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Philip Morris

940000 Marlboro Country Store Launch Review. Marlboro Country Store B4g1f Pack Promotion. Marlboro Country Store Pos Elements Memo. Pool Table Calling.

Date: 1994
Length: 215 pages
2041850118-2041850331A
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snapshot_pm 2041850118-2041850331A

Fields

Author
Briggs, G.
Ellis, N.
Mansmann, J.
Oneil, A.
Person, C.
Stern, D.
Vongermeten, A.
Waldman, M.
Young, T.
Author (Organization)
Kowal + Associates
PM, Philip Morris
Winona Mrb
Type
BRRE, BRAND REVIEW
ADVE, ADVERTISEMENT
CHAR, CHART, GRAPH, TABLE, MAPS
DRAW, DRAWING
FORM, FORM
MANU, MANUAL, HANDBOOK, CATALOGUE
MEPL, MEDIA PLAN
PHOT, PHOTOGRAPH
PROM, PROMOTIONAL MATERIAL
QUES, QUESTIONNAIRE
SPCH, SPEECH, PRESENTATION
Area
BREILING,NANCY/OFFICE
Attachment
2041850118/2041850331_A
Named Person
Berner, V.
Mertz, L.
Oneil, A.
Surgeon General
Wiese, D.
Site
N737
Characteristic
BLAN, BLANK
FLOT, OTHER LANGUAGE
MARG, MARGINALIA
Copied
Alfieri, F.
Costello, T.
Mcmahon, K.
Murphy, G.
Parmet, N.
Reuter, B.
Simons, R.
Request
Stmn/R1-099
Recipient (Organization)
Leo, Leo Burnett Agency
PM, Philip Morris
Litigation
Stmn/Produced
Named Organization
Better Business Bureau
Book of Month
Brunswick
Coleman
Data Processing Center
Disney
Gervalia
Ibm Infonet
Kke
Kowal + Associates
Leo, Leo Burnett Agency
Madden
Midas
Msa
Neodata
Octel
Philip Morris Sales Force
Sital
US Parcel Service
US Post Office
US Today
Zippo
Aer Lingus Airlines
Anaf Times
Ati
Recipient
Cardillo, G.
Copus, M.
Cutler, T.
Czmyrid, C.
Daragan, K.
Desimone, L.
Dorr, B.
Duane, M.
Ebbole, T.
Eisen, K.
Ellis, N.
Fernandez, P.
Fetzer, S.
Gawronski, R.
Gee, E.
Gennaro, M.
Gibbs, K.
Gilbert, J.
Glennie, L.
Green, J.
Han, V.
Harwood, H.
Horton, S.
Howe, K.
Huckfeldt, R.
Jannetta, S.
Johnsopn, C.
Keane, D.
King, R.
Laska, D.
Levan, S.
Lewis, B.
Lund, N.
Mahan, M.
Mansmann, J.
Mcauliffe, C.
Mcgovern, T.
Mcmahon, K.
Meade, M.
Merlo, E.
Mikulay, R.
Moody, D.
Moore, M.
Morgan, J.
Mulligan, K.
Murphy, J.
Murphy, V.
Neidle, B.
Nelson, J.
Nelson, T.
Norris, S.
Occhiuto, V.
Oneil, A.
Parmet, N.
Patterson, A.
Piskor, S.
Plaia, G.
Potter, D.
Raporte, J.
Recine, N.
Robinson, Y.
Ryan, T.
Saine, M.
Saloun, T.
Sampson, S.
Schmid, R.
Schroeder, M.
Schumann, M.
Schwab, C.
Schwartz, A.
Severino, J.
Simons, R.
Smith, D.
Spector, J.
Stern, D.
Stirlen, R.
Stone, M.
Strausser, S.
Strychack, V.
Szymanczyk, M.
Taylor, J.
Theaman, L.
Thomas, J.
Thooho, F.
Trojanowski, J.
Tucker, C.
Turo, B.
Valenti, V.
Vanderputten, J.
Vasquez, S.
Vongermeten, A.
Waldman, M.
Walsh, G.
Webster, R.
Wexler, L.
Whalen, R.
Wilhelm, R.
Alfieri, F.
Anderson, B.
Anise, R.
Beran, D.
Berenson, D.
Boggs, L.
Bowers, S.
Broeman, I.
Bucciarelli, R.
Bunte, K.
Buonaventura, M.
Camisa, R.
Date Loaded
05 Jun 1998
Brand
Camel
Marlboro
Winston
UCSF Legacy ID
dti72e00

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Page 1: dti72e00
1994 MARLBORO COUNTRY STORE LAUNCH REVIEW
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MARLBORO COUNTRY STORE TABLE OF CONTENTS • Overview • Goals • Retail Promotion - B4G1F - POS Drive - Carton Pictorial - Michigan Communication Y • Direct Mail • Events • Media Plan • Trade Program • Sales Kickoff • Consumer Tracking Questionnaire • Sales Force Tracking • Customer Satisfaction • Telemarketing Plan • Fulfillment Plan • Pool Table Fulfillment
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JANUARY FEBRUARY MARCH CATALOGS D I R E CT usr cA1E MIECT rosTCAl10 Redeemers I Requesters'MAT ends February28-Keepsavingyourmilesfora a ~ COtlBTRI STORE DGIECT SNEEISTARES / TEASEkt AIARI'NG Redeemea/Requestea Inlorms - mrctirresmox new pmgram.. We p accept ap to 30~0 smokers to keep savmg m les Shows MAT Miles (60 UPC'sC bok and feel of MCS program Continues consumer commanrcation R ETA I L MAT NATpNAL RETAIL ------------------- MAT lTETAIL PROMOTIOMS - PROMOITp'NS Continue Continue through February 28 P s MAT UIST CAEL 10S t111T1 ~~ m MAT UIST CAEL 10S Blk'R :+~~' ~ WO ADVERTISING W/O 3/7 KEEP C0041RY STO[E ROf Ak1TZ -~~ CARTON GRAPHICS OTHER ~T~~rM rCSRCCOlES r ~ a FUMNANY 21L Regm marketplace nhhratan Vl±wllcoanmretoacceptmJesthmuqh the end of March ~ S/ rwES o ~~ Zi0S8tti0Z Y L..~ ~ MARLBORO COUNTRY STORE PROMOTION PLAN'94
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,~~Znd~`::QUARTE n APRIL MAY JUNE CATA LO G S CATALOG DISTRIBUTED AT RETAIL ~. ' CATALOG IISTRPBCRED Ai RETAIL ; D I R E CT CODNTRi STORE DIRECT CODNTRY SiORE DIRECT PREVIEW SMfEEPSTAKES I TEASER MAIQlNG Redeemers/ Requesters Non Responders with coupons CODAITRY STORE - MAlN DIRECi INTRO Potential responders and YAS Deliver ~ COUNTRY STOAE- MADI DFRECT INTRO com etlive sm k rs ( l d h ll lotroductionof program Deliver catalag and alil program details cataVog and all programdetails , ~ Ipme~ p o e inc u ing ment o and Marlboro new names sell mailer wrth nine key items ~ ~. ~ ~~ 4 R ETA 1 L BOGi F AETAIiL 1ROMOTION , Wrth 25 boous miles otter B4G1 F RETAA IROM0110N , Wnh 25 bonus rmles oller r ~. y t ir~ TRADE PROGRAMS TRADE PROGRAMS P O S 10S BUTZ ~ r. 1os Btm e ADVERTISING rRIiQRREARS OITIO0RB1EJUC5 , _,.. CARTON GRAPHICS ~'~'~C"'~" 6GINICS I•-<--.:. ..,_..u......~, . + 61AlNICS }~~ *~ f OTH ER fI0101i1LL IETAI LAMMCM REEAN. WAN /R06RANI OFCOMITIrST01E R~ •colamrstolErrEER• ,~ ;. Richmmd I N1' peaonnel wort „ wnhFSFmheld ~~~O~8I~Q~ MI IEiAI WAN fN061AM MARLBORO COUNTRY STORE PROMOT[ON PLAN'94
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~r 3rd IQt1ARTER4 JULY AUGUST SEPTEMBER CATA L O G S CATALOG DISTKIDQTED AT RETAIL i i CATALOG DISTKtBDTED AT RETAIL ~ CATALOG DISTDLDUTED AT KETACL DIRECT R ETA I L TRADE PRaRAMS S-PACK N'ITN ON-PACK T-SNIAT PKDILDTIDN TDADE PKOGAAMS TRADE PROGRAMS ~ P O S TsNtKT P.o.S. ~ ADVERTISING CARTON GRAPHICS `EMENDECAKT@N GKAPKICS .F.~ ~: J.f:.S. OTH E R KETAN. IAM MDitAK/ tETAi YAN PDOGKAM DETAIL YIUI Pt06KAM ZZi058ItrOZ lurGu~h.c ~ ~re0~uh0..c ~~9 ~~? 1~~)1;'1 YV ~ ~ Q+ p! ~~tdn~Y~ ., MARLBORO COUNTRY STORE PROMO~ION PLAN'94
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MARLBORO COUNTRY STORE OVERVIEW
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MARLBORO COUNTRY STORE OBJECTIVES • Build on-going relationship with smokers (particularly YAS); reward loyalty via continuity ` • Enhance Marlboro Country imagery/appeal among current Marlboro smokers and competitive smokers • Build upon the success of MAT STRATEGIES • Execute fully integrated promotion to maximize awareness, appeal and participation in the program • Utilize a variety of promotion vehicles to reach different consumer segments 9Zt0S8ttOZ
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MARLBORO COUNTRY STORE PROMOTIONAL PLATFORM 0 0 Encourage continuity of purchase - discourage alternative purchase Create a promotion that gives high quality rewards to loyal consumers: - attractive offers - value added justifies higher cost to consumers • Combine relevance for Marlboro with relevance among Young Adult Smokers: - imagery must be aspirational among core group - theme must work with overall brand strategy • Maintain strong visibility - demonstrate Marlboro's size with strong retail presence - grow top of mind awareness through consistent communication with consumers L~IQSSIi~O~
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MARLBORO COUNTRY STORE WHAT IS COUNTRY STORE? The Marlboro Country Store is a fully integrated, themed consumer promotion that builds on the brand's "Marlboro Country" platform. The program also works well with the resurgence of western fashion and culture in the U.S. today. Like MAT, Marlboro Country Store is a large scale continuity program that allows consumers to collect UPC's for free incentives. Marlboro Country Store will provide a promotional umbrella for the brand's retail, direct, visibility, advertising, programs. Once again, this program will undoubtedly be one of the biggest consumer promotions ever!! sziosstVoz
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MARLBORO COUNTRY STORE ELEMENTS • Unique UPC code • POS/Visibility • Retail Promotion • Trade Programs • Salesforce Programs • Advertising • Direct Mail • Vans 6ZIQS8tti0Z
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MARLBORO COUNTRY STORE UPC CODE LOGO • Beginning approximately March 1 - timing by packing will vary • Maintains use of "5 MILES" • Same visual, "Country Store" replaces "Adventure Team" • MCS will accept total of 60 MAT UPC's (300 MILES) • In Michigan, we will accept unlimited MAT miles o6iossIvoz
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MARLBORO COUNTRY STORE COUNTRY STORE ITEMS LOW T-Shirt (Red, Blue, Black) Bundle of T's Baseball Cap (Red, Black) Lighter Wallet Bandanna Harmonica MIDDLE Denim Shirt Dopp Kit Thermos BBQ Utensils Travel Bag HIGH Barn Jacket (Red) Denim Jacket Leatherman Utility Trail Blanket Swiss Army Watch Dart Board Pool Table jCtiQ58iV0Z
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MARLBORO COUNTRY STORE POS/VISIBILITY MCS retail visibility will be designed to create awareness of the program, while inviting consumers to "Get the Miles". • Bold exterior signage Objective: Create awareness of the program • Interior cycle materials (OPM's, B Headers) Objective: Encourage consumer participation in continuity program • Objective: Generate trial/reward loyalty Specific programs designed to immediately reward purchase z6iossitioz
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MARLBORO COUNTRY STORE RETAIL PROMOTIONS 0 0 0 0 Building upon the success of MAT, MCS will maximize purchase continuity over an 8 month period (May - December) Consumers will save MCS miles to redeem for authentic Country Store gear 3 Consumer Programs - May/June B4G1 F - August 5 Packs w/Free T-Shirt - Oct 2 Pack TBD Extensive Retail Support - Displays - Catalogs - POS - Banners - Carton Graphics £Slossitoz
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MARLBORO COUNTRY STORE CARTON GRAPHICS • On cartons from May - July • Utilizes visual and copy to introduce MCS Program to-carton buyers • Red SP/FT Gold 100 SP/FT Medium KS/100 SP/FT Lights KS/100 SP/FT Menthol FF/LTS SP/FT • Provides opportunity to order catalog via 1 800 MARLBORO or order form VEiossiVaz
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MARLBORO COUNTRY STORE RETAILER REWARDS OBJECTIVE Encourage retailers to partner with PM, merchandise POS and distribute catalogs efficiently to smokers. STRATEGY ` Reward Retail Masters Accounts with MCS merchandise for exhibiting POS and supplying catalogs RATIONALE Provide ongoing awareness for MCS PROGRAM Three ways retailers can earn points: • Sign up points. Retailers get points when they sign up for program - before 7/1: 3,000 points - 7/2 - 9/1: 1,000 points • POS points - various point values assigned to POS materials - POS elements verified by FSF who complete prepaid checklist and mail in • Catalog points - retailers display MCS catalogs with trackable ID codes - when consumers order from catalog, retailers (who stocked up on catalog) get 1,000 points per order 921099 ItrOZ
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MARLBORO COUNTRY STORE SALESFORCE PROGRAMS OBJECTIVE Motivate Sales Force and create excitement for Marlboro Country Store Program STRATEGY Send Country Store sales kit to all Sales and New York Representatives Pair Key NY Representatives with Field Sales Individuals RATIONALE • Visual/Easy to understand Program details • Promote teamwork PROGRAM Provide • Gift • Brochures • Country Store Week Gift - Validate the importance of individuals to the program. Send a denim jacket from the catalog. Brochures - Provide written details/reference for program. Visually focused (1 Sales/1 Trade) Country Store Week - Pair non sales personnel with sales individuals. Have each team work the field for 3 days getting the retail environment ready with MCS POS. 9EtoS8LtoZ
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MARLBORO COUNTRY STORE ADVERTISING PLAN ROP • Transition communication encouraging smokers to save up to 300 MAT miles for upcoming MCS gear • Launches w/o March 7 PRINT • Targets LA-34 smokers, emphasis on YAM'S Introductory ad breaks in June magazines (mid May retail) • Delivers catalog/catalog offer YAM'S books - catalog • Includes 1 800 MARLBORO OUTDOOR • MAY/JUNE: Introduce Marlboro Country Store • "Get the Gear" • Call 1 800 MARLBORO • Blitz marketplace nationally LOLOS8tVOZ
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MARLBORO COUNTRY STORE DIRECT MAIL OBJECTIVES OVERALL • Build awareness • Encourage participation BY AUDIENCE MAT Gear Redeemers Other MAT Responders YAMS/YAFS Marlboro Non-Responders 25-44 Competitive 25-44 • Reinforce positive experience • Follow up • Build image (year long) • Maintain contact economically • Build image/volume • Test packing specific offers 8E I OSS IVoZ
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1994 VAN PROGRAM OBJECTIVES • Build franchise • Increase visibility • Provide direct consumer contact • Generate names • Provide flexible FSF tool 6EIOS8TboZ vens.
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1994 VAN PROGRAM ELEMENTS • Free offer with Marlboro purchase - "show us your pack" • 406 customized Marlboro vans with County Store kiosks • 602 contracted sales promotion reps • Advance and day of POS • Name generation survey card • Direct mail follow up CALENDAR • Program runs May 2 - October 15 (24 weeks) • Section 51 also January - April (MAT) • Possible spring resort coverage March 4 - April 15 • Off season vans also available for customized FSF use QVI0S8TVOz Van94
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1994 VAN PROGRAM IMPROVEMENTS VS. 1993 • More hands-on FSF/Powerforce involvement • Increased placement of advance POS • 5 back up vans (one per region) to minimize downtime ` • Computerized inventory tracking vs. manual ordering system • Full-time vs. part time market managers • Additional training sessions scheduled, including FSF • More timely database follow up with new names • Additional leave behind 2 pack lighter display LtiLOS8Tti0z Van94
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VAN PROGRAM GOALS 1994 1993 (through 9/30) Per Day Total MM Per Da Total (MM) Consumer contacts 100 4.6 90 4.1 Incentives moved 56 2.6 54 2.5 Cartons moved 37.5 1.7* 35 1.6* Total Surveys 75 3.5 70 2.9 - New names 60% 2.1 69% 1.9 - Marlboro 82% 2.8 82% 2.4 - Competitive 18% .6 18% .5 * Translates to 345MM sticks in 1994 and 318MM in 1993 ztiTos8itoz Van94
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1994 VAN PROGRAM INCENTIVES ac 1 Carton Disposable lighter Towel Leather/brass key ring Softside lunch cooler Zippo lighter 3 Packs 2 Cartons Sunglasses Zippo lighter/ashtray Cap Duffle bag Poker dice Windbreaker 5 packs T-shirt (2) Coleman lantern 6btOSBtbQZ Van94
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CONSUMER RESEARCH GOALS MAT SITUATION CURRENT MAT MEA RE MrS GOAL AFTER 3 MONTHS SITUATION • MCS Awareness among: • After 3 months match • Results 4 weeks ending • Results 4 weeks or exceed final MAT 3/93 ` ending 1/94 levels Total Smokers - 51.0% - 36.8% - 51.0% YAS - 79.0% - 62.9% - 79.0% Marlboro Smokers - 83.1% - 68.4% _ 83.1% Non Marlboro Smokers - 35.6% - 24.5% - 35.6% • MCS Participation among: • After 3 months match • Results 4 weeks ending • Results 4 weeks or exceed final MAT 3/93 ending 1/94 levels Total Smokers - 18.4% - 15.1 % - 18.4% YAS - 31.0% - 31.8% - 31.0% Marlboro Smokers - 48.8% - 45.9% - 48.8% Non Marlboro Smokers - 3.9% - 3.2% ~ 3.9 /o btiTOS9TbOZ
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CONSUMER RESEARCH GOALS PERFORMANCE CURRENT MEASURE t.U~aGQAL AFTER MAT INTRO SITUATION ` • 3MM Alternate Brand • After 3 months maintain • Levels declined 1.6 pts Purchasing among total at or below 7.1% - 10.1% - 8.5% (Dec - April) smokers - • 3MM Alternate Brand • After 3 months maintain • Levels declined 1.0 pt Purchasing among at or below 7.0% 10.1% - 9.1% (Dec - April) YAS • 3MM "Growing in Popularity" • After 3 months achieve • Levels increased 2.0 pts among total smokers at or above 23.5% 22.8% - 24.8% (Dec - April) • 3MM "Growing in Popularity" • After 3 months achieve • Levels increased 5.3 pts among 18-34 smokers at or above 34.7% 32.6% - 37.9% (Dec - April) * 3MM ending Feb. '94 • 7.1 % • 7.0% • 23.5% • 34.7% Sbti0S8ibOZ
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RETAIL PENETRATION GOALS MAT EXPERIENCE MEASURE MCS GOAL RETAIL MASTER ACCOUNTS • Cumulative B4G1F Penetration • Achieve 60% in total accounts • 86% represents level achieved after 8 weeks by MAT Buy 2 Get 40¢ off promo after 8 weeks • Cumulative POS Penetration • Achieve 75% in total accounts • 94% represents level achieved after 8 weeks by MAT POS after 8 weeks 9titOS8tti0Z
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i~~ ~' ' o+ ' ~J `~i ~ ~~ ~ ~
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PHILIP MORRIS USA INTER-OFFICE CORRESPONDENCE 120 PARK AVENUE, NEW YORK, NY 10017-5592 TO: Distribution DATE: January 13, 1994 FROM: Ashley O'Neil S U BJECT: Marlboro Country Store B4G1 F Pack Promotion OVERVIEW During May and June Marlboro will execute a national Country Store themed retail p~oduct promotion. This promotion will be part of the launch of the 1994 Country Store program. 1 6MM B4G1 F pack deals will be produced for this program for placement in both Retail Masters and Non- Retail Masters pack outlets. Each pack deal will contain a "Bonus Miles" offer where consumers can send away to get 25 MCS miles to get started. OBJECTIVES • To generate awareness/encourage participation in the Marlboro Country Store continuity program • To build Marlboro volume • To maintain a high visibility presence for MCS at retail PROGRAM DETAILS • Timing: May 2- July 1, 1994 • Offer: B4G1 F (16MM deals) • Scope: National • Penetration: Pack outlets Primary: Retail Masters accounts Secondary: Non-Retail Masters accounts • Units: 1.6 Billion
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Marlboro B4G 1F Elements Memo January 13, 1994 Page 2 PACKINGS Four Marlboro packings will be featured in the B4G1 F promotion: • Marlboro Red Box (40%) • Marlboro Lights Kings Box (30%) • Marlboro Lights 100`s Box (20%) • Marlboro Medium Kings Box (10%) Sales reps are required to pre-book product based on the above noted mix of each packing. ALLOCATION: Y Promotional allocations were based on each region's percent contribution to Marlboro's total volume and the requirement for Region 5 heavy-up promotion allocations. These calculations were based on a 85% participation level among all pack outlets. Product will be delivered to wholesalers in 4 shipments (25% of total regional allocation per shipment). Two weeks will separate each delivery date. April 18, 1994 May 2, 1994 May 16, 1994 June 1, 1994 All promotional product will be produced in Richmond and assembled at Pre-Con. Complimentary product will be stickered identifying those packs as "Complimentary product, not for re-sale". Special Marlboro Country Store packaging has been produced for all promotional product. MATERIALS Three display sizes have been produced and allocated by region for this promotion. They are a 20 deal counter display, 40 deal floor display and 100 deal floor display. Each display will come with a laminated sheet on a grommet chain, featuring each item from the catalog (not available in Kansas). Horizontal window posters and danglers will also be provided. Mai St B4G1F PzkPro=
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Marlboro B4G1F Elements Memo January 13, 1994 Page 3 Since multiple item offers are prohibited in Kansas, single item merchandise order cards have been produced for placement in a separate take one holder. • One display kit is required for each participating account. All POS (1 laminated catalog sheet, 2 danglers, 2 posters) should be placed in each participating retail account. • All display kit orders are to be placed through PM Express All POS materials will be assembled into kits as follows: B4G1 F- 20 Deal Displav PM Express Kit # 06301 Midas #76559 (For Allocation) • 20 deal counter display • 1 laminated catalog sheet on chain • 2 danglers • 2 horizontal posters B4G1 F- 40 Deal Floor Display PM Express Ki.t # 06302 Midas # 76560 (For Allocation) • 40 deal floor display • 1 laminated catalog sheet on chain • 2 danglers • 2 horizontal posters B4G1 F - 100 Deal Floor Display PM Express Kit # 06303 Midas # 76562 (For Allocation) • 100 deal floor display • 1 laminated catalog sheet on chain • 2 danglers • 2 horizontal posters B4G1 F - 40 Deal Flodr Display - Kansas PM Express Kit # 76563 Midas # 76564 (For Allocation) • 40 deal floor display • 2 danglers • 2 horizontal posters • 200 MCS individual item order cards • 1 Take one holder for item order cards Ma35tB4G1FPzkPro®
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Marlboro B4G1F Elements Memo January 13, 1994 Page 4 B4G1 F- Military Repack Sleeve Kit PM Express Kit #_76567 Midas # 76568 (For Allocationj • 120 Red Box sleeves • 90 Lights Kings Box sleeves • 60 Lights 100s Box sleeves • 30 Medium Kings Box sleeves • 300 Bonus Miles Offer inserts ALLOWANCE/TERMS FSF to ship display kits directly to retail only. Distributors will receive a $0.10 per carton off-invoice handling allowance. White promotional cartons will be coded as follows: PACKING Y B4G1 F PROMO CODE - NATIONAL MILITARY CODES Red Box OOAF OOAX Lights Kings Box 06MF 06MX Lights 100s Box 01 MF 01 MX Medium KingsBox 27NF 27NX All promotional product will be assembled into 6M cases. No hand tax stamping allowance will be paid against this promotion. Since one of the primary objectives of this promotion is to introduce the Marlboro Country Store catalogs and enlist smokers into the program, promotional product must be merchandised on the temporary displays being produced for the promotion. Promotional product is not to be placed on other cigarette racks or merchandising areas. ORDERING INSTRUCTIONS The following provides wholesale delivery dates for promotional product and dates for orders. Product orders must be entered into the order entry system by: 3/28/94 for delivery 4/18/94 4/1 1/94 for delivery 5/2/94 4/25/94 for delivery 5/16/94 5/9/94 for delivery 6/1 /94 Display Kit orders must be ordered via the IVR system: Ordering begins 2/14/94 through 6/17/94 Delivery begins 4/18/94 through 7/1/94 MaiSt B4G7FPzkPromo
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Marlboro B4G 1 F Elements Memo January 13, 1994 PaQe 5 TIMiN DUE DATE Materials due PM Express MATERIAL QUANTITIES April 4, 1994 jPm ni POS # E/F Free Packs (1 per deal) 16,000,200 N/A N/A B4G1 F 1/2 Carton Sleeves (Deals) ni POS# Red Box Military repack sleeves 18,000 70757 30 Lights Kings Box repack sleeves 13,500 70758 30 Medium Kings Box repack sleeves 4,500 70759 30 Light 100s Box repack sleeves 9,000 70760 30 Red Box 6,382,080 70638 60 Lights Kings Box 4,786,560 70649 60 Medium Kings Box 1,595,520 70650 60 Lights 100s Box 3,191,040 70651 60 25 Bonus Miles/MCS Catalog 16,000,200 70639 N/A Request Form Insert 20 Unit Counter Display 28,000 70717 1 40 Unit Floor Display 91,000 70640 1 100 Unit Display 21,500 70718 1 Laminated Catalog Sheet 140,500 70720 1 Horizontal Window Poster 281,000 70641 2 Dangler 281,000 70642 2 Kansas Take One Holder 1,300 70740 1 Kansas Item Order Cards 260,000 70721 10* * (est. 1300 participating pack outlets. 200 cards per outlet. 10 bundles of 10 will be in each kit.) MalSr64GlFPxkPro-
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2041850153 B4G1 F PRODUCT ALLOCATION EGION TOTAL # B4G1F DEALS # 6M CASES RED BOX CASE CODE #OOAF # 6M CASES LIGHTS BOX CASE CODE #116MF # 6M CASES LIGHT 'i00'S BOX CASER CODE #01MF # 6M CASF$ MEDIUM BOX CODE CODE #27NF 1 3,040,200 20,268 15,201 10,134 5,067 2 3,199,800 21,332 15,999 10,666 5,333 3 2,719,800 18,132 13,599 9,066 4,533 4 3,040,200 20,268 15,201 10,134 5,067 5 3,955,200 26,368 19,776 13,184 6,592 TOTAL 15,955,200 106,368 79,776 53,184 26,592 EGION TQTAI». # 84G1F pEALS- # 6M CASES RED BOX CASE CODE #OOAX # 6M CASES L1GHT5 BOX CASE CODE #06MX # 6M CASES LIGHT 100'5 BOX CASE CODE #01MX # 6M CASES MEDIUM BOX CASE CODE #27NX MILITARY REGION 1 11,820 16 12 8 4 MILITARY REGION 2 6,600 9 7 4 2 MILITARY REGION 3 9,210 ' 12 9 6 3 MILITARY REGION 4 6,690 8 7 5 2 MILITARY REGION 5 10,680 15 10 7 4 TOTAL 45 0 00 601 4 5 3 0 1 5
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2041850154 NATIONAL B4Gl F P.O.S: ALLOCATIONS REGION 20 DEAL 40 DEAL 100 DEAL PM EXPRESS KIT #06301 PM EXPRESS KIT #06302 PM EXPRESS KIT #06303 POS #76559 (for Allocation POS #76560 (for Allocation POS #76562 for Allocation 1 5,320 17,300 4,056 2 5,600 18,200 4,270 3 4,760 15,470 3,630 4 5,320 17,300 4.056 5 7,000 22,730 5,338 TOTAL 28,000 91,000 21,3501 MI L.ITARY ALLtJGATtON' -- B4C1 F REGION # KITS - 100 DEAL DISPLAYS PM EXPRESS KIT #06303 PM EXPRESS KIT #76567 POS #76562 for Allocation POS #76568 (for Allocation 1 120 40 2 66 22 3 93 31 4 66 22 5 105 35 TOTAL 450 150 KANSA P:O,S. 'ALL+O.- ATIONS # KITS PM EXPRESS KIT #76563 P/F 10 POS #76564 for Allocation KANSAS 1300
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RETAIL PROMOTION FACT SHEET Promotion Description: Marlboro Country Store B4G1F Field Dates: May 2, 1994 to July 1, 1994 Marlboro OBJECTIVE/ALLOCATION RATIONALE: Generate awareness and encourage participation in the Marlboro Covmtry Store cont:nuiity program. To build Marlboro volume and maintain a high visibility presei-rce for MCS at retail. Allocations are based on Region 5 strategies, region contribution to Marlboro sales and total retail pack outlets. Geographic Scope ® National []Key Markets/Sections: 0 Excluded Markets: SPECIAL INSTRUCTIONS: Promotional product is alloacted in the following percentages; Marlboro Red Box Kings - 40%, Marlboro Lights Box Kings - 30%, Marlboro Lights Box 100's - 20%, Marlboro Medium Box Kings - 10%. Sell-in must incorporate these percentages as shown on the pre-book form. 50% of the product allocation will be available for the first delivery date of 4/18/94. Please order no more than half of your allocation by 3/28/94 and your remaining product allocation can be shipped on any of the remaining dates. r O Acct. Specific ® Carton 300+ ® Pack 100+ ~ Suggesssd CPw SuggsA CPw [3 Atro Amencan ® Corrv ® Dng Stcres [3 Grocery Q HotaiC'.gaz 13 Lq- 13 Mega (800 CPW+) [3 Supermarkets 0 Asian N Cmv. Gas E Gas C3 HspanK [3 Inden (rax Exerrpt) [3 Mass Merch. 13 Cther Military Participation: ® Yes 0 No Military Display Quantity: 450 PRECON ASSEMBLY: ZYes [:1 No SLEEVED® BANDED[3 Participating Brand Styles: 0 Family (S/R Discretion) ® Packing Specific Sleeve UPC #s: Marl Red Bx Ks -OOAF (cs code) Marl Lts Bx Ks -06MF (cs code) 85s: 0-28200-19130 Marl Med Bx Ks 27NF (cs code) ` Marl Lts Bx 1s-01 MF (cs code) 100s:0-28200-19131 85s: 1 00s: PRODUCT REQUIREMENTS: Product Discount $ Case Size: ® 6M Q 12M Weight: Tie: High: Red Bx: (1.5 cu ft) 17 3/8 x 12 9/16 x 11 3/4 Product Rd Bx: 22.5 lbs. 85s: 85s: Case Cube Lt Bx: (1.6 cu ft) 18 1/16 x 12 11/12 x 11 3/4 Lt Box: 22.0 lbs. 100s: 100s: Dimensions: Lt 1's Bx: (1.8 cu tt) 21 1/16 x 12 11/16 x 11 3/4 Lt 1's Bx: 26.0 lbs. 85s: 85s: Md Bx: (1.6 cu ft) 18 1/16 x 12 11/12 x 11 3/4 Md Bx: 22.0 IFs-100s: 100s: PRODUCT HANDLING, HAND STAMPING AND TAX ALLOWANCES: Handling Allowance: ® Yes 0 No $.10 per carton Off Invoice: ® Yes 0 No Hand Stamping: []Yes ® No Off Invoice: 0 Yes ® No SECTION OFFICE TO REQUEST TAX MONEY FROM RICHMOND PRODUCT ORDERING: Product Order Period: 3-28-94 4-11-94 4-25-94 5-9-94 Product Delivery Dates: 4-18-94 5-2-94 5-16-94 6-1-94
