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Philip Morris

the Force News for and About the Philip Morris Sales Force Volume 7, Number 4

Date: 19840800/P
Length: 18 pages
2047586076-2047586101
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Author
Pross, B.
Area
OETTINGER,DIANE/OFFICE
Type
NELE, NEWSLETTER
Named Organization
American Inst of Chemists
Bureau of Census
Cambridge Univ
Force
Harvard
Karate Kid
Kent State Univ
Mclaren Team
Merit Report
Mit
Ny Academy of Science
Philip Morris Sales Force
Ransselaer Polytechnic Inst
Royal Air Force
Society for Applied Spectroscopy
St Vincent College
Tobacco Technology Group
Univ of Richmond
American Assn for Advancement of Scien
American Chemical Society
Named Person
Zagorsky, R.
Abernethy, J.
Abisaab, I.
Allan, P.K.
Arciniega, R.
Arditi, W.
Baca, F.
Baker, B.
Bartek, J.
Beatty, H.R.
Becker, T.
Bennett, R.
Berlin, A.
Berry, C.
Blue, L.
Bobrischew, P.
Bommarito, R.
Bradley, R.
Brannon, J.
Bratton, D.A.
Breazeale, A.
Bristow, J.
Brown, M.
Burke, C.
Buss, R.R.
Camacho, E.
Campbell, T.
Carr, D.
Carsley, C.
Cartledge, J.
Case, B.
Catagnus, P.
Chang, J.
Chapman, G.
Cheiyes, J.
Choate, G.
Cline, C.
Coleman, G.
Conroy, M.
Copeland, J.
Cumberland, J.
Davis, E.
Daylor, K.
Deblase, T.
Detty, M.
Donaldson, H.C.
Dunker, M.
Edelman, L.
Elias, G.
Elston, J.E.
Emmons, J.P.
English, R.
Evans, M.
Fountain, G.
Foxworth, T.
Fraser, K.L.
Gallo, R.
Garrison, J.
Giovingo, J.
Glennie, L.
Graham, M.
Greenwood, L.
Griffith, T.
Grover, R.
Guinn, W.
Haggard, M.
Haley, J.
Halke, B.
Harrington, K.
Hayes, W.
Hegwood, M.
Henry, K.
Henry, P.
Hogan, W.
Hood, J.
Hopson, M.T.
Horan, B.
Howell, J.E.
Hufford, D.
Hurd, S.
Ingalise, J.
Jenkins, C.
Jepson, A.
Johnson, T.
Juriew, M.
Keane, A.K.
Keighley, J.
Keller, P.
Kelly, J.
Knight, G.
Knight, W.M.
Lamanno, R.
Lane, C.
Lenny, N.
Lorenzo, J.
Lumsden, B.
Lynch, E.R.
Lynch, K.P.
Lynn, T.
Mackling, S.R.
Maglio, R.
Mandrell, B.
Marable, J.
Marilyn, R.
Maxwell, H.
Mccarty, C.
Mccormick, W.
Mcgargill, A.
Mclaughlin, A.
Mergler, A.
Miller, C.
Miller, W.
Milsap, R.
Miranda, M.
Moericke, S.
Moore, G.
Moss, T.
Mulroy, L.
Muskopf, K.
Myers, G.
Nellenbach, J.
Nembhard, N.
Niblet, G.R.
Novotny, H.
Orphal, S.
Pace, R.
Parker, C.
Parks, S.L.
Pena, G.A.
Perrone, A.
Pimentel, P.
Pope, L.
Prost, A.
Ragsdale, G.
Ray, B.
Resnik, F.E.
Richardson, R.
Richards, G.
Richmond, J.
Riley, L.
Rocco, V.
Rodriguez, M.
Rogers, W.H.
Rogoff, W.H., J.R.
Ross, K.
Rouse, J.
Rowan, A.
Rowe, D.
Ruotolo, J.
Sasser, R.
Schuler, M.
Scott, P.
Scully, J.
Seales, T.
Seay, I.
Sheard, J.
Shelton, J.
Simon, L.
Skaggs, R.
Slade, M.
Smith, C.
Smith, J.
Smith, K.
Smith, L.
Stamboulian, A.
Stinson, T.
Swartz, F.
Taylor, C.
Teefey, P.
Thornhill, S.
Tucker, P.
Tunstall, J.
Varney, D.S.
Varney, L.
Vasquez, S.
Wagner, C.H.
Weissman, G.
Welu, K.
Wey, A.
Whipp, S.
White, H.
Wilson, Y.A.
Xxbarbara
Xxmaura
Xxnancy
Xxnathan
Xxpam
Xxpatrickryan
Young, C.A.
Recipient (Organization)
Force
PM, Philip Morris
Recipient
Pross, B.
Author (Organization)
Force
PM, Philip Morris
Master ID
2047586076/6101

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Page 1: kpu28d00
TEE ; News for and about the Philip Morris Sales Force Volume 7. Vumber 4 August. 1984
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From The Editor This summer Hamish Maxwell and Frank E. Resnik were ap- pointed Chairman of the Board and Chief Executive Officer of PM Incorporated, and President and Chief Executive Officer of PM USA respectively. We give vou a glimpse of their experience and bac'.<grounds on page 3. The Sales Force is luckv ao have 35 new Sales Representa- tives located around the nation who were former Richmond empioyees. We tell you about this special program on page 4. As man " ~ of you know. Vtarl- boro's invo;vement in Hispanic festivais is erowine. "Come to where the flavor is" tells you why the Hispan:c market is so impor- tant to PM USA and shows vou our sales team hard at work dur- inQ a festivai in Chicago. Our thanks to Sales Rep Ken Smith of Detroit who covered that city's Grand Prix event for THE FORCE. His storv and photos appear on page 8. One of this summer's most popular mo~ies is "The Karate Kid." Like the film's star, Sales Rep Lacinda Riley has learned that tbe secret of karate'.ies in the mind and the heart. not in the hands. Her story is in "Peo- ple Portraits." Our invitation to be a part of our special holidav suppfement is on the back page. We hope you will all participate. Enjoy the last few weeks of summer and this issue of THE FORCE. PER)WM News for and about the Philip Morris Sales Force IN THIS ISSUE I I ~ Page 13 Maxwell, Resnik Bring Experience to New Positions ..... 3 New Reps Not New to PM ......... 4 Marlboro Hispanic Festivals Come to Where the Flavor Is -.. 6 ~ Detroit and the Grand Prix........ 8 ~ Marlboro Schedules Country Music Concerts .......... 12 DEPARTMENTS People Porhaits ... . ................ 10 On The Move ........ . .............. 14 News From The Regions ......... 17 Did You Know? .......... . ......... 22 Showcase ............... . .......... 23 On the Cover: Humboldt Park Hispanic Festival. Chieago. Iliinois. Manaeer. Field Communications Maureen E. Campbell Editor: Betsy Pross Associate Editor: Sara Beth Hannah Design: Mike Goscinsky Vol. 7. Vo. 4 01984 Philip Morris Incorpo rated THE FORCE is published bi-monthly for the employees of the P hilip Morris U.S.A. Marketing Organization by Philip Morris U.S.A.. 120 Park Avenue, NewYork. N.Y.10017.Allcorrespondence.photograp hsor manuscripts should be addressed to the Editor at this address.
