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DISTRIBUTION FORECASTING R. A. Davis W. R. Eddins P. E. Galyan J. R. Hribar K. L. Verner BRAND RESEARCH W. F. Bultman A. R. Cox E. C. Etzel M. D. Harris S. C. Nassar M. Parham W. P. Whitlatch R. F. Whittington MANUFACTURING M. Z. Johnston D. S. Whiteheart DISTRIBUTION R. H. Barker SALES R. F. Arfmann A. L. Barnett R. A. Blevins MDD Information Center Vz TIAL

February 10, 1982 TO: Distribution FROM: W. W. Doten RE: 1982 PROMOTIONAL EVENTS Attached are four schedules which show the major promotional events that have been planned and approved for 1982. I have included as mu-ch detail as is presently available. We'll issue revis~ s as soon as the plans become more specific. i W. W. Doten Marketing Development Department WWD:gc Attachment

1982 MULTI-BRAND COUPON EVENTS Each multi-brand coupon event planned for 1982 will involve distribution of approximately 50 million store redeemable 750-off-a carton coupons. They will be redeemable on the purchase of any RJR brand/style except the two NOW box products. In addition, RJR Field Sales will be authorized to pay a 15¢-a-carton retail placement allowance during each event as an incentive for retailers to purchase promotional stocks. Coupon Drop Date Promotional Orders Shipped 3/30/82 3/22/82 7/2/82 6/28/82 9/3/82 8/30/82 11/15/82 11/17/82 NOTE: All dates except March event are estimated. WWD:gc 2/10/82

1982 BRAND PRIORITIES This schedule indicates which brands will receive merchandising and sales emphasis during 1982. Period Jan. - Feb. March - April May - June July - August Sept. - Oct. Nov. - Dec. Primary Brand SALEM Slim Light MORE Lights CAMEL VANTAGE Open Open Secondary Brand WINSTON SALEM WINSTON MORE Lights CAMEL VANTAGE WWD: gc 2/10/82

1982 BRAND FAMILY COUPON EVENTS The following is a summary of 1982 brand family coupon events involving distribution of more than 10 million coupons that have schedule as of February 9. Drop Date Brand Family Vehicle Coupon Value Millions of Coupons 1/17/82 VANTAGE FSI Co-op $1.00/Ctn. 33.5 1/31/82 NOW FSI Co-op Group I $1.00/Ctn. or 2 Packs 14.0 Group II $.75/Ctn. or 2 Packs 13.2 1/18-2/15/82 SALEM (Slim Lts.Only) Magazine Insert Free Pack 20.6 2/82-3/82 MORE Magazine Insert $.50/Pack or Ctn. 32.3 2/28/82 WINSTON Answer Card Free Pack 10.0 STP FSI Free Pack 42.6 3/7/82 WORK HORSE FSI Co-op Free Pouch 17.0 SOURCE: 1982 Store coupon status Report WWD:gc 2/11/82

50058 5496 1982 BUY ONE, GET ONE FREE PROMOTIONAL SCHEDULE PERIOD FIRST SHIPMENT- TO DIRECT PRODUCT IN PUBLIC TOTAL QUANTITY REQUIRED* BRAND PROGRAM AT RETAIL ACCOUNTS WHSES (Millions of Cigts.) SALEM Slim Lights National 2/15 - 3/12/82 2/8/82 2/5/82 112.0 CAMEL Light 85's S.P. National, except 23 Divisions 4/5 - 4/30/82 3/30/82 3/26/82 174.0 SALEM Younger Adult 4/5 - 4/30/82 3/30/82 3/26/82 3.6 Light 85's CAMEL Summer Resort 4/19 - 6/1/82 4/13/82 4/9/82 9.6 Light 85's S.P. WINSTON National 5/10 - 6/4/82 5/4/82 4/30/82 220.9 Light 85's WINSTON Summer Resort 6/1 - 7/16/82 6/1/82 5/28/82 10.1 Light 85's VANTAGE Ultra Light National 7/5 - 7/30/82 6/29/82 6/25/82 220.9 85's & 100's SALEM , Light 85'S Summer Resort 7/15 - 9/10/82 7/13/82 7/9/82 9.6 CAMEL Light 85's S.P. National 10/4 - 10/29/82 9/27/82 9/24/82 194.5 Filter 1z STP . R.J. GOLD 23 Divisions 4/5 - 4/30/82 3/30/82 3/26/82 66,920 lbs. * 50% of quantity indicated is gratis product. WWD:gc 2/10/82