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POS ORDERING INFORMATION: PMExpress Kit 100 Deal Display Kit 40 Deal Display Kit 20 Deal Display Kit 40 Deal Kit - Kansas I ,~ 100 Deal Floor Display 40 Deal Floor Display 20 Deal Counter Display 40 Deal Floor Display. I 2- Posters 2 - Posters 2 - Posters 2 - Posters 2 - Danglers 2 - Danglers 2- Danglers 2 - Danglers Kit Components: -{ 1- Lami.iated Catalogue 1• Laminated Catalogue 1 - Laminated Catalogue 200 MCS Order Cards on a chain on a chain on a chain 1- Take One Holder PMExpress Display Kit #: 06303 06302 06301 76563 Kit Order Dates: (From-To ) 2/14/94 - 6/7/94 2/14/94 - 6/7/94 2/14/94 - 6/7/94 2/14/94 - 6/7/94 Kitavailable in Feld: 4/18/94 • 7/1/94 4/18/94 - 7/1/94 4/18/94 - 7/1/94 4/18/94 - 7/1/94 POS #: (For Field MIDASAllocationonly) 76562 76560 76559 76564 MIDAS P/F: 1 1 1 1 PMExpress Kit Dimensio ns Length: 46 114" 42 1/4" 2 6" 42 1/4" Width: 33 1/4" ` 26 1/2" 1 9" 26 1/2" Height: 2 1/4" ~ 2 1/4" 2 1/4" 2 1/4" Weight: (ExCLUDES PROOUCT) Assembled Disp Depth: lay 10 3/4" 10 3/4" 12 1/4" 10 3/4" Width: 22 1/2" 15 3/8" 14 1/2" 15 3/8" Height: 57 1/4" 55 1/4" 16 1/4" 55 1/4" UPC Code: # Deals/Display: 100 4 0 2 0 4 0 # Deals/Back Up: 0 0 0 0 # Product Ctns: 5 0 2 0 10 2 0 PAYMENTS: Payment To Dislay/Item (Retailer/Distributor) Promo Code Payment N/A MEDIA SUPPORT: ® Yes Q No Media Advertisement Only [3 Media Advertisement and Offer ®* * eYehi s~Le S~1L~ Value UPS~~ [3 Coupon ~ Product Offer ® Incentive ~ Sweepstakes 0 Other
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RETAIL PROMOTION FACT SHEET Promotion Description: Marlboro Country Store B4G1F - MILITARY 7ield Dates: May 2, 1994 to July 1, 1994 Marlboro OBJECTIVE!ALLOCATION RATIONALE: Generate awareness and encourage participation in the Marlboro Country Store continuiity program. To build Marlboro volume and maintain a high visibility presence for MCS in exchanges. Geographic Scope ® National 0 Key Markets/Sections: []Excluded Markets: SPECIAL INSTRUCTIONS: Promotional product is alloacted in the following percentages; Marlboro Red Box Kings - 40%, Marlboro Lights Box Kings - 30%, Marlboro Lights Box 100's - 20%, Marlboro Medium Box Kings - 10%. Prebooks should incorporate these percentages. r El Acct. Specific ® Carton ® Pack SuggeSed CPW SuggeMd CPW Q Atro dmemmn Q Carn Q Drug Sicres Q Grxery Q Hpffii'Q et Q I,aor Q Meg3 (gpp CPW+) Q SuQemtarksts Q As+an Q Cmv Ga5 Q Gas Q Hsaaruc Q Vdsn (Tax Exertpt) Q Mass Merct . Q Ofher Military Participation: ® Yes Q No Military Display Quantity: 450 PRECON ASSEMBLY: ®Yes pNo SLEEVED® BANDEDp Participating Brand Styles: Q Family (S/R Discretion) ® Packing Spedfic Sleeve UPC #s: Marl Red Bx Ks - OOAX (cs code) Marl Lts Bx Ks - 06MX (cs code) 85s: 0-28200-19130 Marl Med Bx Ks- 27NX (cs code) Marl Lts Bx 1s- 01MX (cs code) 100s:0-28200-19131 86s: 1OOs: PRODUCT REQUIREMENTS: Product Discount $ Case Size: ® 6M 012M Weight: Tie: High: Product Rd Bx: (1.5 cu tt) 17 3/8 x 12 9/16 x 11 314 Rd Bx: 22.5 lbs. 85s: 85s: Case Cube Lt Bx: (1.6 cu ft) 18 1/16 x 12 11/12 x 11 3/4 Lt Bx: 22.0 lbs. 100s: 100s: Dimensions: Lt 1's Bx: (1.8 cu ft) 21 1/16 x 12 11/16 x 11 3/4 Lt 1's Bx: 26.0 Ibs. 85s: 85s: Md Bx: (1.6 cu ft) 18 1/16 x 12 11/12 x 11 314 Md Bx: 22.0 I~ 100s: 100s: PRODUCT HANDLING, HAND STAMPING AND TAX ALLOWANCES: Handling Allowance: []Yes ® No Off Invoice: Q Yes ® No Hand Stamping: 0 Yes ® No Off Invoice: [3Yes ® No SECTION OFFICE TO REQUEST TAX MONEY FROM RICHMOND PRODUCT ORDERING: Regions will provide shipping lists to Dee Smith/NYO Product Order Period: 3/28/94 5/9/94 Product Delivery Dates: 4/18/94 5/31/94
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POS ORDERING INFORMATION: PMExpress Kit 100 Deal Display Kit Repack Sleeve Kit Kit Components: -~ 100 De.l Floor Display 120 Rd Box Sleeves 2- Posters 90 Lt Bx Ks Sleeves 2 - Danglers 1 - Leminetea Catalogue on a chain PMExpress Display Kit #: 0 6 3 0 3 Kit Order Dates. (FrorTMTo ) 2- 14 - 9 4 Kit available in Feld 6-1 7- 9 4 POS #: (For Field M I DAS Al locahon only) 7 6 562 MIDAS P/F 1 PMExpress Kit Dimensions 60 Lt Bx 1's Sleeves 30 Md f3x Ks Sleeves 300 Bonus Miles Offer Inserts 76567 2-14-94 6-17-94 76568 1 Length: 46 1'4" Width: 33 1'4" Height: 2 1 i4" t Weight: EXCLUCES PROdUCi) Assembled Disp Depth: lay 10 3/4" Width: 22 1/2" Height: 57 1i4" UPC Code: # Deals/Display: # Deals/Back Up: # Product Ctns: PAYMENTS: DisplaviItem rUA Payment To (Retailer/Distributor) Promo Code Payment MEDIA SUPPORT: ® Yes Q No Media Advertisement Only Q Media Advertisement and Offer ®* ' Offer Vehicle Circ• Value UPC # Q Coupon Q Product Offer ® Incentive Q Sweepstakes 0 Other I 100 0 50
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CS-Pre MARLBORO COUNTRY STORE BUY FOUR GET ONE FREE PRE-BOOKING FORM Marlboro Country Store Logo STORE NAME ADDRESS. CITY/STATE1ZIPt CUSTOMER M: SUPPLIER NAME: ADDRESS: CI TY/S TA TEYZI P: ATTN: Check Box B4G1 F Cartons - 2 Deals Per Carton For Desired Marlboro Red Marlboro Li hts Marlboro Li hts Marlboro Medium Total Cartons Total Invoiced Quant and Box Kinas Box Kinos Box 100's Box Kinas 8 Pack Units Cartons Per Order Packing Mix }SlIIaB 1445 Kinos 100's 4 3 2 1 8 2 6.4 1.6 8 6 4 2 16 4 12.8 3.2 12 9 6 3 24 6 19.2 4.8 16 12 8 4 32 8 25,6 6.4 2t?' 96' It3' 5~ +tC` #t#' 3?` &t 24 18 12 6 48 2 38.4 9.6 28 21 14 7 56 14 44.8 11.2 32 24 16 8 64 16 51.2 12.8 36 27 18 9 72 18 57.6 14.4 40' 30r 2[fR i#kR ' et3E 20 i S#' 15, hesa qrsanttties ccuid be Invoiced as luil cartons. Authorized Signature PM Signature Date Pr~booked wtvte-supplur ye(low-retailer puilo-stere delivery copy golden rod-PM Rep copy N O ~ ~ Cb c!} a ~ cn Page 1 -0
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PHILIP MORRIS USA INTER-OFFICE CORRESPONDENCE 120 PARK AVENUE, NEW YORK, NY 10017-5592 TO: Distribution DATE: March 1, 1994 FROM: T. Y oung S U BJECT: / arlbo, ountrv St e PC OVERVIEW The Marlboro Country Store promotion is being supported with a wide variety of Point of Sale materials. The individual pieces have been designed to provide strong impact and visibility at retail. The materials should be placed in early May and replaced as necessary throughout the promotion period. It is critical that the field sales force order this program since catalogs will be available through this program and not through the B4G1 F program. OBJECTIVES • Create awareness and talk value for Marlboro Country Store • Extend advertising imagery to the retail environment during the launch period PROGRAM DETAILS Timing: 5/2/94 - 7/1 /94 Scope: National Penetration: Retail and Non Retail Master Accounts ALLOCATION Exhibit A details Regional, Military and Kansas allocations. MATERIALS Exhibit B details how the POS materials are assembled into Kits. The materials are: Banner Two sizes are available. Both banners are 2 color items. (3' x 9' and 3' x 4'). Pennant Rope OHPMs The rope is 60' in length and has 32 flags. placed inside as well as outside. 4 ft - non lit (13-7/16" x 31-9/16") The rope can be 6 ft - non lit (13-7/16" x 40-15/16") N 8 ft- non lit (13-7/16" x 63-7/16") O .~ 2 ft - lit (17-1 /4" x 25-3/8") N Rearlit Signage - lit (13-7/8" x 40-7/8") cv ~ 0 ~ ~
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New Retrofit - lit (16-15/16" x 45-7/16") Version III (12-3/32" x 42-25/32") Southland (12-3/32" x 32-1 /4") Carton Rack Fixture B Headers/B Strips Vision 2000 (8" x 24.719") System 2000 1' (7-3/4" x 11-5/8") System 2000 2' (7-3/4" x 23-5/8") All B headers are 6' wide (4-15/32" x 13-5/8"). AII B strips are 10' wide with perforations that adapt to the 6 and 8 wide strips (1- 1 /4" x 22-1 1 /16"). Mobile Two visuals have been designed for multiple placement in an account. One mobile is in the shape of the barn jacket (24" x 30") while the second is in the shape of the gear bag (24" x 24"). Poster Three different visuals have been designed for multiple placement in an account. One poster features the Swiss Army Watch, another features the Denim Shirt, while the another features the collage with a "GET THE GEAR" message (21" x 15"). Counter Balance Two sizes are available: a small size (19-1/2" x 32-3/4") and a large size (30-3/4" x 50-3/4"). Change Mat One size is available (10-1 /2" x 15"). Take One Box The take one box has a semi permanent base with a board stock riser card. The riser card features a telephone number (1 -800- 577-3777) that retailers call to order more catalogs (11-3/4" x 7- 5/8" x 7-1 /4"). Catalogs Coded Catalogs are ordered for Retail Master Accounts and non coded catalogs are ordered for non Retail Master Accounts. Catalogs issued to retail master accounts have an OCRA code that links an order back to the store where the consumer picked up the catalog. See the Retailer Rewards Elements memo for program details. ORDERING INSTRUCTIONS Orders must be entered into the order entry system accordingly: Order Dates: 3/1 /94 - 6/17/94 Available in Field: 4/18/94 - 7/1 /94 Promotion Start Date: 5/2/94 MATERIALS TIMING Materials due at PMExpress by 4/4/94.
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MARLBORO COC1N"I'RY 4,RE POS ALLOCA77ON EXHIBIT A Description POS # Alloc # Kit # Reg I (20%) Reg 2 (24%) Reg 3 (20%) Reg 4 (20%) Reg 5 (16%) Military Kansas Total Retail Masters POS Kit NA 76575 76574 15,000 18,000 15,000 15,000 12,000 0 0 75,000 ' Non Retail Masters POS Kit NA 76573 76606 15,000 18,000 15,000 15,000 12,000 0 0 75,000 ' K:unsas POS Kit NA 76671 76670 0 0 0 0 0 0 1,300 1,300 Military POS Kit NA 76674 76673 200 200 200 200 200 1,000 0 1,000 Hanging Mobile Kit (Jacket&Bag) 70729 70729 76607 7,970 9,564 7,970 7,970 6,376 150 0 40,000 Counter Balance Overlay Small 70736 70736 76572 4,000 4,800 4,000 4,000 3,200 0 0 20,000 Counter Balance Overlay Large 67427 67427 76571 3,980 4,776 3,980 3,980 3,184 100 0 20,000 OHPM 4 ft Non Lit 70733 70733 76608 983 1,180 983 983 786 85 0 5,000 OHPM 6 ft Non Lit 70734 70734 76609 7,968 9,562 7,968 7,968 6,374 160 0 -10,000 OHPM 8 ft Non Lit 70735 70735 76610 9,983 11,980 9,983- 9,983 7,986 85 0 50,000 3' x 4' Banner 70722 70722 76603 7,980 9,576 7,980 7,980 6,384 100 0 40,000 3' x 9' Banner 70723 70723 76604 3,990 4,788 3,990 3,990 3,192 50 0 20,000 Pennant Rope 70724 70724 76605 2,970 3,564 2,970 2,970 2,376 150 0 15,000 Take One Box - Deluxe 70725 76612 76611 4,540 5,448 4,540 4,540 3,632 0 0 22,700 Catalogs-Deluxe Coded (box of 50 cat) 70743 76614 76613 27,000 32,400 27,000 27,000 21,600 0 0 135,000 Catalogs-Deluxe Non Coded (box of 50 cat) 70742 76616 76615 10,600 12,720 10,600 10,600 8,480 0 0 53,000: -` "~~, '"' System 2000 Single Header 1' Lit 67414 67414 76649 5,000 6,000 5,000 5,000 4,000 0 0 25,000 System 2000 Single Header 2' Lit 67428 67428 76650 4,000 4,800 4,000 4,000 3,200 0 0 20,000 V2000 Carton Header Lit 67413 67413 76651 260 312 260 260 208 0 0 1,300 OHPM Version 111 Lit 67415 67415 76652 1,200 1,440 1,200 1,200 960 0 0 6,000 OHPM Rearlit Signage Lit 67416 67416 76653 375 450 375 375 300 0 0 1,875 OHPM New Retrofit Lit 67417 67417 76654 200 240 200 200 160 0 0 1,000 OHPM 2 ft Lit 67418 67418 76655 200 240 200 200 160 0 0 1,0()0 OHPM - Southland 67493 67493 76672 1,000 1,200 1,000 1,000 800 0 0 5,000 e9IOSBtiVOZ
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MARLBORO COUNTRY STORE POS KIT INFORMATION EXHIBIT B POS # ALLOC # KIT # QUANTITY Dimension Inc Trim (H X L) RETAIL MASTERS KIT Take one Box-Deluxe 70725 76575 76574 75,000 11-3/4" x 7-5/8" x 7-1/4" Window Poster-Collage 70726 76575 76574 150,000 21" x 15" Window Poster-Denim Shirt 70727 76575 76574 150,000 21" x 15" Window Poster-Watch 70728 76575 76574 150,000 21" x 15" Stahc Cling 2 sided 67426 76575 76574 75,000 4-15/32" x 13-5/8" Change Mat 70730 76575 76574 75,000 10-12" x 15" B Header (6 wide) 70731 76575 76574 75,000 4-15/32" x 13-5/8" B Strip (6/8/10 wide) 70732 76575 76574 225,000 1-1/4" x 22-11/16" Catalog-Deluxe Coded (2 bxes of 50 cat) 70743 76575 76574 75,000 NA NON- RETAIL MASTERS KIT Take one Box-Deluxe 70725 76573 76606 75,000 11-3/4" x 7-5/8" x 7-1/4" Window Poster-Collage 70726 76573 76606 150,000 21" x 15" Window Poster-Denim Shirt 70727 76573 76606 150,000 21" x 15" Window Poster-Watch 70728 76573 76606 150,000 21" x 15" Static Cling 2 sided 67426 76573 76606 75,000 4-15/32" x 13-5/8" Change Mat 70730 76573 76606 75,000 10-1/2" x 15" B Header (6 wide) 1 70731 76573 76606 75,000 4-15/32" x 13-5/8" B Strip (6/8/10 wide) 70732 76573 76606 225,000 1-1/4" 7 22-11/16" Catalog-Deluxe Non Coded (2 bxes of 50 cat) 70742 76573 76606 75,000 NA KANSAS KIT Take one Box-Deluxe 70725 76671 76670 1,300 11-3/4" x 7-5/8" x 7-1/4" Window Poster-Collage 67494 76671 76670 2,600 . 21" x 15" Window Poster-Denim Shirt 67495 76671 76670 2,600 21" x 15" Static Cling 2 sided 67498 76671 76670 1,300 4-15/32" x 13-5/8" Change Mat 67499 76671 76670 1,300 10-1/2" x 15" B Header (6 wide) 67496 76671 76670 1,300 4-15/32" x 13-5/8" B Strip (6/8/10 wide) 67497 76671 76670 3,900 1-1/4" x 22-11/16" Banner 3' x 4' 67500 76671 76670 1,300 3'x4' Mobile - Bam Jacket 67501 76671 76670 1,300 24" x 36" Merchandise Cards (200 cards) 70721 76671 76670 1,300 NA MILITARY KIT Take one Box-Deluxe 70725 76674 76673 1,000 11-3/4" x 7-5/8" x 7-1/4" Window Poster-Collage 70726 76674 76673 2,000 21" x 15" Window Poster-Denim Shirt 70727 76674 76673 2,000 21" x 15" Window Poster-Watch 70728 76674 76673 2,000 21" x 15" Static Cling 2 sided 67426 76674 76673 1,000 4-15/32" x 13-5/8" Change Mat 70730 76674 76673 1,000 10-1/2" x 15" B Header (6 wide) 70731 76674 76673 1,000 4-15/.i2" x 13-5/8" B Strip (6/8/10 wide) 70732 76674 76673 3,000 1-1/4" x 22-I1/16" Catalog-Deluxe Non Coded (2 bxes of 50 cat) 67504 76674 76673 1,000 NA ADDITIONAL POS Counter Balance Overlay Sm 70736 70736 76572 20,000 19-1/2" x 32-3/4" Counter Balance Overlay Lg 67427 67427 76571 20,000 30-3/4" x 50-3/4" Hanging Mobile-Bam Jacket 70729 70729 76607 40,000 24" x 30" Hanging Mobile-Gear Bag 67461 70729 76607 40,000 24" x 24" OHPM-4ft 70733 70733 76608 5,000 13-7/16" x 31-9/16" OHPM - 6 ft 70734 70734 76609 40,000 13-7/6" x 40-15/16" OHPM-8ft 70735 70735 76610 50,000 13-7/16" x 63-7/16" 3X4 Banner 70722 70722 76603 40,000 3' x 4' 3X9 Banner 70723 70723 76604 20,000 3' x 9' Pennant Rope 70724 70724 76605 15,000 60' L 32 flags Take one Box-Deluxe 70725 76612 76611 22,700 11-3/4" x 7-5/8" x 7-1/4" Catalog-Deltue Coded (bx of 50 cat) 70743 76614 76613 135,000 NA Catalog-Deluxe Non Coded (bx of 50 cat) 70742 76616 76615 53,000 NA
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MARLBORO COUNTRY STORE POS KIT IN'FORMATION EXHIBIT B POS # ALLOC # fiIT # QUANTITY Dimension Inc Trim (H X L) PM FIXTURE GRAPHICS System 2000 Single Hdr 1' 67414 67414 76649 25,000 7-3/4" x 11-5/8" System 2000 Single Hdr 2' 67428 67428 76650 20,000 7-3/4" x 23-5/8" V2000 Carton Header (Lit) 67413 67413 76651 1,300 8" x 24.719" OHPM - Vetsion III (Lit) 67415 67415 76652 6,000 12-3/32" x 42-25(32" OHPM - Rearlit Signage (Lit) 67416 67416 76653 1,875 13-7/8" x 40-7/8" OHPM - New Retrofit (Lit) 67417 67417 76654 1,000 16-15/16" x 45-7/16" OHPM - 2 ft (Lit) 67418 67418 76655 1,000 17-1/4" x 25-3/8" OHPM - Southland 67493 67493 76672 5,000 12-3/32 x 32-1/4 v
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FREE MCS CATALOG ORDER FORM (PRINTED ON INSIDE OF CARTON) SEND IN THIS CARD. AND WE'LL SEND YOU THE WHOLE STORE. Just fill out the card on the right. Send it in. And we'll send you the Marlboro Country Store Catalog for free. From jackets to shirts, hats to bags, we've got the gear that's made right. And made to look great while it gels the job done. So, start saving the miles now. And get the gear for the great wide open. For more information, ca111-800-MARLBORO (1-800-627-5267). ---------------------------------~ ; Send me a Free Marlboro Country Store Catalo~. ~ t This of fer is good only in Ihe US and is open to smokers who are 21 years of age or older. Limit one request per household. Catalog I I offerisvaidloresidentsofKansasandwhereatherwiseprohihited.PostageandhandlingwillberequiredwithallGea rmerchandise 1 I orders.CatalogrequestsmustbereceivedbyNovember1,1994.A11ow4-6weeksforcatalogdel'wery.Notresponsiblef orlost,late, I ~ misdirected, mutilated or postage-due mail. No facsimiles accepted. I BY participating in this offer and signing below. I certifY that l am a cigarette smoker, 21 years of age or oldec l am also willing lo I 1 . I 1 recewefreecigarettesandbrandedincenlivesinthemail,subjecttoapplicabtestateandfederallaw. t I Signature _ 0ateof Birth I t -- I t lncwu.dl larm wrnl I t klrJMraJMs. Home Phone ( / I ~ Address . ----, - I 1 City -_ __- -State IIP I I What is your regular brand of cigarettes-that is, the brand you smoke most oltenu 1 lennal- t ~ Mail to: MARLBORO COUNTRY STORE Offer ; ; P.O. Box 778848, Woodside, NY 11377 ; L--------------------------------------------- J L9iOSSitiaz
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PHILIP MORRIS USA _INTER-OFFICE CORRESPONDENCE 120 PARK AVENUE, NEW YORK, NY 10017-5592 To: Distribution Date: February 24, 1994 From: Doron Stern Subject: MARLBORO COUNTRY STORE CARTON PICTORIAL PROGRAM In support of our effort to encourage participation in, and build excitement for the Marlboro Country Store Promotion, Marlboro cartons in June and July will depict a Marlboro Country vista on their back panels. The pictorial will feature an offer to receive a free Marlboro Country Store catalog by either calling 1-800-MARLBORO or sending in a completed order form printed on the inside of the carton. Objectives I - Stimulate participation in MCS promotion among carton buyers, especially in the supermarket environment where POS is traditionally discouraged. - Build excitement for MCS program by creating talk value among consumers and retailers. - Reinforce link between MCS promotion and mainline "Country" theme. Timin Approximately June-July. Exact dates will vary by account type and packing. Product All Marlboro packings excluding 25's and Ultra Lights. Quantitv About 96MM cartons between June and July MCS Cataloq Offer The MCS carton graphic provides consumers two ways of obtaining a free MCS catalog; calling 1-800-MARLBORO or sending in an order form. The order form will be printed on the inside of the carton and includes space for the smoker's regular brand and his signature as well as ordering information. DS/nr
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DISTRIBUTION F. Alfieri B. Anderson R. Anise D. Beran D. Berenson S. Bowers I. Broeman R. Bucciarelli K. Bunte M. Buonaventura R. Camisa G. Cardillo L. deSimone K. Daragan B. Dorr M. Duane K. Eisen N. Ellis P. Fernandez S. Fetzer E. Gawronski E. Gee M. Gennaro J. Gilbert L. Glennie J. Green V. Han H. Harwood S. Horton K. Howe R. Huckfeldt S. Jannetta C. Johnson D. Keane R. King D. Laska S. LeVan B. Lewis S. Lizza N. Lund M. Mahan J. Mansmann C. McAuliffe T. McGovern K. McMahon M. Meade E. Merlo L. Mertz R. Mikulay D. Moody M. Moore J. Morgan , K. Mulligan J. Murphy V. Murphy B. Neidle J. Nelson T. Nelson S. Norris V. Occhiuto A. O'Neil N. Parmet A. Patterson G. Plaia D. Potter S. Piskor J. Raporte N. Recine Y. Robinson T. Ryan M. Saine T. Saloun M. Salzman S. Sampson R. Schmid M. Schroeder M. Schumann C. Schwab A. Schwartz J. Severino R. Simons D. Smith (Dee) J. Spector D. Stern R. Stirlen S. Strausser V. Strychack M. Szymanczk J. Taylor L. Theaman J. Thomas F. Thooho J. Trojanowski C. Tucker B. Turo V. Valenti J. VanderPutten S. Vasquez A. von Germeten M. Waldman G. Walsh R. Webster R. Whalen L. Wexler R. Wilhelm LBCo. L. Boggs M. Copus T. Cutler C. Czmyrid T. Ebbole K. Gibbs M. Stone
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~~O c~r , , . The tttarlboro Country Store willhe openittg soon with a great new collection of Marlboro Gear made for the great wide open. Everylhing frotti Blat!kets and Bam Coats to Barbecue Tools. Even.a spec7al oger fora ' custom p•001 tat>(e., Keepin eyeotrtforMarlboro packs with the Country Store UPC appearing at your store soon. . In tha meantimo, Michigan residents will be ahlrto ttsa an UNLIMITED number of ' Adventura Team Nliles towards the now Marlboro Country Store Gear. t ® smuoe ueru~ s uu.u 0 ~ 0)1111 i ri i 1 itw maebcrs C_+umt SWrc- ramlecprrtwrfsxnxMa gcat n-rwwKo-s~ cdt~+ia Gtu r.wde ir rtwgnatz~.{wn. E.NttlrrT t.m G7antnt aMBam C.oat;.toUad~ea!aTmas. E.cna TsaaP.d:N k4 a autrm p:,! taFk. Kec'anr~,wcsf,vtlar!!~~eparJcsafiewC;..rO;StaretR~ ' a~y eaecr,; at }+w ssxe sovn In the neanlane, Wichigrntesidents wi 6e a6kto use an iltWtaTEU num6er of AdceMre Teao-Ifhstowrds the new W rmoro CoaNry• Stere Gear. m-. © ® SU0.GfOH GEHEAA! S WAgMiN'G Sna-g C~eses lent T;rr Nelrr Drsn:e EcDhr:em1 An'. IJIr Co®Dli<1le Pregn~n<I ® Pw r.n•&•r: r.,.a :A ~t.r: a+9 tk ~.•rg s:•:n ~r_Sa ~Kat nr_-o:ir t.:r. ~ f V.r•i; r; Gar ra~ t:a r*'r-at:x1:;er._ E.e.;tz,t mF:!,ui-bas:Ea:R:~a4t.Ca'r.u:T:~. Esna;~ ~.VtI1a/~.a:usm; :1Wtc-. Kec; aa s}fria.^. t~ f.tad-:rt ;ais s~"+6k E!u;tr SksUP a~-rcyaty:a:Uxs :r. in tAe mean6nw, Wchigmresidents wiCbeahh to usean IRRRnfEO nu•der of Adecntore TeamnAes towarQs We newNad6oroC.auntrpStoeefear: -_ Q ®
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PHILIP MORRIS USA -INTER-OFFICE CORRESPONDENCE 120 PARK AVENUE, NEW YORK, NY 10017-5592 To: Distribution Date: March 10, 1994 From: Doron Stern Subject: MARLBORO COUNTRY STORE MICHIGAN COMMUNICATION PROGRAM A Marlboro Country Store communication effort will be launched in Michigan during March and April with the purpose of informing residents that they will be able to use an unlimited number of MAT miles (compared to the 300 miles limit for the remainder of the country) in order to redeem MCS Gear. The program will be executed via ROP, Direct and at retail. BACKGROUND, Due to an increase in the excise tax in Michigan, we expect inventory of MAT product to appear at retail in Michigan as late as June, following the introduction of the Marlboro Country Store Program. The fact that this inventory will feature Adventure Team miles rather than Country Store miles may discourage consumers to purchase Marlboro cigarettes. To this end, we will make a special allowance for residents of Michigan and honor an unlimited number of MAT miles for Country Store gear redemption. _ ROP Newspaper advertising will drop in Michigan w/o March 7 as part of a national teaser program announcing the introduction of the Marlboro Country Store. Unlike national copy, Michigan advertising will not stipulate a limit of 300 MAT miles as a redemption constraint for Country Store gear. DIRECT In April, smokers living in Michigan will receive a flyer in their Marlboro Country Store mailing. The flyer will serve to inform Michigan smokers that the 300 MAT mile limit found in the Country Store catalog order forms does not pertain to them. RETAIL In early April a communication program will be launched at retail informing retailers and consumers that Michigan residents can redeem an unlimited number of MAT miles for Country Store merchandise.
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March 10, 1994 Page 2 TIMING: Communication at Retail April 4, 1994 ELEMENTS: Y I em POS# P/F Total Q1Y Retailer letter 67467 1 9,228 Poster 67466 2 15,076 Counter Card 67468 1 7,538 Tear Pad (loo sr,eec) 67485 1 7,538 PLACEMENT/ ALLOCATION: Materials will be forced shipped to Michigan accounts via U.P.S. All Michigan accounts (9,228) will receive the retailer letter. Pack accounts (7,538) will also receive the POS elements -- posters, countercard with tear pad -- in addition to the retailer letter. FSF PARTICIPATION: The FSF in Michigan will ensure placement of POS. TELEMARKETING Given the special allowance of unlimited MAT miles in Michigan, we expect a number of telephone calls to 1-800-MARLBORO from curious smokers in and out of Michigan. CSR's are instructed to inform callers that Michigan residents will be permitted to redeem an unlimited number of MAT miles for MCS Gear. No explanation will be provided. DS/nr
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L.a)
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PHILIP MORRIS USA INTER-OFFICE CORRESPONDENCE 120 PARK AVENUE, NEW YORK, NY 10017-5592 TO: Distribution FROM: Atin von Germeten ~tarcot Waldmari sUBJECT; Marlboro Countrv Store Sweepstakes/Tease Mailing DATE: February t 5, 1994 The following provides the program elements for the Marlboro Country Store Sweepstakes/Tease mailing. The program is scheduled to drop in the first half of March to 1.7MM MAT gear redeemers and 960M Region 5 competitive smokers. Objectives • Introduce the MCS Ioofvloeo to key consumers and generate excitement around the new program. • Reward MAT participants with a special advance offer. V • Encourage continuity of purpose by telling consumers to keep saving miles in the hiatus between MAT/'v1CS. • Improve MCS response rates and generate names in Region 5. • Gain trial and increase :ilternative Marlboro purchases among competitive smokers in Region 5. • Provide c;ompetitive smokers with a reason to continue to purchase Marlboro after coupon subsidies have been used. • Offset andcipated volume impact of competitive free product initiatives with $3/ctn and S 1 off 2 pack coupons delivered to competitive premium and discount smokers. Elements • Sweepstakes offer with 100 first prize winners receiving one of every MCS catalog item, and one grand prize winner also receiving the pool table. • Entry form with RAF lighter bounceback offer (Region 5). • -i x $3 coupons to carton smokers 4 x$1 off 2 packs coupons to pack smokers. (Region 5) Audience MAT Gear Redeemers 1,990,577 MAT Catalog Requesters 722,352 2,712,929 Region 5 competitive 958,669 TOTAL 3,671,598
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PHILIP MORRIS USA iNTER-OFFICECORRESPONDENCE 120 PARK AVENUE, NEW YORK, NY 10017-5592 TO: Distribution DATE: April 27, 1994 FROM: Natalie Ellis SUBJECT: Country Store Direct Catalog Mailing - Elements In support of the Marlboro Country Store promotion 8.7 million consumers will be sent a catalog and related materials to encourage their participation in the Marlboro Country Store program. This mailing will drop over the period from 4/8 - 6/10. Objectives: • Build on customer relationships built through the MAT program. - Reward redeemers with advance notice of the new program - Encourage other responders (van, sweeps. coupon redeemers) to save miles for the Country Store program. • Maximize participation in the Country Store program among YAMS/YAFS. • Provide volume building incentives to key audiences. Mailing Elements: • Personalized letter and peel off label for the order form. • Catalog with a"source coded" order form to allow response tracking. • Pop up cardboard "MileSaver" (shirt-pocket shaped holder for miles with a magnet on back for attaching to refrigerator, shop locker etc.) • Refer-a-friend Business Reply Card offering a catalog to the friend. • Bonus mile certificate (25 miles) for people who did not order MAT gear. • Coupon(s) for competitive smokers only. • Notice included in mailing to Michigan residents only that an unlimited number of MAT miles would be accepted for the Country Store program. Audience: Total catalog mailinq: 8,716,139 KeYsegments: Marlboro Competitive Tota1 MAT Gear Redeemers 2,480,355 110,204 2,590,559 Other MAT/Continuity Responders 4,027,486 1,794,776 5,822,262 YAMS/YAFS 212.660 90.658 303.318 Total 6,720,501 1,995,638 8,716,139 Within these groups, additional segmentation was applied based on prior coupon response and pack/carton purchase. For detailed information on cell composition see grid attached.
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Page 2 Test Cells: Within the Gear Redeemers mailing we will be conducting a postage test to evaluate the effectiveness of first class with and without address correction requested vs. third class with various levels of endorsements. Within the other competitive responders, we will be tracking the effectiveness of multiple vs. single coupons in enlisting people for the Country Store program. We will also be comparing redemption of pack vs. carton coupons. Finally two small cells of non-responders will be receiving this mailing so that we can assess its effectiveness vs. the less expensive self-mailer (no catalog) which we will be sending the rest of this audience in June. (Separate elements memo to follow.) Audience ~ Circulation Bonus Miles Cou UPCCode SourceCode Gear Redeemers - 2,590,559 Nb 100008 - Marlboro 2,480,355 Nb - Competitive 110,204 $2/C 12 2-82-03013 OtherMBO 4,027,486 25 Nb 100016 Res onders 100024 Marlboro 212,660 25 Nb 100016 YAMS/YAFS 100024 Other Competitive 358,269 25 $2/5P 122-82-03012 100032 Responders-Pack 267,611 YAMSIYAFS 90,658 Other Competitive 499,907 25 (4) 122 -87-031 75 100032 Responders - $3/C 122-87-031 76 Carton 122-87-03177 122-87-03178 Other Competitive 1,027,258 25 $2/C 1 22-82-03207 100032 Responders - Carton
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The Marlboro GearTruck is back withFreeOHers. So getinGeartorincreased9taffic, Sal"esandProfits. .