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Maxwell, Resnik Bring Experience to New Positions his summer Hamish Maxwe!1 was Telected to succeed George Weissman as Chairman of the Board and Chief Executive Officer of Philio Morris Incorporated, and Frank E. Resnik was appointed Presi- dent and Chief Executive Officer of Philip Morris USA. Both men bring a wealth of knowledge and experience to their new positions. Mc Maxwell joined the comoar.y in 1954 as a Sales Representative in Richmond. Virginia. The following vear he trar.sferred to the Market Research Department in New York and moved to the Advertising Department in 1956. He ioined PM International in 1961 as Director. Advertising, and was appointed Vice President. Director of Mar'.<eting in 1963. He served as Regional Vice President. Asiar Pacific, from 1965 to 1973, when he was elected Executive Vice President - Canadian and Asia; Pacific Regions. He became Executive Vice President - Asia; Canada and Europe; Middle East: Africa Regions in 1975. In addition. Mr. Maxwell served as Executive Vice President of PM Incorporated and President and Chief Executive Officer of PM International from November 1978 until December 1983. He was elected a Vice President of PM Incorporated in 1969 and Senior Vice President in 1976. Born in Liverpool. England. Mr. Maxwell received a B.A. degree from Cambridge University and served in the Royal Air Force. Mr. Resnik joined PM USA in 1952 as a Research Chemist and held numerous supervisory positions at the Research Center in Richmond. He became Director, Commercial Devel- opment - Tobacco. in 1967. head- quartered in New York. In 1971 he returned to Richmond as Director, Development. and was appointed Director. Research Center Operations. the following year. He returned to the New York Office in 1976 to serve as Vice President, Operations Adminis- tration, until August 1978. Mc Resnik served as Vice Presi- dent. Tobacco Operations, for PM Incorporated from'vovember I978 until Januarv 1980. He was named Executive Vice President of the Tobacco Technology Group when it was formed in January 1980 and was appointed President of the Group Ln February 1982. Mr. Resnik has seven patents to his credit and has authored or co- authored more than thirty scientific articles. A native of Pleasant Unity. Penn- svlvania, Mr. Resnik received a B.S. degree from St. Vincent College in Latrobe, Pennsyh-aniaN in 1952 and an V1.S. degree in 1955 from the Lniver- sitv of Richmond, both in chemistry. He also attended special courses at MIT. Rensselaer Polvtechnic Institute, and the Harvard Business School. Mr. Resnik is a member of the American Chemical Society. the Society for Applied Snectroscopv, the American Association for Advance- ment of Science. the New York Academv of Scienoe and the American Institute of Chemists. (I
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New Reps Not New to PM n Macon, Georeia. Brenham. Tesas. Palm Snrings. California, and 32 other locations across tne country. new PM Sales Representa- tives are calline on local retailers. What's unusual about t*ie new Reps is that they're not aew, to PM. Director, Field Sales Larrv Glennse e.eolains. "For the first time ever we recruited Sales Reps from Operations in Ric_u- mond to fill vacancies resalting from earl}- retirements, In the past. some Operations employees had expressed a desire to mo~e into Sales, but we were only able to accommodate a few. This prograrr.. coordinated b}Brian Horan and Barrc Case. D:rectors of Employee Relations in Sew York and Richmond. enabled us to consider many of those interested in pursuing careers in Sales." When the early retirement program created 50 Sales Ren onenings nationwide this spring. notices were posted in Richmond listingjob requirements, qualifications and loca- tions. "T:-te ;esponse was oserwhelm- continued Larr;. All those w ho espressed an interest v;ere ~nen an e.eplorator.interciew and asked which vacant territorcthec'd like ;o fill if selected. During a three daiperiod in June. 77 applicants spent a day in :ie field •,vith a local Sales Force :nemoer in Virginia. "We really appreciate the help and support of Section Sales Manager Gerra Choate. Supervisor. Retail Operations Terrv Lynn and his Division Managers," says Juiian Cumberland. Personnel Administrator for the Tobacco Sales Force in New York. "Thanks ;o the efforts of the entire Richmond Section. we were able to show all 77 what the Sales Reps'job is really all about." Those applicants who were qualified and remained interested were eventu- ally matched to open territories. A second dav =:n the field. working with the Division Manager in the territory :o which he or she would actuallv be assigtted, was arranged for each person. At the end of June the tradsional week-:ong Orientation was held in Ricimond for the 35 who were finalle selected to become Sales Represen;a- tives. The Reeion Personne'. Admin- istrators who conducted the session agree that the new Reps bring an interesting perspectb,e to thejob. The} have firsthand knowiedge of the manufacturine side or our business. Following Orientation the new Reps oegan the process of relocating and started working in their new'terri- tories. Cathy Taylor and George Fountain. former Sunervisors in Richmond, are delighted with their new jobs. "I especially enjoy being able to participate in setting goals for my Easton. Mar, land, territorv," savs Cathy. Georee, our new Sales Rep in Monticello.'Vew York, oonciuded, "For the first time I understand that Sales and Manufacturing are equally important to PM's success," Each o!'tlre 35 nerr Reps artenclecl a apecial week-lon" Orientation held at the Operations Center rn Richmond. W
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George Fountain's nerr job ~ti'ith P_b7 is as a~ Sales Represenratire in .Vlonticello, :V. Y. LiL, all new Sales Reps, Linda Varner Re11J and Linda Sirr~~ . practiced switch- selling during Orientation. Sales Rep Cathi' Tarlor in her ne Easton, Lfarvland. territorr. ~
