We are going to•do it again this year for two reasous:. Tirst, because a lot of'our armchair quarterbacks have the play all doped out and would be disappointed if'we switched the sig- nals; and sieco,nd, because this breaking of glass has been assoeiated!withitwo very successfu3l years and we feel that it is an om n of good luck. This year we won't try to surprise anybody, but hand ther honor to, (name of man) ,: whose territory came in at the top in per oent of quota. Mr. (throw ball) the pleasure's all yours. To me this has been a most electrifying meeting. A meeting significaat of'much interest and progress. In closing I know all of you join with meiwhen I say I wish it had been possible for Mr. 7{yon to be present for our full meeting. I know you share my thanks to him for his great contribution on Wednesday to the spirit of this meeting, for his guidance in

6 the'past and his advice to us for the future. Likewisie, that you, share my thanks to our President, Mr. YcComas, and all others present and behind the soenes who have oontributed to, the suoaess of this our 1950 Sales Meeting. I,speak not only for the department of sales, but for the advertising;, the research department, the manufaoturing,de- partment, the warehousing and traffic departments, and the fi- l nanc3al department when I say that I'know the men inithe fiel'd aill put fbrth the r very best efforts to "Beat The Rest in 1950'" . My personal wish to all of you is that you enjoy good health -- and grow -- and grow -- and grow with P=IP HORRIB. The meeting is ad,journed.