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~ ® Truck Gear: Coolers Lighters T shirts BeachTowels Sunglasses Duffel Bags Key Rings Caps Here's what you get from Marlboro. Advance Sales KiLe Window Poster Ad Slicks Static Cling Gear Menu Board Dangler Day 01 Promotion Materials: Banner Floor Display Counter Balance Sleeve Change Mat Pennant Rope We'll call to remind you of the Marlboro Truck's N Arrival Date and Time. 0 ~ ~ ~ ~ 0 ~ ~ ~ ' ~ { vl, 4f ~: ~~i `~~ Y rJ ~ ' i a' ,2~ ~ -- . ' FREEoFMS ~
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j nus, i1111, 1~, 0 When a Marlboro Gear Truck is parked in your parking lot loaded with free Marlboro gear, you're going to have one of your biggest sales day ever. MMMsroRE Marlboro
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Vuelve la Caniioneta-kiosko Marlboro con muchos accesorios gratis. P~ngaseen marcha para amnentar Tr~fico,Ventas y Ganancias.
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i : \li lff: 1 : 1 0 Accesorios Marlboro: Coolers Encendedores Camisetas Toallas de Playa Lentes de Sol Bolsas Deportivas Llaveros Gorras Esto es lo que Marlboro le da: Abundante material para anunciar la promocion con anticipacion. Atractivos materiales de punto de venta en el Dia de la Promocion, Le llamaremos para recordarle la fechayhoradelle~ada de la camioneta de Niarlboro. 1.I
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MARLBORO ACELERASUSVENTAS Cuando la Camioneta-kiosko Marlboro aparque en su estacionamiento cargada con accesorios Marlboro gratis, tendra la mejor oportunidad de ventas del ano. coUMsroU Marlboro
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PHILIP MORRIS USA INTEROFFICE CORRESPONDENCE 120 PARK AVENUE, NEW YORK, NEW YORK 10017 TO: Select Field Management DATE: March 17, 1994 FROM: Claire Person - Event Marketing / Jack Mansmann - Trade Marketing SUBJECT: 1994 Marlboro Gear Truck Program - National Program Elements Rollout The elements for the Ma.rlboro Gear Truck Program, which rolls-out nationally beginning April 25 - May 9, 1994, are outlined below. This memo incorporates program improvements developed from key learnings and Field Sales input from the 1993 program. For your reference, an updated Gear Truck Unit/Market Assignment list is also attached. Please review the list to determine the start date for units that have been assigned vans. Powerforce Market Manager names and phone numbers will be communicated once hiring has been completed. If you have any questions concerning Powerforce Market Managers, call Donn Wiese at (312) 923-7564. Program elements are as follo%;h: PROGRAM OBJECTIVES • Name Generation • Franchise Building • Visibility • Incentive Promotion PROGRAM DETAILS • Theme: Marlboro Country Store • Timing: Each van will operate for 24 weeks, which includes one week of training. Vans will and ending May 9 eriod startin A ril 25 roll out over a three week • Offer: . g p , p Free incentive with multiple pack or carton purchase of Marlboro. • Scope: National; 401 PM Units. • Penetration: Pack and Carton Outlets, 150 + CPW (Retail Masters Accounts Only). • Execution: An outside agency, Powerforce, has been hired to execute the van program. PM RESPONSIBILITIES SRs should provide Powerforce Market Managers with a contingency list of back-up retail accounts in case of last minute cancellations prior to the start date of the van program. In addition, SR support is also required for the following: • A minimum of four weeks in advance of the van promotion: - Schedule weekly van program with Retail Masters Accounts. The 40 hour van work week should take into consideration van drive time to accounts from Powerforce warehouses. - Pre-book product. (See special 8 carton requirement for lighter displays on page 3.) • A minimum of three weeks in advance of the van promotion: - Order POS for placement at least two weeks in advance of van promotion. • A minimum of two weeks in advance of the van promotion: - Provide van store sales schedules to Powerforce Market Managers. HARD COPIE PR VIDED BY NY TO VPR s, TMDs, SSDs, TMPs, TMMs, NAMs, SOMs, DMs, DAMs, SAMs, UMs, AND RMMs. FOR INTERNAL USE ONLY. DOC. #225
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, VAN REP TRAINING • Powerforce Market Managers will arrange recruiting of van reps. • PM UMs and DMs are encouraged to participate in the interview process, ensuring that appropriate personnel are hired to represent Marlboro. • Powerforce Market Managers will schedule Van rep training sessions one week prior to the program start date. They will notify PM DMs of training dates. PM representatives are encouraged to participate in the training sessions and discuss tobacco issues. VAN PROMOTION DAY Powerforce van reps will encourage smokers 21 years of age or older to visit the van and learn about the promotional offers. Qualified smokers who complete the survey card information and purchase multiple packs or cartons of Marlboro will receive one of the following (limit one incentive per person per multiple purchase): Incentive Item Lighter Brass/Leather Key Chain Sunglasses (with case) Cap Poker Dice Black T-Shirt White T-Shirt Coleman Lantern Beach Towel ti Cooler Bag Billy Zippo Lighter Sports Bag Wind breaker Purchase Required 2-Packs 2-Packs 3-Packs 3-Packs 3-Packs 5-Packs 5-Packs 5-Packs 1-Carton 1-Carton 1-Carton 2-Cartons 2-Cartons VAN PROGRAM POS MATERIALS A Sell Sheet and Retailer Participation/Pre-book form are enclosed and have.been forwarded to all UMs. Spanish sell in materials have also been forwarded to UMs in LA, San Antonio, Miami, and New York. Additional sell-in materials can be ordered via the IVR system using the kit numbers specified below. Retail POS materials must be ordered through the IVR system for placement at least two weeks prior to the scheduled van date. These kits are available for retail or home delivery. Sell-in and Retail POS kits will be available on a free flow basis. Kit # Order Dates Kits Available Available In i 1 Sell In Kit: ENGLISH KIT: 76637 3/21-9/30 2,000 4/11-10/14 • Sell Sheets - 5 per kit • Retailer Participation Form/ Pre-Book Form - 5 per kit SPANISH KIT: 76639 3/21-9/30 100 4/11-10/14 • Sell Sheets - 5 per kit • Retailer Participation Form/ Pre-Book Form - 5 per kit Retail POS Kit: ENGLISH KIT: 76641 3/28-9/30 46,000 4/11-10/14 • Large Window Poster - 2 per kit • Dangler - 2 per kit • Static Cling - 1 per kit SPANISH KIT: 76645 3/28-9/30 4,000 4/11-10/14 • Large Window Poster - 2 per kit
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, POWERFORCE POS, MATERIALS USED ON THE VAN PROMOTION DAY 9'X3' Banner Large Counter Balance Cover Small Counter Balance Cover Marlboro Pennant Rope Street Sign Retail Offer Ticket Menu Board (English and Spanish) Marlboro Country Store Catalog (Distribution not legal in KS or WY; promotion day, Powerforce will have quantities for fill-in only) Change Mat Plastic Bag Kiosk (English and Spanish) SURVEY MATERIALS: Collection Boxes Survey Cards (English and Spanish) Clipboards Business Reply Envelopes Pencils RETAIL.ER INCENTIVE PROGRAM Powerforce van reps will sell-in a retailer incentive program on the day of the van program. Retailers will distribute a proof of purchase hcket to each consumer buying at least two packs of Marlboro. The consumer will then redeem the tickets at the van and receive one of the incentives listed on page 2. The retailer awards are as follows: Total Number of Tickets Distributed Retailer Awards 0 - 64 No incentive 65 - 84 Cap & T-shirt 85 + Cap, T-shirt & Sports Bag MARLBORO COUNTRY STORE 2-PACK LIGHTER DISPLAY There will be a 20 deal 2-pack lighter display, with 20 back-up deals, available as a leave behind for accounts aft~r a van promotion day. The Powerforce reps will be responsible for setting up the display and loading the back-up prior to leaving the account. PM Sales Reps must remember when filling out the pre-book order form to book an additional 8 cartons for the 2-pack lighter display. Please be advised that if 8 cartons of product are not available after the store sale, the lighter display will = be left behind. - PRO .RAM TIE-INS_ The Marlboro Gear Truck Program will be available for store sale tie-ins at large events in your market. Contact your Trade Marketing Promotion Manager to discuss possibilities. If you require any additional assistance, contact me at (212) 880-3446 or Vicki Berner at (212) 878-2866. cc: F. Alfieri B. Reuter
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Section 31 / l4 ~? _ Van ~1 Location VIN #/GE Unit # PM District Manager PM Unit Manager Store Sales Start Date # of SPRs I 31-01 St. Charles, MO PF31$094 30935 Dennis O'Neill Geri Pagano May 2 1 31-03 r St. Louis, MO PF318195 30936 Dennis O'Neill James McCarthy May 2 2 31-04 Collinsville, IL PF318297 30937 Dennis O'Neill Sandra Fitsimmons May 2 1 31-05 Belleville, IL PF317976 30938 Dennis O'Neill William Verdum May 2 2 31-06 Columbia, MO PF318305 30939 James McCarthy Anthony Damico May 2 1 31-08 Springfield, MO PF318341 30940 James McCarthy Rick Linded May 2 1 31-09 Jonesboro, AR PF318209 30941 James McCarthy Christy Qualls May 2 1 31-10 Cape Girardeau, MO PF318163 30942 James McCarthy May 2 1 31-11 Paducah, KY PF316682 30761 James McCarthy Hank Meador May 2 2 31-15 Tulsa, OK PF317947 30972 Gary Fuhrmeister Tom Petterson May 2 2 31-16 McAlester, OK PF318197 30973 Gary Fuhrmeister John Woods May 2 1 31-12 Joplin, MO PF318303 30969 Gary Fuhrmeister Larry Finch May 2 1 31-13 Ft. Smith, AR PF318304 30970 Gary Fuhrmeister David Ruff May 2 1 31-14 Tulsa, OK PF318464 30971 Gary Fuhrmeister Dale Montgomery May 2 2 88TOSSTtiOZ
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Section 32/ l9 \ Van # Location VIN A'/GE Unit N PM District Manager PM Unit Manager Store Sales Start Date M of SPRs 32-18 Jackson, TN PF316116 30757 Jeff Smith Ann Hopper May 2 1 32-21 Memphis, TN PF315975 30758 Jeff Smith Tina King May 2 2 32-20 Memphis, TN PF316052 30759 Jeff Smith Philip Cissel May 2 2 32-23 Tupelo, MS PF317537 30762 Jeff Smith Rusty Boone May 2 1 32-01 Gulfport, MS PF318760 30943 Thomas Thompson Lee Farrar May 2 1 32-02 Hammond, LA PF318284 30944 Thomas Thompson Bernie Marino May 2 1 32-03 New Orleans, LA PF318162 30945 Thomas Thompson Herbert Mendoza May 2 2 32-04 New Orleans, LA PF318710 30946 Thomas Thompson Joseph Kramer May 2 1 32-05 Baton Rouge, LA PF317930 30947 Thomas Thompson Steve Cascio May 2 2 32-07 Lafayette, LA PF318009 30948 Thomas Thompson Susan Coyne May 2 1 32-08 Jackson, MS PF318737 30949 John Blanton Olivia Cheeks-Griffin May 2 2 32-09 Jackson, MS PF318192 30950 John Blanton Curley Marcotte May 2 2 32-12 Monroe, MS PF318131 30951 John Blanton M. Baten May 2 1 32-11 Alexandria, LA PF318208 30952 John Blanton Ken Sandefur May 2 1 32-13 Little Rock, AR PF318492 30953 Howard Bowell Roger Petty May 2 2 32-15 Little Rock, AR PF317941 30954 Howard Bowell Sam Atkinson May 2 1 32-16 Shreveport, LA PF318024 30955 Howard Bowell Mitchell Choucoutou May 2 2 32-17 Longview, TX PF318640 30956 Howard Bowell Kent Zerangue May 2 1 32-22 Memphis, TN PF316039 30760 Jeff Smith John Hinman May 2 1 68IOS8TVpZ
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Section 33/18 `. Van !i Location VIN #/GE Unit !/ PM District Manager PM Unit Manager Store Sales Start Date q of SPRs 33-12 Gladstone, MO PF317308 30763 Kathy Lopez Paul Bainter May 9 2 33-11 Overland Park, KS PF316803 30764 Kathy Lopez Mishell Nelson May 9 1 33-14 Raytown, MO PF317053 30767 Kathy Lopez Mishell Nelson May 9 2 33-01 Davenport, IA PF318711 30957 Michael Kelly Steven Bott May 9 1 33-02 Cedar Rapids, IA PF317921 30958 Michael Kelly John Burger May 9 2 33-03 Des Moines, IA PF318204 30959 Michael Kelly Aaron Selby May 9 1 33-04 Des Moines, IA PF318708 30960 Michael Kelly Sharon Fiala May 9 2 33-05 Sioux City, IA PF318114 30961 Kurt Welu Kelly Fried May 9 1 33-06 Omaha, NE PF323965 30991 Kurt Welu Greg Douglass May 9 1 33-07 Omaha, NE PF318870 30992 Kurt Welu Jerry Fitzpatrick May 9 2 33-08 Lincoln, NE PF317929 30962 Kurt Welu Jane Arnison May 9 2 33-09 Kearney, NE PF318743 30963 Kurt Welu Jim Hauschild May 9 1 33-10 Topeka, KS PF317766 30828 Kathy Lopez Judi Gibbs May 9 1 33-17 Oklahoma City, OK PF318602 30964 Dwight Alford Gregory Sargent May 9 1 33-18 Oklahoma City, OK PF318440 30965 Dwight Alford Ralph Rayburn May 9 2 33-19 Lawton, OK PF318203 30966 Dwight Alford Bruce Bistow May 9 1 33-20 Amarillo, TX PF318741 30967 Dwight Alford Terry Sue Boney May 9 1 33-15 Wichita, KS PF318290 30968 Dwight Alford Kit Shrutleff May 9 2 06TOSSttiOz
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Section 35/14 . Van # Location VIN #/GE Unit # PM District Manager PM Unit Manager Store Sales Start Date # of SPRs 35-01 Tyler, TX PF318662 30974 Rick Mitchum Fred Spencer May 9 1 35-02 Dallas, TX PF318019 30975 Rick Mitchum Cathy Wagner May 9 2 35-03 Dallas, TX PF319118 30976 Rick Mitchum Jennifer Hazen May 9 1 35-05 Dallas, TX PF319790 30977 Rick Mitchum Richard Harvell May 9 2 35-06 Dallas, TX PF319149 30978 Gary Foster Michael Manns May 9 2 35-07 Arlington, TX PF319743 30979 Gary Foster Rita Green May 9 1 35-08 Ft. Worth, TX PF319439 30980 Gary Foster Sara Kemp May 9 2 35-10 Denton, TX PF319374 30981 Gary Foster Elbert Penson May 9 1 35-11 Abilene, TX PF319781 30982 David Gentry Sammy Alcala May 9 1 35-12 Lubbock, TX PF319644 30983 David Gentry Linda Webster May 9 2 I 35-13 Midland, TX PF319307 30984 David Gentry Joey Andrews May 9 1 35-14 El Paso, TX PF318980 30985 David Gentry Steve Flock May 9 2 35-15 Albuquerque, NM PF312397 30986 David Gentry Lisa Peterson May 9 2 35-16 Albuquerque, NM PF313921 30987 David Gentry Theresa Maestas May 9 1 I6t0S8T.bOZ
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Section 36/18 \ Van # Location VIN 11/GE Unit # PM District Manager PM Unit Mgr. Store Sales Start Date 01 of SPRs 36-01 Houston, TX PF316463 30733 Joe Reed William Herring May 2 1 36-02 Houston, TX PF315835 30734 Joe Reed Brad Roden May 2 2 36-03 Houston, TX PF318881 30988 Joe Reed Carney Fuentes May 2 2 36-04 Beaumont, TX PF320320 30989 Joe Reed Tommie Reeder May 2 1 36-05 Houston, TX PF319538 30990 Patricia Reynolds Randall Bowen May 2 1 36-06 Houston, TX PF319935 30993 Patricia Reynolds Larry Isles May 2 1 36-07 Houston, TX PF320080 30994 Patricia Reynolds M. Brock May 2 1 36-08 Houston, TX PF320156 30995 Patricia Reynolds Earl Lair May 2 2 36-09 Houston, TX PF319103 30996 Patricia Reynolds R. Roberson May 2 2 36-14 San Antonio, TX PF316369 30735 Luther Bishop Brian Austin May 2 2 36-15 San Antonio, TX PF316219 30736 Luther Bishop Edward Zamarripa May 2 2 36-16 San Antonio, TX PF316447 30737 Luther Bishop Robert Satterwhite May 2 1 36-17 Corpus Christi, TX PF317842 30765 Luther Bishop Steven Wilkinson May 2 1 36-18 McAllen, TX PF317668 30766 Luther Bishop Juan Rosales Jr. May 2 1 36-10 Austin, TX PF318781 30997 John Arizbe Donald Davis May 2 1 36-11 Waco, TX PF319842 30998 John Arizbe Mike Tristan May 2 2 36-12 Austin, TX PF320636 30999 John Arizbe Rex Shepard May 2 1 36-13 Austin, TX PF318919 31000 John Arizbe Jo Eubanks May 2 2 Z6ti 0S9itOZ
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Section 41 /20 Van fi Location VIN iY/GE Unit 11 PM District Manager PM Unit Manager Store Sales Start Date Jf of SPRs 41-01 Covington KY PF317387 30768 William Matson Jeff Steel April 25 2 41-02 Cincinnati W OH PF320565 31001 William Matson Don Washington April 25 1 41-04 Middletown, OH PF319319 31002 William Matson Wayne Bryant April 25 2 41-05 Dayton S, OH PF319890 31003 William Matson John Hutchins April 25 I 41-06 Englewood, OH PF319328 31004 William Matson Gary Miller April 25 1 41-07 Columbus W OH PF319203 31005 Jerry Ranson James Horstman April 25 2 41-09 Cambridge, OH PF320467 31006 Jerry Ranson Larry Okey April 25 1 41-10 Marietta, OH PF319917 31007 Jerry Ranson Paul Howlett April 25 2 41-11 Chilicothe, OH PF320267 31008 Jerry Ranson James Wynn Apri125 1 41-12 Mentor OH PF318997 31009 Jim Gist James Kelly April 25 1 I 41-13 N. Randall, OH PF317198 31010 Jim Gist Paula Dubinsky April 25 2 I 41-15 N. Olmsted, OH PF318813 31011 Jim Gist Mark Nagle April 25 2 41-16 Canton, OH PF319668 31012 Jim Gist Rodney Gamble April 25 1 41-17 Akron, Oh PF320481 31013 Jim Gist Joseph Gainard April 25 2 41-18 Elyria, OH PF317809 31014 Jim Gist Jeffrey Miller April 25 1 41-19 Youngstown, OH PF319856 31015 Robert Maglio Mark Crichton April 25 2 41 20 Mercer, PA PF320519 31016 Robert Maglio Rocco Dalonzo Jr. April 25 1 41-22 Fairmont, WV PF318932 31017 Robert Maglio Diane West April 25 1 41-23 Pittsburgh SE, PA PF319076 31018 Robert Maglio Doreen Costello April 25 2 41-24 Pittsburgh SW, PA PF319418 31019 Robert Maglio James Garrett April 25 1 C6tOS8Iti0Z
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Section 42/16 V- Van li Location VIN #/GE Unit p PM District Manager PM Unit Manager Store Sales Start Date # of SPRs 42-04 Farmington Hills, MI PF317300 30769 Wilfred Graham Michael Juriew May 9 1 42-01 Port Huron, MI PF318844 31020 Wilfred Graham Douglas Jones May 9 1 42-02 Warren, MI PF320040 31021 Wilfred Graham Lisa Pagarch May 9 2 42-03 Pontiac, MI PF320146 31022 Wilfred Graham Cathy Adams May 9 2 42-07 Redford, MI PF320054 31023 Jonas Hood William Langford May 9 2 42-08 Dearborn, MI PF319265 31024 Jonas Hood Gina Attard May 9 2 42-09 Ann Arbor, Mi PF319666 31025 Jonas Hood Karen Mullett May 9 1 42-10 Lansing, MI PF319564 31026 Jonas Hood Michael Mitchner May 9 1 42-11 Kalamaaoo, MI PF319525 31027 Roger McAlister Daniel Shirlley May 9 2 42-12 Kalamazoo, MI PF319944 31028 Roger McAlister Robin Turley May 9 1 42-13 Grand Rapids, MI PF319455 31029 Roger McAlister Thomas Van Riper May 9 2 42-14 Grand Rapids, MI PF319903 31030 Roger McAllister Curtis Johnson May 9 1 I 42-16 Traverse City, MI PF319487 31031 Dave Rainey Dana Swift May 9 1 42-18 Bay City, MI PF320220 31032 Dave Rainey Randy Armstrong May 9 1 42-19 Saginaw, MI PF319815 31033 Dave Rainey Raymond Ryan May 9 1 42-20 Flint, MI PF320 31034 Dave Rainey Mark Barton May 9 2 V6I0S8ti irOZ
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Section 43/17 \ ., Van # Location VIN #/GE Unit # PM District Manager PM Unit Manager Store Sales Start Date # of SPRs 43-06 Louisville, KY PF317662 30770 Kern Hunter Dave Coode May 2 1 43-02 Lexington, KY PF319031 31035 Thomas Lowder Mary Vandewalle May 2 2 43-03 Lexington, KY PF320509 31036 Thomas Lowder James Gamble May 2 1 43-04 Ashland, KY PF320011 31037 Thomas Lowder John Davis May 2 2 43-05 Charleston, WV PF319801 31038 Thomas Lowder Annette Reckart May 2 1 43-07 Louisville, KY PF320282 31039 Kern Hunter Marc Schuler May 2 1 43-08 Louisville, KY PF318946 31040 Kern Hunter Alice Zeller- M,#y 2 2 43-09 Owensboro, KY PF320529 31041 Kern Hunter Jim Brannon May 2 2 43-10 New Albany, IN PF320136 31042 Kern Hunter Anthony Franklin May 2 1 43-11 Bloomington, IN PF319191 31043 J. McCoy Arthur Jacques May 2 1 43-12 Indy, IN PF320350 31044 J. McCoy Robert Marien May 2 2 43-13 Anderson, IN PF318796 31045 J. McCoy Joyce O'Connor May 2 1 43-14 Indy, IN PF319401 31046 J. McCoy Joseph Potterack May 2 2 43-15 Terre Haute, IN PF318906 31047 1. McCoy Nancy Wallace May 2 l 43-16 South Bend, IN PF319872 31048 Scott Motes William Dugger May 2 ( 43-18 Ft. Wayne, IN PF319129 31049 Scott Motes Ron Russ May 2 1 43-20 Toledo, OH PF319067 31050 Scott Motes Thomas Briggs May 2 2 S6tOSBtitiOZ
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Section 44/ 15 'v -,; Van # Location VIN #/GE Unit # PM District Manager PM Unit Manager Store Sales Start Date # of SPRs I 44-08 Des Plaines, IL PF316754 30771 David Steer Frances Oehlberg May 2 2 44-07 Schaumburg, IL PF316606 30772 David Steer Amy Hickox May 2 2 44-01 Champaign, IL PF319513 31051 Joe Russell John Flaherty May 2 1 44-02 Springfield, IL PF319629 31052 Joe Russell Jeffrey Villwock May 2 2 44-03 Peoria, IL PF319686 31053 Joe Russell Jeffrey Roper May 2 1 44-04 Quad Cities, IL PF318960 31054 Joe Russell Robert Maloney May 2 1 44-05 Rockford, IL PF320069 31055 Joe Russell Robert. Page May 2 2 44-06 Ingleside, IL PF319265 31056 David Steer Brenda Perkey May 2 1 44-12 Palos Heights, IL PF319281 31057 Jim Coleman Diane Boss May 2 2 44-09 Addison, IL PF319827 31058 David Steer Gwendolyn Harris May 2 2 44-13 Joliet, IL PF319292 31059 Jim Coleman Roberto Arciniega May 2 2 44-16 Merrillville, IN PF319710 31060 Jim Coleman Sandra Boyd May 2 1 44-15 Hammond, IN PF320097 31061 Jim Coleman Janice McAdoo May 2 1 44-1 I Berwyn, IL PF320025 31062 David Steer Kraig Smiegowski May 2 1 44-10 Irving Park, IL PF319964 31063 David Steer Brian Griffith May 2 1 96T OSSttiOZ
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Section 45/16 \ , Van N Location VIN #/GE Unit N PM District Manager PM Unit Manager Store Sales Start Date W of SPRs 45-03 St. Cloud, MN PF317211 30773 Rodger Rulland Gary Cash May 9 1 45-04 Minn. E, MN PF316655 30774 Rodger Rulland John Olson May 9 2 45-05 Roseville, MN PF316493 30775 Rodger Rulland Jon Almquist May 9 2 45-06 Minnetonka, MN PF317499 30776 Rodger Rulland Jill Huber May 9 1 45-07 Minneapolis, MN PF316550 30777 Rodger Rulland Jim Grossman May 9 2 45-08 Rochester, MN PF319009 31064 Rodger Rulland Dee Oressek May 9 1 45-09 Eau Claire, WI PF320295 31065 Rodger Rulland Mike Kioss May 9 1 45-10 Madison, WI PF320305 31066 Randy Lawrence Jerry Jacobson May 9 1 45-I l Racine, WI PF319695 31067 Randy Lawrence Mark Redner May 9 1 45-12 Milwaukee, WI PF319768 31068 Randy Lawrence David Casebolt May 9 2 l 45-13 Brookfield, WI PF320650 31069 Randy Lawrence Barbara Allen May 9 1 45-14 Milwaukee, WI PF320334 31070 Randy Lawrence Stephanie Richlin May 9 2 45-17 Stevens Point, WI PF319361 31072 Chrisanne Ferry Peg Lewellin May 9 1 45-15 Green Bay, WI PF318835 31071 Chrisanne Ferry Lori Newton Anderson May 9 2 45-18 Duluth, MN PF319500 31073 Chrisanne Ferry Gregory Hoffman May 9 1 45-42 Minneapolis, MN PF320395 31074 Rodger Rulland Patricia Quick May 9 2 L6ti0S8Tti0Z
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Section 51/14 N ., Van # Location VIN #/GE Unit # PM District Manager PM Unit Manager Store Sales Start Date # of SPRs ' 51-02 Everett, WA PF318011 31080 Karen Glazier Eldon Smith April 25 2 51-03 Seattle, WA PF316370 31128 Karen Glazier Ben Bear May 9 1 51-04 Bellevue, WA PF318858 31086 Karen Glazier Russell Robinson April 25 2 51-05 Bellevue, WA PF317975 31082 Karen Glazier Chad Lackey May 9 1 51-06 Renton, WA PF317873 31083 Karen Glazier Kenneth Soares April 25 2 51-07 Tacoma, WA PF317893 31079 Karen Glazier Mary Lyle April 25 1 51-08 Vancouver, WA PF318212 31081 Benjamin Nechanicky David Peterson April.25 2 51-09 Portland, OR PF318125 31078 Benjamin Nechanicky Don Wolf April 25 2 51-10 Portland, OR PF315991 31075 Benjamin Nechanicky Melanie Smith April 25 2 51-1 l Salem, OR PF315521 31084 Benjamin Nechanicky Robert Lynch April 25 1 51-13 Spokane, WA PF317361 30779 Peter Griego Leroy Anger May 9 1 51-16 Boise, ID PF319246 31085 Peter Griego Gregory Harrison April 25 1 51-17 Spokane, WA PF320496 31076 Peter Griego Thomas Rau April 25 2 51-18 Billings, MT PF319608 31077 Peter Griego David Odeen May 9 1 86T OSBt tiOZ
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Section 52/13 \ Van ll Location VIN W/GE Unit JJ PM District Manager PM Unit Manager Store Sales Start Date A/ of SPRs 52-03 Highlands Ranch, CO PF323985 30780 Michael Kronschnabel Rhonda Johnston May 2 1 52-06 Colorado Spgs., CO PF323940 30781 Michael Kronschnabel Vincent Boehning May 2 2 52-10 NW. Phoenix, AZ PF316975 30782 Ed Serrano Marvin Kruggel May 2 1 52-15 Las Vegas, NV PF317067 30783 Stephanie Harward Richard Vaillancourt May 2 2 52-02 Boulder/Ft. Collins, CO PF323977 31087 Michael Kronschnabel Richard Mefford May 2 2 52-04 Highlands Ranch, CO PF323932 31088 Michael Kronschnabel David Murrin May 2 1 52-05 Highlands Ranch, CO PF323964 31089 Michael Kmnschnabel Michael Hale May 2 1 52-07 Scottsdale, AZ PF315579 31090 Ed Serrano Gary Varnell April 25 1 52-08 SW Phoenix, AZ PF319090 31091 Ed Serrano Pamela Hall April 25 2 52-09 S. Phoenix, AZ PF316228 31092 Ed Serrano William Stahl May 2 2 52-11 Tucson, AZ PF316270 31093 Ed Serrano Arthur Lopez May 2 1 I 52-44 Tempe, AZ PF316454 31108 Ed Serrano Chuck Wenzler May 2 2 52-16 Las Vegas, NV PF318895 31094 Stephanie Harward April 25 l 66TOSSIVOZ
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Section 53/16 , Van IJ Location VIN #/GE Unit # PM District Manager PM Unit Manager Store Sales Start Date ll of SPRs 53-13 Sacramento E, CA PF316326 30784 John Zank Kristine Wilson May 9 2 61-13 Lake Tahoe, CA PF317100 30778 John Zank Kristine Wilson May 9 1 53-16 Fresno, CA PF315800 30785 Hector Madero Davida Doyle May 9 1 53-17 Fresno, CA PF316254 30786 Hector Madero Vinze Minnick May 9 2 53-01 Santa Rosa, CA PF316310 31095 Darlene Castleman Don Cloney May 9 1 53-02 Vallejo, CA PF315934 31096 Darlene Castleman Larry Long May 9 2 53-06 Menlo Pk, CA PF315649 31097 George Guynes Eddie Dillard .tMay 9 2 53-07 San Jose, CA PF316066 31098 George Guynes Debra Breakfield May 9 1 53-08 Gilroy, CA PF315396 31099 George Guynes William Miller (Matt) May 9 1 53-09 Fremont, CA PF315347 31100 George Guynes Imelda Rodriguez May 9 2 53-10 Concord, CA PF316380 31101 George Guynes Michael Blanco May 9 1 53-11 Reno, NV PF315383 31102 John Zank James Schenk May 9 2 53-12 Chico, CA PF315306 31103 John Zank Ed Loh May 9 1 53-14 Sacramento W, CA PF315789 31104 John Zank Robert Florio May 9 2 53-15 Modesto, CA PF315080 31105 John Zank Timothy Barbera May 9 1 53-18 Bakersfield, CA PF315380 31106 Hector Madero Teri Allen May 9 1 OOZOS8iVOZ
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Section 54/21 Van Van # Location VIN 1l/GE Unit W PM District Manager PM Unit Manager Store Sales Start Date OI of SPRs 54-25 N. San Diego, CA PF315547 30787 James Canley Charles Evarkiou May 2 1 54-02 Thousand Oaks, CA PF315569 31107 Carolyn Varela May 2 1 54-04 Burbank, CA PF315863 31109 Michael Garcia May 2 2 54-07 Long Bch, CA PF316159 31110 James Nelson April 25 2 54-06 Torrance, CA PF316207 31111 Rick Mayekawa May 2 1 54-08 Downey, CA PF316283 31112 Martin Kosar Lindsey Levine May 2 2 54-10 Hollywood, CA PF315316 31113 Martin Kosar Brett Brofman May 2 2 54-11 Pasadena, CA PF316290 31114 Martin Kosar Michael Jenkins May 2 2 54-12 Diamond Bar, CA PF316405 31115 Martin Kosar Frank Olmos May 2 1 54-13 San Bernardino, CA PF315760 31116 Martin Kosar Bruce Randall May 2 1 54-14 Victorville, CA PF316129 31117 Martin Kosar Olin King May 2 1 54-16 Tustin, CA PF315946 31118 Debra Bacon Maria Merchant May 2 1 54-17 Tustin, CA PF315506 31119 Debra Bacon Ronald Marcin May 2 2 54-18 San Diego, CA PF316006 31120 Debra Bacon Mark Marcin May 2 1 54-19 San Diego, CA PF315724 31121 Debra Bacon Barna Barczi May 2 1 54-20 Escondido, CA PF316149 31122 Debra Bacon John Ware May 2 2 54-21 Riverside, CA PF315703 31123 Debra Bacon Anthony Tafoya May 2 2 54-22 Granada Hills, CA PF315744 31124 James Canley Alfredo Solorzano May 2 2 I 54-23 Anaheim, CA PF316088 31125 James Canley Jo Ann Bredenberg May 2 1 54-24 Pomona, CA PF316341 31126 James Canley Mark Kinder May 2 2 54-26 W. Honolulu, HI PF320230 31127 Leslie Hanmsaki Hugo Ortego April 25 2 GOZOSBtibOZ