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Marlboro Hispanic Festivals COME TO WHERE THE FLAVOR IS Q ye pasa en el paSs de Marlboro'! (What's hapoening in Marlboro Countr_"?) Hispanic festivals! Startine with one market in 1980 at Calle Ocho in 'ytiami, Florida, t9e Marlboro Hispanic Festival Progrant was developed in nine markets during 1983. The on-soing success and popu- larity of this progam made 1984 a banner vear with a total of 16 festivals scheduled throuehout the United States. Although the Hispanic influence in our country reaches back to the 1500's, the importance of Hispanics as a snecial market has evolved onfa in the last decade. It is the fastest erow- ing segmer.t of .he American market todav. Accordine to the Bureau of the Census. there were an estimated 23 million U.S. Hisnanics in 1980. The projection for this group of U.S. citi- zens in the year 2000 is 42 miilion. Because of this expected growth, His- panics are being recognized by market- ing and advertising experts as a vital market for the present and future. "The Marlboro Hispanic Festival Program capitalizes on reaching this significant, but virtuallv untapped market." expiains Jim Scul:v, Man- aeer, Brand Promotions in New York. "Althouah Marlboro continues to be the Aumber One brand among His- panic smokers with a share of 21.4q. ihere is ereater potential for reaching more consumers with the Marlboro messaee," he adds. The Festival Proeram onerates in conjunction with Hispanic community events. Most of these are like carnivals with booths and a central entertain- ment stage. "New York's Brand Department is responsible for contact- ing the organizers and planning each event." states Jim. "However, the Sales Force has been instrumental in locating events for us." PM's involvement consists of sev- eral elements. Retail merchandising activities begin in Hispanic accounts approximately two weeks before the local festival. PM USA Sales Reps place Marlboro lighte: disolays- pos- ters advertisina the upcoming event, and other special Spanish P.O.S. Sales Reps are the driving force behind the success of the promotion at each location. They set up the Marl- Sales Reps Sandia Bord, Dianne Logan and Bob Hurban (left to rigbt)hang a bmarer .-n the entertafnmerrt stage ro aehiere ma.virnurn ~isibilirr at tlr concert sponsored b},llarlboro. boro booth and decorate the stage area when Marlboro sponsors enter- tainment for the festival. The Sales Force devotes long hours and energy to reach an average of 100,000 Hispan- ics at each event. Special elements of the program inefude booth sales, when allowed by local or,a,anizers which offer Marlboro incentive items with a three-pack purchase. At the booth. a sweepstakes board displays pre- printed winning numbers. Tickets are dispersed to individuals 21 years and older bc Sales Reps throughout the festival grounds. The consumers are then directed to the Y1ar:boro booth to check the winners' board and to receive a free Marlboro sample pack. The winners select their prizes from among baseball hats and shirts, visors. T-shirts, and key rings -all sporting the Marlboro Iogo. The sweepstakes are especiallv popular with consumers attending the festivals. Mark Miranda, Coordinator. Brand Promotions in the Vew York Office, spends much of his time assisting the local Sales Force in each market. "The Marlboro Hispanic Festival Program is now in full swine in the top 15 His- panic markets," he points out. "Over l09'c of the U.S. Hispanic population is located in the L5 cities where we have sponsored festiva's. We expect a total of two million in attendance at these events this year." The 1984 Marlboro Hispanic Festi- val Program extends to a wide ethnic composition. The major portion of Hispanic Americans are Mexicans, representina 60~r. The other ethnic groups include 149~ Puerto Ricans.. 6r`c Cubans and about 20~'c "otl:er Spanish-speaking" groups such as South and Central Americans. and people from Spain and the Caribbean. Despite the different demoeraohic: of each of these subgroups, the universal message of Marlboro reaches .hent all. The popularity of Marlboro's in- volvement in festivals is growing. Jim Scully summarizes. "The enthusiasm of sponsors. organizers and consumers has been tremendous. The Marlboro Hisoanic Festival Program is a success with the support and dedieated efforts of our Saies Force." THE FORCE recently visited our sales team in C':~icago to bring }ou an idea of what the Marlboro Hispanic Program is like. The photos on these pages feature the Humboldt Park Fes- 6
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.4DM Roberto Arciniega sherffles sireepstakes cards to he distributed to consumers throughout the festival grounds. tival coordinated bv Seceon Sales Manager Larry Scanlon and Supervi- sor. Retail Ooerations Joe Russell. ADM Roberto Areinieea, originally from Ecuador.supervised Sales Reps from the Chicago Divisions. Sales Rep YVin,%red Hares places a Spmaish open/closed sign at the festi- ral booth. During 1984. the Sales Force and Marlboro paricipated in the followine Hisnanic events. Calle Ocho La Semana Alegre Cinco de Mayo Cinco de Mavo Humboldt Park KUNO State Hispanic Festival KGBT Magic Valley Music Festival La Feria de San Marcos Festival Puertorrio_ueno Penn's Landing Hispanic Fiesta Hispanic World's Fair La Feria Artesana La Fiesta de las Flores Santa Fe Fiesta La Feria de Camara de Comercio Mexicana 24th Street Fair Miami. Florida San Antonio. Texas San Jose. California Houston. Texas Chicago. Illinois Corpus Christi, Texas Mercedes. Texas Chicago. Illinois Boston. Massachusetts Philadelphia, Pennsylvania \ew York. 1ew Yor:c Albuquerque. New Mexico El Paso, Texas Santa Fe, New Mexico Los Angeles, Caliiornia San Francisco. California Preparing the.Llmdboro boothJor Saturdat•'s actirities at tl Humboldt Park fesriral are Sales Reps Debra HtfJord and F['infied Hares. Chicago Sales Reps Fernando Baca and Glenn Richards (right) crossed oJ'f trinning numbers for the sweepstakes, and distributed p'i=es and Marlboro sample packs to rnanr of the 100.000 rha attended the J'estival.
