Tobacco Documents Online

.o ' ~..~%'~ ~~4..~~..~%~ ~ ~~anta Fe Natural Tobacco Company OVER 60% OF OUR NEW CUSTOMERS REPORT THEY SMOKE FEWER AMERICAN SPIRIT CIGARE,TTES THAN THEIR OLD BRAND...see other side for additional survey results. Dear Friend--•- Thank you for your interest in the products of Santa Fe Natural Tobacco Company. In addition to both American Spirit filter and non-filter cigarettes, we also make American Spirit pouch tobacco for pipesmoking or making your own c:igarettes. All three of_ these products contain onk ;!00%addit:i.ve-free Vir }inia tobacco and nothin e].se. In other wards~_t.h~~-are c.hemical_-addi.ti.ve--free. - ~ Please refer__t_o the tar and_ni_cotine ranking~which pl.aces Amer.ican Spirit lowe_st: com)az_e_d to the top_l8 U.S-. brands. In addition, the enclosed "Report to American Spirit Customers"_was specifically designed to answer any further questions you ruight have about our natural tobacco products and to tell why we think they are better than other commercially produced brands. Our preferred method of market:ing American Spirit products is direct to you---ci ther by mail or telephone--rather than through retail outlets and st:ores. Please see the enclosed order form for prices and how to receive your order within two days of placing it. After you have had a chance to try one of our American Spirit brand products we would like to hear what you think. We consider your opinions highly valuable in helping us develop new natural t:obac:co products for your future smoking pleasure„ The People of Santa Fe Natural Tobacco Company P. S. Dial l(S00)332-SS95 to order, and receive your shipment: the 2nd day for only $].00 additional -per order. P0 80X 1840 SANTA i'E, NkW MEXICO 87504 (505) 982-4257

~F/~iiAF/i1~rIl1~IFY~ MRM~IFM AMERICAN SPIRIT NEW CUSTOM (1) t,1% of our new customers surveyed say they smoke iewer American Spirits than their old brand; ER SURVEY RESULTS* 35% say they smoke the &AMR number; and only 4% say they smoke more. (2) 90% of our new customers surveyed report it is easy to adjust to American Spirit compared to their old brand. (3) 92% of our new customers surveyed say American Spirit lived up to the Initial Impression they formed after tryfng only a sample pack. (4) Over half of new American Spirit customers surveyed report they had previously been smoking a top-10 brand; over 1/3 of them had been smoking a"Llght" or "Ultra-Llght"; 8% of them had been smoking an Imported brand. "This survey includes first-time rnaii-ordor buyers of American Spirit cigarettes only; survEry of first-timo American Spirit pouch buyers Is currently undorway. All nuar customers receive our four-question survey about one month after their inidal order of one or more cartons. Results reported here are percentages against the totai number of responses received and are updated periodically to include now responses,

•mw ., Santa Fe Natural Tobacco Company I~ebruary, 1989 CHEMICAL ANALYSIS REVEAIS AMERICAN SPIRIT RANKS LOHrEST IN COMBINED TAR AND NICOTINE COMPARED TO TOP 18 CIGARETTE BRANDS I)ear Custome.r-- Could i t be that addit:i ves to tobacco actually result in higher tar levels in ci gar. ett:es? A] t:hoi.igh we do not. know the answer to this question, the test results below would seem to indicate that this is at least: a possibility. Y~3 & NI~Q] J~E. RANKING OF AMERICAN SP_IRIT -COMPAREQ.]"Q,JEE YOP 1,$CJS AREjQE MANDS % TAR & NICOTINE % TAR % NICOTINE BRAND NAME BY WEcIGHT RANK BY WEIGHT RANK BY WEIGHT RANK AMERICAN SPIRIT 4.76 1 (Lowest) 2.88 1 1.88 4 (Tie) Marlboro 5.05 2 3.03 2 2.02 9 Virginia Slims 5.61 3 3.83 3 1.78 2 Camel 5.92 4 4.22 6 1.70 1 Vantage 5.97 5 4.15 4 1.82 3 More 6.23 6 4.35 7 1.88 4 (Tie) Lucky Strike 6.34 7 4.43 8 1.91 5 Carlton 6.38 8 4.18 5 2,20 14 Cambridge 6.51 9 4.59 10 1.92 6(Tie) Winston 6.54 10 4.60 11 (Tie) 1.94 7 Salem 6.58 11 4.54 9 2.04 11 Now 6.70 12 4.60 11 (Tie) 2.10 13 Doral 6.72 13 4.80 14 1.92 6 (Tie) Merit 6.80 14 4.75 13 2.05 12 Kent 6.81 15 4.89 15 1.92 6 (Tie) Pall Mall 6.94 16 4.91 16 2.03 10 Newport 7.04 17 4.73 12 2.31 16 Kool 7.36 18 5.06 17 2.30 15 Benson & Hedges 7.67 19 (Highest) 5.68 18 1.99 8 Chemical Analysis conducted by Southern Testing & Research Laboratories, Inc. of Wilson, NC; February, 1989. ._.r......~._......w..~.~~~....~. (505) 982•4257 P0 BOX 1840 SANTA FE, NEW MEXICO 87604 (over, please)