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Section 11/22 Vans 3/11/94 Van # Location VIN #/GE Unit # PM District Manager PM Unit Manager Store Sales Start Date # of SPRs 1 l-08 Woburn, MA PF315691 30741 Richard Lodi Michael Gough May 9 1 11-12 Boston, MA PF315223 30742 Mark Lovley Samuel Smith Jr. May 9 2 11-16 Braintree, MA PF315775 30743 Mark Lovley Robin Morse May 9 2 11-02 Bangor, ME PF317596 30788 Richard Oteri Francis Richards May 9 1 11-03 Portland, ME PF317127 30789 Richard Oteri David Labrie May 9 1 11-04 S. Portland, ME PF317225 30790 Richard Oteri John Hackett May 9 2 11-05 LaConia, NH PF316481 30791 Richard Oteri Michael Rudnicki May 9 2 11-06 Manchester, NH PF316856 30792 Richard Lodi Robert Mauceri May 9 2 11-07 Manchester, NH PF316508 30793 Richard Lodi Stephen Tardiff May 9 2 11-09 Lowell, MA PF316770 30794 Richard Lodi Thomas Damon May 9 1 11-11 Worchester, MA PF317115 30795 Richard Lodi Timothy Geppner May 9 1 11-13 Walpole, MA PF317288 30796 Mark Lovley Michael Smialiani May 9 1 11-14 Newton, MA PF317183 30797 Mark Lovley Gerald Donahue May 9 1 11-17 Hyannis, MA PF316892 30798 Mark Lovley Ilene Hills May 9 1 11-19 Springfield, MA PF317713 30799 Bennie Darden John Lavin May 9 2 11-20 Hartford, CT PF317415 30800 Bennie Darden Al Goss May 9 1 11-21 New Britain, CT PF317516 30801 Bennie Darden May 9 2 11-22 Colchester, CT PF317453 30802 Bennie Darden Bill Rogoff Jr. May 9 1 11-23 New Haven, CT PF317582 30803 Bennie Darden Carrie Sargeant May 9 1 11-24 Taunton, MA PF317033 30804 Frank Castricone James Lombardo May 9 1 11-25 Providence, RI PF316579 30805 Frank Castricone Barry Blomstedt May 9 2 11-26 Warwick, RI PF317610 30806 Frank Castricone Paul Deangelis May 9 1 ZOZ0S8Iti0Z
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Section 12/14 Vans Van il Location VIN !J/GE Unit Jf PM District Manager PM Unit Manager Store Sales Start Date # of SPRs 12-03 Saratoga, NY PF315927 30744 Raz Rahman Richard Sullivan May 2 2 12-09 Syracuse, NY PF315538 30745 David Saffron Michael Diglio May 2 1 12-10 Rochester, NY PF315913 30746 Ray Yahnke Nadine Gager May 2 2 12-13 Hamburg, NY PF316138 30747 Ray Yahnke Glenn Miller May 2 1 12-01 Rutland, VT PF316844 30807 Raz Rahman John Woodhead May 2 2 12-02 Plattsburgh, NY PF316671 30808 Raz Rahman George Pena May 2 1 12-04 Albany, NY PF317783 30809 Raz Rahman Theresa Lasalle May 2 1 12-05 Highland, NY PF317826 30810 Raz Rahman Dennis Reeve May 2 1 12-07 Syracuse, NY PF317142 30811 David Saffron Rick Manzoni May 2 1 12-08 Pulaski, NY PF317237 30812 David Saffron Frank Vignone May 2 1 12-06 Binghamton, NY PF317428 30813 David Saffron Frank Larose May 2 1 12-11 Rochester, NY PF317275 30814 Ray Yahnke Josephine Matela May 2 1 12-12 Buffalo, NY PF317683 30815 Ray Yahnke John Oatmeyer May 2 2 12-14 Erie, PA PF316629 30816 Ray Yahnke Dennis Cassell May 2 1 COZOSBiVOZ
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SL -)n 13/25 \ Van # Location VIN /1/GE Unit # PM District Manager PM Unit Manager Store Sales Start Date ix of SPRs 13-20 Wayne, NJ PF315833 30740 Peter Cuomo Kevin Kim-Eng April 25 2 13-21 Rockaway, NJ PF317482 30825 Peter Cuomo Gary Ajhar April 25 1 13-23 Clifton, NJ PF317465 30826 Peter Cuomo Marvin Jackson April 25 2 13-24 Rockaway, NJ PF316992 30830 Peter Cuomo Greg Uzzolino April 25 1 13-25 S. Fairfield, CT PF315714 30739 Vonda Sullivan Paul Bruin April 25 1 13-26 N. Fairfield, CT PF317155 30835 Vonda Sullivan David Bray April 25 l 13-27 Orange & Rockland, NY PF316564 30831 Vonda Sullivan Harris Lapidus April 25 I 13-28 Bergen County, NJ PF317083 30836 Vonda Sullivan Paul Solomine i April 25 2 13-29 Westchester Cty, NY PF317168 30832 Vonda Sullivan Robyn Stapel April 25 2 13-30 Yonkers, NY PF317528 30833 Vonda Sullivan April 25 2 13-31 Staten Island, NY PF316917 30837 Fran Munoz Charles Leone April 25 2 13-32 Middlesex, NJ PF316707 30838 Fran Munoz Larry Desselman April 25 2 13-33 Mercer County, NJ PF317007 30839 Fran Munoz Guy Clarizio April 25 1 13-34 Monmouth, NJ PF316694 30840 Fran Munoz Tony de Sarno April 25 1 13-35 Ocean County, NJ PF317319 30841 Fran Munoz Rick Goukler April 25 1 13-22 Lower Manhattan, NY PF317639 30822 Marybeth Zabow Ron Blake Apri125 2 13-14 Bronx, NY PF316727 30823 Marybeth Zabow Frank Kelley April 25 2 13-07 Brooklyn, NY PF317347 30824 Lilian Johnson Steve Appollonio April 25 2 13-13 Queens, NY PF317440 30829 Lilian Johnson Tony Cicchelli April 25 2 13-01 Smithtown, Long Island PF315674 30738 Al Ruscito Jr. Jackie Cunningham April 25 1 13-02 Merrick Long Island PF317726 30817 Al Ruscito Jr. J.R. Bowen April 25 2 13-03 Deer Park Long Island PF317796 30818 Al Ruscito Jr. Jerry Galante April 25 1 13-04 Patchoque Long Island PF316868 30819 Al Ruscito Jr. Joe Tascarella April 25 1 13-05 Plainview Long Island PF316594 30820 AI Ruscito Jr. John Carey April 25 2 13-06 New Hyde Park Long Isl. PF317855 308?1 Al Ruscito Jr. Jack Rampulla April 25 2 vOZOS9Iti0Z
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Section 14/13 Vans Van !i Location VIN m/GE Unit N PM District Manager PM Unit Manager Store Sales Start Date f/ of SPRs 14-03 Cherry Hills, NJ PF316391 30748 Richard Goukler John Gleason May 9 1 14-09 Allentown, PA PF316173 30749 Wilbur Kirkland Andy Cousin May 9 1 14-14 Harrisburg, PA PF316100 30750 James Bischoff Edward Ergler May 9 1 14-02 Wildwood, NJ PF316618 30842 Richard Goukler Quenton Wentworth May 9 2 14-04 Exton, PA PF316535 30843 Richard Goukler Linda Mulroy May 9 1 14-05 New Castle, DE PF317374 30844 Richard Goukler Allan Miller May 9 2 14-06 Phil., PA PF317332 30845 Wilbur Kirkland John Maxwell May 9 2 14-08 Norristown, PA PF316969 30846 Wilbur Kirkland Cindy Raulings May 9 1 14-10 Allentown, PA PF316928 30847 Wilbur Kirkland Joyce Busfano May 9 2 14-11 Wilkes Barre, PA PF316522 30848 James Bischoff Jeff Speck May 9 1 14-12 Williamsport, PA PF317769 30849 James Bischoff William Shoop May 9 1 14-13 Lancaster, PA PF316829 30850 James Bischoff Frank Castelgrande May 9 2 14-15 Altoona, PA PF317698 30851 James Bischoff Joan Stofko May 9 2 S020S8tvOZ
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Section 21/19 Vans Van # Location VIN fl/GE Unit # PM District Manager PM Unit Manager Store Sales Start Date # of SPRs 21-02 Annapolis MD PF316238 30751 John Viola Laura Burke May 9 1 21-19 Richmond VA PF315810 30752 John Lucas Jr. Robert Schreffler May 9 1 21-01 Ocean City MD/Salisbury MD PF316816 30852 John Viola William Hitchens May 9 2 21-04 Columbia, MD PF316641 30855 John Viola Buddy Bernstein May 9 1 21-06 Rockville MD PF316880 30856 Shaunise Hammond James Gillespie May 9 2 21-08 Fredericksburg, VA PF316782 30857 Shaunise Hammond Carl Onachila May 9 1 21-10 Alexandria, VA PF317022 30858 Shaunise Hammond Renee Richardson May 9 1 21-03 Perry Hall, MD PF317825 30853 John Viola Frank Maglio May 9 1 21-12 Hagerstown MD PF317251 30860 Shaunise Hammond Kenneth Nedimyer May 9 1 21-13 Beckley, WV PF316906 30861 Thomas Venier Paul Lynch May 9 1 21-14 Roanoke, VA PF316944 30862 Thomas Venier Michael Griffin May 9 2 21-15 Martinsville, VA PF317554 30863 Thomas Venier Kenneth Hamlett May 9 1 21-16 Lynchburg, VA PF317568 30864 Thomas Venier Patricia Nicely May 9 1 21-17 Richmond, VA PF317743 30865 Thomas Venier Samuel Puryear May 9 2 21-18 Richmond, VA PF318048 30866 John Lucas Jr. Larry Ratliffe May 9 1 21-20 Norfolk, VA PF317940 30867 John Lucas Jr. Michael Hill May 9 1 21-21 Virginia Beach, VA PF318046 30868 John Lucas Jr. Andrew Mergler May 9 2 21-22 Elizabeth City, NC PF318294 30869 John Lucas Jr. Bonnie Burgess May 9 2 21-11 Winchester, VA PF317400 30854 Shaunise Hammond Robert Stirling May 9 2 sozosaIVoz
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Section 22/22 Vans Van # Location VIN #/GE Unit # PM District Manager PM Unit Manager Store Sales Start Date # of SPRs 22-07 Charlotte, NC PF315592 30753 Michael Slade J. Blankenship Apri125 2 22-13 Greenville, NC PF315660 30754 Willie Baker Yvonna Matthis April 25 1 22-01 Rock Hill, NC PF318540 30870 Michael Slade Marion Foxworth April 25 2 22-03 Hickory, NC PF318603 30871 Michael Slade Blaine Kinsley April 25 1 22-04 Statesville, NC PF318218 30872 Michael Slade Frank Skidmore April 25 1 22-05 Winston-Salem, NC PF318677 30873 Michael Slade Greg Davenport April 25 1 22-02 Gastonia, NC PF318116 30874 Michael Markham Randall Eaton April 25 2 22-08 High Pt., NC PF318643 30875 Michael Markham Carlus McKeel April 25 1 22-09 Greensboro W, NC PF318714 30876 Michael Markham Marilyn Whitley April 25 2 22-10 Raleigh W, NC PF318200 30877 Willie Baker Michael Baldridge April 25 2 22-12 Raleigh E, NC PF318127 30878 Willie Baker Frank Vignone April 25 1 22-14 Atlantic Bch, NC PF318676 30879 Willie Baker Lynda Dawson April 25 2 22-15 Fayetteville, NC PF318769 30880 Willie Baker Alexander Chandler April 25 1 22-16 Columbia E, SC PF318707 30881 James Gibbs Irvin Powell April 25 2 22-17 Columbia W, SC PF317964 30882 James Gibbs Paul Makemson April 25 2 22-18 Florence, SC PF317990 30883 James Gibbs William Butler April 25 1 22-19 Wilmington, NC PF317923 30884 James Gibbs Cissy Lynch April 25 1 22-20 Myrtle Beach, SC PF318199 30885 James Gibbs Glenn Davis April 25 2 22-21 Charleston, SC PF318680 30886 James Gibbs Donald Burchfield April 25 2 22-22 Greenville, SC PF317963 30887 Cammie Huffstetler Jeff Fleming April 25 2 22-23 Spartanburg, SC PF318175 30888 Cammie Huffstetler Tracie Stafford April 25 1 22-25 Asheville, NC PF318679 30889 Cammie Huffstetler Robin Myers April 25 1 LOZOS8Lti0Z
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Section 23/33 Vans Van # Location VIN #/GE Unit # PM District Manager PM Unit Manager Store Sales Start Date # of SPRs 23-46 Gainesville, GA PF316027 30755 Gary Trentacosta Jim Fereber May 9 1 23-19 Nashville, TN PF316190 30756 Margaret Carden Vicki Wall May 9 2 23-02 Roswell, GA PF318663 30890 Gary Trentacosta Marjorie English May 9 2 23-06 Duluth, GA PF318641 30891 William Junker Gwen Francis May 9 1 23-08 Stone Mtn., GA PF317942 30892 William Junker Richard Horres May 9 1 23-05 Newnan, GA PF317892 30893 William Junker Michael Wannamaker May 9 2 23-01 Kennesaw, GA PF318266 30894 Gary Trentacosta Diane Pless ~ May 9 2 23-04 Atlanta, GA PF318124 30895 Gary Trentacosta Terry Griffin May 9 2 23-07 Athens, GA PF318405 30896 William Junker Susan Holpp May 9 1 23-10 Bristol, VA PF318164 30897 James Hamrick Eddie Skeen May 9 2 23-11 Johnson City, TN PF318285 30898 James Hamrick Herbert Donaldson May 9 1 23-12 Knoxville, TN PF318740 30899 James Hanmrick Kenneth Bearden May 9 1 23-13 Middlesboro, KY PF318037 30900 James Hamrick Steve Peck May 9 2 23-15 Chattanooga, TN PF318744 30901 James Hamrick Reid Scott May 9 1 23-17 Nashville, TN PF318130 30902 Margaret Carden Darrell Moody May 9 2 23-18 Bowling Green, KY PF318713 30903 Margaret Carden Gerald Druen May 9 1 23-20 Columbia, TN PF318045 30904 Margaret Carden Tim Austin May 9 1 F 23-21 Huntsville, AL PF318767 30905 Ladonna Lagod Sheila Rothrock May 9 2 23-22 Florence, AL PF318705 30906 Ladonna Lagod Raymond Zimmerman May 9 1 23-23 Cullman, AL PF318039 30907 Ladonna Lagod William Shipman Jr. May 9 1 23-24 Gadsen, AL PF318768 30908 Ladonna Lagod James McArthur May 9 1 23-26 Birmingham, AL PF318128 30909 Ladonna Lagod Anne Wilhelm May 9 2 23-27 Tuscaloosa, AL PF318217 30910 Ladonna Lagod William Kilgore May 9 1 23-28 Pensacola, FL PF315824 30728 A.B. Campbell James Jacks May 9 2 ~ 23-33 Panama City, FL PF316419 30729 A.B. Campbell Ignacio Sarasua May 9 2
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S an 24/22 \ F Van N Location VIN W/GE Unit p' PM District Mgr. PM Unit Mgr. Store Sales Start Date 1l of SPRs 'i 24-21 Jacksonville, FL PF318082 30911 Glen Wren Steve Green April 25 2 24-23 Gainesville, FL PF318117 30912 Glen Wren Bobby Ammons Jr. April 25 2 24-24 Tallahassee, FL PF318494 30913 Glen Wren Terry Crews April 25 1 24-25 Valdosta, GA PF318541 30914 Glen Wren Scott Peters April 25 1 24-26 Albany, GA PF318766 30915 Glen Wren Joseph Wade April 25 1 24-04 Ft. Lauderdale, FL PF315980 30730 Dick Mudd Stanley Wojcik April 25 1 24-01 Miami S, FL PF318370 30922 Dick Mudd Herbert Sardina f April 25 1 24-03 Deerfield Bch, FL PF318183 30923 Dick Mudd Donna Appel April 25 2 24-06 W. Palm Bch, FL PF318438 30924 Joseph Youmans Curtis Harbour April 25 1 24-07 Pt. St. Lucie, FL PF318296 30925 Joseph Youmans C. Groves April 25 2 24-09 Orlando E., FL PF316078 30731 Joseph Youmans Richard Hager April 25 2 24-10 Daytona, FL PF316432 30732 Joseph Youmans Russ Walmsley April 25 1 24-08 Melbourne, FL PF318176 30926 Joseph Youmans John Sapey April 25 1 24-11 Ocala, FL PF318097 30927 Joseph Youmans Stephen Bibby April 25 2 24-13 New Pt. Richey, FL PF318020 30928 William Hagen Philip Guest Jr. April 25 2 24-14 Clearwater, FL PF318093 30929 William Hagen Robert Breheim April 25 l 24-15 St. Petersburg, FL PF317948 30930 William Hagen John Baker April 25 1 24-17 Lakeland, FL PF318369 30931 William Hagen George Donnelly April 25 1 24-18 Tampa, FL PF318479 30932 William Hagen Phillip Duncan April 25 1 24-19 Sarasota, FL PF318394 30933 William Hagen James Basch April 25 2 24-20 Ft. Meyers, FL PF318466 30934 William Hagen Bradley Campbell April 25 2 61-02 Melbourne, FL PF317263 30834 Joseph Youmans John Sapey April 25 1 60ZOS8IVOZ
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MEDIA-OUTDOOR & PRINT S. f€ w~.~s1 © ® 9 OUTDOOR 14`x 48' II ; \ PRINT INSERT ® xv~= - I• f ~~ ~ - .L runu~~nv ~ E ~~ _ _ ~A 02,0 COUNTR- ~ ® 92 a :. 2 m ® KEEP SAVING THE ES, , BUS SHELTER
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MARLBORO COUNTRY STORE Y PRINT AND OUTDOOR LAUNCH MEDIA SUMMARY REVISED 4/14/94 N O ~ co 0 0 N N . t..,
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MARLBORO COUNTRY STORE PRINT IlAPACT UNIT MEDIA PLAN ADVERTISING OBJECTIVE TO BREAK THROUGH ADVERTISING CLUTTER - RE-ESTABLISH/REINFORCE LEADERSHIP, "BIGNESS" - INTRODUCE COUNTRY STORE PROMOTION UNIT ACCORDION VERSION SPREAD WITH DIE-CUT POCKET CONTAINING 10-SIDE ACCORDION INSERT CIRCULATION I 20.0MM CIRCULATION GOAL COMPARED TO 15.0MM FOR HIGHEST CIRCULATION MAT SPECIAL UNIT ("MORE GEAR" UNIT) INSERTS TO RUN PRIMARILY IN U.S. SUBSCRIPTION COPIES ONLY RUNNING FULL CIRCULATION IN KEY AS21-34 TITLES WITH STRONG NEWSSTAND CIRCULATION (I.E., PENTHOUSE, DETAILS, PEOPLE) WILL ALSO UTILIZE SELECTIVE BINDING IN SELECT TITLES 75 %/25 % MALE/FEMALE DELIVERY GOAL BASED ON % MALE/ % FEMALE CIRCULATION AUDIENCE PRIMARY AUDIENCE IS MS21-34 WITH AN EMPHASIS ON YAMS21-24 - SECONDARY EMPHASIS ON FS21-34 SCHEDULING JUNE MONTHLIES, EARLY JUNE WEEKLIES MPMCSISF -2-
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MARLBORO COUNTRY STORE PRINT I1MPACT UNIT MEDIA PLAN BITDGET HAVE $3.9MM BUDGETED FOR MEDIA SPACE MAGAZINE SELECTION BOOKLIST BASED ON TWO FACTORS: - MS21-34 SELECTIVITY/CPM - EDITORIAL ENVIRONMENT APPROPRIATE TO MS21-34 AND FS21-34 MPMCSISF -3-
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MARLBORO COUNTRY STORE PRINT IMPACT UNIT 1EDIA PLAN BOOKLIST MORE EXTENSIVE THAN PAST UNITS DUE TO INCREASED CIRCULATION GOAL OF 20.0MM UTILIZING 33 TITLES COMPARED TO 11 BOOKS FOR "MORE GEAR" SPECIAL UNIT ALL MAGAZINES ON BOOKLIST ALSO ON MAINLINE PLAN IN 1994 OVERDELIVERS 20.0MM CIRCULATION GOAL WITH 27.0MM CIRCULATION PROVIDES BALANCE OF MALE SPECIAL INTEREST/GENERAL INTEREST TITLES PROVIDES STRONG EXPOSURE AGAINST SECONDARY FS21-34 AUDIENCE WITH DUAL TITLES IMPACT UNIT MEDIA PLAN COMES IN AT $3,991.4M ACHIEVES 75 %/25 % MALE/FEMALE DELIVERY GOAL BASED ON % MALE/% FEMALE CIRCULATION ACTUAL SPLIT 74% MALE/26% FEMALE MPMCSISF -4- N O ~ ~ ~ c.n 0 N N ~
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MARLBORO COUNTRY STORE PRINT IMPACT UNIT MEDIA PLAN MAGAZINE LIST INSERT TO RUN IN FOLLOWING MAGAZINES - TOTAL CIRCULATION 27.0MM (PRIMARILY U.S. SUBS ONLY) - ACHIEVES FOLLOWING REACH/FREQUENCY LEVELS - MS21-34: 59%/2.2 - AS21-34: 53%/2.0 MALE TITLES DUAL TITLES AUTOMOBILE COUNTRY AMERICA BASSMASTER INTERVIEW CAR CRAFT PEOPLE** CAR & DRIVER CIRCLE TRACK CYCLE WORLD DETAILS** DIRT RIDER FIELD & STREAM FOUR WHEELER GQ HOT ROD HUNTING INSIDE SPORTS MOTOR TREND MOTORCYCLIST OMNI OUTDOOR LIFE PET 4-WHEEL PENTHOUSE** PLAYBOY POP HOT RODDING POP MECHANICS ROAD & TRACK ROLLING STONE SPIN SPORT SPORT TRUCK SPORTS AFIELD SPORTS ILLUSTRATED ** FULL CIRCULATION BUY MPMCSISF -5-
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MARLBORO COUNTRY STORE PRINT IMPACT UNIT MEDIA PLAN PLAN SUMMARY MCS INSERT MEDIA PLAN PROVIDES BIG IMPACT FOR KICK-OFF OF COUNTRY STORE PROMOTION PUTS MARLBORO COUNTRY STORE CATALOG IN FRONT OF MORE THAN 26 MILLION PEOPLE PROVIDES STRONGEST REACH/FREQUENCY DELIVERY FOR ANY SPECIAL IMPACT UNIT TO DATE BROADENS EXPOSURE OF MCS MESSAGE MORE THAN ANY PREVIOUS UNIT V SELECTIVE BINDING SUMMARY FOLLOWING BOOKS WILL SELECTIVELY BIND INSERT INTO SMOKER EDITIONS WITHIN U.S. SUBS CIRCULATION (NON-SMOKER EDITIONS WILL NOT RECEIVE INSERT) FIELD & STREAM OUTDOOR LIFE WILL UTILIZE SELECTIVE BINDING IN FOLLOWING BOOKS TO PLACE SPECIALLY CODED INSERTS INTO SMOKER EDITIONS (NON-SMOKER EDITIONS WILL RECEIVE DIFFERENTLY CODED INSERTS) COUNTRY AMERICA - PEOPLE ENTERTAINMENT WEEKLY - SPORTS ILLUSTRATED $209.OM ESTIMATED COST MPMCSISF -6-
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iCSREV.W}Ci ,d84 MARLBORO COUNTRY STORE PRINT PLAN (PLACEi/E3tT OF ACCOROION UNIT IN ALL MAGAZINES) CIRCULATION COSTS .1JNE ^ ISSUE TOTAL REQ # SELECTIVE U.S. SUBS ••• OF INS. U.S. SUBS REQUIRED INSERTS BINDING REQUIRED INSERTS ISSUE pATE$ ON-SALE QdIES ACTUAL INSERT S 9 $L SELECTIVE BINDING COSTS GRAND 7S2IeL iLn.E AEJTOMO8ILE (At) 500 m 625 625 0 6/1 5/8 . $103,507 $103,507 4SSilASTER 570 590 590 0 6/1 5/18 $71,367 i71,361 AR CRAFT 257 355 355 0 8l1 6117 $60,780 $60,780 .,AR & DRIVER 950 9®0 990 0 8/1 5/10 $112,813 $112,313 CIRCLE TRACK 91 105 105 0 8/1 5/3 $16,890 $16,890 r'OSMOPOLITAN 652 667 667 0 6/1 5/17 $37,564 $37,564 OUNTRY AMERICA (S) 1100 1200 927 220 6/1 5/10 $103,500 $20,000 $123,500 YCLE WORLD 275 2E5 285 0 811 5t3 $56,983 i56,9d3 ..ETALS 758 758 758 0 •' 6/1 5/17 $81,060 =81,0E0 DIRT RIDER 130 115 115 0 6/1 6/17 $24,950 $24,950 ENTERT. WEEKLY (S) 1140 1216 996 220 6/17 6/13 $142,003 $13,000 =155,003 IELD & STREAM (S) •••• 349 401 0 401 6/1 6124 i0 565,000 $65,000 OUR WHEELER 181 205 205 0 6/1 515 $33,247 $33,247 „Q 342 363 368 0 6/1 6/31 $62,770 $62,770 HOT ROD 626 735 735 0 6/1 6r10 $136,745 $136,745 HUNTING 282 330 330 0 8/1 5l3 557,060 $57.060 NSIDE SPORTS 562 562 562 0 811 6/3 $110,145 $110,148 YTERVIEW 115 120 120 0 6/1 5/31 $72,650 i72,650 AOTOR TREND 767 820 a20 0 6/1 5/10 $172,725 $172.725 ~ MOTORCYCLIST 169 175 175 0 6/1 4126 $41,165 $41,165 OM NI 544 625 625 0 6)1 6124 $117,471 $117,471 )UTDOOR LIFE (S) 236 271 0 271 6/1 5/24 $0 =65,000 i85,000 'ENTHOUSE 2397 2500 Y 2500 0•' 6J1 6!3 $172,122 $172,122 .,EOPLE (S) 3453 4600 4015 277 '+ 6/6 5130 $48.3,198 $13.000 $496,196 PET 4-WHEEL 202 255 255 0 6/1 5/10 $40.930 $40.930 "LAYBOY 2700 3000 3000 0 6/1 6/3 $287,435 i287,435 )OP HOT RODDING 102 107 107 0 6/1 515 i16,220 $16,220 IOP MECHANICS 1400 1500 1500 0 6/1 5;11 $171,052 $171,052 ,iOAD i TRACK 700 725 725 0 6!1 5/10 $115,835 ia5A35 ROLLING STONE 1040 1100 1100 0 6J2 5/17 $127,756 t127,756 SPIN 257 300 300 0 8/1 6110 =83,450 $83,450 PORT 600 675 675 0 8/1 5/3 i128,625 =12e,625 PORT TRUCK 118 125 125 0 8/1 4/26 $17,080 $17,080 cPORTS ILLUST (S) am 3671 a31QZ yA 6113 618 S5... 2°5 $3 782 396 ;]$.QQ4 S1E9 000 M66225 $3 971 106 26965 30066 27843 1863 , . , , , AEDIA TOTAL QNSERT COST + SELECTIVE BINDING) -*3,971,396 " FULL CdRCUU1TION BUY •'• BASED ON PUBLICATION'S SUBMITTED PROPOSALS '••• CHARGED ONLY FOR SELECTIVE BINDING ^ BASED ON PRODUCTION ESTIMATES (S) SELECTIVE BINDING TITLE
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MARLBORO COUNTRY STORE ROP TEASER AD OBJECTIVES - ENCOURAGE SMOKERS TO CONTINUE TO SAVE MILES BECAUSE ANOTHER CONTINUITY PROGRAM IS COMING PROVIDE MARLBORO "NEWS" DURING MAT/COUNTRY STORE HIATUS PERIOD - INTRODUCE COUNTRY STORE "LOOK"/LOGO TO KEY AUDIENCE TINIING - EARLY MARCH ROP DROP (WEEK OF MARCH 7) MEDIA SUMMARY ROP Y LENDS "NEWS" VALUE TO MCS INTRODUCTION EST. REACH CIRC. TOTAL (MM) COST ADULTS ABCD PAPERS 56.2 $4.40MM 60% USA TODAY 1.5 $ .06 2 TOTAL ROP 57.7 $4.46MM 62% MILITARY - RUNNING TEASER AD IN ANAF TIMES WEEK OF MARCH 21 $13.2M COST FUNDED FROM MAINLINE MILITARY BUDGET AD WILL RUN SECOND TIME ON MAY 9 AS MAKEGOOD - RUNNING IN SELECT BASE PAPERS WEEK OF MARCH 30 . $51.4M COST FUNDED FROM MAINLINE MILITARY BUDGET MPMCSISF -7-
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MARLBORO COUNTRY STORE ROP TEASER AD (CONT'D) ALTERNATIVE - RUNNING TEASER AD IN 29 ALTERNATIVE PAPERS 1X SCHEDULE IN WEEK OF MARCH 28 OR APRIL 4 $83.4M COST FUNDED FROM MAINLINE ALTERNATIVE ROP BUDGET MPMCSISF -8-
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fRMSIPl1PRA 1Y111I1t REPORi PREPARED EXCLUStYEIY FOR PHILIP MORBISt lEO BURNETI i INSTALLATION B M or 2C ~ I8S1JE DATI _ FoaxaT -- - T-TAB B.Broad - - CdBT McCbl.._P7.trra fl McCbl.. _- _ _ 2C _ ~ r 194 T -_ -161132 _ D.cert Alrnrn ~ Davir Mo.than AFB ` 2C Apr• I-94 T 1613.08 TaMY Ho IA. AfB - - 2C Apr-1 •S/ 1 ` iErEEi 30 Hilm J.dut EI T_oro MCAS, Tuain IACAS_ ~- Aa 194 ~ 7 1898.80 S.n Di.lo DEewtM - Scoo1 S'qnl BridlefPNi,c.pa - All San Dwqo Baa. N.rrtinQ _ - Ca~q Pendleton - - San Diep NSISan OieQ. Srb Bas. - 2C 2C - 2C Mr-31 •84 - Mar-31•94 - - _ Apr-1-B4 T_ - T ,- 1 _ 41,105.56 12~14.24 - -- - _ 11,031.40 lrawi.Tirrw - - Wourt.+n..r Dml : -~--- -- Tr.wirAfB ` - -- - Fi. Car:on Now landon N.wl SuA B.a ------- - - - - - - -- - _ ®(WI 2C 2C -- Ap•1•!4 -- ~r 1~94 - Yar-31-84 -- ---- -- 1 - T T -- f577.-20 -- ~ =03Q40 t 789A0 - - - d Fl~.r C'0t 7r.wn AFB - An - 2C - - T ----- 45,127.84 - .n/wso. FW1 Norrs N _ 11.n/rsos Hd 2C Apt 1-81 _ I . 'Carbo Buy' _ PMttaQram P.nt.4.n, CanxonSt.tion, ft. MrM, Ft Ndldr 2C ~ 104 _ T •Can6o Bur• Se.a 3.r»as W.rlify Nml He.dqiarl.n 2C A+{-r 1 B4 T 'Ccwio B.ti' FL Bdvo'r -- 2C AQr-1-14 T •Co.fio 8' Donn _ `- OdfinjAFB --- 2C ANr I-M ~ I - - 'Cmdi. Boi'__ Gos7ort Pensac.r. NAS 2C , Apr I 94 1 - 11,232.60 - Ja Ait NowalAirwin0er J.dcaonudl. NASdGcB Fiok1 NAS 2C _ Iix-31-94 T 11,104.00 hlin.r W. ort NS - 2C A r-194 1 _ I7®5.8;F Ni~iew - P.ttick AFB, CaP. Kann.d r_-- -- 2C Apr-1-B4 1` - 1843.75 Th.nierbd N1acBill _ EQ0 $0. B.pon+t Ft B.mi.q 2C ~ ll~i_I ~4 B _ / I,B06 ~1 Patri.l _ FE St.wart, Hu.ter Artny Airfiold_ 2C M.r 3194 _ B^ _ 11(l5A0 - Ft. 6ordon - - 2C -_~ 19t - - -0 11, 5 6q Haw.i NMvr Nrw: P.nl HarMr NS. Barbr'a P.im _ _ 2C Ilu-91•94 B 13,449.40 H.w.: ArTwr..lar ScholieM Bur.ckr, Ft. Shaltar - - 2C Mral-04 _ B- _ •Cornbo Hn+np Wrire _ Kr..vM MCAS 2C - Mr31:84 8 •Camro BrY' H.wniifrJcon - AFB, Wfi.d.r AFB NicFum 2C M.r31-84 - D- _ -- •CornD. Bry• Conrrrnd Pst _ Scott AFB 2C - _ Apr•1-®4 --- - T J 1121.80 F1. G bedl Cwri+r Ft. Ca b.l 2C M.r-3I-94 - B - - - 41,120.01 OZZ0S8ibOZ .....rn rnorcc rmae,lnYICATInNS- NC. 214 F. Guti.na Stn.1.,Saet. Birber., CA 93101
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-- ---- - -- - -------- -- REPDRT PFifPARED EXCEUSIWEEY FOR - - ----- -- --- ---- ---- PFIIEIP MORRISnEO BURNETT --- ---- - -- -------- - -- - -- -- ---- --- ---- - - --- - FORNAT - ---- ------ --- - --- II'tMlSPAP81t IiJtIQi I118'PALLATIOp - B or 2C - IBBflt D>•T8 T-TAB B-Broad - COBT ~ Iraide Tho Trrt1 F1. Knor 2C M1r•31-91 I! ' /1,028.36 ObsMvr B.rks/rJ+AFB - 2C Mr31-S/ T 1i92.®i S$undmHl - ---- ft Qorclr -- - - -- -- - --- 2C - - --- Mr31-94 -- T -- 1941.10 - K.Wr AFB ---- AJrp~. Kad+r AFt - -- - - ----- - - Ollutt AFB -- - 2C T-----_------ 2CT Mr-31•84 -- Apt 1 9~ T ----- T - - $715.95 -- -- 490014 AirfNos -- Focus - - - - Mc6.iu AFi _ Krdartd AF1s - - - --- - - - -- 2C 2C --- -- ----- rAp 104 _ r• 1-94 T a --- 1105.180 11,214.82 -- 6bbr 2C Qpt-1-9- i 11AVI_91 2c _ MM-31-04 ® i i.e69.1w Mfoclsock liricr Tr+c.Ofl Ch.n1 P.:1 MCAS -` -- -- Tiwka AFi - 2C BfIN Mr3191 A-1-84 T^ I _ 1870. 411 1812.16 l..dot --- FtJockmn 2C Mr31-84 ' T /150.48 Nowdodiff ~ + FtSamHourlo+a ~ ~ 2C Apr•1•14 - T - _i913_61 WIli.qi~ Ronb h AFB - 2C r-1•IM T 191111 Madlor Ft Bin ~ - 2C Mor31•Sf4 - 1 /182.4/ Surtinel FL Noo/ _ - 2C Y.r-31-94 S 11,332.5] T.Lqilmrwr E.ddnd Afi - 2C A-1•94 - T I1,331.1! J.f Oharwrr MAS Oonra dJMV Mr31$/ 1 1511.60 Wlhoal Ft Eurt:, Ft. Sca - 2C - Mr-31-91 T~ 1850.12 Fb Nortolk NB 2C Mr•31•!4 8 11.971.18 FlL-- -- u A - -- _ _ ~ T 600~8 N"wM Grurdrm F/. tiwa _ - } 2C _ - Mu-31-M T 11,181.4E - - TO'tAt, WWdBS1t9 } Oit BU7t• - 151,36~.i1 --- - - -- - - - - _ti 4 5~35~ ~1 IZZ0S8ItOZ ARMEO FORCES COMMUNICATIONS, NC. 214 L 6od.rra 6tr.et, Sn1. Ra1.r., CA 93101
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,"1L---> r1'LA-7-iv--- wj BALT. CITY PAPER BOSTON PHOENIX CHICAGO NEW CITY CHICAGO READER CREATIVE LOAFING DALLAS OBSERVER DENVER WESTWORD DETROIT METRO T1MES EAST BAY EXPRESS HOUSTON PRESS L.A. READER L.A. WEEKLY MIAMI NEW TIMES MINN CITY PAGES MINN TWIN CITIES READER N.Y. PRESS N.Y. WEEKLY PHIL. CITY PAPER PHIL. WELCOMAT PHOENIX NEW TIMES SAN DIEGO READER SANTA CRUZ GOOD TIMES SEATTLE EAST SIDE WEEK S.F. BAM S.F. BAY GUARDIAN S.F. WEEKLY THE AQUARIAN THE VILLAGE VOICE THE VILLAGER WA CITY PAPER PG. 2/C COST \PG. BM1 COST ISSUE DATES CLOSING DATE ON SALE DATES $1,773. ,\`00 $1,413.00 3/30/94 3/25/94 3/30/94 $8,554.00 $972.65 $1,904.40 $2,428.00 $2,345.40 $1,758.60 $2,064.60 $1,452.60 $2, 018.00 $2, 067. 30 $5,135.00 $2, 012.40 $2,601.00 $2, 575.00 $1, 907. 06 $1,315.00 $2, 398.29 $1,448.00 $2, 513.70 $2, 041.20 $1,916.19 $2,968.00 $5,241.50 $5,855.00 $1,75t4.10 $2, 716.53 $8,286.77 $1,905.00 $1,512.90 $8,004.00 4/8/94 4/1/94 4/8/94 $855.00 3/31/94 3/25/94 3/31/94 $1,458.90 4/1/94 3/25/94 4/1/94 $2,203.00 4/2/94 3/28/94 3/30/94 $2,003.40 3/31/94 3/25/94 3/31/94 $1,520.10 3/30/94 3/25/94 3/30/94 $1,704.60 3/30/94 3/25/94 3/30/94 $1,263.60 4/1/94 3/23/94 4/1/94 $1,916.10 3/31/94 3/25/94 3/31/94 $1,752.30 4/1/94 3/25/94 4/1/94 $4,535.00 3/31/94 3/25/94 3/31/94 $1,747.80 3/30/94 3/25/94 3/30/94 $2,241.00 3/30/94 3/25/94 3/30/94 $2,200.00 3/30/94 3/25/94 3/30/94 $1,907.06 3/30/94 3/28/94 3/30/94 $1,015.00 4/1/94 3/25/94 3/30/94 $2,177.70 3/31/94 3/24/94 . 3/31/94 $1,298.00 3/30/94 3/25/94 3/30/94 $2,003.40 3/30/94 3/25/94 3/30/94 $1,654.20 3/31/94 3/24/94 3/31/94 $1,680.90 3/31/94 3/24/94 3/31/94 $2,718.00 4/6/94 3/30/94 4/6/94 $3,935.00 4/8/94 3/30/94 4/8/94 $5,180.00 3/30/94 3/25/94 3/30/94 $1,716.30 3/30/94 3/25/94 3/30/94 $2,116.53 3/30/94 3/25/94 3/30/94 $7,501.77 4/12/94 4/6/94 4/12/94 $1,680.00 3/30/94 3/28/94 3/30/94 $1,142.19 4/1/94 3/25/94 4/1/94 TOTALS 1 $83,441.19 1 $72,543.85
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MARLBORO COUNTRY STORE OUTDOOR MEDIA PLAN OOH - BACKGROUND USED 1993 MARLBORO ADVENTURE TEAM OOH PLAN AS PROTOTYPE FOR MARLBORO COUNTRY STORE OOH PLAN - MAT OOH DELIVERY/IMPACT CONTRIBUTED SIGNIFICANTLY TO MAT PROMOTION'S AWARENESS LEVELS TAKEOVER SPENDING UTILIZE SELECTIVE TAKEOVER OF 1994 MARLBORO POOL IN ALL MARKETS DURING MAY y INCLUDES TAKEOVER OF FOLLOWING FORMATS BULLETINS 14' X 48' TAXITOPS (BOSTON, NEW YORK) BUS SHELTERS (NEW YORK, WASHINGTON D.C., MIAMI, SAN FRANCISCO, LOS ANGELES) PROVIDES NATIONAL EXPOSURE FOR MARLBORO COUNTRY STORE PROMOTION $991.4M MPMCSISF -9-
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MARLBORO COUNTRY STORE OUTDOOR MEDIA PLAN INCREMENTAL SPENDING EXECUTING INCREMENTAL 30-SHEET EFFORT TO SUPPLEMENT MARLBORO POOL TAKEOVER WEIGHT 50 SHOWING 30-SHEET PROGRAM IN ALL MARKETS/SUB-MARKETS WHERE BASIC IS PRESENT IN MAY, ALL OTHER MARKETS/SUB- MARKETS TO RECEIVE #25 SHOWING PURCHASED 8 OOP BULLETINS IN NEW YORK AND RICHMOND (TOTAL COST $35,260) V WILL TAKEOVER PLANNED MARLBORO 30-SHEET DEFENSI VE PRESENCE IN MAY ($536.6M) INCREMENTAL 30-SHEET COST OF $1,453.3M TOTAL INCREMENTAL 30-SHEET/BULLETIN COST OF $1,488.6M ADDITION OF 4,940 30-SHEET POSTERS OOH SUNIlVIARY MARLBORO COUNTRY STORE OOH MEDIA PLAN SPENDING AT $3,101.2M - INCLUDES $1,528.OM MAINLINE TAKEOVER AND $1,573.2M INCREMENTAL INCREMENTAL SPENDING INCLUDES $84.6M FOR EXTRA POSTING ON 14' X 48' BULLETINS MPMCSISF -10-