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Detroit a7 Jd the Grand Prix - Story and Photos by Sales Rep Ken Smith Sales Reps Luther Blue !IeftJ and Dennis Orr sarnpled the crowd enter- ing the race. Sect. Admin. Asst. Cindr Carsler, DdQ .Ylike Jurieir, their friend Kathr :Lluskopf and D.i1 Connell Berry, (lefr to right) plan a strategvfor speading the Marlboro messq;e. Sales Rep Rich Bornnamito distributed special .Marlboro Grand Prix po8ters. M o%e over Monaco, Brussels. .Montreal and all those other ezotic stops on the Formula One Race Car Circ!:it Make «av `or Detroit - the Motor CitT: home os America's orieina; Grand Prix and. eerv definitely. Marlboro countn. Detroit Grand Prix III, held June 23. 24 and 25th in the streets of doun- town Detroit, was a smashing success attended by over 150.000 people and reeeived both national and interna- tional media covera,,e_ Thanks to the efforts of ;he loeal Philip Morris USA Sales Force. the Marlboro "red roof" was undoubtedly the most visible image at the affair. Led ba Section Sales Manager Tony Johnson, Supervisor. Retaii Opera- tions Ron Bradley. DM's Jim Bran- non. Mike Juriew. Cal Lane and Con- nell Bern. and ADM Maurian Evans. a squadron of Sales Reos. secretaries. samnlers and friends distributed thousands of Marlboro souvenirs and samples to the enthusiastic race crowd. "Race fans are smart thev like being associated with awinner," said Detroit inner-city DM Jim Brannon. "Three years ago we had four Marl- boro drivers in the race and one of them won. At that time we only gave away samples, but the geople wanted more." He went on to explain. "They wanted a souvenir from Marlboro. As a resutt, last vear v:e distributed o~'er 4,000 items - hats, visors, jerseys and T-shirts. Anvthing that had Marlboro printed on it was in demand. It was something to identifa witn the Grand Prix." The three day event, which was held under sunny s:<ies and warm tempera- tures. had a unique atmosphere that was like a combination party. festival, state fair and a day at the beach all rolled into one. At the Marlboro Hospitality area. ioeal customers from all trade classes met with Philip Morris personnel from Detroit and Vew York. A flotilla of pleasure and comr7er- cial boats lined the Detroit River as fans jockeyed for the best vantage point to view the race. A'\4iiler High Life float received a round of applause from the grandstands as it made a surprise appearance. gliding gracefutlc down the international waters that separate Detroit from its Canadian neighbor, Windsor, Ontario. Stationed at all the main entrances of the 2.5 mile track. PMers handed out Marlboro sweepstakes tickets to eager adult participants. Those fortu- nate enough to receive a winning ticket were rewarded with their choice of the various Marlboro sports gear. "Pert of the fun of working the Grand Prix is meeting folks from all over the world."said Sales Rep The ,LlcLaren rean: liarlboro Race Car, :1larlboro driver Allain Prost is the current leader in the World Drivers Chanapionship. 8
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A Perfect Match for Marlboro Patrice Henrv. "It seemed like nalf of tne peopie were wearing at least one Marlboro item," she said. The Mar:'ooro tent was the olace to be as the crowds gathered in hopes of winnina a Marlboro souvenir. Winners walked awav smilina. losers walked back to the entrance gates. hoping to get one more ticket and one more chance. "You might say we created a demand for Marlboro items by bring- ing the spirit of Marlboro to the Grand Prix," said ADM Maurian Evans. "The desire to be part of a winning team s overwhe:ming. People just can't seem to get enough,' she added. The days precedir.g the race were iust as exciting as the race itself, as the entire community was consumed with race fever. A feeling of civic pride gripped the city as race day approached. Grand Prix ' parties ;primg up everywhere. and Marlboro and Miller were t'nere :o welcome fans to Detroit with banners and posters. Macor Coleman A. Young, a central force in bringing Grand Prix racing to Detroit. said he en_iovs "the atmos- phere, excitement. warmth and the opportunitv to show the city in a Yavorable lieht." Detroit Grand Prix 11t proved to be the most successful yet in the three- year stint of the event. City and race promoters pledge to come back even stronger in 198' and, hopefulv, make Grand Prix IV the number one stop on the circuit. 'We'll'oe back next vear. too." said DM Jim Brannon. "After all. what +vould Grand Prix racing in Detroit be without Marlboro?" he conc;udcd. This IS Marlboro Countrv. Fa Smnp7er Carol Smith rrrvites can- sumer.s to trt' klarlboro durrn,q a Grm^d Pris partI'. 'aa s aa~ax~a~i~~ ' a a a ~ a a.a- . • :~a Samp(er Sandr Dransfeid tries sittirtg behind the Irhee! of a model race car. PW 9
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W hen you hear the word karate, what comes to mind imme- diately? Breaking boards? Se!f defense? Protection? For Sales Rep Lacinda Rilev in Zanesville. Ohio, karate means much, much more. For her it has become a way of living. "I study karate for three reasons," says Lacinda. "In order of importance thev are: to have a healthy body. to develop respect for myseif and others and thirdlv for protection." Karatedo Doshinkan. the Okinawan system in which Lacinda trains, means "the way of the spirit." Students aim to perfect their everyday lives by working toward emptying their hearts and minds of earthly desires and vanity. Lacinda explained the significance of Karatedo Doshinkan's symbol illustrated on the top of the page. "The nearly complete circle represents the path of life. We are always striving to close the gap, but never can. If we could ever close the gap, then we could reach perfec- tion. There are always those circum- stances in life that