The tar and nicotine measurements ]isted on the other side differ from the ones you see commonly used in cigarette promotion. This is because our test re:;ult s are based on an actual chemical analysis of the "percent of tar and nicotine by weight" of each cigarette brand rather than the "smoking machine" test employed by the major cigarette companies to measure the milligrams of tar and nicotine theoretically delivered to the smoker. We believe the chemical analysis results in a much more objective and relevantt test for tar and nicotine than the smoking machine test. Although largely unknown to the smoking public, tar and nicot:ine levels measured by the smoking machine test are largely a function of the mechanical. construction of each individual brand of cigarette. Specifically, ae cigaret:te with a very dense filter and a very porous paper wil.l result in dilution of t.obacco smoke and thus a.lower tar and nicotine rating by the smoking machine. Butt machines do not smoke cigarettes as people do. Many smokers switching to a "low tar and nicotine" product smoke more cigarettes arid inhale deeper in order to achieve the same degree of satisfaction provided by their old brand. Our argument. about the misleading nature of tar and nicotine levels as promoted by the ma jor ci garette manufacturers is substantiated in an article about smoking machine test results in the July 21, 1983 issue of the New England Journal_ o_f M_e_dicine. To quote the lead paragraph: "Tobacco advertisements claim ~thatylow-yi.eld cigarettes 'have' and deliver less tar and nicotine than higher yield brands. Many physicians advise patients who cannot stop smoking to switch to low tar, low nicotine cigarettes, believing they are safer. However, the figures for nicotine and tar determined with the smoking machines used by U.S. Federal Trade Commission (FTC) arrd cited by cigarette manufacturers and adverti.sement:s are misleading. The FTC values do not reflect what i.s actually taken into the body of the cigarette smoker." Should you have further questions regarding tar and nicotine measurements, or possible interpretations of them, please ask us. In the meantime, we will pass along any new perspectives we gain on this issue. The People of Santa Fe Natural Tobacco Company

Amw 40lll011- ORDERS ONL.Y: Santa Fe Natural Tobacco Company 1(800)332-5595 P.O. Box 1840 Santa Fe, NM 87501 (9AM-•5PM Rock Mtn tirrte) _ MAIL ON[:>EER FORM: FOR INFORMATION & CUSTOMER SERVICE 1(505)982-4257 (ALSO FOR ORDERS BEfORE 9AMORAFTER5PM Please make any necessary corrections to the address label above or print recipient name and address if there Is no label. Daytime telephone: (____.___) Carton(s) of AMERICAN SPIRIT filter-tip cigarettes at $16.00 each" $ „~ ~_ _(,arton(s) of AMERICAN SPIRIT non-filter cigarettes at $16.00 each* $ r ~_ E:aox(es) of AMERICAN SPIRIT pouch tobacco at $16.50 per box* $ (12 pouches;1 112 ounces each) S~A~~S~ A ~' jl.~.~ $18.50 per carton $26.2;a~r)er box .$h4"g & Lla]djjM - 1 st dass mail or regular UPS. (Hawaii, Alaska and Canadian orders, please see endosure for special shipping and handling rates.) __ I am including $1.00 additional. Send my order for delivery by R?nd Day Air (Uf'S Blue). UPS does not deliver to P.O. boxes. 0 $ __.._.1.00 . $ TOTAL E:NCL.OSE::D $ Please return this invoice with a chock or money order made payable to SFNTC DIRECT SALES DEPT, or charge my MasterCard ,Visa: Acct # Expiration Signature .~.-....~ 1(800)332•S!;45 oRDERS WE: PROME D . BUSINESS DAY C)R THE NEXT BUSINESS DAY AFTE ~~~ If you telephone your order to our office or message tape before noon (Rocky (SOS)9H~ s7 Mountain time) and choose UPS Blue, you will receive it the 2nd business day cusroMEa srcrvir~~ after it is laced~ II teleehone orders require MCN and ex iration date. ..,....__ ~. F~.R_~% Q~V]_LNI .~ l. D E LI V E~Y To have your order of AMERICAN SPIRIT conveniently delivered to your i~ome or office on a regular basis, please make sure your credit card information is filled out above and'tell us how many cartons, pouches, or boxes of pouches you would like shipped monthly, every other month, otc. Please tell us when you would like us to start. _ `Please see other side for g~~~11UL~L~4~ and i~,rraum o~gs.lnformat on. .~i R RECEIPT