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MARLBORO COUNTRY STORE MEDIA PLAN COST SUMMARY TOTAL MEDIA SPENDING FOR MCS LAUNCH AT $11.7MM TOTAL COST $(1VM PRINT MAGAZINES $3,991.4M ROP 4,460.0 MILITARY 64.6 ALTERNATIVE 83.4 PRINT TOTAL y $8,599.4M OOH BULLETINS (MAINLINE TAKEOVER) $512.8M POSTING FEE 84.6 INCREMENTAL 30-SHEET (OOP+TAKEOVER) $1,989.9 BULLETINS (OOP) 35.3 TAXI TOPS 137.4 BUS SHELTERS 341.2 OOH TOTAL $3,101.2M GRAND TOTAL $11, 700. 6M MPMCSISF -11-
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2041850226
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Apnl 28. !944 RETAILER REWARDS PROGRAM Overview Retailer Rewards is a program that rewards Retail Master Accounts with Marlboro Country Store (MCS) merchandise. Similar to Aisles for Miles, retailers receive points for POS displayed in their store. A key difference, however is that the Retailer Rewards program has additional ways to earn points. One way is when a consumer places an order from a MCS catalog obtained at retail, the participating retailer eams points. Retailers can keep catalogs available by calling 1 800 577-3777 to order more catalogs. The more points a retailer accumulates, the more valuable the merchandise that can be ordered. Retailers are encouraged to sign up early, display MCS POS and stock catalogs. The program runs the duration of the MCS promotion. Objectives Y • Encourage Retail Master Accounts to partner with PM • Encourage placement of POS • Maintain catalog availability at retail • Sustain promotional presence at retail Program Highlights Timing: Scope: Penetration: Offer: Participation: May 1994 - February, 1995 National Retail Master Accounts Redeem points for merchandise Retail Master Accounts (112,000) Direct store shipment Sign up participation Program - Front End A sell sheet detailing the Retailer Rewards program with a sign up card is provided to the field sales force in the Marlboro Country Store introductory package, the week of March 7, 1994. (Additional sell sheets can be ordered via The IVR system.) Sales representatives present the Retailer Rewards program to Retail Master Accounts during the March/April MCS sell-in. Retail Master Accounts must sign up in order to participate in the program. Stores can participate at a store level or at a chain headquarters level. Retail Master Accounts that initially sign up for the program receive 3,000 start up points. In order to maximize participation, another sign up postcard may be mailed in July, to Retail Master Accounts that have not signed up for the program. Retail Master Accounts that sign upon or before July 1, receive 3,000 start up points. Retail Master Accounts that sign up between July 2, and September 1, receive 1,000 points. After that time, Retail Master Accounts can sign up but will not receive start up points. Retail Master Accounts can request a sign up form by calling 1-800 577-3777. 1
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Apnl 28, 1994 In addition to the start up points, Retail Master Accounts can earn points by displaying MCS POS. Sales representatives have a POS checklist that awards points for every piece of material placed in the store. Sales representatives record the POS material, mail the postage paid card and the points are credited to the store. Sales representatives fill in the store's address and retail control number even if a chain is participating at the headquarters level. POS points are awarded at specific times throughout the MCS promotion, in May/June, in August/September and in October/November. In May/June, Retail Master Accounts can receive up to 25,000 points by placing the following materials at retail: Item Points B4G 1 F Display 10,000 Banner 7,000 Poster 5,000 Other POS 3,000 The third way that Retail Master Accounts can earn points is by keeping MCS catalogs available for customers. Catalogs issued to Retail Master Accounts have an OCRA code that links a consumer order back to the store where the consumer picked up the catalog. Retail Master Accounts receive 1,000 points for every consumer order made from a catalog distributed at their store. When retailers are close to running oyt of catalogs, they call 1 800 577-3777 to order more catalogs. All retailers can call the retail 800 number to reorder catalogs. Catalogs will be sent to the store within two weeks. Participating Retail Master Accounts receive 2 statements. The statements are issued in August and at the end of the program. Each statement details the number of points that a participating Retail Master Account has accumulated. Retail Master Accounts use the order form located on the statement to redeem the points for merchandise. The points can be redeemed anytime after the first statement is issued. Retail Master Accounts can request additional order forms via the retail 800 number. The merchandise available and the points required to redeem are: Item Points R uire Brand M Cap 5,000 Marlboro Brass Lighter: 10,000 Marlboro Denim Shirt 25,000 Leatherman Tool 50,000 Marlboro Barn Jacket 75,000 Accordingly, a Retail Master store with 75,000 points has several ways to redeem the points. The participating store can order a Marlboro Barn Jacket or a Marlboro Denim Shirt and a Leatherman since both items total to 75,000 points. The store cannot request 15 Marlboro Caps since a participating retailer cannot receive more than 3 items per store, during the length of the Retailer Rewards program. Chain account orders are based upon the number of stores in the chain. For example, a chain with ten stores participating at the headquarters level can order a maximum of thirty items. Participating retailers complete and mail the order form to Neo Data. The request is fulfilled, and the merchandise is sent to the retailer. The Retailer Rewards program ends two months after the last MCS consumer order is accepted. 2
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Apnl ?8. 199-5 Program - Back End Sell Sheet Program details and available merchandise are provided in a Retailer Rewards sell sheet. The sell sheet includes a postage paid sign up card and instructs retailers to call 1 800 577-3777 before they run out of catalogs. Sales representatives can order sign up cards via the IVR system (kit #76722). Program Participation Retail Master Accounts must sign and return the form on the sell sheet to participate in the program. Retailers must indicate whether they are participating at a store level or at a chain headquarters level. The postcard is mailed to a Tempe, Arizona P.O. Box and forwarded to Neo Data who records and maintains a list of participating retailers. A list of accounts participating at the chain headquarters level is forwarded to the PM sales organization for verification. Retailer Reward sell sheets are available at Neo Data in the event that retailers inquire about signing up. Retail Master Accounts may sign up at any point during the promotion. CSRs verify that the stores is not already participating at the chain level before sending a sign up card. Non Retail Master Accounts are instructed: to contact their sales representative for information on becoming Retail Master Accounts. Signatures are archived by Neo Data as proof of participation. Sign up Mailing (Neo Data-Des;Moines) A sign up •mailing to Retail Master Accounts may occur in July depending upon the number of Retail Master Accounts that have signed up. Neo Data will issue the mailing. Retailer Masters who have signed up will be excluded from the mailing. Consumer Order Form Tracking (Neo Data-Ireland) Data entry occurs after verification so that only valid consumer orders are credited to a retailer. The OCRA code is recorded and linked back to the retailer that received the sequence of coded catalogs. Catalogs (Madden) All catalogs are either coded or non coded. Coded catalogs are sent to Retail Master Accounts and non coded catalogs are sent to non Retail Master Accounts. Coded catalogs have an 8 digit, zero filled, OCRA code printed on the back panel. The OCRA code is located in a 1-5/8" x 5/8" white box situated perpendicular to the spine. Two catalog versions (deluxe and mini) are distributed during the promotion. Mini catalogs are distributed via the retail 800 number while deluxe catalogs are distributed with POS materials via the IVR system. Both catalogs contain all the MCS items and a consumer order form. Retailer Database Mana e~ et (Richmond) PM Richmond provides Neo Data-Boulder with nightly updates to the retail database based upon the SPACE database. The retail database, located at Neo Data-Boulder, contains a chain affiliation and headquarters address in the event that a chain elects to participate at the headquarters level. CSRs have the ability to verify on screen whether a chain is participating at the store level or at headquarters level. May Phase I (PMExpress) Sales representatives order separate POS kits for Retail Master Accounts and non Retail Master Accounts via the IVR System at PMExpress. Coded catalog are included in the POS kit for Retail Master Accounts and non coded catalogs are included in the POS kit for Non Retail Master Accounts. The kit number for Retail Master Accounts is #76574 while the kit number for Non Retail Master Accounts is #76606. PMExpress tracks the OCRA code and records the name, address and retail code of the Retail Master Account receiving the Retail Master kit. Coded catalogs can only be sent as a direct store shipment. Depots and warehouses receive non- coded (non Retail Master kits) since the stores ultimately receiving the catalogs cannot be tracked. The NR system is programmed to prevent Retail Master kits from being sent to depots. 3
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Apn128,1994 Data Transmission (Madden to Neo Data-Boulder) Madden transmits phase I shipment information weekly (on Friday) to Neo Data-Boulder via the network through Richmond. The information includes total number of records sent, retailer control number, store address and catalog codes. Phase II and Phase III Transmissions (Madden to Neo Data-Boulder) Subsequent transmissions are necessary in August (phase II) and in October (phase III) as catalogs are distributed during both phases. Similar to May, sales representatives order coded catalog kits for Retail Master Accounts and non coded catalog kits for Non Retail Master Accounts via the IVR System. POS Points (Neo Data-Tempe) Sales representatives, record the POS materials seen at retail on a postage paid postcard and mail in the card. The postcards are forwarded to Neo Data-Tempe and the participating retailer is credited with the points. POS checklist cards occur in three waves, May/June, August/September and October/November. Only one POS checklist card is accepted per store during each wave. The first POS checklist card is valid:until July 31, 1994. Catalog Orders 1 800 577-3777 (Neo Data-Tempe) All retailers can order catalogs ~Lnd take one holders by calling the retail 800 number. Callers that are not retailers, are instructed to call 1-800-Marlboro. Retail callers provide their 6 digit retail number for verification. If retailers are not aware of their retail number, zip code, phone number and address are used to access the retailer control number. Consumer service representatives differentiate between Retail Master Accounts and Non Retail Master Accounts. Retail Master Accounts receive coded catalogs and non Retail Master Accounts receive non coded catalogs. Scripts have been written to anticipate retailer questions and concerns. Two separate catalog limitations exist, one per telephone call and the other over the life of the program. Both limitations are flexible and can be modified throughout the life of the program. During an individual telephone call, retailers with a CPW from 1-499 can order 1 box of catalogs (50 catalogs) while retailers with a CPW equal to or greater than 500 can order up to 2 boxes of catalogs (100 catalogs). Catalog orders are being monitored to determine when the limitation needs to be modified. Currently, a retailer may order catalogs up to 20 times during the program. When 8MM catalogs have been distributed, a new limitation may be implemented based upon the number of retail callers using the retai1800 number to request catalogs. Catalog Fulfillment (Neo Data-Des Moines) Catalog orders are fulfilled such that a retailer receives catalogs within two weeks. The catalog codes and retailer information is entered into the retail database before the catalogs are sent to the retailer. Statement Generation/Mailing (Neo Data-Des Moines) Retailer statements detailing total accumulated points are generated in August and at the end of the program. Statements are only issued to Retail Master Accounts who have completed a participation form and have points. Chain accounts participating at the headquarters level will receive a statement at the headquarters address. Reward Claims (Neo Data-Des Moines) The bottom portion of the statement contains a rewards claim form. Extra claim forms can be requested through the retail 800 number. Once an order is processed the points are deducted from the account. Awards can be claimed at any time after the first statement in August. CSRs can access an account if a retailer calls and inquires about number of points accumulated to date. 4
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Apni 28. 1941 Reward Fulfillment (Neo Data-Des Moines) A retailer (retail location) may order up to three items during the life of the program. Chain accounts participating at the headquarters level can order according to the number of stores in the chain. A store with 5 stores can order a total of 15 items during the life of the program. A form letter is issued if a retailer exceeds the item limitation. Retailers are instructed to allow 10-12 weeks for delivery. The five items that a retailer can redeem points for are: Item Points Required Brand M Cap 5,000 Marlboro Brass Lighter: 10,000 Marlboro Denim Shirt 25,000 Leatherman Tool 50,000 Marlboro Barn Jacket 75,000 Forecast (Purchasing) The items for the Retailer Rewards program are the same items as available to consumers. The items must be available at Neo Data-Des Moines by early July since statements are sent to retailers in August, and Retail Master Accounts can redeem points after the initial statement. The quantities detailed below are in addition to the consumer forecast: ~ Item Quantitv Forecast Brand M Cap 38,500 Marlboro Brass Lighter: 41,800 Marlboro Denim Shirt 35,400 Leatherman Tool 6,200 Marlboro Barn Jacket 12,600 Reportin (Market Research) Weekly and monthly status reports will be issued. Areas of interest include catalogs ordered, retailer sign up, accumulated points by vehicle (sign up/POS/catalog), orders redeemed, merchandise redeemed and items fulfilled. Non Retail Master information may be desired as a control variable on a less frequent basis. Timing (All Parties) The Retailer Rewards program officially starts May 1, 1994. All elements of the program must be tested and in place by April 18, 1994. A recorded message is installed by February 28, 1994 in the event that a retailer calls 1 800 577-3777 to inquire about the program. 5
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Apnl 28, 1944 RETAILER REWARD KEY INFORMATION FACTS Total Retail Stores 1993 Retail Master Stores Non Retail Master Stores Total CPW 1993 Retail Master CPW Non Retail Master CPW Catalog Mix (Actually Distributed) MAT Retail 115.0MM Media 27.0MM Direct 13.5MM Vans Events 2.3MM Fulfillment 2.7MM Total 160.5MM 100% 94.6MM 100% Retailer Participation Aisles Mile I(18,529) 16% Retailer Participation Aisles Miles II(16,192) 14% AS SUMPTIONS Total MAT orders projected 6.7MM MAT orders to date 4.7MM MAT orders from Retail 3.7MM MCS orders projected 4.7MM MCS orders from Retail 2.3MM Retail orders from Retail Master Accounts 1.8MM Retail Master Accounts ordering merchandise 46% Maximum # Items Ordered per store 3 Total Deluxe Catalogs at Retail 31.9MM Coded Deluxe Catalogs at Retail 18.75MM Non Coded Deluxe Catalogs at Retail 13.15MM May Phase I Allocation (100 cat/store) 25.15MM August Phase II Allocation (50 cat/store) 6.75MM Total Mini Catalogs for Retailer Rewards 14.9MM Coded Mini Catalogs for Retailer Rewards 9.9MM Non Coded Mini Catalogs for Retailer Rewards 5MM 298 M # Boxes (50 cat/box) 216M 112M 104M 45MM 27MM 18MM % MCS °Io 72% 48.0MM 50% 17% 28.0MM 30% 8% 9.0MM 10% 1% 1.0MM 1% 2% 8.6MM % 6
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Apnl 28. 1994 RETAILER REWARD KEY CONTACTS PHILIP MORRIS Brand Nancy Parmet (212) 878-2216 Tracy Young (212) 880-3732 Customer Service Janice (212) 880-3751 Jeanine Restivo (212) 878-2735 Fulfillment Kathy McMahon (212) 880-3847 John Trojanowski (212) 880-3360 IS Reggie Potts (212) 880-3193 Jim Royall (212) 880-5004 IS Richmond Jim Conner (804) 220-6658 Mike Dennis (804) 220-5693 Gibson Phillips (804) 220-6647 Bob Rice (804) 220-3221 Frank Williams (804) 220-6605 i Lo g ics , • Gerard Cardillo (212) 878-2585 Rob Huckfeldt (212) 878-2925 Marketing Services Marla Antonoff (212) 880-3911 Bruce Huffine (212) 878-2487 Renee Simons (212) 880-3282 Research Paula Sica (212) 880-3676 Roy Whalen (212) 880-3892 Sales Frank Alfieri (212) 878-2450 Jack Mansmann (212) 880-3342 7
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Apn1 28. 1994 RETAILER REWARDS KEY CONTACTS MADDEN Mary Anne Meade Jim Mitchie Art Wilkins MSA Trish Alleyne-Chin Lisa Bautista Nidhi Gangwar NEO DATA Brian Burgett Mike Davidson Rich Edwards Tina Kindred Mike Moore Chris Warwick Barb Waller HADLEY GROUP Sue Draddy Dan Thomas Y (212) 880-4117 (708) 775-3513 (708) 775-3504 (212) 880-3404 (412) 362-2000 (415) 362-2000 (515) 237-4087 (515) 237-4840 (515) 237-4800 (515) 237-4745 (515) 237-4890 (515) 237-4744 (515) 284-2092 (212) 714-2550 x216 (212) 714-2550 x154 8
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RE"l'AILER REWARDS FLOW CI IAR"1' 9 I I1 12 15 14 16 17 18 19 1 22 (see next page) 23 24 2' Y Retailer Rewards SEZOS8Iti0Z
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RETAILER REWARDS FLOW CE1AR"1' 26 27 34 35 3 37 Y Retailer Rewards 9EZ058i1r0z
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.. -. .. z~y~~ MR 2041850237
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..N33M dfl-aNnou1 . 2IJO1S AlllNnoo OllO81llVL!I
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11 MARLBORO COUNTRY STORE "ROUND-UP WEEK" WEEKS OF MARCH 7& 14 First Steps • NYO list of Grade 8 and above personnel was generated from HR. • A memo was sent to all NYO Department Heads with list. • Departments are to return the list noting participation of individuals reporting to them (by March 21, 1994). * Completed March 28, 1994 bEZ0S8Iv0z
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MARLBORO COUNTRY STORE "ROUND-UP WEEK" WEEKS OF MARCH 21 & 28 Next Steps • Compile NYO personnel list of participants. • Make Unit assignments from NYO participant pool. • Add Region personnel planning to participate. • Determine the number of people needed from Richmond and Operations to complete Unit assignments. • Contact Mark Suter to co-ordinate the Richmond and Operations participation list. March 28, 1994 oVzossitioz
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MARLBORO COUNTRY STORE "ROUND-UP WEEK" WEEK OF APRIL 4 Confirmation • Send memo to NYO participants to request confirmation (deletions only). March 28, 1994 ttrZOSBIvOZ
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MARLBORO COUNTRY STORE "ROUND-UP WEEK" WEEK OF APRIL 11 Confirmation • Contact all Round-Up Week participants and field sales personnel via memo with Unit assignments and program details. March 28, 1994 ZbZOS8Iti0Z
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MARLBORO COUNTRY STORE "ROUND-UP WEEK" WEEKS OF APRIL 18 & 25 Re-assignment • Handle cancellations and replacement requests. • Participants contact Unit Manager via E-Mail, Octel or telephone to plan travel arrangements, (i.e. motel, car, etc.) March 28,1994 6VzosetVoz
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MARLBORO COUNTRY STORE "ROUND-UP WEEK" WEEK OF MAY 16 Send-Off Week • Send out final communication to participants with any reporting instructions and program objectives. • New York gathering of all Round-Up Week participants. • Richmond meeting to kick off Round-Up Week. March 28, 1994 VtrZ0S8iir0z
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MARLBORO COUNTRY STORE "ROUND-UP WEEK" WEEK OF MAY 23 Round-Up Week _ • Travel to assignments Monday morning and work in the field Monday afternoon, Tuesday, Wednesday and Thursday morning. Attend Unit meeting Thursday afternoon. • Travel home Thursday afternoon. March 28, 1994 StiZOS8ItOz
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PHILIP MORRIS U.S.A. INTER-OFFICE CORRESPONDENCE 120 PARK AVENUE, NEW YORK, NY 10017 TO: Select NYO and Richmond Personnel DATE: April 6, 1994 FROM: Trade Marketing/Jack Mansmann SUBJECT: MCS "Round-Up Week" - May 23 - 26, 1994 - Participant Listing and Unit Assignments Marlboro Country Store is kicking off in May! We have planned the MCS "Round-Up Week" inviting NYO and Operations personnel to participate in one of the biggest promotions in PM USA's history during May 23 - 26, 1994. Your participation has been approved by your department head and is required to help the Sales Force make this one of the most successful promotions ever. Participants should make arrangements to meet their assigned Unit Managers on Monday, May 23, 1994, no later than 12 noon. Participants can look forward to working with Sales Reps in the Field Monday afternoon through Thursday morning, May 26, 1994. Please p!an to attend Unit meetings on Thursday afternoon, to celebrate "Round-Up Week" experiences with your Unit. Participants should plan their return travel after the conclusion of Unit Meetings. Please be advised that all Unit assignments have been finalized and are outlined on the attached listing. Any exchange of Unit assignments must be handled exclusively between participants and confirmed via MS Mail to my attention. Please plan your schedule accordingly to participate in this initiative and contact me via MS Mail or at (212) 880-3342 by Monday, April 11, 1994, with any issues. Additionally, all expenses associated with this initiative must be charged to your department's travel budget. Thanks for your cooperation in making this a great experience for everyone. Look for more details soon. cc: F. Alfieri B. Reuter HARD COPIES PROVIDED BY NYO TO SELECT NYO AND RICHMOND PERSONNEL. FOR INTERNAL USE ONLY. DOC. #322
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OCTEI. LAST NUMSER NAME FIRST NAME CITY ST LAST NAME FIRST NAME PHONE EXCENSION 420400 ADAMS CATHY LIVONIA M Abbruscato Camille 2006 132100 AJHAR GARY BETHLEHEM PA Agopian Hilda 284 232600 WILHELM ANNE VESTAVIA AL Aigner Norman 640 531000 BLANCO MICHAEL PLEASANTON CA Alfieri Frank 2450 351100 ALCALA SAMMY ABILENE TX Altschul Sue 3351 121300 MiTTEER GLEN ALLEGANY NY Amado Joe L-1566 511200 MELTON PEGGY SPRINGFIELD CR Amerson Polly 3265 532100 ALLEN TERI BAKERSFIELD CA Ando Karen 3131 440200 VILLWOCK JEFFREY SPRINGFIELD IL Andreacchi Marie 3621 241600 KELLY CAROLE TAMPA FL Anise Roy 2829 242300 AMMONS JR BOBBY GAINESVILLE FL Anton Mark 3438 430100 ANDERSON SANDRA LEXINGTON KY Antonoff Marla 3911 351300 ANDREWS JOEL MIDLAND TX Arwady Marge 3466 221200 VIGNONE FRANK RALEIGH NC Auchmoody fllake 2792 441300 ARCINIEGA ROBERTO RIVER FOREST IL Badrudeen L;dy 2792 111100 GEPPNER TIMOTHY CHARLTON CITY MA Bahou Mck 3591 422000 TURLEY ROSIN KALAMAZOO M Barrington Marty R-5201 421300 ARMSTRONG RANDY SAGINAW M Beran David 3307  330800 ARNISON JANE LINCOLN NE Berd Elliot 2334 321400 ATKINSON III SAMUEL LITTLE ROCK AR Berenson Donna 2287 222000 DAVIS GLENN PAWLEYS ISLAND 9r Berkowsky William 3786 232000 AUSTIN TIMOTHY NASHVILLE TN Bemer Vicki 2866 361400 AUSTIN BRIAN SAN ANTONIO TX Bishop Micky 2807 451600 BAILEY KATHLEEN WEST BENDE W1 Bittner William 4058 542500 EVARKIOU CHARLES SAN DIEGO CA Blohm Susan 2998 331200 BAINTER LOUIS SHAWNEE MISSION KS Blumenson Gail 2741 241500 BAKER JOHN PALM HARBOR FL Bonhomme Jeanne "15 r 221600 POWELL IRVIN COLUMBIA 9r Bonner Harrison R-", .:29 233500 POWE JR ERNEST MACON GA Bonomo Thomas R-3162 231200 BEARDEN KENNETH KNOXVILLE TN Brammer Charlie R-7528 221000 BALDRIDGE MICHAEL RALEIGH NC Breiling Nancy 2750 F- 133000 BRATTON DAVID NEW MILFORD CT Brennan Lund Nancy 3451 531500 BARBERA TIMOTHY MODESTO CA Broeman Ina 2836 541900 BARCZI BARNA SAN DIEGO CA Brownell Sandra 3376 241900 BASCH JAMES TALLEVAST FL Bruce Emily 2435 242100 GREEN STEVEN JACKSONVILLE FL Bruno Don 3346 360900 ROBERSON RAYMOND HOUSTON TX Brutus Stacy 309100 441200 BOSS DIANE PALOS HEIGHTS IL Bucciarelli Richard 2136 420300 EVANS MAURIAN LIVONIA M Bunte Ken 3447 510300 BEAR BENJAMIN BELLEVUE WA Burrows David 3482 r 360200 RODEN BRAD SPRING TX Camfield Nick 308100 441100 SMIEGOWSKI KRAIG GLEN ELLYN IL Camfsa Richard 3591 531000 540100 BLANCO BEESON MICHAEL KATHLEEN PLEASANTON AGOURA HILLS CA CA Cardillo Carpenter Gerard Lenny 2585 3258 F__ 421500 BENTON DANA TRAVERSE CITY M Carraro Tara 4048 411500 NAGLE MARK NORTH OLMSTED CH Case Barry R-3787 240100 SARDINA HERBERT DEERFIELD BEACH FL Cavallo Peter 2011 131100 BERG LOUIS WESTBURY NY Chaikin Karen 3358 K_ 112300 DEANGELIS PAUL NORTH KINGSTOWN A Chaump Joseph 3421 241100 BIBBY STEPHEN OCALA FL Ciccarelli Joseph 3754 131600 BLAKE RONALD KEYPORT NJ Cimine Diane 4069 1 412200 WEST DIANE FAIRMONT WV Clary John 200000 ~ 232100 ROTHROCK SHEILA HUNTSVILLE AL Cochran Tim 3348 120500 REEVE DENNIS WEST PARK NY Cochrane David 2959 220700 BLANKENSHIP ANDREA CHARLOTTE NC Codella Margaret 3983 322300 BOONE HARLEY TUPELO M5 Cohen Maria 2057 350300 GOODE JENNIFER PLANO TX Cohen Carf 3750 541700 MARCIN RONALD SAN CLEMENTE CA Cohen Denise 3415 231900 WALL VICKIE NASHVILLE TN Coleman Warren R-7582 131200 WILKINSON RUSSELL COLLEGE POINT NY Copeland Joe 108100 242600 321200 WADE BATEN JOSEPH MARY LEESBURG MONROE GA LA Counts Cozzetto Phyllis Steven 2785 3325 I 130200 BOWEN JOHN SAINT JAMES NY Cryan Joan 4046 360500 BOWEN RANDALL SPRING TX D'Allesandro Giusseppe 2838 232300 SHIPMAN JR WILLIAM CULLMAN AL Daniels Richard 3526 232400 MCARTHURII JAMES GADSDEN AL Dannenburg Warren R-7586 N 231600 BOWERS GLORIA NASHVILLE TN Daragan Karen 4146 O 4~, 510200 SMITH ELDON COUPEVILLE WA Davis Nancy 2893 P~ 241700 DONNELLY JR GEORGE LAKELAND FL Davis Mike R-5637 00 120200 VACANT PLATTSBURGH NY Davis Danny R-7965 cn 120800 VIGNONE FRANK LIVERPOOL NY Davis-Blake Jill 2501 O N 351000 PENSON, JR. ELBERT DALLAS TX Day Jim 305100 -P v