demand more train- ing in order that we become more physicaily and spiritually healthv." Developing a healthy mind and body has helped Lacinda in both her personal and professional life. "Karate makes me better at whatever I do," she adds. "It has heloed make me a better commtmitv member, Sales Rep. Lacinda practices a kata dttring a karate training session_ daughter, etc. It has heightened my awareness of the world around me" A Sales Rep since 1981. Lacinda began studying karate while a student at Kent State University in 1977, Today she is a third degree black belt. As she progressed through seven dif- ferent color belts to black, she sensed more and more responsibility. "I am constantly pushing myself to physical and mentai levels I never thought I could reach before. The harder I train. the more fascinating the art becomes." One part of training involves practic- ing "katas" or combinations of move- ments with the entire bodv over and over again. Gaining an appreciation of the meaning of each kata is equally important. Although katas are indi- vidually practiced, they can be per- formed in groups to emphasize preci- sion in executioit of-novements. For examole. one kata called Kvoku Shodan is performed by four partici- pants who begin by standing back to 'oack in a square. Properlv executed. the participants do a series of move- ments and all end the exercise in exactly the same position as they starred. "The aim is to learn the value of precision in all aspects of life," explains Lacinda. "What cve learn with our whole bodies we remember foreser." Knowing how :tarate has helped her reach personal goals. Lacinda hopes that Karatedo Doshinkan will grow in popularity. She teaches- a group of students twice a week as a way of developing interest in the discipline. Lacinda uses much of her weekend and vacation time to travel to other parts of the country and die world to train with others who belong to the same system. She's been to training sessions in 1blexico, Austria. Canada, Idaho. Arizona and California. "Ours is an international system," she says. "I have friends all over the world. many of whom I've never met, who share mv interest. We don't believe in competitions or trophies," she adds. "Our healthy bodies are our reward." Besides karate, Lacinda enjoysc-wimming and golfBefore the year is over she intends to try parachuting. "Different things come and go in my life," she concludes, "but karate will aiwavs be there." Do vou know someone in the Sales Force vou'd like to see featured in this column? If you or someone you know has an interesting or unusual hobby, THE FORCE would like to know. Write to us today at 120 Park Avenue, New York. N.Y. I0017. ID
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STRCuS is a program for Philip Morris Tobaccc Sales Force employ- as znd their families who are seeking assistance for personal problems. Help is: completely confidential, voluntary, free, available 24 hrs. a day, everyday. 1-800-328-1952 In Minnesota Hawaii and Alaska 1-612-853-3200 I1
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Marlboro Schedules Country Music Concerts T he kickoff for the 1984 Fall Tour of Marlboro Country Music is about to begin. After completing an overwhelminglv successful Spring Tour, the Marlboro Brand Promo- tions Department has plans undervrav for ten more cities across America this fai!. Country music fans will be treated to three superstar performances from a line-up of Barbara Mandrell, Ronnie Milsap. Merle Haggard. Ricky Skaggs or Lee Greenwood. Excitement will begin to mount in each citv eight weeks before the con- cert date as the program kicks off with The Marlboro Country Music Talent Roundup. This contest will not onv showcase-loca'e amateur performers in various countrv music clubs as thev vie for a S5.000 first prize, but, more importantly, will give the winner a once-in-a-lifetime opportunity to per- form as the opening act of the Mari- boro Country Music Concert itself. Commenting on the tour, Ronnie Milsap remarked. "On last spring's Marlboro Countrv Music Tour, our fans went wild over the spectacular staging effects, innovative use of video and other special :eatures." The 1984 Fail Tour promises to be the best ;~et in country music entertainment. Check the schedule to see when and where the Talent Roundup Finals and concert will he close to your area. TALENT ROUNDUP FIN AL CONCERT Oct. 9 Denver. Colorado Oct. 19 Turn of the Centura Denver Coliseum 8930 E. Hampden Ave. Denver, Colorado 0ct.11 Kansas City, Missouri 0 ct. 21 Ozark Inn Municipal Auditorium 102 S. YlcClourv Rd. Excelsior Springs_ Missouri Oct. 16 Cleveland. Ohio Oct. 26 Forenaueh's Restaurant Cleveland Convention 9541 N. Bedford Rd. Center Macedonia, Ohio Oct. 18 Detroit, Michigan Oct. 27 Lucille's Lounge Joe Louis Arena 4371 ] Michigan ave. Canton. Michigan Oct. 22 Oklahoma City, Nov. 2 Diamond Ballroom Oklahoma Myriad Arena 8000 South Eastern Ave. Oklahoma City, Oklahoma Oct. 24 Tulsa, Oklahoma Nov. 3 Duke's Country Assembly Center 13003 E. Admiral Place Tulsa, Oklahoma N ov. 1 Anaheim. California Nov. 10 The Palomino Convention 6907 Lankershim Blvd. Center Arena N. Hollywood. California Nov. 20 Chicago, Illinois Nov. 30 Mr. Dillon's Rosemont Horizon 8675 S. Archer Rd. Willow Springs. Illinois Nov. 19 Columbus, Ohio Dec. 1 Dirty Sally's Ohio Center Arena 1962 Lake Club Drive Coiumbus. Ohio Nov. 21 Louisville, Kentucky Dec. 2 ~ Lemon Tree Lounge Freedom Hall C 1715 Berry Blvd. s:+ Louisville. Kentuckv GJ C 12
