Tobacco Documents Online

States Kool is no longer attracting new smokers [starters], while Newport is performing above market share. Suggests Kool's menthol levels are too high and proposes lower menthol levels with 12-14 mg tar be marketed to starters. Cautions reducing menthol levels in established brands to attract starters would result in catastrophic loss of franchise smokers and suggests a product geared toward starters may improve market share.

Advertisement for Benson & Hedges 100's and Benson & Hedges Menthol 100's. States 100's are longer than king size at the same price.

Wakeham to Seligman memo noting increased concern and publicity about fire fatalities caused by cigarettes. Notes that "in an ashtray situation," certain cigarettes that have tightly packed tobacco rods, high chloride tobaccos or slow burning wrappers go out. Says to reduce tar and nicotine in low delivery cigarettes, cigarettes have "moved in the direction" of more rapid burning and lower puff counts. IN the interest of consumer acceptability they have striven for cigarettes that continue to burn. Slower burning cigarettes give higher delivery, and for this reason rapid-burn, low-delivery is "preferred by the consumer even though ignition potential may be greater. Recommends the initiation of a "modest" program to establish testing procedures to determine the ignition potential of burning cigarettes. suggests allocating one technician and one-half professional man year to the project at a budget at about $100,000.

Roper study assesses low-tar cigarette market, menthol cigarette market and differences between menthol and non-menthol smokers. Says secondary objectives includes comparing differences between smokers and non-smokers and updating smoking trends. Describes the methods used in a nationwide survey assessing the low-tar, menthol and non-menthol market, overviews questionaires, discusses and tabulates results.

Reports on research to not only "assess the product performance of SALEM King" in comparison to Kool King and Newport King among 18-34 black smokers but also to "identify leverageable product strenths for SALEM King that will support the new positioning." Discusses methodology. Reports that the study shows that "black franchise and competitive smokers perceive SALEM King to be closer to the ideal than Kool or Newport King on coolness, menthol taste, menthol/tobacco balance, and smoothness." Notes that Newport King smokers found a deficiency in SALEM in that they were "less strong than Newport or Kool King." Notes that while Salem received positive attribute performance among black smokers, "overall acceptance ratings for SALEM King are less favorable in the black market than in the general market."

Lists focus group ideas for improving cigarettes, tobacco design, marketing and packaging.

Evaluates Ultra Low Tar [ULT] brands for fullness, strength, and per puff deliveries of nicotine and condensate. Infers fullness is related to condensate and strength is associated with nicotine in per puff deliveries. Compares Mer, AdL, PMU, LU, R1 and PML and attributes the brand position of AdL and PMU on puff volume, pressure drop and the "quality of the condensate."

Lists brand preferences and profiles of seven smoker groups.

Discusses the possibility of Philip Morris introducing an ultra slim Virginia Slims cigarette and delineates "where the greatest volume potential lies." Determines that Virginia Slims and B&W's Capri cigarettes are vying for the same niche market. Discusses the appeal of Capri, noting that "Capri triers are primarily drawn to Capri by its thinness, "connoting potential health benefit." Determines that the Capri and Virginia Slims customer profile parallel each other both "demographically and psychographically." Discusses ways that the Virginia Slims ultra thin cigarette could capture Capri's market share, possibly in the value/cost arena; includes market share information for generics and branded generics, particularly the "generics leaders," Doral and Cambridge. Notes, however, that Slims smokers tend to be more image oriented than price conscious. Compares demographic and psychographic profiles for the branded generics smoker and the Virginia Slims/Capri smoker. Discusses whether smokers were concerned that they were getting less tobacco/cigarette while paying full retail price.

Compiles responses to advertising materials marketing Dawn cigarettes to women.