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OCTEL LAST MJ14®ER NAME FtFIST NAME CITY ST LAST NAME FIRST NAME PHONE EXTENSION 1 1 2000 GOSS JR ALBERT CHESHIRE CT Dean Ron R-3798 111500 MORSE ROBIN PEMBROKE MA DeBlasio James R-2479 421600 BOWMAN ORLIN MARQUETTE M Dimattia Mark 2608 411800 MILLER JEFFREY AMHERST CH Dixon Audrey R-5165 441500 MCADOO JANICE HOBART IN Donohue Christine 2879 130800 BRANIGAN BRIAN PARK RIDGE NJ Dorr Wlliam 3222 430800 BRANNONJR JAMES LOUISVILLE KY Dnsco Gayle 2554 131700 TELEGADIS FRANK MIDDLETOWN NJ Dzunlla Ronald 3381 322000 CISSELL PHILLIP MEMPHIS TN Eastbum Gary 3468 231000 SKEEN EDDIE NICKELSVILLE VA Egan Beth 208100 542300 BREDENBERG JOANN ROSSMOOR CA Eibon Jeanne 3491 241400 BREHEIM ROBERT PALM HARBOR FL Eisen Karen 3594 431900 BRIGGS THOMAS PERRYSBURG CH Ellis Natalie 2185 211200 NEDIMYER KENNETH HAGERSTOWN MO Emler Jaye 3665 230500 WANNAMAKER MICHAEL DECATUR GA Ewan Robert R-5298 331900 BRISTOW BRUCE LAWTON CK Fadus Charlies 3069 360700 BROCK MARTHA HOUSTON TX Falvo Jerry 3712 361500 ZAMARRIPA EDWARD SAN ANTONIO TX Famss Michael R-7450 130900 BROCKING STEVEN FOREST HILLS NY Fashola Denise 2279 541000 BROFMAN BRETT HERMOSA BEACH CA Fernandez Pascal 2410 241200 BUTLER MELVIN HEATHROW FL Ferrin Robert 3416 141000 BUFANO JOYCE BLANDON PA Fierstein Susan 3281 350200 WAGNER CATHY LEWISVILLE TX Finch Charles 300000 330200 BURGER JON CEDAR RAPIDS IA Fitzgibbon Michael 3088 210200 BURKE LAURA SEVERNA PARK MD Floam Dennis 3673 431500 BUSS RONALD' FORT WAYNE IN Fontanez Jose 2361 133600 MCMAHON JOHN + POMPTON PLAINS NJ Fox Richard R-3486 221800 BUTLER WILLIAM FLORENCE Sr Frederick Elizabeth 3315 410400 BRYANT WAYNE MILFORD CH Fuller Stuart 3562 242000 CAMPBELL BRADLEY FT. MYERS FL Funess Laurie 3336 521600 WYNN MICHAEL SANDY UT Fusco Raymond 3297 130500 CAREY JOHN LEVITTOWN NY Garguilo Thomas 2343 311000 RICHARDS KENNETH ROUND ROCK TX Gamer Gary R-4774 211700 PURYEAR SAMUEL MIDLOTHIAN VA Gartenberg Michael 2348 420600 CARR LEO LIVONIA M Gawrcnski Edward 3283 331600 POULOS TODD WICHITA KS Gee Edward 2993 440300 ROPER JEFFREY PEORIA IL Gennaro Mary 2762 121400 CASSELL DENNIS ERIE PA George Jonathan 2266 531100 SCHENK JAMES OLYMPIC VALLEY CA Gilbert Jacqueline 2805 210800 ONACHILA CARL FREDERICKSBURG VA Glanz Ed 205100 221500 CHANDLER ALEXANDER FAYETTEVILLE NC Glastein Harvey 3629 511400 CHAPMANJR PAUL BILLINGS MT Godwin Tom 2316 320800 C1-EIDGS{;R}FFffH OLIVIA RICHLAND MS Goldfarb Arthur 2472 411100 WYNN11 JAMES DUBLIN CH Goodman William R-7545 530700 BREAKFIELD DEBRA GILROY CA Gordon Mary 3855 321600 CHOUCOUTOU MITCHELL SHREVEPORT LA Gordon Rebecca 2369 331100 NELSON MISHELL OVERLAND PARK KS Gotti Robert 3419 110100 MCEWEN KEVIN BREWER M_ Grande Mike 104100 321100 SANDEFUR ROBERT NATCHEZ M5 Green Rita 308300 222300 STAFFORD TRACIE GREENVILLE X Greene Julie 2945 430500 COODE DAVID LOUISVILLE KY Gross Deane 3476 232900 COOKJR WILLIAM MOBILE AL Gurry Nancy 3588 412300 COSTELLO DOREEN MUNHALL PA Halpem Marian 3204 242400 CREWS TERRY TALLAHASSEE FL Harvey Allen 3779 320700 COYNE SUSAN LAKE CHARLES LA Harvey Charles 3634 120100 WOODHEAD JOHN RUTLAND VT Harwood Hunter 108300 121100 MATELA JOSEPHINE BROCKPORT NY Haynes Jeri R-7145 411900 CRICHTON MARK POLAND CH Hecht Jeffrey 3517 130100 CUNNINGHAM JACQUELYN MILLER PLACE NY Heironimus John 3380 121200 OATMEYER JOHN CHEEKTOWAGA NY Hendrick Laurence 4124 321500 CURTIS RANDY LITTLE ROCK AR Henriques Peter 4162 211100 STIRLING ROBERT WINCHESTER VA Herbert Buck 209500 412000 DALONZOJR ROCCO EVANS CITY PA Herman Lauren 2416 211900 SCHREFFLER ROBERT RICHMOND VA Herring Matt R-3718 212100 MERGLER ANDREW CHESAPEAKE VA Hill James R-5870 310600 DAMICO ANTHONY COLUMBIA MO Hillis Michele 2967 110900 DAMON THOMAS ACTON MA Hopkins Barry 3146 320500 CASCIO SAMUEL BATON ROUGE LA Horton Samuel 3238 231400 DAVIS CAROLINE HARRISON TN Huaman Alicia 3443 310900 QUALLS LORI JONESBORO AR Hubbard Bob R-3323 241000 WALMSLEY RUSSELL HEATHROW FL Hucktetdt Robert 2925 221400 DAWSON LYNDA KINSTON NC Hughes James 3181
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OCTEL LAST NUMBER NAME FIRST NAME CtTy ST LAST NAME FIRST NAME PHONE EXTENSION 310300 PANHORST ROBERT ST. LOUIS MO Humphrey Sabrina 308401 111800 NEBOSKY PAUL S. DEERFIELD MA Ince Daryl 3658 131400 KELLY FRANK GREENWICH CT Irish Michael 3123 331700 SARGENT GREGORY OKLAHOMA CITY OK Isaacs Jerome 3595 540400 GARCIA MICHAEL VALENCIA CA Janetta Susan 3807 230800 HORRES RICHARD TUCKER GA Johnson Craig 3578 240500 CARNEY JOHN WEST PALM BEACH FL Johnston Gerard 2980 120900 DIGLIO MICHAEL SYRACUSE NY Jones Veronica 2597 140700 MAXWELL JOHN WARMINSTER PA Jones Barbara R-5660 111400 DONAHUE GERALD FOXBORO MA Joyce Carmella 2509 360600 ISLES LARRY HOUSTON TX Joyce Edward 2899 110600 MAUCERI ROBERT DERRY NH Keane Tony 109500 350800 KEMP SARA DALLAS TX Keim Thomas 4077 130400 TASCARELLA JOSEPH ROCKY POINT NY Kelly Molly 109502 350900 MITCHELL HUBERT ROWLETT TX Kennard Thomas 304100 231100 DONALDSON HERBERT JOHNSON CITY TN Keshner Michael 2304 361200 SHEPARD REX AUSTIN TX Kieman Jeanne 3611 111600 HILLS ILENE DANVERS MA Kirkman Sheri 2614 531800 DOYLE DAVIDA FRESNO CA Knuff Ketrina 2239 231800 DRUEN GERALD BOWLING GREEN KY Kong Eric 3689 411300 DUBINSKY PAULA BRECKSVILLE OH Kombluth Phyllis 3219 211500 HAMLETT KENNETH VINTON VA Kosco Leonard R-2371 431400 DUGGERII WILLIAM GRANGER IN Kruk Bob 2710 130700 APOLLONIO STEVEN STATENISLAND NY Kuffler Marc 2542 331300 DUMM III JOSEPH OVERLAND PARK KS Kuhlmann Gary 2599 141300 CASTELGRANDE FRANK LEBANON PA LaDuke Doug R-4426 221300 MATTHIS YVONNA GREENVILLE NC Laface Patricia 3597 140100 SMITH ROGER PARKERTOWN NJ Lamanno Rich 109100 241800 DUNCAN PHILLIP RIVERVIEW FL Larcara Tammy 2284 220200 EATON RANDALL CHARLOTTE NC Lawrence Jonathan 2817 440800 OEHLBERG FRANCES DES PLAINS IL Lawson Shirley 5014 511300 ENGER LEROY SPOKANE WA Le Gauffey Yann 2409 110500 TARDIFF STEPHEN CONCORD NH Leger Kari 108400 220400 SKIDMORE FRANK MOORESVILLE NC LeHew Greg 208300 141400 ERGLER EDWARD HOWDAYSBURG PA 'Lembo Lou _ 3620 361300 EUBANKS ALMA AUSTIN TX Lenzi John 4119 410100 STEEL ALEXANDER CINCINNATI CH LeVan Suzanne 2828 331800 RAYBURN RALPH OKLAHOMA CITY OK Leverett Don R-3735 320100 FARRAR LEE DIAMONDHEAD M5 Levy Carolyn 2253 330400 FIALA SHARON DES MOINES IA Lewis Arlene 3675 231300 PECK CHARLES KNOXVILLE TN Lewis Brenda 2760 311200 FINCH LARRY CARLJUNCTION M7 Lichtman Jennifer 2296 3307::: FITZPATRICK GERALD OMAHA NE Lipka Donna 2146 310400 FITZSIMMONS SANDRA ST. CHARLES ND Little Brian 3174 440100 FLAHERTY JOHN LADD IL Livigni Michael 2286 111300 SMIGLIANI MICHAEL SHARON MA Lizanich Michael KDC(210)997-5388 132200 REYES-BASCH PATRICIA WESTFIELD NJ Logiodice Albert 4115 220900 WHITLEY MARILYN GREENSBORO NC Long John 208401 440600 PERKEY BRENDA SCHAUMBURG IL Love Steve 2958 232500 ROWAN ALISA BIRMINGHAM AL Lowenheim Sharon 2456 222200 FLEMING JEFFREY GREENVILLE 9r Lubrano Len 5069 220600 MCBRIDE TOM CHARLOTTE NC Ludlow George 2179 311400 MONTGOMERY DALE TULSA OK Lunsford Jack R-2327 421400 RYAN RAYMOND FREELAND M Lynch Jr. Jim R-4321 531400 FLORIO ROBERT SACRAMENTO CA MacfNae Andrew 4191 230600 FRANCIS-BETHEA GWENDOLYN LAWRENCEVILLE GA Maggio James 28'~0 430600 FRANKLIN ANTHONY LOUISVILLE KY Mahan Michael 36::' 321700 WHITE HENRY NASH TX Maierfeldt Anne R-472'.! 421200 BARTON MARK FLINT M Maki Mark R-5240 233300 SARASUA IGNACIO PANAMA CITY BEACH FL Mansmann Jack 3342 330500 FRIED KELLY LE MARS IA Marcus Nina 3949 360300 FUENTESJR ENCARNACIO HOUSTON, TX Marin Wendy 2839 121000 GAGER NADINE E. SYRACUSE NY Marrullier Adrian 2789 210900 MOORE JAMES WASHINGTON DC McCain Tom 208200 411700 GAINARD JOSEPH MEDINA CH McCarthy Patricia 3510 421900 VAN RIPER THOMAS MUSKEGON M McCormick Ruth 4050 130300 GALANTE GERARD NESCONSET, NY McDaniel Janice 3751 222600 GALLAGHER EDWARD FORT MILL S:~ McGovern Tim 2795 411200 GAMBLE RODNEY N CANTON CH McMahon Kathleen 3847 430200 GAMBLE JAMES LEXINGTON KY McNamara John 2700 230100 PLESS BEVERLY KENNESAW GA McNeill B.T. 209100 412400 GARRET? III JAMES MCMURRAY PA Merhige Christine 3083
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OCTEL NUWBER LAST NAME FIRSr NAME CITY ST LAST NAME FIRST NAME PHONE EXTENSrON 233100 GARRIS ALO MONTGOMERY AL Meyers Steven 5091 140400 MULROY LINDA WAYNE PA Middleton David 3579 320300 GAUTHREAUX GILBERT HUSSER LA Mikulay Robert 3624 230300 CAMPBELL STUART KENNESAW GA Miller Dennis 3573 331000 GIBBS JUDITH OVERBROOK KS Miller Karen 3599 311500 PE77ERSON THOMAS TULSA OK Miller Barbara R-6621 240600 HARBOURJR CURTIS WEST PALM BEACH FL Miller Debra 3241 320200 MENDOZA HERBERT HAMMOND LA Milton Rosemary 309500 233000 BANICK JAMES MONTGOMERY AL Mittag Bianca 2376 210600 GILLESPIE JAMES FREDERICK MD Moore Edna 2077 220500 DAVENPORT LEONARD KERNERSVILLE NC Moore Robert 3128 222100 BURCHFIELD DONALD CHARLESTON Sr Moore William 2148 140300 GLEASON JOHN MARLTON NJ Moreo George 3731 112500 BLOMSTEDT BARRY NORTH ATTLEBORO MA Morgan James 4180 542800 SPERBER ELISE DANA POINT CA Mortensen Jim 500000 140600 SPENCER DESIREE AMBLER PA Mosten Daniel 2591 110800 GOUGH MICHAEL BURLINGTON MA Murphy Michael 3345 133500 GOUKLER RICHARD MANAHAWKIN NJ Murphy Virginia 3666 240900 HAGER RICHARD HEATHROW FL Murphy John 3220 210700 GRAY EDWARD ALEXANDRIA VA Murray Clark 2408 350700 GREEN RITA GRAND PRAIRIE TX Murray Sheyrol 2641 133300 CLARIZIO GAETANO LINCROFT NJ Mussomeli Josephine 3748 211400 GRIFFIN MICHAEL ROANOKE VA Narvekar Sachin 2226 230400 GRIFFIN TERRY POWDER SPRINGS GA Neidle Bruce 3589 542100 TAFOYA ANTHONY ALTA LOMA CA Nelson Timothy 2982 140200 WENTWORTH QUENTEN SEWELL NJ Nelson Doug 100000 240200 ARES JUAN A MIAMI FL Nicholes Nichelle 3294 140800 ROWLANDS CYNTHIA SINKING SPRING PA Nickert Sheila 2432 511500 GUERRA ERNEST BOISE D Nissenbiatt Susan 5039 240800 SAPEY JOHN VERO BEACH FL Nobles Zora 209501 110200 RICHARDS FRANCIS WINDHAM ME Norrington Chip 108401 110400 HACKETT JOHN WESTBROOK M= Norris Susan 3359 531300 WILSON KRISTINE SACRAMENTO CA O'Brien Sheila 2419 111700 SARGEANT CARRIE PLAINVILLE CT O'Brien Barry 3002 431600 SMITH KELLY FORT WAYNE N Olson Rich 400000 430300 VANDEWALLE MARY LEXINGTON KY Opengart Susan 2646 132900 STAPEL ROBYN MIDLAND PARK NJ Oramas Donna 2412 211600 NICELY PATRICIA LYNCHBURG VA Owen Vic R-2925 310500 VERDUN WILLIAM BELLEVILLE IL Owen Tony 308400 310700 HAMONS STEVEN LIVINGSTON TX Padoan Arthur 3682 360400 REEDER TOMMIE BEAUMONT TX Parks Becky 308200 540500 NICHOLS STEVE SANTA MONICA CA Parmet Nancy 2216 240700 GROVES CATHERINE ROYAL PALM BEACH FL Person Claire 3446 410800 HARRIS ENICE WORTHINGTON CH Pettibone Thomas 3355 132500 BRUENN PAUL HOLMES NY Pettinelli Robert 2426 233200 SWAIN III WILLIAM DOTHAN AL Phillips Linda R-7389 511600 HARRISON GREGORY BOISE D Pietroni Joe 3154 350500 HARVELL RICHARD PLANO TX Pilotti Nancy 2380 131000 KOLSTER DAVID BLOOMFIELD NJ Pisarski Dorothy 5080 330900 HAUSCHILD JIM KEARNEY NE Piscitelli Patrick 2669 132800 SOLOMINE PAUL MIDDLESEX NJ Piskor Steve 4003 210500 HEAGEY KEITH BALTIMORE ND Pitra Robert 3509 351400 FLOOK STEVEN EL PASO TX Piaia Fawcett G+na 2592 240300 APPEL DONNA DEERFIELD BEACH FL Platania Richard 2078 131900 CABRERA JESUS NANUET NY Potter Deborah 5073 330100 COMPTON KIP BETTENDORF IA Potts Reggie 3193 360100 HERRING WILLIAM HOUSTON TX Pross Elizabeth 2061 431000 MARIEN ROBERT INDIANAPOLIS N Reardon Christopher 3137 331500 SHURTLEFF KIT GODDARD KS Reane Nicholas 3350 110700 MOORE JENNIFER READING MA REGION 1 TMD (Vacant) 130600 RAMPULLA JACK NEW HYDE PARK NY Region 1 Trade Mktg Mgrs Merchandising (Vacant) 410200 WASHINGTON DONALD AMELIA OH Region 4 Financial Analysts 410600 MILLER GARY DAYTON OH Region 4 Financlal Managers 420900 ATTARD GEORGINA LIVONIA M Region 4 Human Resources Generalist 410900 OKEY LARRY DOVER CI-I Region 4 Human Resources Managers 420200 RIMANELLI LISA LIVONIA M Region 4 Managers Info. & Analysis 421000 MITCHNER MICHAEL LANSING M Region 4 Recruiter 430400 RECKART ANNETTE HURRICANE WV Region 4 Trade Mktg Mgrs Merchandising 430700 SCHULER MARC LOUISVILLE KY Region 4 Trade Mktg Mgrs Promotion' 431300 WALLACE NANCY MARSHALL IL Region 4 Trainers 510400 ROBINSON RUSSELL BELLEVUE WA Region 5 Financial Analysts 510600 SOARES KENNETH RENTON WA Region 5 Finandal Managers
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OCTEL LAST FIRST N1JNBER NAME NAME CITY ST L<. NA FIRST PHONE NAME EXTENSION 540700 NELSON JAMES 510800 PEDERSON STEVEN 511700 RAU THOMAS LL BRUCE EL TORO FRESNO SPOKANE MORENO VALLEY CA CA WA CA Region ' Regior Regior i R lesources Generalist -iesources Managers rs Info. & Analysis 541300 RANDA 541600 ZFPEDAMERCHANT MARIA 541800 MARCIN MARK 542200 SOLORZANOJR ALFREDO CORONA ENCINITAS PALMDALE CA CA CA or. eg Region Region Region 5 . Aktg Mgrs Merchandising nAktg Mgrs Promotion . ,ers 440700 HICKOX AMY BARTLETT IL Reich Susan 3246 212000 HILL MICHAEL CHESAPEAKE VA Restivo Jeanine 2735 242500 PETERS SCOTT VALDOSTA GA Reynao, ,m " .333 331400 HINSON HAROLD OVERLAND PARK KS Richard: 33 311100 MEADOR HENRY PADUCAH KY Rider :age 388 361800 ROSALESJR JUAN MCALLEN TX Rieqei an i-+-Z093 221100 RIVERS ROBERTA RALEIGH NC Rde Bob R-3400 222500 MYERS ROBIN ASHEVILLE Nr Rob•_ ~.:. Kieth R-2904 440500 PAGE ROBERT ROCKFORD IL Robi ,xn Rodney 3261 210100 HITCHENS WILLIAM REHOF""M BEACH DE Rodncf.!ez Yvette -360 511800 ODEEN DAVID 230700 HOLPP SUSAN 120700 MANZONI RICK BILLIN ..' DULU7, NORTH SYRACUSE MT GA NY Rolnick Rossolinc Royall Michael Claudia James .. 1~ ZZ out.,4 321800 HOPPER ELIZABETH JACKSON TN Rubin David 2909 350400 HOPSON M.T. DESOTO TX Rucker Michael 2798 320900 MARCOTTEJR CURLEY BRANDON M3 Rush Sonya 2029 133400 DESARNO ANTHONY SEA GIRT NJ Sabatino Patricia 3162 320600 STOLZLE DAVID LAFAYETTE LA Saloun Thomas 2734 410700 HORSTMAN JAMES WESTERVILLE CH Salzman Michelle 2357 411000 HOWLETT PAUL MARIETTA OH Sampson Steve 2184 321300 PETTY ROGER LITTLE ROCK AR Saul Coy R-6677 431700 ZANGARI VINCENT LIMA OH Saville David 3484 141100 SPECK JEFFREY POTTSVILLE PA Schafer Don R-3334 431800 SIMON HAL TOLEDO CH Schmidt Mark 3338 410500 HUTCHINS JOHN CINCINNATI - CH Schneidman f ..-en 2835 531900 MINNICK DAVID VANCOUVER WA Schroeder N,- y 2923 232800 JACKS JAMES PENSACOLA FL Schuyler Brian 3833 132300 JACKSON MARVIN WEST WINDSOR NJ Schwab Claude 31 17 430900 JACQUES III ARTHUR BLOOMINGTON N Schwartz Linda 2721 510900 WOLF DON VANCOUVER WA Schwartz Andrew 2966 541100 JENKINS MICHAEL PASADENA CA Scofield Scott 2336 421700 JOHNSON CURTIS GRAND RAPIDS M Scott Tracey (800) 626-5403 141200 SHOOP WILLIAM HERSHEY PA Scott James 3561 233700 SASSER ROY RICHMOND HILL GA Setter Neil 2906 420100 JONES DOUGLAS JEDDO M Service Fitzroy 3218 420700 JURIEW MICHAEL BLOOMFIELD HILLS M Seto Ben 3396 540600 MAYEKAWA VERNON LONG BEACH CA Sevenno Joseph 2867 441600 BOYD SANDRA 450100 THIEL RANDOLPH 450200 EMANUELE DANIEL 450300 CASH GARY 450400 OLSON JOHN 450500 ALMQUIST JON 450600 HUBER JILL 450700 GROSSMAN JAMES 450800 ORESEK DEE 450900 KLOSS MICHAEL 451000 JACOBSON JERRY 451100 REDNER MARK 451200 ALLEN BARBARA 451300 RICHLIN STEPHANI 451400 CASEBOLT DAVID 451500 NEWTON-ANDERSON LORI 451700 LEWELLIN MARGARET 451800 HOFFMAN GREGORY 520100 WILLIS DONALD CHICAGO HARWOOD SIOUX FALLS DEERWOOD BLOOMINGTON BLOOMINGTON BLOOMINGTON BLOOMINGTON ROCHESTER EAU CLAIRE DODGEVILLE WAUKESHA MENOMONEE FALLS WAUKESHA WEST ALLIS GREENVILLE PLOVER BRITT CHEYENNE IL ND SD MN MN MN MN MN MN Wt WI WI WI WI WI WI WI MJ WY SFA SFA SFA SPA SPA SFA SFA SFA SFA SFA SFA SPA SFA SPA SFA SFA SFA SFA SPA 520200 MEFFORD RICHARD 520300 JOHNSTON RHONDA 520400 MURRIN DAVID HIGHLANDS RANCH CASTLEROCK HIGHLANDS RANCH CD CC) Q:) SFA SFA SFA 520500 HALE MICHAEL HIGHLANDS RANCH OJ SPA 52060G ROEHNING VINCENT 52070L 4ARNELL GARY 520800 HALL PAMELA COLORADO SPRINGS TEMPE TEMPE W AZ AZ SFA SFA SFA 520900 STAHL WILLIAM TEMPE AZ SFA 521000 KRUGGEL MARVIN TEMPE AZ SFA
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OCTEL NUIvSBER LAST NAME F'fRST NAME CITY ST LAST NAME FIRST NAME PHONE EXTENSfON 521100 LOPEZ ARTHUR TUSCON AZ SPA 521200 ZIKIAS NANCY SCOTTSDALE AZ SPA 521300 BECK GEORGE LAYTON UT SPA 521400 MCGREGOR MELISSA SALT LAKE CITY UT SFA 521500 VAILLANCOURT RICHARD LAS VEGAS NV SPA 530100 CLONEY DON SANTA ROSA CA SPA 530200 LONG LARRY SANTA ROSA CA SPA 530300 HEWLETT THOMAS PLEASANTON CA SPA 530400 ZAPPARELLI PATRICIA SANTA ROSA CA SPA 530500 DERNER DOUGLAS SAN CARLOS CA SPA 530600 DILLARD EDDIE SAN FRANCISCO CA SPA 233400 QUINN HERBERT COLUMBUS GA Shalitsky Allen 5065 231700 MOODY DARRELL NASHVILLE TN Shelton Barbara 3498 411600 KELLY JAMES MENTOR OH Sica Paula 3676 222400 MARKEL RONALD GREENVILLE EC Sichemian Fred 4012 140500 MILLER ALLAN WAYNE PA Simon Jeff R-2338 230200 ENGLISH MARJORIE STONE MOUNTAIN GA Simons Renee 3282 131800 KESNER DENIZE MANHASETHILLS NY Sinha Arun 3957 232700 KILGORE WILLIAM TUSCALOOSA AL Slavitt Joshua 2479 412100 KILROY EDWARD BUTLER PA Slone Michael 3394 351200 WESTER LINDA ODESSA TX Smith Morris 309501 211000 RICHARDSON RENEE STAFFORD VA Smith Donnie 208400 132000 KIM-ENG KEVIN TANNERSVILLE PA Smith Willie 2857 332000 BONEY TERRY AMARILLO TX Smith Debbie 3065 231500 SCOTT REID HIXSON TN Smith Thomas R-5385 311600 WOODS JOHN MCALESTER OK Smith Debbie L-1210 542400 KINDER y MARK WEST COVINA CA Spiers Linda 3762 140900 COUSIN W ANDREW OREFIELD PA Starr Michael 3741 132600 BRAY DAVID NEWTOWN CT Steele Harry 3260 530900 RODRIGUEZ IMELDA PLEASANTON CA Stern Doran 3581 211800 RATLIFFE LARRY RICHMOND VA Stirien Richard 3252 111000 KING GREGORY STERLING MA Stone Paula 3334 330600 DOUGLASS GREGORY OMAHA NE Stroud Ron L-1388 322100 KING TINA MEMPHIS TN Sudac Jeffrey 2134 541400 KING II OLIN VICTORVILLE CA Sussman Sally 3316 220300 KINSLEY JR RONALD HICKORY Nr Suter Mark R-3533 410300 BROCK YVONNE CINCINNATI Cf-I Suter Norma 2153 441400 HAWLEY BRADFORD CHICAGO IL Szudzik Jim 404100 112200 ROGOFFJR WILLIAM SOUTH WINDSOR CT Szymanczyk Michael 3920 212200 BURGESS BONNIE CHESAPEAKE VA Tarring Gregory 3547 233600 TUCKER ROBERT MARTINEX GA Tatar Deborah 3126 320400 KRAMER JOSEPH MANDEVILLE LA Taylor James 3052 361600 SATTERWHITE ROBERT SAN ANTONIO TX Teitelbaum Shari 3395 120300 LA SALLE THERESA SCHENECTADY NY Teixeira Linda 2449 110300 LABRIE DAVID BRUNSWICK M= Theaman Lisa 3405 411400 JONES WELLINGTON CLEVELAND CH Thomas Jim 3773 141500 STOFKO JOAN JOHNSTOWN PA Thompson Alana 3888 360800 LAIR EARL HOUSTON TX Thooho Fred 3519 350600 MANNS MICHAEL DALLAS TX Thornton Gary 304200 420800 LANGFORDIII WILLIAM LIVONIA M Thwaites J.C. 3423 120600 LAROSE FRANK EASTSYRACUSE NY Trach Barbara 2864 111900 LAVIN III JOHN FEEDING HILLS MA Tran Dan 3429 510500 LACKEY CHAD BELLEVUE WA Trojanowski John 3360 133100 LEONE CHARLES EDISON NJ Tucker Caroline 2594 540800 LEVINE LINDSEY SANTA MONICA CA Tucker James 2367 511000 SMfTH MELANIE VANCOUVER WA Turner Jonathan 3593 232200 ZIMMERMAN RAYMOND MUSCLE SHOALS AL Turner Joel R-3232 310800 LINDER RICHARD SPRINGFIELD M0 Turo Robert 2564 131300 CICCHELLI ANTHONY MAHWAH NJ Valenti Vikki 3537 541200 OLMOS FRANK RIALTO CA Valinoti Margurite 2561 531200 LOH EDWARD SHASTA CA Vander Putten James 2740 120400 SULLIVAN RICHARD CLIFTON PARK NY Venuti Debbie 109501 112400 LOMBARDO JAMES SEEKONK MA Villani Douglas 2877 431200 POTTERACK JOSEPH GREENWOOD IN Von Gerrneten Ann 3326 N 361700 WILKINSON STEVEN CORPUSCHRISTI TX Walchak Mark 2182 O ~ 310100 PAGANO GERI ST. LOUIS MJ Waldman Margot 3657 r-~ 330300 210400 SELBY BERNSTEIN AARON JOSEPH DES MOINES COLUMBIA IA MD Wallmeyer Wallo Mickey Steve R-6601 R-5517 Ca CJi O 351500 PETERSON LISA ALBUQUERQUE NM Watkins Lucille 309501 N 242200 241300 SHAUGHNESSY GUESTJR PATRICIA PHILLIP JACKSONVILLE TAMPA FL FL Watson Webster Franas Ross R-2604 2008 U9 N 510700 LYLE MARY OLYMPIA WA Weinkselbaum lan 3041
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aCTEL NUMBER LAST NAME FIRST NAME CITY ST LAST NAME FiRST NAME PHONE EXTENSlON 211300 LYNCH ELLfS PRINCETON WV Weinstein Barbara 3590 221900 LYNCH MARY WILMINGTON NC Weller Richard 2066 112200 ROGOFFJR WILLIAM SOUTH WINDSOR CT Weller Richard • 2066 351600 MAESTAS THERESA ALBUQUERQUE NM Werth Douglas 3244 511100 LYNCH ROBERT SALEM CR Werth Daniel 3688 132700 LAPIDUS HARRIS NEWBURGH NY Wexler -= Lawrence 3383 210300 MAGLIO FRANK BELAIR Nfl Whalen --Roy 3892 240400 WOJCIK STANLEY DEERFIELD BEACH FL White Charles 3598 221700 MAKEMSON PAUL COLUMBIA ' Sr Willard Howard 2815 311300 RUFF DAVID SPRINGDALE AR Williams Michael R-5792 310200 MALLETT SANDRA ST. LOUIS MO Wills Gail 5024 220800 MCKEEL CARLUS GREENSBORO NC Wood Sid 209502 230900 GRESHAM THEODORE ATLANTA GA Yanazzo Ann 5057 542000 WARE JOHN ESCONDIDO CA Yeager Jim 504100 440400 MALONEY ROBERT ROCK ISLAND IL Young Tracy 3732 361100 TRISTAN RICHARD HEWITT TX Zatz David 3735 131500 ThEODOREOPOLOS TEDDY MATAWAN NJ Zeser Mary R-7904 361000 DAVIS DONALD ROUND ROCK TX 111200 SMiTHJR SAMUEL HYDE PARK MA 350100 SPENCER FRED VAN TX 420500 MULLETT KAREN LIVONIA MI 530800 MILLER WILLIAM GILROY CA 220100 FOXWORTH MARION CHARLOTTE NC 132400 UZZOLWOJR GREGORY HOWELL NJ 422100 SHIREY DANIEL MATTAWAN M 431100 OCONNOR JOYCE ,,NDERSON P1 440900 HARRIS GWENDOLYN WESTMONT IL
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O,S. 02. 94 03 : 26 pM *~WINONA MR7Gi I NC PO? XARLBORO COZJNTRY STORE ESODtTLE (ASK MODULE OF SMOKERS 21 YEARS OF AGE OR OLDER) May 2, 1994 la. As you may know, some brands of cigarettes offer special promotions or contests to gat consumers interested in switching to their brand. What brand or brands of cigarettes can you think of that are currently sponsoring a special promotion or contest? (ACCEPT UP TO FIVE MENTIONS - FAMILY NAME ONLY) Came1 . . , • • . . . • • • • . • • 1 Doral . . . . . . . . . . . . . . . 2 Kool . . . . . . . . . . . . . . . 3 Marlboro . . . . . . . . . . . . . 4 v Newport . . . . . . . . . . . . . . 5 Salem . . . . . . . . . . . . . . . 6 Winston . . . . . . . . . . . . . . 7 Virginia Slims . . . . . . . . . , 8 Other 1 (SPECIFY) • . . . . . . . . 9 Othgr 2 (SPECIFY) . • . . . . . . . 0 Don' t know . . . . . . . . . . . . X w;\uaca\ymurrla.fll\c:acxin4•94\TOO-coun.mod cam 5/2/94 Page 1
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0 5. O 2. 9 4 3 3: 2 6 P M -W I N O N A M R 8 I N C P O S ib. (ASK Q.lb FOR EACH BRAND rII1TIONED IN Q.1g> And, what special promotions or contests are you aware of that (&RhND D"..z.'NTIONED IN Q.1a) is currently sponsoring? (ACCEPT UP TO F:VE MENTIONS) Virginia Other Other Camel Dora1 Kool XBO Newvort Salem winston Slims 1 2 Marlboro Adventure-- '^eam ........ 1 1 1 1 1 1 1 1 1 1 Marlboro Miles/ UPC' s........ 2 2 2 2 2 2 2 2 2 2 Marlboro Country Store 3 3 3 3 3 3 3 3 3 3 Marlboro Miles 2nd, 3rd or 4th edition . 4 4 4 4 4 4 4 4 4 4 Marlboro Denim Shirt . 5 5 S 5 5 5 5 5 5 5 r y1arlboro Racing .... 6 6 6 6 6 6 6 6 6 6 Camel Cash (C-Notes) . 7 7 7 7 7 7 7 7 7 7 winston Weekend ... 8 8 8 8 8 8 8 8 8 8 V-Wear Collection .. 9 9 9 9 9 9 9 9 9 9 Free gift with purchase ...... 0 0 0 0 0 0 0 0 0 0 Free cigarettes with purchase . . . . 2 1 1 1 1 1 1 1 1 1 idarlboro catalog ... 2 2 2 2 2 2 2 2 2 2 Came: catalog .... 3 3 3 3 3 3 3 3 3 3 Virginia Slims catalog 4 4 4 4 4 4 4 4 4 4 Winston catalog ... 5 5 5 5 5 5 5 5 5 5 Catalog (Specify) . . 6 6 6 6 6 6 6 6 6 6 T-shirt (non-epecific) 7 7 7 7 7 7 7 7 7 7 Special price .... 8 8 8 8 8 8 8 8 8 8 Coupon(s) ...... 9 9 9 9 9 9 9 9 9 9 Sond wrapper for a gift ........ 0 0 0 0 0 0 0 0 0 0 Trip/vacation . . . . 1 1 1 1 1 1 1 1 1 1 Other (SPECIF'Y) . . . . 2 2 2 2 2 2 2 2 2 2 N 0 _ .p -- i-' co CJi 0 ~:\data\pm~rrls.fil\txnckin~.99\mbo- aun.mod caa: 5/2/94 ~ Page Cn
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0 5 . 0 2 . 9 4 0 3 : 2 B PM -W I NONA M R 8 I N C P0 S 2a. (IF MARLBORO ADVENTURE TEAM NOT %=IONED IN (2.lb, ASK:) Are yos aware of the Marlbnro Adventure Team promotion? Yes . . . . . . . . . . . . . . . 1 No . . . . . . . . . . . . . . . 2 Don't know . . . . . . . . . . . X SKIP TO Q.2c 2b. Please te11 me what ways there are to participate in the Mar_boro Adventure Teaa. promotion. (PROBE) What other ways are there to participate? (DO NOT READ LIST - RECORD ALL THAT APPLY) Collecting UPC/Mileo . . . . . . 1 Contest to win a place on the team 2 Sweepetakes . . . . . . . . . . . 3 other (SPECIF'Y) . . . . . . . . . 4 Don' t know . . . . . . . . . . . X 2c. (IF MARL8oR0 COVNTRY STORE NOT MENTIONED IN Q.1b, ASK:) Are you aware of the Mr,rlborc Country Store promotion? Yes . . . . . . . . . . . . . . . . 1 No . . . . . . . . . . . . . . . . 2 Don't know . . . . . . . . . . . . X SRIP TO INSTRUCTIONS BEFORE Q.2e 2d. Please tell me what ways there are to participate in the Marlboro Country StorE promotion. (DO NOT READ LIST - RECORD ALL THAT APPLY) Collecting Miles/UPC's . . . . . . 1 Other ( SPECIF'Y ) . . . . . . . . . . 0 Don't know . . . . . . . . . . . . X IF "Marlboro Milos/UPC's" OR 'Marlboro Miles 2nd, 3rd or 4th edition' IN Q.lb OR "CollectinQ UPC/Mi1es' IN Q.2b OR 2d - SKIP TO Q.3a 2e. Are you aware of a promotion for Marlboro where you collect proofs of purchase "miles• to trade for merchandise? Yes . . . . . . . . . . . . . . . . 1 No . . . . . . . . . . . . . . . . 2 Don't know . . . . . . . . . . . X SKIP TO INSTRUCTIONS BEFORE Q.54 w:\daca\pmor_io.fil\crucking.94\mbo-coun.:md cem 5/2/94 Page : 2041850256
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05. 02. 94 03 : 2e PIvI *WINONA MR3 INC P 1 C 3a. Have you ever collected Meslboro Miloo? Yes . . . . . . . . . . . . . . . . 1 No . . . . . . . . . . . . . . . . 2 Don' t know . . . . . . . . . . . X 3b. Aro you currently collQcting Marlboro Mi1Qa? Yes . . . . . . . . . . . . . . . . 1 No . . . . . . . . . . . . . . . . 2 Don't know . . . . . . . . . . . . X 3c. Why did you atop collectinq Mariboro Miles? i SKIP TO Q.4a SKIP TO INSTRUCTIONS BEFORE Q.Sa SKIP TO Q.3d 34, Considering that each UPC is worth 5 miler, approximately how many Mar:boro Milee do you currently have? (DO NOT ACCEPT RANCiES) ~ RE-ASK Q.3d I IF F~SPONSE IS NO'I' A ~ hNLTIPLE OF 5 L of Miles Don' t know . . . . . . . . . . . . X 3e. And, approximately how many of theae are current Country Store miles? f Country Store Milea Don' t know . . . . . . . . . . . . . X N 0 ~ ~ ~ cn 0 - rv Cn _ --j w:\dacn\pmr,,rris .fl.\trar,klnq.94\nbo-coun.mnd cnm 5/2/94 Page S
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05. 02. 94 0 3 - 26 PM -WINONA P•dRH INC P 1 1 4a. As you may Adventure promotion or Team and may not know, there are two types of Marlboro catalogs. A Marlboro catalog which was introduced at the beginning of the Marlboro Miles now the new Country Store catalog. Have you ever seen the Marlboro Adventure Team catalogs? Yes . . . . . . . . . . . . . . . . 1 N 2 o . . . . . . . . . . . . . . . . D k ' SKIP TO Q.4e now . . . . . . . . . . . . on t X 4b. Where did you see the Marlboro Adventure ':eam catalogs? (DO NOT READ LIST - ACCEPT ALL THAT APPLY) At a eefr~~ store, gae s..gti.on . . . . . . . . . . . . 1 Received a catalog in the mail . . 2 Called an 800 number to receive a Y free catalog . . . . . . . . . 3 Sent in an order form to get a free catalog . . . . . . . . . . . , 4 4c. Overa Adven ll, ture how appealing would you oay the ite:ma are? Would you aay the Marlboro Team items are ... (READ L,IST)? Very appealing . . . . . . . . . . 1 Somewhat appealing . . . . . . . . 2 Neither appealing nor unappealing . 3 Somewhat unappealing . . . . . . . 4 or, Very unappealing . . . . . . . . . 5 DO NOT READ - Don' t know . . . . . . . . . . . . X 4d. Have you sent for any items from the Adventure Team catalogs? Yes . . . . . . . . . . . . . . . . 1 No . . . . . . . . . . . . . . . . 2 Don't know . . . . . . . . . . . . X w:\dnta\pmozrie.Eil\tziekinQ.96\mbu-coun.mod cam 5/2/94 Page 5