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Marlboro Countre Vicsic success- r-,llv completed its 1984 Spring Tour to Jac::somille and Lakeland'Tampa. Florida: Wichita, Kansas: Baltimore, Maryland: \4inneapoiis. Minnesota: Omaha. Nebraska; San Antonio and Houston. Texas; Norfolk. Vir2inia: and Milwaukee, Wisconsin. The nhotoeraphs on this page show Sales Force activities in Virginia. Flor- ida and Nebraska. Geating enthusiasm for the Tour's finale in li'aldo, Ploridai were DNI Glen Knight, Sales Reps Lorraine Smith. Tonr A(oss, Elijah Davis and Rod Grover (left to right). In Omaha. Arebraska, Sales Reps John Ingalise (left), nne .vJcGargill and Harpo Novotnr disrributed T-shirts ar a Talent Roundup. Sampling consurners rrith .Llarl- boro packings at a Talenr Roundup in :Vebraska is .ADM ~ Kurt G3'elu. Prepm4nq to sample the erowd at the Vorjolk, Virginia, concert are Sales Reps Joel Copeland and Debbie Roire. D:Lt Joe Haler and Sales Rep :;ndr S(er,cler (lej'( to right), 1=
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On The A1_._ve Paul K. Allan is our new .ADM in Tidewater. Virginia. He;oined PM in 1981 as a Sales Representative. Roberto Arciniega has been promoted to ADM in Chicago. Illinois. He began his career with PM in 1981 as a Sa:es Representative. Ahna Breazeale has been named Area Manager in Atlanta. Georgia. She joined PM in 1977 as a Sales Representative. Jerry Bristow has assumed the posi- tion of Area Manager in Dallas, Texas. He was previously an ADM and joined PM in 1977 as a Sales Representative. Ronald R. Buss has been named ADM in Louisville. Kentuekv. He began his PM career in 1979 as a Sales Representative. Kevin L. Fraser has assumed the responsibility of ADM in Grand Rap- ids, Michigan. Hejoined PM in 1978 as a Sales Representative. Rosemarie Gallo has been appointed ADM in Fairfield. New Jersey. She started her PM career in 1981 as a Sales Representative. Tom Griffith has been named ADM in Philadelphia. Pennsylvania. Hejoined PM as a Sales Representative in i978. Mac Hegwood has assumed the responsibilitv of Area Manager in Lafavette. Louisiana. Previouslv an ADM. he began his career with PM in 1977 as a Sales Representative. M. T. Hopson has been promoted to AD:VI in Dallas. Tesas. As a Sales Representative, he began his PM career in 1977. Richard Lamanno has been named ADM in Brooklvn. \'e.c York. He began his PM career in 1978 as a Sales Representative. Carlotta McCarty is our new Area Manager in Detroit. Michiean. Pre- viously an .ADM, she began her career with PM as a Sales Representative in 1978. Paul K. :bL T Hopson Rortald R. Buss Anthony K. Keane is our new DM in Queens VNew York. He started with PM in 1980 as a Sales Representative and has also held the positions of ADM and Area Manager. Richard Larrmanno Ahna Bi ea_eale llan 14
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Carlotra iblcCartr 15
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Lenny Nelson has been appointed Region Trainer in Denver. Colorado. He has also held the positions of DM and ADM. havina joined PM as a Sales Representative in 1976. .Chuck Parker :ias been named Area Manager in Salt Lake Citv, Utah. He began his career with PM :n 1978 as a Sales Representative. Sandy L. Parks has been promoted to Area Manager in Raleigh. North Carolina. She joined PM in 1973 as a Sales Representative and also held a s-upervisorv position with The Merit Report. Jill Richmond is our new Area Man- ager in Lubbock. Texas. She began her PM career in 1979 as a Sales Representative and also held a super- visory position with The Merit Report. M¢YC Sc'FlUIeT Marc Schuler has assumed ihe respon- sibilitv of Area Manager'.n Indianapo- lis, Indiana. Formerlc an ADM, he beaan his PM career in 1980 as a Sales Rep resen tat ive. Steve Vasquez moves from Region Trainer to Supercisor, Retail Opera- tions in Little Rock. Arkansas. He ;oined PM in 1977 as a Sales Repre- sentative and has also heid the posi- tions of Area Manaoer and DM. Hank White is PM's new ADM in New Orleans, Louisiana, He joined PM in 1979 as a Sales Representative. Jill Richmond 16 Sieve Vasque:
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News from the Regions Welcane to Neic Sales Representa- tives: Issam Abi-Saab. Rose Bennett. Mark Brown, Edwin Camacho. Joseph Cartledge, James Chen es. Linda Edelman.Georse Fountain. Julio Lorenzo. Rov Ra2sdaie, Michael Rodriguez. Ivy Seay. Patric'a Scott and Aleda Stamboulian. Also wel- come to Return Goods Processor Martin Conroy. Anniversaries: 15 years - SR James E. Elston. 10 rears - SR John P. Emmons and DM William H. Rogoff. Jr. 5 year - SR Peter Bobri- schew, SR David A. Bratton. SR Kenneth P. Lvnch. SR Gail R. :Viblet. ADM Georee A. Pena. SR Anthonv Perrone, SR Paul Pimentel, SR Joshua SR Dorothr Carr receires her Jire Sheard and SR Cathv H. Wagner. rear asrard Irom D.Lf Rar Pace. SR Jeronte Smith (center) is congratselated on hisfi(th annirersarr br SS,L9 Jim Rttotofo and D:Lf Brian Rar (leJ'i), his Dirision, and SRO Joe Barrelc (second trom riohtj. Welcome ro tleuSales Representa- riees: Malcolm Dunker. Jonas Hood. Wiiliam H. Roaers. Kenneth Ross. Linda Simon. Cathv Tavlor, Da%id S. Varnev, Linda Varner and Yusuf A. Wilson. Also welcome to Retail Mer- chandiser W illiam Arditi and .Miiitan' Merchandiser Thomas DeBlase. Annivers,ries.' 10 }ears - AY1 Vonda Rocco. 5 yearn - SR Helen R. Beatt%. Sect. .Adn:in. Asst, Patricia Catagnus, SR Ellis R. Lynch. SR Sherr':e L. MacklinU. SR Linda VIuI- ro}' and SR Ste%e Whipp. Con_,ratttiarions to: SR Barrv Lumsden. who was recentlv selected as one of the Outstanding Young Men of America for 1984. He was chosen to be one of ten who recei®e this ton national honor that recognizes him for nrofessionai achiecerr.ent and com- :nunita service: and to SR Tom Campbel' and his wife Maura on the bir,n of their new son, K%'le HenrN': to SR Alan .ViacLauehlin and his wife Barbara on the arrnal of their new 'oabv. Roxanne Slarih-n: and also to SR Bob Zaaorskv and h;s wife Pam on the birth of Nathan. SR Steve Whipp (cenrer) receives his 1ifth annirersart' a~~ard il'ona SRO Btad Haike (!e/t) and D,11.lirn Ke:F..