NO~--E~.~: Because AMERICAN SPIRIT products contain no preservatives, the manufacturer advises storing L_allunused_portions of c~ach carton or box in your refrigerator. ~.__ ~...___ ~. , -' iQUANYJ]_y,,.]?1aQQ.UJy:~$ ON CIGARLJJL,QBDLR }~: (Filler & non-firter cartons may be combined to achieve discounts. Please use applicable discount price in place of $16.00 price when completing other side of order form.) 5-9,cartons wwopl.-AGA $1E,.5o/ctn SWllkitail;9t $18.00/ctn And we pay regular UPS freight on all 10-14 cartons $15.00/ctn $17.50/ctn orders of five cartons or more. For UPS 15-19 cartons $14.50/ctn $17.00/ctn 2nd Day Air, add $2.00 per order. 20 cartonsi, $14.00/ctn $16.50/ctn RlSQS2UN~f.P.~~.iLC~~S~(?H1~M~RICAN~~~(,~Q~~C_Q 1N i3ULK: (Bulk tobacco orders are packed and shipped in 1 lb. zip kic~C bags. Please use applicable bulk price in place of $18.50 price when completing other side of order form.) excul ScA, S'eALl14l.t11A 1 box (12 pouches) 18 ox. $18.50 $26.25 2 lbs. 32 oz. $28.50 $40.50 And we pay regular UPS freight on all bulk 31bs. 48 oz. $40.00 $56.50 orders of 2 lbs. or more. For UPS 2nd 4 lbs. 64 az. $50.00 $71.00 Day Air, add $2.00 per order. 5 lbs. 8007. $62.50 $88.50 POW WCyi.);3J„END: 3 pouches, I oz. each. except CA: $11.25 California: $16.00 M1T11MS1M-QEl~F.3.-SIZU.: (All minimum orders, add $1.00 regular shipping and handling charge to prices below; $2.00 for UI'}S 2nd Day Air.) PXgg812L&A S'rA-11LQCIIl! Filter or non•filter cigarettes: 1/2 carton (5 packs) $ 9.25 $10.50 Pouch tobacco: 6 Fwuc:hos $11.00 $15.25 P.S. Will you do us a favor by giving us the names and addresses of your friends who might be Interested In hearing about our company and its natural tobacco products. Thank you. Name Name Address Address City, State, Zip City, State, Zip At any time, we would welcome your suggestions and your comments about our products and our service: YYhQ-Y1Lst1Ar_tt Santa Fe Natural Tobacco Company was begun in 1982 for the sole purpose of producing a quality line of pure, unadulterated natural tobacco products free of preservatives, chemical additives, and other synthetic materials. Natural tobacco has always been viewed by the American Indian people as a special gift from the "Great Spirit"-- hence the name AMERICAN SPIRIT•- and tribal elders have traditionally used it ceremonially because of its powerful herbal charactoristics. Among those native Americans, natural tobacco is associated with peace and friendship, and it is still used with moderation and respect. In spite of the inherent darilors, cigarette and tobacco smoking continue to be one of the great sources of enjoyment for a large segment of the Amer'ican public, and we at Santa Fe Natural are dedicated to doing our part to improve the quality of life by producing a product of the highest quality. Should you decide to placo an order, we hope you will share your AMERICAN SPIRIT product with friends so they, too, can taste, smell, and fool the tremendous difference. It is our pleasure to serve you.