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C]5. 02. 94 03 : 26 PM "~WINONA MR3 INC P 1 2 4e. ?iave you seen the Marlboro Countrv Store cataloQ? Yes . . . . . . . . . . . 1 No 2 Don't know . . . . . . . . . . X J -01 SKIP TO INSTRUCTIONS BEFORE Q.Sa 4f. Where did you aee the Marlboro Country Store catalogs? (DO NOT READ LIST - ACCEPT ALL THAT APPLY) At a cettaeirf ette e s t o r e, gaEc ki t-atiar; . . . . . . . . , . . 1 Received a catalog in the mail . . 2 Ca11ed an 800 number to receive a i tree catalog . . . . . . . . . 3 Sent in an order form to qet a free catalog . . . . . . . . . . . . 4 4g. Overall, how appealing would you say the items are? Would you sa y the t".arlboro Country Store items are ... (READ LIST)? Very appealing . . . . . . . . . . 1 Somewhat appealing . . . . . . . . 2 N.ither appealing nor unappealing . 3 Somewhat unappealing . . . . . . . 4 or, Very unappealing . . . . . . . . . 5 ~ DO NOT READ • Don't know ... X w:\da:d\ymorria.til\erACkiag.94\r,.bo-coun.mod cem 5/2/94 Pag e 6
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O 5. O 2. 9 4 O 3: 2 6 P M -W I N O N A M R 8 I N C P13 4h. Which itemg in the Country Store catalog are you saving forl (DO NOT READ LIST RECORD ALL THAT APPLY) Ba n danna . . . . . . . . . . . . . 1 Barn coat . . . . . . . . . . . . . 2 Blanket . . . . . . . . . . . . . . 3 Billiard table/pool table . . . . . 4 Cap/hat . . . . . . . . . . . . . . 5 Dart board . . . . . . . . . . . . 6 Denim shirt . . . . . . . . . . . . 7 Gear bag/nylon bag . . . . . . . . 8 Grilling utenails . . . . . . . . . 9 Harmoni ca . . . . . . . . . . . . . 0 Jacket (unspecific) . . . . . . . . X Jean jacket . . . . . . . . . . . . Y Lighter . . . . . . . . . . . . . . 1 Shave bag/travel bag . . . . . . . 2 r T-shirt . . . . . . . . . . . . . . 3 Thermoa . . . . . . . . . . . . . . 4 Tools (screw drivers, pliers, wire cutter, knife blade, ruler, bottle opener . . . . . . . . . 5 Wallet . . . . . . . . . . . . . . 6 Watch/Swiss Army watch . . . . . . 7 Other (SPECIFY) . . . . . . . . . . 0 None . . . . . . . . . . . . . . . x Don' t know . . . . . . . . . . . . Y 4i. (:F 'Bil:iard table/pool table° IN Q.4h, ASK:) And, where do you plan to put the billiard table7 Rec ar.a in house . . . . . . . . . 1 Community center . . . . . . . . . 2 Frat house . . . . . . . . . . . . 3 Other (SPECIFY) . . . . . . . . . . 0 Don' t know . . . . . . . . . . . . X 4j. Have you sent for any items from the Country Store catalog? YQa . . . . . . . . . . . . . . . . 1 No . . . . . . . . . . . . . . . . 2 Don' t know . . . . . . . . . . x w;\dll6A\pT,oCri9.fi:\tracking.94\mbo-coun.mod cam 5/2/96 Page 7
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05.0 2.64 03: 26 PM KWINONA MRS INC P14 IF REGVLAR BRAND IS "Marlboro° IN 9.6, AND tJSUALLY BUY 'Cartons° OR 'Soth' IN Q.25, CONTINUE - OTHERWiSE SKIP TO NEXT APPROPRIATE MODULE 5a. Now : would like you to think about the packaging on the Marlboro carton. Have you noticed anything different about the Marlboro carton packaging recently? Yes . . . . . . . . . . . . . . . . 1 No . . . . . . . . . . . . . . . . 2 Don' t know . . • . . . . . . . . . }{ -01 SKIP TO NEXT APPROPRIATE MODULE 5b. What have you noticed? (ACCEPT N•ULTIPLE RESPONSES) Order form . • • • • • • • • • • • 1 r 804 nuasbor . . . • . . • • • • • • 2 Western picture . . • . . • • • • • 3 Othor (SPECIFY) . . • • . . • • • . 0 Don' t know . . . . . . . . . . . . X SicIP TO Q.5d 5c. Do you recall seeing an order form on the inside of the Marlboro carton where you can send in the form in order to receive a Marlboro Country Store catalog? Yes . . . . . . . . . . . . . . . . 1 No . . . . . . . . . . . . . . . . 27 Don' t know . . . . . • • . • • . . L 5d. Did you send in tha forsn7 Yes . . . . . . . . . . . . . . . . 1 No . . . . . . . . . . . . . . . . 2 Don't know . . . . . . . . . . . . X SKIP TO INSTRUCTIONS $EFORE Q.Se va\data\pmorr'-a.!il\trackinQ.94\mbo-ooun.mod cam 5/2/91 Pa9 @
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05. 02. 94 03 : 26 F°M M-WINONA MRS INC F' 1 5 IF "800 number' XENTIONED IN Q.Sb, SKIP TO Q.Sf 5e. Do you recall seeing an 800 number on the M®.rlboro carton where you can call the number and request a Marlboro Country Store catalog? 5£. Yes . . . . . . . . . . . . . 1 No . . . . . . . . . . . . . . . . 2 I ( -01 SKIP INSTR TO UC TIONS Don' t know . . . . . . . . . . . . X I ~ BEFOR E Q.Sg Did you call th e 800 nutnber? Yes . . . . . . . . . . . . . . . . 1 No' . . . . . . . . . . . . . . . . 2 DAn' t know . . . . . . . . . . . . X IF ,western picture" MENTIONED IN Q.Sb, SKIP TO Q.Sh 5g. Do you recall seeing a Western picture on the back panel of the Marlboro carton? Yes . . . . . . . . . . . . . . . . 1 No . . . . . . 2 Don' t know . . . . . . . . . . . . X -01 SKIP TO NEXT APPROPRIATE MODULE 5h. overall, how much would you say you like or dislike the new Marlboro carton with the Western picture on it compared to the old carton with no picture on it? Would you eay the new Marlboro carton is (READ LIST) than the old carton? Much better . . . . . . . . . . . . 1 Somewhat better . . . . . . . . . . 2 Neither better nor worse ..... 3 Somewhat worse . . . . . . . . . . 4 or, Much worae . . . . . . . . . . . . . 5 DO NOT READ • Don' t know . . . . . . . . . . . . X SKIP TO NEXT APPROPRIATE MODULE W:\dacs\pmorria.Fil\tz®cking.9~\mt~o-eoun.morl eatn 5/2/94 Page
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DNIN3VJ1 a3IOzI S21VS EkIOIS MiLNflO3 OIO811JVIN
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MCS TRACKING PROCESS - Sales Reps Input Data Into The Store Profile Recorder or SFA ~ - Data Updated Weekly - Results Published Weekly - Eight Week Tracking, Excluding Weeks 5 and 7 trszosaivoz
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PM SALES FORCE SFA Sales Reps Tracking Via SFA „ ! Non-SFA Sales ReDs Tracking via Store Profile Recorder 1 59% of Units 41 % of Units Region 1 - 27% Region 1 - 73% Region 2 - 100% Region 2 - 0 Region 3 - 100% Region 3 - 0 Region 4 - 21 % Region 4 - 79% Region 5 - 23% Region 5 - 77% s9ZOSMOZ
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SFA SALES REP PROCESS - SFA Sales Reps Will Answer Survey Questions In The Profile Survey Section of the SFA Application during each store visit. 2. Is MCS POS In Account? 3. Is MCS B4G1 F In Account? 4. Is Acct Rtl Rewards Part? - Profile Screen maintains previous call's input. Sales Reps only update when additional requirements are noted. A 99ZOSSitiOZ
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PROFI LE SU RVEY Survey ID: 2 Questions: Is MCS POS In Account? I nstructions Is The Marlboro Country Store POS Present In This Account During This Call? (POS Requirements: Catalog is Mandatory. Additionally, 3 Pieces of the Following Must Also Be Present: Vinyl Banner, Window Poster, OHPM Signage, Change Mat, B-Header, Counter Balance Overlay, Hanging Catalog Sheet, Dangler, Mobile, 2-Sided Static Cling, Pennant Rope, and B-Strips, (Answer Yes If Above Applies, Else Answer No) L9zos8ttiaz
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PROFILE SURVEY S u rvey I D: 3 Questions: Is MCS B4G1 F In Account? I nstructions Is the Marlboro Country Store B4G1 F Present In This Account During This Call? (B4G 1 F is Present if B4G 1 F Product is Available. Account Does Not Have To Have The Promotional Product Housed In The Display In Order To Mark This Question YES. ., 89zosgttioz
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PROFILE SURVEY S u rvey I D: 4 Questions: Is Acct RtI Rewards Part? Instructions Is This Account Participating in the Marlboro Country Store Retailer Rewards Program? Retailer Rewards Program Is Only Offered to Accounts With Active PM Merchandising Contracts: 69zosstitroz
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NON-SFA SALES REP PROCESS 2 CDCQ 4~0 „ - Sales Reps will answer the Profile Survey Questions section in the Store Profile Recorder Territory totals will be mailed in daily and reported weekly As Sales Reps convert to SFA, they will follow the SFA reporting process. ,t OLZOSStitOZ
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DATA ACCESSIBILITY - The SFA and the Non-SFA information will be merged into a common database. Approximately 95% of Store Profile Recorder input will feed into SPACE by Thursday the following week. Summary Reports will be available Friday PM, reflecting cumulative results through prior week. All permutations of data will be available: • Pack vs. Carton • Retail Masters vs. Non-Retail Masters • Small vs. Large Volume Accounts • Trade Class • Geographic Boundaries ,iL7_0S8Ib0Z
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POS REQUIREMENT The MCS Catalog is mandatory. In addition, 3 pieces from the following list should also be present in the account. Vinyl Banner Window Poster(s) Overhead Pack Merchandiser Signage Change Mat B-Header Counter Balance Overlay Hanging Catalog Sheet Dangler Mobile 2-Sided Static Cling Pennant Rope B Strips zLzoseiwoz
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MARLBORO COUNTRY STORE TRACKING QUMUL.A7IVE PENETRATION REGION 1 REGION 2 REGION 3 REGION 4 REGION 3 TOTAL US TOTAL STORES M OF STORES VISRED MCS-YES % MCS-YES MATTARGET DFFEFENCE TOTAL STORES 1 OF STORES VISITED MCS-YES % MCS-YES MATTARGET DFFERENCE TOTAL STORES N OF STORES VISITED MCS-YES % MCS-YES MAT TARGET DFTERENCE TOTAL STORES N OF STORES V ISITED MCS-YES % MCS-YES MAT TARGET DFFERENCE TOTALSTORES . NOFSTORE3VISRED MCS-YES % MCS-YES MATTARGET DFTERENCE POS B4G t F RETAILER REWARDS TOTALSTORES N OF STORES VISITED MCS-YES % MCS-YES MATTARGET DFFEFENCE UZOSgitiOZ
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ALL STORES Marlboro Country Store Cumulativo WEEK I WEEK 2 WEEK 3 WEEKI WEEK6 W EEK 6 WEEK7 WEEK 6 I POS REOI RE02 REO9 REO4 RE05 TOTUS RETAI'LER REWARDS B4G1 F REOI RE02 REO] REO4 RE05 TOTUS CUA I{ REO1 RE02 RE07 REO4 REOS TOiUS VLZ0S8Iti0Z
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CONSUMER SATISFACTION
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CONSUMER BENCHMARKING OBJECTIVE: To assess the satisfaction levels among consumers who participated in MCS offer and expectations. STRATEGY: PM • Preparing a PM employee "order trail" that will be used for the purpose of tracking orders and monitoring the effectiveness of MCS order entry, pick & pack, fulfillment, CSR's efficiency, 800# effectiveness etc. NON-PM • Identified a wide range of consumer packaged goods and image driven brands (including Camel Cash & Winston sports) that are offering continuity offers. • Collecting advertising, ordering merchandise and compiling an assessment report on quality, values, customer service, timeliness and CSR comparisons. gLZOSBtitOZ
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CONSUMER SATISFACTION RESEARCH OBJECTIVE: • To field consumer research among MAT participants, to assess impact on their brand loyalty and intentions to participate in MCS. • To follow-up and field research among MCS participants to assess satisfaction levels and expectations anri-measure intentions to repurchase. STRATEGY: • Working with Kowal & Associates to develop research plan to be fielded via telemarketing surveys, mail audit and focus group formats. • Working with MRD to identify several benchmarking companies that we will prepare bid packages to obtain competitive costs to field this research. LLZ0S8Ifi0Z
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PONC OBJECTNE: To measure the "price of non-conformance" as it relates to MCS in an effort to continuously improve the planning process, decrease marketing costs and to increase consumer satisfaction. STRATEGY: • Working with PM Finance to prepare firlancial model that can allow us to look at the costs associated with promotional delays and program structure costs. • Gathering and collecting data for mid-program and post program review gczossiVaz
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CONTINUITY PROMOTION WORKSHOP OBJECTIVE: To review scope of each functional area as it relates to MCS continuity promotion planning, to illustrate process interdependence among groups, "best practices" lead times and review "down-stream" consequences and costs associated with planning decisions. STRATEGY: Team participants assembled. Functional impact charts in development. Continuity promotional manual in development. Workshop scheduled for June. bLZ0S8It,0Z
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Telemarketin~ Overview Telemarketing can be used extensively with inbound promotions to provide better customer service to our consumers. By using 800 numbers, we provide a quick and easy way for consumers to contact us regarding our promotions and their participation. Until recently, we have been hesitatant to build 800 numbers in to our promotions. We were concerned that consumers would only use them to complain, that they would be difficult to manage and that any 800 number would be jammed by anti-smoking groups. While these scenarios do sometimes occur, the advantages of including telemarketing as an integral part of any inbound promotion far outweigh the negatives: 1) Using the phone as a medium of communication allows us to open a dialogue with our consumers and thus, build a better relationship and greater brand loyalty ~ 2) Telemarketing allows us to provide immediate data to the brand group on what consumers are saying about their promotion 3) In the 1990's, consumers have come to expect 800 number service as an important component of product support. Offering this service assures the consumer that Philip Morris cares about their opinions. 4) Negative phone calls can provide opportunities to address problems in a much more timely fashion. Given the immediate nature of information taken over the phone, the lag time of responding to consumer concerns can be greatly reduced. With the Marlboro Country Store, telemarketing will play an important role in providing necessary and valuable information to the Marlboro smoker. Objectives 1) Provide the Marlboro Country Store consumer with a quick and easy way to access information about the promotion and/or their order. 2) Get quick feedback from consumers on the Marlboro Country Store promotion. 3) Provide the Marlboro Country Store consumer with a level of support that they have become to expect from the brand.
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800 Number Service For the Marlboro Adventure Team promotion, we introduced the use of 800 numbers on a broad scale. Consumer response to this service has been very positive. In order to track consumer response to 800 '1 service, the Adventure Team used more than fiftv 800 numbers. These numbers were distributed via various and allowed us to track the usefulness of the distribution source. While this information was helpful, it was decided to limit the 800 9's used for the Country Store promotion to one main number (800-MARLBORO). It was decided that this single number usage was most advantageous in meeting consumer needs and building brand loyalty. As part of our service, we also provided direct service to the 800- MARLBORO number for consumers who dial commonly misspellings of "Marlboro" (i.e. Marboro, Marlboo, etc.). With both the Marlboro Country Store and Adventure Team running concurrently, we do see a lot of overlap betwedn the two programs. While there is one primary site that handles Country Store calls and another that handles Adventure Team calls (see below), our telemarketing program is designed to provide full-service to our consumers, regardless of which site they reach. Calls are routed to the appropriate site by using a prompt which instructs callers to press "1" if their call is about the Country Store and "2" if there call is about the Adventure Team. Please refer to the attached document showing a summary of 800 number service provided for the Marlboro Country Store promotion. Telemarketing Center The site chosen as primary provider for telemarketing services for the Marlboro Country Store is NeoData in Phoenix, AZ. As primary site, NeoData is charged with providing a well-trained staff of Customer Service Representatives (CSRs) who can answer all consumer questions/ complaints and provide a comprehensive service to the Marlboro consumer. This service includes providing information to the Adventure Team consumer who may also be a Country Store participant. Our hours of operation are 6:00 am - 12:00 midnight Central Time seven days a week. At any given time, NeoData will have from 50 - 150 CSRs answering phones. These CSRs have completed a comprehensive training program in general telemarketing and the specifics of the Country Store promotion. In addition, all CSRs have received training on all other Philip Morris continuity programs and can provide consumers with information and/or referral numbers for these programs. The Marlboro Country Store promotion also has a secondary site for telemarketing. Sitel Corporation in Omaha, NE continues to serve as the primary site for handling Marlboro Adventure Team calls. Since many of our consumers are participants in both
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promotions, Sitel is often called upon to provide service to the Country Store consumer. Sitel CSRs have completed the same training program that the NeoData CSRs have completed and are able to offer full-service information to our consumers. The Telemarketing Consulting firm of Kowal & Associates, Inc. provides primary support in managing these two centers. Please refer to the attached documents that provide additional information about NeoData ScriptinQ An integral part of any telemarketing program is the scripting provided to the CSRs to use with their interactions with consumers. We have developed extensive scripting to support our telemarketing efforts (see attached documents). Scripting is constantly revised and new is added to the Country Store promotion on a regular basis. For the most up-to-date scripts, please contact Kowal & Associates, Inc. in their Boston office at 617-247-2424.
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SCRIPTS
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GENERAL PROGRAM INFORMATION Prooram Extensions "We have no information available at this time regarding any program extensions for the Countn' Store promotion. The promotion is scheduled to end of December 31, 1994." Countrn Store Location "The Countr5' Store is a catalog promotion open to smokers, 21 years of age or older. We do not have an actual physical store. All Countrs' Store items are available only through our catalog." r
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L'PC'S Availabilit~ "Countn- Store UPCS are available on specially-marked packages of Marlboro cigarettes. The~- will be available at different times throughout the country." For Ho« Lons? "The Countn' Store Miles UPCs will continue to be available as long as the program is in effect. There should be plenty of Countn. Store Mile UPC's at your retailers and other stores throughout the duration of the program." MichiQan "Due to a large inventory of packs with the Adventure Team Miles UPC symbol remaining in the State of Michigan, we will allow consumers from that state to use an unlimited number of Adventure Team Miles UPC's in the Country Store Promotion." Whv? r "I'm sorr_v sir/madam, I don't have that information. I've only been informed that an unlimited number of Adventure Team Miles will be accepted." Other States? "The State of Michigan is the only state where this offer is being extended." Redemption "In order to redeem your Miles, you must remove the entire UPC code, including the 5 Miles and bar code information." Mailine Entire Packs "Please do not mail in your entire pack as this will slow down the processing of your order. It's also more costlj, to you to send entire packs. To process your order, we only need the UPC code, including the 5 miles and bar code areas." Packs vs. Cartons Whv onlv Packs? "We do our very best to give all of our customers an equal opportunity to participate in our promotional offers. Because not everyone purchases his or her in cigarettes in cartons, we use only pack proofs to maintain fairness to everyone in the Country Store program" Do cartons include packs with Miles? "Yes, all cigarette packs in Marlboro cartons are printed with the Country Store Miles UPC."
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Is there anv wav to tell if the carton I'm buying has MCS packs'' "The only way to determine if a carton includes packs with the Countny Store UPC would be to open the carton. You may want to ask your retailer if they would be willing to open the carton for you to check." Gettine More Miles'? "The on1v wav to get more Countn- Store Miles is b~ sa-,Ing more of the speciallv -marked UPC's." (never indicate thev should smoke more cigarettes) r
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CATALOG REQUESTS Reauests "Are vou a smoker 21 vears of age or older?" IF NO: "I'm sorry, but all of our promotional offers are limited to smokers 21 years of age or older. Thank you for your call." IF YES: "May I have your date of birth, please?" "What is your regular brand of cigarettes?" "Are thev regular length or 100's?" "Are thev non-menthol or menthol?" "Are they fiull-flavor, mediums or lights?" "Where did you hear about the Country Store program?" `'May- I have your full name, begitming with your first name, please?" "MaN I have your street address?" "May I have your zip code, please?" "May I have your home phone number, beginning with the area code?" "We will be sending you a signature request card and confirmation of your catalog request shortly. Please complete the card. including your date of birth, and sign and return it to us. We will then send you a catalog within 3 - 4weeks." Kansas Reauests "I'm sorn- but due to a state law in Kansas that prohibits offers of this kind, I am unable to take your catalog request. However, I can put you on our mailing list. Would you like to be added to our mailing list at this time?" IF YES: "We will be sending you a survey inquiring about your smoking preferences. Please complete this survey, include your birth date and signature and return it to us. Upon receipt, you will be eligible for future offers. Can I assist you with anything else at this time? Thank you for your call." IF NO: "Thank you for your catalog request and thanks for calling Marlboro Customer Service." Thank you for your call." Other means of obtainine catalogs "Marlboro Countrv Store catalogs are also available in displays at your local retailer." Signature Cards "We offer our promotions only to smokers 21 years of age and older, so we have to have your signature and date of birth on file before sending you the catalog"
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GEAR Brass Liehter Eneravins "1' m sorry but we do not offer engraving for this lighter " Saddles in Cataloe "The saddles that appear in the catalog are part of the Western design of the catalog and are not available for order.- Swiss Armv Watch Wh~- more than MAT ' r "The Swiss Army Watch available from the Countn• Store is a newer model than the one offered in the Adventure Team promotion and has a genuine leather band." Silica Packets '-Silica packets are placed I the packaging for each gear item to absorb moisture during the storage and shipping process. These packets help to protect your gear from moisture. The packets should be discarded once you have unpacked your gear." Stones in Pockets (Denim Shirt, Jean Jacket) "Some of our garmets are stone-washed to provide a lived-in look right from the start. Sometimes, stones collect in the pockets during the wash cycle. These stones should be discarded." Countn• of Oriain - Whv are items manufactured outside the US "In order to assure the highest quality of goods for our consumers, we work with manufacturers all over the world, including the United States, in selecting our gear." Other Sizes "Country Store gear is available only in the sizes listed in the catalog." BiQ Chill Blanket Brass Trim "The brass trim shown in the picture in the catalog is shiny brass. The actual Big Chill Blanket will have an antique brass trim."
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What is Antigue Brass Trim "The antique brass trim will have a buffed appearance rather than the shiny appearance you see in the catalog." Is the Shim Brass trimmed blanket available? "The shinv brass trimmed blanket is not available." Liehter - Filling and Refillin~ Does the light come with butane in it? "No, the lighter is shipped to you with no butane included." How do I fill the lighter? "While holding the lighter case in one hand, use the other hand to remove the fuel chamber." "Lift the felt pad and slowly saturate the packing in the fuel chamber with lighter fuel. Do not overfill the chamber." "Place the fuel chamber back in to the case."
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INELIGIBLE LETTERS (scripts to be used when a person calls about an ineligible letter they received) No Sienature/DOB "I'm sorry, but all of our promotional offers are limited to smokers 21 years of age or older. Because your order form did not include your signature and/or date of birth. we were unable to process your order. Please be sure your order form is signed and that you have included your date of birth and return it to us using the postage paid envelope provided. Thank you for Your call." No Order Form "Countrv Store orders must be submitted on the official order form available in the catalog. Because your order was not submitted on the official order form. we were unable to process it. You should have received a catalog with your returned order. Please complete the order form and return it, along with your miles, to the address indicated on the label enclosed with your letter. Thank vou for Your call." r No Check for Shippine/Handlins "Orders cannot be processed unless they include a check for shipping and handling charges. These charges are outlined in the lower left portion of the page accompanying the order form in the Country Store catalog. Please determine the correct amount of shipping and handling and return Your order, with a check for the shipping and handling fee, to us. We •will be happy to process your order. Thank you for your call." Check Addressed Incorrectlv "We can only accept checks for shipping and handling made payable to the 'Marlboro Countrv Store'. The check you submitted was made payable to an incorrect part~y. We will be happy to process your order if you resubmit it, along with a check made payable to 'Marlboro Country Store' for the shipping and handling fees. Thank you for your call." Check Dated Incorrectlv "All checks for shipping and handling must be dated correctly before we are able to process orders. The check you submitted was dated incorrectly. We will be happy to process your order if you resubmit it, along with a check dated with the date you mail your order. Thank you for Your call." Check Not SiQned "We can only accept signed checks for shipping and handling fees. The check you submitted was not signed. We will be happy to process your order if you resubmit it, along with a signed check made payable to `Marlboro Country Store'. Thank you for your call." Gear Shinping is Someone Other than Simatorv "We are only allowed to send orders to the individual who signs the official order form. So as not to delay the receipt of your order, we have sent your Country Store gear directly to you since your signature appears on the order form. We apologize for any inconvenience this may have caused. Thank you for your call."