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News from the Regions SR 41 Ron an and his wiJ'e !seated, center) are joined b;Al's Division at a special retirement luncheon held in his honor. D:11 Marc Dertr niarks his fifth P.Y7 anniversarr sith SHA Charles bfille-r (left). .Llerh. Assi. Carol Clirre acceprs her lh-e rear axard from SStld Alan Berlin. 18 Ab4 George Elias and his wife (left) joined SR Bill Miller and his wife at a special retirement dinner held in their honor. SR Carohn Jenkins (center) accepts congratulations on her flj'th anniver- sar}• from SRO Norm Vembhard and Dlvt Kathi Darlor. SR Robert English (center) receives double congratulations on itis fifth PM crnnisersm.rjionr D-i1 Greg Chapman (left) and AD%bl Keith Harrington. A.Lf Jim :Vfarable (left) prozedlv accepts his retirement plaquefronr SSM Gerrr Choate.
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T SHA Bob .'Iaglio rle/3) is congratu- lated on his tenrh anniversarr w1rh P.YI br SS.tf Fred SY~ arc. SR George Moore (second /; ont ri "t) receii•es special congratulations and a rerirement plaquc Jrona Dbi Jack irel- lenbach. SSd1 John Chang and SRO Barrr Baker (left to right) at a dinner held in George's honor. Sect. Admin.:Asst. Panicia Cata;nus rnarks her liJ'rh P.M1V anniversartwith .SSM John Chang. KI GVelcorne ro ,Vew Sales Representa- tites: Chris Burke. Gail Coleman, James Garr;son, William Hoean. James E. Ho~~eIL Steohen Hurd. Amv Jepson. Patricia Keller. Gregorq Myers. Rudell Richardson. James Rouse. Toni Seales. Michael Slade. Teresa Stinson. Sherr:e Thornhiil, Perry Tucker. Jr.. and James Tunstall. Also weicome to Merchandising Assistants Tara Becker and Winona McCormick. Militarv Merchandisers -Mona Granam and Sallv Moer:cke and Re,urn Goods Processor WiLiam Guinn. -t nni rersaries: 25 vears - A M Scott Orphal. 15 years - DM Terrell Fosworth. 10 vears - DM Jan Gio- vinao. SHA Jim Keiehle,d and DM Larrv Pope. 5 rears- SR Herbert C. Donaldson. Congratzdariarrs to: SR Patrick Tee- fe% and his wife \'ancv on the arrival of tneir ne.v, oabc, Patrick Rvan. Retail .i9erch. Larrr Justice (nohr) i.s (on;ratulated on his Jtilth anniversarr br D,LI Jan Gioringo. Sect. Adn9in. Asst. Arlene FVer receioes her fire _rear airard fronr SS.L7 Julius Abernethr. SR Jim Shelton (right) and his icife Ozalene were honored at a special dinner with SSdI Julius Abernetln' presenring hini the retirernenr plaque. SR W'iltie :b9ae Kni,,ht accepts herfiie ~ 'ear ar+ard and congratulations-f'rom D;LI Ror Sasser. 19
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SR Ra;Behr (lejt) and his rrife were presented wirh a'retirernent gtft br D Yf Ker. Krivos at a special luncheon held in Rs.'s honor. Welcome to Nelv Sales Representa- tives: Robin Clark, Robert Gornto. Jr., Kathv Hartz. Chervl Henderson, Debra Kos, Bruce Miller, Harold Minor, Jr.. Marv Murillo. Dee Oresek. Hollv Ribera. Stenhen Scaggs, Ronald Smith and Rhonda Voe_eli- Innes. Also welcome to Militar% ~Mer- chandiser Beatrice Frazee. Anniversarres: 30 vears - DM Wil- liam H, Johnson. 10 years - Region Trainer John Hollenbaeh. 5 veais - SR Jane M. Burns. ADM Anthony Franklin, SR Richard J. Kuchnicki. SR Joyce A. O'Connor and ADM Stephani Richlin. W 4& Dtif Larri GeaA• commemarates his nremieth anniversarv with SRO Ra,,~ Yahnke Director, Region Sales Don Brandenburg and his •nife Kare (center) rvere joined br Direcror, Field Sales Larrr Glennie and Vince Buccellato, Vice President, Sales, in honor oj Don's rerner-,rent. SR John :hfcGrath, SR Virgil Tiedernan. Sampler Gloria Bentley, Director. Region Sales Don Brandenburg and Area Yfanager Joe Karner (le(t to right) proud(r di.cplar their retirernenr plaques presented to them at a dinner in their honor. Welcome to Ver Sales Representa- tives: John Byrd. Chervl Davenport, Lester Fitzpatrick. Faye Foreman, JuGen Johnson. Chen'1 Jumper. Michael Kass. Jimmv Lay. Beatris Lee. John Lee, Rita Nolan, Ted Wheelock and Billie Williams. Also welcome to Merchandising Assistants Phyllis Fleweilen and G:Ida Himel, Reutrn Goods Processors Rita Res- rode and Randall Tucker. and Y[it- itarv Merchandisers Anne Guerra and Dominick Yannuzzi. Anniversaries: 5 vears - SR Carol D. Anders. SR Linda Blackshear. SR Robert E. Henrv, AM Robert Knepler and SR Roxana F, Perez. SR./ose Silva (feJt) is presenred his retirementplaque h) SS2trl John Love at a special dinner held in his honor. 20
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baby boc: to SR Don Fricks and his wife Linda on the birth of Gina Maria: and also to DM Phil Van Goethen and his wife Debbie on the arrival of Ryan Joseph. DrYf Tommie Reeder (center) cele- brates his tenth P.rv! anniversarr with SRO Ward Cashion (left) and SS:LI Lance Jones. SR LarrBurt accepts his fve year aWardit•orn DM Candr Kemp. Welcome to New Sales Representa- tives: Margie Brown and John Geisen. Also welcome to Merchandising Assistants Diane Imhoff and Lvnn Taelor. Anniversaries: 35 years - Director. Region Sales Ray H. Phillips. 5 years - DM Garv Fuhrmeister, SR Alicki Lee, SR Steven M. Lopez and SR Ronald 0. Schnieder. Congratulations to: SR Anne McNeil and her husband Jim, who are the proud parents of Luke; SR Karma Dobruskv and her husband Tom on the newest addition to their fami.ly, a SR Bill Todd n2arks his ffth anniver- smrr xirh P-Lf. SR Kellr Jacobs celebrates her fifth PAI anniversarr widi DM Jim Sage. Welconee to Ver Sales Representa- tiies: Richard Fender. Raymond F, Hill, Jr., and Donnie Ylid,ette. Also weicome to Field Personnel Assistant Marvann Giass and Merchandisin_q Assistant Judith .b1c.Viillon. SR Addie Strassbeerg celebrates her fifth PManniversanulth DM Roger Otero (left) and ADtlg L1ark :Llarcin. Reg. Admin. Assr. Millie Brenster (second frarn left) and Sect. Adrnin. Asst. Marian [tlileY r,ere honored by Director, Region Sales hlartr Maitino (left) and SSM Ted O'Hirak at a rerirement luncheon. Anniversaries: 5 years - SR Gerald DM Tom Brenington (center) ccepts `vJ L. Hockett, SR Milton C. Nelson. SR hisJive rem' mra•d from SSrll Chuck .T. Steven I. Sacks and SR Ronald J. Evarkroat and SRO bfarr Kruggel ~ Salado. (right). J~ 'I