W/U~ altZ~c& bt2& l e. I Read what America's leading Natural Foods teacher ,has to say about the advantages of Native American Natural Tobaccos! MIC'H:IO K.LJSHI (As seen in East--West Journal, August, 1983.) "The quality of modern 'iobacco is also a contributing factor in the increase of respiratory illness. The original Indian `(obac:co was grown naturally, without phosphate fertilizers or artificial pesticides, and was air-dried. Modern Tobacco is subjected to heavy amounts of chemicals during cultivation and the drying process is speeded up from three months to six days. Commercial cigarettes also contain 5-20% sugar by weight, as well as humect:ants to retain moisture, and other synthetic additives to enhance flavor and taste;' Ln N N Ln N co N N 6P "For centuries thc~ North American Indians have smoked Tobacco without developing cancer, and have utilized the plant for many medicinal purposes. One of the main differences between the. Indian's use of Tobacco and our own is that they ate a balanced diet high in corn and other cereal grains, wild grcasses, locally grown or foraged vegetables, fresh seasonal fruit, seeds, and a small to moderate arnount of fresh game. Current studies suggest that in societies where a traditional way of eating is still followeca and where smoking is widespread there is no clear correlation between smoking and tung cancer" Reprinted with perrnissior7. Copyright © 1983 by Michio Kushi

November 17, 1987 Santa f e Natural Tobacco Company P.O. Box 1840 Santa i=e, NM 87504 Aloha, r My husband is the one who uses American Spirit cigarettes now. I got them for him because he has had a negative attitude about his smoking. He considers it a neurotic and self-destructive habit which ho always "sneaks off"' by himself to do alone. This has been his subconr>c;bus attitude for years about it all, which I feel is the lIlat[l thing wrong--not the fact that he smokesi Since using your American Spirit cigarettes I have been able to raise his consciousness about his smoking and help him feei and see that his desire to smoke is as old and natural as humanity itself. It is his spirit saying, "I need a break from activity and time out to step aside and get in touch with the peace within." it is a pressure-release valve for him to smoke. Your ci4farettes with the indlan/volcano Image on the pack and the small golden thunderbird on each cigarette help him to use his smoke breaks as a kind of "personal communion" so to speak. They have put the "Spirit" back into his smoking - as it should be. Thank you very much and may the spirits bless you. Candace Paddock Haiku, Maui Hawaii q V q 'q '~4 q V

:J`Ai c./ i'41US gr.g s~i4 &a 9)hi1ade1pVa, 'Temv" 19107 October 30, 1887 Dear IJYienda, Your nWIural tobacco product was a BIG factor In allowing me to manage to QUPI° smoking altogether. After twenty years of puffing, I smoked Amerioan Spirit for three months and out my cigarette consumption to the point that I have stopped, finall,yr (eince Ju~yl). I alWethierr credit the fact that there are no additives/sugar ixl your product - tobac,co oravlr,g is more easily overcome than the addiction to whatever junk goes into all the other brands. I love your product, but please take my name off your mailing list and accept my ' unckyinQ' tt ie,nke. Sincerely, Pat Mf1ls

WimT MAIIt_ ORDER BUYERS SAY ABOUT AMERICAN SPIRIT "Even though it may cost a little more to have American Spirit delivered to my door, I find that I am smoking so much less that I save money in the long run." "My samples came so fast my head spun." "After becoming a steady American Spirit customer, I am oflnvinced it is the chemicai additives In commercial cigarettes that cause many of the problems --- not always the tobacco Itsetf." "When it comes to .,moking, my majorgoai has always been not to smoke because I had to, but because I wanted to. American Spirit is the perfect cigarette for those of us who actually enjoy smoking and want to make sure we stay in control." . "I like your product and IdQnJ think your price is too high. You know, at a buck-sixty, those chemical jobs come to $16.00 anyhow." "Most of my friends are non-smokers, and some of them think I have given up smoking because therels so much less residual odor In my house. Even my boss, who is highly allergic to cigarettes, doesn't condemn my occasional American Spirit at the office, even while ho is there." "Happy somebody is finally making and selling an honest cigarettel American Spirits remind me of the just-piain-tobacco cigarettes of the 1940"s and early 1950's. IdD smoke less and enjoy It morel" "I first discovered yaur cigarettes In a natural food store while visiting Santa Fe. I am thrilled I don't have to fly across the country to enjoy them again." "It feels good to know that I am taking my support----and my dollars---• away from large tobacco companies that sell adulterated cigarettes and giving itt to a corrrpany that sells outstanding quaiity." "An interesting Idea wouki bo to compare research on American Spirit smokers against commercial brand smokers. I bet there would be a big difference." "Since becoming a chain smoke.r several years ago, I have developed an allergy to something in almost all other commercial brands. But I get no negative reaction to American Spirit --- and I smoke a lot less." "I don't smoke, but rny boyfriend does, which is why I'rn ordertng a carton of the filter-tips. And our best friend tell In love with the non-fifters, so that's the reason for the second carton. If I have to be around smokers, I'm at least glad to be able to give them a gift of American Spirit." "Another thanks for having a company with a heart that wants to give something back." (Please see other side for more letters) 51252 8"1.27