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Order from Kansas "Kansas state law prohibits offers of this kind in your state Therefore. we «ere unable to process your order. Please watch your local retailer for special Country Store offers, Thank ~ ou for your call.•' Incorrect Amount of MCS Proofs - shorta2e/No Proofs Included "Your order did not include the correct number of Country Store proofs required for your gear. We would be happy to process your order once you have collected the required proofs. Remember that we are accepting up to 300 Miles (60 UPCS) from the Adventure Team program that ended on Februarn 28, 1994. As alwav_ s, we accept only pack proofs. Once you have collected the necessary number of proofs, please resubmit your order. Thank you for your call." Incorrect Tvroe of Proofs Submitted "Your order included proofs of purchase that are not valid in the Country Store promotion. The only proofs that are accepted for this promotion are those with the Country Store miles that can be found on specially-marked packages of cigarettes. We will also accept up to 300 Adventure Team Miles. that's 60YUPCs. We would be happy to process your order if you resubmit it with the correct proofs. Thank you for your call." Order Form not Completed "The order form you submitted did not indicate which gear items you wished to order. To avoid any confusion, we returned your original order to you. Please complete the order form. indicating which gear items you wish to receive and return it to us. We will be happy to process your order. Thank you for your call." Excess Number of MCS Proofs "Your order included an excess number of proofs for the gear you ordered, We are processing your order. We have returned the excess proofs you included so you may use them in a future order. Thank vou for your call." Exceeded the Order Limits of 5/20 "Orders for Country Store gear are limited to 5 of any single item or 20 items in total. Our records indicate that you have exceeded these limits so we were unableto process your order. Thank vou for vour call."
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KANSAS LAW CHANGE "Due to a recent change in the laws in the State of Kansas, some promotions that we offer are now eligible in that state. We are currently reviewing the changes in the law to determine which of our promotions can be offered. Due to the complex.ity of the law changes, not all promotions will be valid in Kansas. At the present time, only the Marlboro Countn- Store promotion is being offered in Kansas. If you wish further information, please contact us again in 3 to 4 weeks for an update. Thank you for your call." r
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MCS ON HOLD/AFTER HOURS. ETC. MESSAGES On Hold Messaee "Thank you for calling the Country Store. Unfortunately, at this time all our Customer Service Specialists are assisting other customers. We are available to assist you 7 days a week from 6:00 am to midnight Central Time. Your call is important to us. If you would like to hold, the next available Customer Service Specialist will assist you. Again, thank you for your patience." After Hours Message (NeoData/Sitel) "Thank you for calling Marlboro Customer Service. We're sorry but we are closed. We are open from 6:00 am to midnight. Central Standard Time, seven days a week. Please call back during those hours. Thank vou.` r Overlow Message (NeoData/Sitel) "Thank you for calling Marlboro Country Store. All our Customer Service Representatives are currently assisting other customers. Please call us back at 1-800-MARLBORO, that's 1-800-627-5267, at another time. We are available to assist you 7 days a week, from 6:00 am to midnight, Central Standard Time. Please be aware that you can use up to 300 Adventure Team Miles, that's 60 UPCS, for each CountrS- Store order you place. Thank you for your call."
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ANGRY CONSUMERS At Call Site Level .-Isk Supen,isor to read the follotiring statement: "I'm sorn~ you could not register. I apologize for anN, inconvenience but as clearl~- stated in the catalog. telephone registrations for the Pool Table were honored on a first come, first serve basis. Because of the limited quantit-,, of 1.000 Pool Tables, no exceptions will be made." NOTE: If caller threatens the followzng (and sai's any of these kev words), refer consumer to Philip Morris Consumer Affairs at 1-800-343-0975 (ONLYSUPERVISORS SHOULD GI VE THIS NUMBER O UT) "I'm going to sue You." "I'm calling the Better Business Bureau' "I'm with the media." "I'm calling my local paper/TV Station/Radio Statiouother media." Or caller mentions "State Attorney" or "Attornev General" or threatens an-,, other legal action. Consumer Affairs - Sorrv "Given the popularity of the pool table, response to the program was ovenvhelming and all our 1,000 registrations have been filled. I'm verv sorr5, that we are not able to take your registration, but on1v a limited number of 1,000 pool tables will be available, Can I assist vrou with anything else at this time. Thanks again for your call."
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MICHIGAN EXCESS MATNLII.ES FOR MCS Whv are consumers in iviichi2an allowed to use an unlimited number of MAT miles in the MCS promotion'' "Due to a large inventory of packs with the Marlboro Adventure Team Miles UPC symbol remaining in the State of Ivfichigan, we will allow consumers form that state to use an unlimited number of Adventure Team Miles UPC's in the Marlboro Country Store promotion" Wh-v is there such a large inventora only in the state of Michiean? "I'm sorry sir/madam. I don't have that information. I've onl~~• been informed that an unlimited number of Adventure Team Miles will be accepted." Other States? "The State of Michigan is the only state where this offer is being e.Ytended." Old Product Issues Does this mean that the cigarettes in Michigan are old? "No. the cigarettes are fresh and would have been returned, not sold at retail, if they were outdated." E:INB O UND: MCS : M IS CRI PT
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ORDER PROCESSLNG Order Processine Time "We do ship orders as quickly as possible. Due to the great response of the Country Store program, we do expect order fulfillment to take 10 - 12 weeks as indicated in the catalog. I can assure you that everv item that vou ordered will be sent to you." Backorders - MCS compared to MAT "The Adventure Team'program was extremely popular with our consumers. It exceeded our et-pectations. Now that we know how popular our gear is, we're doing our very best to assure that we do not have deliver}- delays during our Country Store program."
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POOL TABLE - Before 5/16 Before 5/16 "The pool table registration officially begins on May 16. 1994. We will open at 6:00 am Central Standard Time." Whv Wait Until Mav 16th? "All the program details will be available on the official program start date of May 16th. Please call back on May 16th and we will be happy to answer any questions you may have on this program." Y
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POOL TABLE - ON 5/16 AT&T Network Prompt "Thank you for calling Marlboro Customer Service." "If vou are calling to register for the Pool Table in the Countr-y Store catalog. please press or say one now." "If you are calling about any other questions regarding the Country Store, please press or say two now.' -If you are calling about the Adventure Team, please press or say three now. Thank you." (NOTE: If no response in 5 seconds, caller automaticallv defaults to option #1) First 1.050 Callers (that call specifically about the pool table) First Queue Message (NOTE Queue messages plav every 30 seconds. 1Ltusic will plav during all times ivhen a message is not being heard) "You are in line to register for the Country Store Pool Table offer. Please do not hang up as you will lose your place in line. Calls will be answered in the order in which they are received. Please do not hang up. Thank you for your patience." Second Queue Message "Thank you for holding. Please stay on the line and the next available Customer Service Representative will register you for the Pool Table offer. Please remember we can only take one registration per call. Do not hang up as you will lose your place in line. Thank you again for your patience." Third and Subsequent Queue Message (VOTE: Caller will remain on hold until live agent is available to assist) "Thank you for holding, we apologize for delay. Our Customer Service Representatives are registering other callers for the Country Store Pool Table offer at this time. Do not hang up as you will lose your change to register. Please stay on the line and the next available Customer Service Representative will assist you. Please remember we can only take one registration per call. Do not hang up as you will lose your chance to register. Thank you again for your patience." Live Agent Script "Thanks for calling the Country Store pool table line. Are you a cigarette smoker 21 years of age or older? IF VO: "I'm sorry, the pool table offer is only open to smokers, 21 years of age or older. Thank you for your call."
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IF FES: "First. we need to send you a pool table order certification packet. May I have your name and mailin(2 address?" "All of the program details are included in the order certification packet. which you should be receiving in two ~i eeks. Remember, it's important that you include a minimum of 10 names of smokers 21 years of age or older, their signatures. and dates of birth, including your own and return that information to us by June 30th." If want more specific instructions over the phone "You will be receiving a specially numbered order certification form that will contain spaces for 10 names, signatures and dates of birth. Once you have collected all information from 10 individuals, including yourself. please mail the registration card back to us by June 30th for processing. Once we receive your completed your order certification card. we will mail you a pool table order form. You have until December 31, 1994 to submit your 25,000 Country Store miles with your official order form. Once we have processed your order form. Brunswick will contact you by letter advising you which distributor to contact to arrange for delivery and installation of your pool table." 1.050 - 2.000th Caller First Queue Message (NOTE: Oueue messages plav even, 30 seconds. Adusic will plav during all times when a message is not being heard) "You are in line to be placed on the waiting list for the Country Store Pool Table offer, Do not hang up as you will lose your chance to be placed on the waiting list. Calls will be answered in the order in which they are received. Please do not hang up. We have reached the 1,000 registration limit for the Pool Table offer, stated in the Counn, Store catalog. Calls were handled on a first come, first serve basis. However, we are taking names for a small waiting list and we want vou to stav on the line so we can take vour name and details. Please stav on the line. Thank you for your patience." Second Queue Message "Thank you for holding. Please stay on the line and the next available Customer Service Representative will place you on the Pool Table offer waiting list. We have reached the 1,000 registration limit for the Pool Table offer stated in the Country Store catalog. However. we would like to add your name to the waiting list. Please remember we can only take one waiting list name per call. Do not hang up as you will lose your chance to be on the Pool Table offer waiting list. Thank you again for your patience." Third and Subsequent Queue Message (NOTE: Caller will remain on hold until live agent is i available to assist) "Thank you for holding. We apologize for the delay. Our Customer Service Representatives are assisting other consumers to be placed on the waiting list for the Countr5, Store Pool Table Offer. Do not hang up as you will lose your chance to be on the waiting list. Please stay on the line and the next available Customer Service Representative will assist you. Please remember we can only take on waiting list name per call. Do not hang up. Thank you again for your patience."
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Live Aeent ScriptinQ "Thanks for calling the Countrs' Store pool table line. Are you a cigarette smoker 21 years of age or older?" IF NO: I'm sorry, the pool table promotion is only open to smokers, 21 years of age or older. Thank you for your call." IF YES: "Although you are not one of our first 1,000 callers, you are eligible to be placed on our waiting. Should one of the first 1.000 callers not meet our eligibility requirements. you mav be contacted as an alternate. In order to be placed on our waiting list, may I haVe your name, mailing address and phone number" ? We will contact you by phone if you become eligible and then we will mail you a certification packet." 2.001 - Callers AT&T Network Prompt "Thank you for calling•the Countn. Store Pool Table registration line. We regret to inform you that all 1,000 registrat4ons for the Pool Table have been filled. As stated in the Countr-v Store catalog, calls were honored on a first come, first serve basis starting on May 16th. Because of the limited quantity of 1,000 pool tables, no exceptions will be made. All calls were handled in the order in which thev were received. We're sorrv but if you have any other questions about the Countrn- Store, please call back after 5:00 pm Central Time. Thank you." Live Agent Scripting ' Can I eo on a waiting list?/Caller Persists in RegisterinQ "I'm sorr-,- you could not register. I apologize for any inconvenience but as clearly stated in the catalog, telephone registrations for the Pool Table were honored on a first come, first serve basis. Because of the limited quantity of only 1,00 Pool Tables, no exceptions will be made." If Caller is Anerv or Upset "Registrations were offered on a first call, first serve basis. The response to the pool table offer was overwhelming and all 1,000 registrations have been filled. Only 1,000 pool tables were available as indicated in the catalog. We are very sorry, but no exceptions can be made."
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«'AIT LISTED CONSUNTERS Wait List Callers (5/16 - 7/15) "All consumers who were placed on the waiting list for the pool table offer «ill be notified of their status by phone on or before July 15th. Each consumer who becomes eligible for the pool table offer will also receive the official order certification packet. Unfortunately, We are not able to provide specific information regarding your wait list status at this time." Can vou tell me what number I am on the waiting list "I'm sorry but I do not have that information available." Will I receive notification of mv ~vait list status whether I'm etizible or not'? "All consumers who were placed on the waiting list for the pool table offer will receive an update on their wait list status by phone on or before July 15th. If consumers on the waitylist become eligible to participate in the offer, they will also receive the order certification packet in the mail." What do I do once I receive mv order certification packet? "Consumers who were originally placed on the waiting list but have become eligible to participate in the pool table offer must return their certification card, with the names of 10 smokers 21 years of age or older, to us by August lst. Once we receive your completed order certification card. we will mail you a pool table order form. You will have until December 31, 1994 to submit vour 25,000 Country Store miles with vour official order form. Once we have processed your order form, Brunswick will contact you by letter advising you which distributor to contact to arrange for delivery and installation of yourpool table."
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RETAILER/VAN CONIPLAL'~TS Complaints "I'm sorry that you have experienced this problem and apologize for any inconvenience this may have caused. I would be happy to forward your complaint to the appropriate department for follow up. Would you like me to take a report of your complaint at this time? IF YES: Complete Retarler/r an Complaint Form "Again, I apologize for the inconvenience. Thank you for bringing this matter to our attention, Can I assist you with anything else at this time? Thank you for your call." IF NO: "Again, I apologize for the inconvenience and thank you for bringing this matter to our attention. Can I assist you with anything else at this time? Thank you for your call." MCS Van "I'm sorry but I do not have any additional information available on the Country Store van. Schedules and appearances for the van are made on very short notice by local sales offices so we are not able to maintain a schedule. I suggest that you contact your local retailer and watch the newspaper in your area for information on when the van might appear in your area. Thank you for your call."
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SPECIAL PROMOTIONS Price Breaks "I'm sorn- but I have no information available at this time regarding any special offers or price reductions Please watch for information and displays at your local retailer. Thank you for Your cali." Birthdav Bonus Miles "We have randomly selected consumers to receive birthday greetings and a Country Store bonus coupon." Lf did not receive and wants one "Our selection of consumers to receive this special promotion was random from our current mailing list of consumers. Only individuals in our inidal random selection are eligible to receive this bonus coupon. If you wish, I can add you are on our mailing list if you are not currently on it so that you will be eligible to receive future offers. (search database to determine if consumer is listed). IF YES: "We will be sending you a survey inquiring about your smoking preferences. Please complete this survey, include your birth date and signature and return it to us. Upon receipt, you will be eligible for future offers. Can I assist you with anything else at this time? Thank you for your call." lF NO: "Can I assist you with anything further at this time. Thank you for your call." MCS Sweepstakes "The sweepstakes mailing you are referring to was sent to participants, randomlv_ selected by computer, in our recent Adventure Team promotion. A total of 100 people will win all 17 items featured in the Country Store catalog. Entry forms can also be requested in writing. Please note that entry form requests must be received by May 2, 1994." Additional Details "Order forms must be received by May 31, 1994 in order to qualify. This sweepstakes is void in the States of Michigan and Massachusetts." B4G1F (Buv 4. Get 1 Free) General "We are offering a special 5-pack carton of Marlboro cigarettes in conjunction with the Country Store promotion. This 5-pack is being offered for the price of 4 packs of cigarettes. Thus, you get one pack for free."
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Will Packs in this Special Offer have the MCS UPC Label? "Yes. all packs in this special 5-pack offer will be imprinted with the Country Store UPC label." '~ Bonus Miles "Each special 5-pack also contains a mail-in certificate for you to obtain 25 bonus miles to be used in the Country Store promotion. In order to obtain your bonus miles, please complete the certificate and return it to us at the address indicated on the bottom of the certificate. We will mail your bonus miles to you within 4 - 6 weeks of the receipt of your certificate." Is there a Deadline for the 25 Bonus Miles "Yes, your bonus miles certificate must be postmarked by November 1, 1994." Can I Mail in More than One Certificate for Bonus Miles? "I'm sorry but only one certificate per household is valid," Carton Pictorial Proeram General v "The carton vou have is part of a special offer from the Countr-y Store promotion. You may either order a catalog over the phone at this time or complete the catalog order form on the inside of the carton to receive a Country Store catalog." (if consumer wants to order catalog over the phone, go to catalog order script) Do these Cartons have the MCS UPC Label on the Packs Inside? "Yes, the packs in these special cartons are imprinted with the Country Store UPC label." Do I 2et anv Bonus if I send in the Picture on the Carton? "No, the picture you see on the back panel of the carton is for design purposes only." Coupons Mv Friend eot Coupons in the Mail and I didn't "We select names for our coupon mailings at random from our mailing list. Not all individuals on our mail list are included in each coupon mailing. Therefore, it is possible that you might not recevie coupons that one of your friends did. If you have been added to our mailing list, you will be eligible to be selected for future mailings of this type. If you are not on our mailing list, I would be happy to add you at this time (If consumer wants to be added, go to mailing list scripting)
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K 0 W A L & A 5 5 O C I A T E S Date: June 13, 1994 To: Doron Stern cc: Trish Costello Kathy McMahon Ginny Murphy Nancy Parmet Renee Simons From: Gary Briggs i RE: Pool Table Calling Attached please find the approved script for outbound calls to those pool table consumers who have not yet returned their certification cards. As of today, we have received a total of 250 certifications. As we've discussed, this calling will give us a better indication of the total population of consumers who will eventually return their certifications. This information will also give us an indication of the number of consumers we may need to pull from the wait list. And finally, the call will serve as a reminder to consumers who may have forgotten the June 30th deadline to return their certification form. We expect to begin this calling tomorrow and hope to have it completed within two days, depending on consumer contact rate. If you have any questions, don't hesitate to contact me at 617-247-2424. Thanks! KOWAL & ASSOCIATES, INC.• CONSULTANTS, DIRECT MARKETING SERVICES 29 COMMONWEALTH AVENUE • BOSTON, MASSACHUSETTS 02116-2335 • FAX (617) 247-2980 • TEL (617) 247-2424
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Pool Table Outbound Call Scripting Greeting "May I speak with consumer name? I'm calling on behalf of the Marlboro Country Store regarding your pool table certification. May I ask you a few questions about our pool table offer at this time?" Note: if consumer is not available, attempt to obtain a good call back time Survey Ouestions "Have you received your pool table certification mailing?" If Y'es, "Have you completed and returned your certification card to us?" If Y$s, "Do you recall the date that you sent it?" If more than 5 working days have passed since date sent, CSR should complete call sheet and forward for immediate follow up and re-contact consumer with an update. If No, "Are you planning to mail it back to us?" If Yes, "Please remember that your certification must be post marked on or before June 30th. Do you have any questions regarding the completion of your certification card?" If No, "Can you tell me why?" CSR should capture comments as accurately as possible If No, "Our records indicate that you should have received your certification packet by this time. I will request that another packet be sent to you at once. Upon receipt, please complete the certification card and mail it back to us immediately. Your certification card must be postmarked by June 30th. May I verify your name and mailing address?" CSR verifres address and submits IA,&=IATE request to re-mail certification packet. Note: If certification has been lost, we may need to extend the June 30th deadline. Consult with your supervisor for additional information.
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Closing "Thank you for your time. Can I assist you with anything else at this time? Good bye." Y
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Marlboro County Store Fulfillment/Customer Service Abstract MCS fulfillment is being outsourced to Neodata, Inc, based out of Louisville, Colorado. Neodata's major clients include Disney, Book of the Month, Gervalia, US Post Office, and numerous publishing houses. Exhibit I is a geographical representation of the MCS fulfillment operation. It is the basis for the step-by- step discussion below. Exhibit II highlights the major processes in a full- service fulfillment operation. Mail Rece tp ion- Mail is received in the Main Post Office, Manhattan, at 31 st Street. Primary mail is white mail inquiries, and order requests. Normal volumes are about 25,000 per day. Mail is transported daily to Aer Lingus Airlines, at JFK airport. Mail is boxed, counted, and mainfested prior to loading for Shipment to Ireland. Mail is airtransported to Ireland every night, arriving in the morning. Mail is cleared through customs, and transported to the main Mail/Order Processing facility in Listowel, appromixately one hour away. Staffing is planned at between 100 and 160, depending on volumes. Mail is segregated in to white mail (subsequently returned to Des Moines for processing), and order mail is batched for processing. Mail is opened, audited, UPC's are counted, and check/order forms verified. Ineligible orders are resealed, and returned to the customer with requests for corrections. Eligible order forms are keyed, checks are deposited, and UPC's are destroyed. Order Processing Eligible orders that are keyed are transmitted to the main Data Processing Center in Louisville, CO. for processing. Inventory is checked, and Packing/Shipping Labels are produced overnight and printed in Des Moines, Iowa. Warehousina The main warehouse, picking, and distribution centers are located in a three mile radius of central Des Moines. Labels are processed and items are shipped to the customer. The separate warehouse is dedicated to the MCS program, with a current 80,000 square feet capacity--enough to house 6000 pallets of merchandise. There is current available space to expand to 200,000 within three weeks notice. Distribution The current pick pack operation is rated at 700,000 packages per month, with in-line capacity to expand to 1.2 packages. Neodata has a very specialized sortation system for US Parcel Service manifesting, and maintains fast delivery service forthe lowest shipping rates supported by USPS. They also do zone
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Subject Date Page 2 skipping and best-rate consolidations for UPS work as well. Warehousing and Pick/Pack Operations will start with 1 20 people, with antipicipated peaks bringing the staff to over 200. Normal shipments are recorded every night into their system, and normal turnarounds on processing shipping labels is less than 72 hours. Customer Service The customer service center is a dedicated facility in Phoenix, Arizona. There are over 170 full and part-time Customer Service Representatives working various hours in a'seven day operation. The facility has the capability of going to over 400 CSR's. The customer service system has been designed to eventually carry order and customer information on all Philip Morris brands. This first phase ofithis project is scheduled to be completed in Spring, 1994. Communications Data communication links have been established in order to provide purchasing/receipt information between Neodata and the Richmond Data Center. In addition, data bases are updated nightly in terms of the signature database in Richmond, and statistical order information at the MSA information service facility in Pittsburgh, PA. Other communication links have been established with all third party customer service organizations. This allows all operators to inquiry into order status of all brand promotions, including the Marlboro Adventure Team historical information.
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NJ Neodata Topography f, H 0 Q ...._:__.. &g~ ka;,-~M.,c-4 M& a: ED 144 6 v I 0 m 0iE0S8titi0Z
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tIE0S8IbOZ
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Consolidated Order/Call History v Madden v i~ LBC ` ~~ t~ w~} Kankakee 0 0 Veri a oCc, fl g itel MSA PM-NY Richmond ~ Vend.A. ATI a , u D ,. .... .. S. ,4 0 u N , ZZC0SKtOZ
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Overall Process - Order Fulfillment Incoming Mail White Mail/ Inventory Returns Catalogue Reception I---r----N Receipts Processing -A- Processing -H- -t- -B- . I t ory nven Accounting/ Verify UPC's Moverfie-nt -C- -J- Key Orders -D- Order Processing -E- Customer Data Customer Service In/Out -K- Manifesting -F- Order Data Picking/ Shipping -G- Inventory Data Data Feeds In/ Out -L- f Other 7 FulFillment Migrations/Re- Sourcing M- .~.._....~..-~--, EiE058ibOZ
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AreaA... Mail Reception P rocess Post Office -A.1- Pickup Mail -A.2- Mail Reception Area -A.3- Sort -A.4- r--tal To White Mail -B- To UPC Counting -C- Vi80S8TbOZ
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Area B White Mail Process Batch/Assign/ Open Mail -B.1- Read/ Determine Action/ Disposition -B.2- Critical Subjects -B.3- Inquaries,lnfor ~ mational,Catal og,Product, etc. B.4- I--r Fax To New York Handlle Request F-h Take Action/ Document/ Update Database File, Update Database File/Archive/ Microfiche File/Archive qtEosgTtroz
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Controls for Batching/ Interdepariment Area C Counting Process I Sort/Batch Mail by Dimensions -C.1- F__+ Assign to Counter -C.2- I ,~ CounUVerity C.3_ '- 1 C.3.1-Forgeries C.3.2-Miscounts, C.3.3-IIIlegible Orders, C.3.4-Old Programs C.3.5-Bad/lllegible Checks Pull Check -C.4- E---N Separate UPC/ Media -C.S- --W Complete/Post Batch -C.6- Prepare/Balch orders for Keying Keying - l 1 H C.4.1-Caging C.5.1 -Destruction To Area D-Order Keying....... 9tD0S8It70Z
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Area D Order Keying Process Controls for Batching/ Interdepartment Assign Batched Orders to Keyers -D.1- I---N I--ril Complete/Post Batch -D.3- Key Order -D.2- ~ D.2.1-Illegible D.2.2-Missing Data D.2.3-Bad Address D.2.4-Over Order Limit Microfiche t--~ I-N -D.4- Archive Order -D.5- • To Area E -- Order Processing L.IDOSSivOZ
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Area E Order Processing Rules This represents internal computer processing of orders after order entry, and prior to logic in determining when an order would be picked based on postage/line constraints...... E.1.0-Allocation of Inventory E.2.0-Ship Complete Option E.3.0-Back Order Rules E.4.0-Acknowledgement Rules E.5.0-Drop Ship Rules- (Notification,Vendor Advise/ Ship Confirmation) To Manifesting/Picking . Portion of Processing an Order 8I1;OS8Iti0Z
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Area F Manifesting Rules This represents internal computer processing of orders after order processing/ inventory availability is completed. Orders may, or may not immediately print to pick after this step....... F.1.0-Delivery Frames/Objective F.2.0-Split Carrier Rules F.3.0-UPS vs USPS Carriers F.4.0-Age/Aggregate Break Bulk Rules At proper time, this order will actually pick in Area G- Picking and Packing bi £OSBIVOZ
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DP Controls/Aging/ Transmission Controls I Print Label/ Packing Lists -G.1.0- Carton/ Consolidation Rules -G.2.0- Area G Picking and Shipping Sorting G.3.0- Manifesting G.4.0- Carrier Pickup G.5.0- Go to JI-Inventory Accounting/Movement ozeossttioz
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Area H Vendor/ Merchandise Receipts Master Vendor/PO Shipping Schedule -H.1.0- Heceiving Dock/Outside Inspector Scheduling -H.2.0- Receipt of Product Verify Count Verify/ Liability Contractor Merchandise H 4 0 Tolerances Inspection Inspection -H.3.0- . . -H.5.0- -H.6.0- -H.7.0- H.4.1-Wrong Merch. F Spot Inventory/ Record Transactions -H.8.0- H.5.1-Bad Counts` H.5.2-Disponsition Tolerances Rules tZE058iti0Z
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Area I Customer/Merch. Returns Process Incoming Goods (P0 Box?) -1.1.0- Receipt of Merchandise -1.2.0- t--O Verify Cust. Documentation -1.3.0- r-O Verify Condition -1.4.0- ir No Enclosed Documentation/Incomplete Merchandise Disposition -1.5.0- Return to Stock -1.6.0- Damaged/ Exchanges -1.7.0- Undeliverable -1.8.0- ~ Spot, Spot, Record TX Assess Liability/ Disposition Execute Procedure and Re-ship/Stock ZZE0S8itOZ
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Process J Inventory Accounting/ Movement Outise/ Overflow Warehousing This represents the security, audits, and data processing reports that are necessary to reflect inventory movement and finan~ial accpuntability. Receiving/ Reception Area Bulk Storage Areas Carton/Supply Storage Areas ~ Return/Reject Holding Areas 4 Flow Racks/ Pull Areas Subjects to be covered include: J.1.0 - Cycle Counting J.2.0 - Inventory Movement Authorization J.3.0 - Inter warehouse transfers J.4.0 - Warehouse/Inventory Security i N Picking/ Palletizing! Carrier Areas EZE058I1r0Z
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Area K Customer Service Processes ACD -K.1.0- S 0 Country Store 0 MAT Program -K.5.0- Other Programs -K.6.0- Misc./Non- redemption Communicat -K.7.0- cripting Forms/ Letters Boilerplat . • K.2.0- Preredeem actvities: K.2.1-Catalog Requests K.2.2-Rules, Explanations K.2.3iPfoduct Information K.3.0- Redemption Process K.3.1-Order Inquiry K.3.2-Order Problems Damaged/ Exchange K.3.3-General Comments K.3.4-Complaint/Nuisance K.4.0. Outbound K.4.1-Undeliverables K.4.2-Inquiry Responses K.4.3-Customer Surveys K.4.4-Conciliatory K.4.5-Drop/ DeliveryCoord tiZ6pS8tti0Z
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Area L Data Communication/ Interfaces , SZEOSSTtiOZ 7--'-' Delvey,~PMSTAT,(MAT Only) i ' Purchase Items,Cltys ~ 11 ' Delvey-Dafes-,Art & Keyline De S Consumer Affairs Direct Marketing Fulfillment Telemarketing Promo Analysis Brand Legal Legend ~ Electronic Transfer Mail/Courier Commun. ~ Tape Transfer
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THE MARLBORO POCKET BILLIARD TABLB :„~_ ~,~,.~,_ . fM.~iY ~i'Y . . x , r A ~a r ~ . E~i+~t~~~~~V ~i~t'i~:~: ~Qau~orooi~s~b'~"~%iKC~;~rKicr~~~~i.k ,~ ' world. And only a luck7few wllt ever qe! ptay o11 l Crafted exclusively for Marlboro by Brunswlck, the worid's finest name ln bill arda~ thii features solid exotic hardwood; a rich handcrafted finish; precision diamon -honed 4ItMb1 " '" "' ' ";;' ~ cushions. Comes with balls, triangle, brush, bridge tlsad, chalk and 4 pool c es.• Measures a full 8 feet. Gtet a group of friends together and start saving the Miles now. 25000 INILBS (See epecial ordering inetructione below.) rx . . • e1e10tM 1,OUO IMrdribaro pcol tebles araiJabk for ynu and your friends: (1-888-827-52671 toreqisterforthelahleendrequesllspecalmde lairn Iwo1PM IN eeceilted steriknp Mey 18.1091. m1 tb/tle b1t1 eljnimum o116 peopVe, all of whorn must ~11Y~e~epeaolder. (¢rthe pool tahVewdl he hoaored on a ~ Ot41epu1184rauseotthelimrted quanldiesul t~t (NO EIlCEPT~IS W1Ll 8E MAOE RR GRAR7 EG rf81 be Inchei~ad in the special order form ~toYoafry fnaiL 9ZE0S8 i V0z
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PHILIP MORRIS USA INTER-OFFICE CORRESPONDENCE 120 PARK AVENUE, NEW YORK, NY 10017-5592 To: Distribution Date: May 4, 1994 From: Doron Stern Subject: MARLBORO COUNTRY STORE POOL TABLE OFFER Together with the other gear items the Marlboro Country Store catalog will feature a custom made professional (8 ft) pool table and cues manufactured by Brunswick Billiards. One thousand pool tables will be made available on a first come first serve basis to groups of smokers comprising at least 10 people. As the image leading piece in the MCS catalog, the pool table is designed to heighten excitement and encourage participation in the MCS continuity effort, especially among YAMS. ; V Requirement 25,000 Marlboro Country Store miles Timin Orders for pool tables will be accepted starting May 16, 1994 Registration • The only way to receive a MCS Pool Table is by registering via 1-800-MARLBORO. • Operators will start accepting telephone calls for registration on May 16. • A total of 2,000 smokers will be allowed to register. The first 1,050 will be informed that they have been registered to order the pool table (primary recipients). The remaining 950 smokers will be notified that they have been placed on a waiting list. • As part of the system set up at Neodata to track the entire fulfillment process, each consumer will be assigned a serial number between 1 and 2,000 which will appear in all program related correspondence. CSR's will also be trained to address all potential pool table related issues. Certification • The 1,050 primary recipients will receive a postage paid certification card featuring 10 spaces for signatures and respective ages, addresses and telephone numbers. The recipients must send in the complete certification before June 30th or they will lose their opportunity to receive the pool table.
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May 5, 1994 Page 2 • A non compliance letter will be sent out along with incomplete certification card to smokers who did not properly fill out card. Non compliance smokers will be given 2 weeks to complete certification card and send it back. • On July 5th, Neodata will provide a count of completed certification cards received. At this time we will determine how many additional certification cards will be delivered to smokers placed on the waiting list (in order to achieve a total number of 1,050 certified smokers). Smokers on the waiting list who will not receive a certification card will be notified via telephone by August 8th. • Waiting list smokers who receive certification cards must mail them back by August 1 st.. We will follow the same non compliance procedure for waiting list si`nokers who do not fill out certification card per instructions. • A unique P.O. Box will be set up to service all correspondence on pool table offer. • PM will not be responsible for lost or stolen correspondence relating to pool table offer. Redem tp ion • Smokers who send in completed certification cards by designated dates will receive an order form indicating expected delivery time. • Smokers will send in their 25,000 MCS miles together with the order form to assigned P.O. Box. • Smokers will be sent a letter from Brunswick after the correct number of UPC's and order form have been received. The letter will include a Brunswick telephone number for smokers to call to arrange delivery and timing. • Neodata will furnish Brunswick with a list of smokers and corresponding serial number to control for accuracy. • Brunswick will inform Neodata of pool table shipping addresses prior to shipment to check for any for any inappropriate destinations.
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REG ISTRATION FLOW Call 1-800-MARLBORO to register for Pool Table 950 waiting list smokers Not selected from waiting list Receive call from Neodata informing of non-selection Selected from waiting list 1,050 primary recepients Receive certification form Over quota. Not eligible for registration 6ZEOS8I170Z
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CERTIFICATION FLOW Returns incomplete certification card Receives non-compliance letter with incomplete certification Does not return completed certification by expiration Returns completed certification by expiration Returns complete certification form by expiration Does not send certification form by expiration OEEOS8TVOZ
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V: ~;It;19 ~~ R UK;
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Receives non-compliance letter with appropriate incorrect element Does not correct problem REDEMPTION FLOW Sends in correct UPC's and order form Does not send in order form or UPC's for Pool Table Z6£0S81tioZ
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