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Did You Know? 1. 78-0 of PM USA's direct business moves through wholesale grocers and tobacco distributors. 2. 88% of smokers are brand loyal. 3. PM USA sold nearlv 102 billion units during the first half of 1984. 4. For the first half of 1984. Marlboro's national SOM is 21.3%. which accounts for 61% of PM USA's business. 5. In April of this year. the Fortune 500 rankings showed that, while PM was 35th in revenues, in net income we moved up from 18th place in 1982 to 15th place in 1983. Winner A copy of Trivial Pu€suir~ is on the way to Sales Rep Paul Sullivan in Ft. Atkinson. Wisconsin. He was tne winner of THE FORCE's Rock 'N' Roll Trivia Contest. Several entries had all the correct answers, so a drawing was held to determine the winner. Congratulations, Paul. and thanks to all who participated. The questions and their correct answers are listed below. 1. What singing duo was formerly known as Tom and Jerry? Simon and Garjunke! . . 2. Which album has been on Billboard magazine's Top ]00 chart for over 520 weeks? Pink Flovd's Dark Side of the Moon 3. What three prominent guitar:sts all played for the Yardbirds at one time? Jeff Beck, Eric Clapton and Jimmy Page 4. What was Elvis Presley's first Top Ten single? Heartbreak Hotel 5. Name the four original members of The Mamas and the Papas. Cass Elliot, John Phillips, eYlichelle (Gil7iam) Phillips and Denn}' Dohertr 6. Who plays lead guitar on Michael Jackson's "Beat It"? Eddie Van Halen 7. What was Stevie Wonder's first big hit? Fingertips Part 11 8. What group recorded the tunes "Yummy, Yummy, Yummy" and "Chewy, Chewy" in the late 1960's? Ohio Express 9. Where did the group Duran Duran get its name? ;1 villain in the movie Barbarella 10. What female pop singer took Bob Dylan's "If Not for You" into the Top 40 in 1971? Olivia Neivron-John A Sense of the Past Important Events in the History of PM USA which We Remember in this Issue Holiday Surprise Last vear our special holiday gift to vou was December Delicacies, a col- lection of Christmas and Chanukah recipes sent to us by you in the Field. Throughout the vear, we continued to receive requests for additional copies and heard from many of you chat you wished you had contributed. Evan though it's still summer and you probably haven't even begun to consider the end of the year holidays, we are already busy putting together something speciai for each of you. This year it's simple, so don't miss your chance to participate. Just use the back page to teli us how you like to spend your spare time. Do you col- lect antiques, baseball cards or old Marlboro P.O.S.^. Is jogging, writing, reading or horseback riding your thing'.' Are you a musician, trivia expert or traveler" W hateve- your favorite hobby or pastime, let us know TODAY. When you receive our spe- cial holiday surorise with the December issue of THE FORCE. we know you'll be glad },ou did. 20 years ago (July 1964) Pariiament comes out with charcoal fiiter 22
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Showcase I TAN Awards F DM Sam Dickerson (center) was honored for his support and ineolvement this past year in tobacco industrc issues in Palm Beach Countp, Florida. Supenisor, Retail Opera- tions Ken Bearden (righ[) and Section Sales Manzger Galen Burgess presedt Sam the Distinguished TAN' Acti- vist award. Governor James Blanchard of .'Viichi- gan recentl}appointed Section Sales Manager Ton}Johr.son to the states Tobacco lndustnAdvison' Council. Founded 12 years ago, the counci: promotes recognition of the stature and imoortance of the tobacco indus- try in Michigan and is the onhone of its kind in the United States. Pennsylvania Director of TAN, Jerq• Kupris, presented Section Sales Manager John Chang (right) an award for beine the 1983 Tobacco Action Network Activist of the Year in Pennsylvania. At the'tationa; Urban League Conference held in Cleveland in Jul%. Di isior. A4anagers Julius Stanlec. Greg Chapman and Section Sales Manager Alan Berlin (left to right) distributed samples. incentive items and PM USA's booklet. A Guide to Black Orgarti_ations to consumers. 23
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THE FORCE HOf. MAY SV` RPRISE Don't miss your chance to be a part of our special holiday gift to you. Use this page TODAY to tell us _vour name.. address and favorite hobby or pastime. That's all vou need to do to be included in THE FORCE's Holida;Surprise for 1984. My favorite hobby or pastime is NAME REGIO\ __ ADDRESS AFTER FOLDING, STAPLE ON TOP FOLD FOLD 24
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TO: Bets% Pross THE FORCE Philip Morris U.S.A. 7th Floor 120 Park Avenue neuYork, NeuYork 10017
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204"i586101

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