Tobacco Documents Online

---

1002688623

-. 2 - ( IN ADDITION, THE PROJECT MANAGERS AND TEAM SUPERVISORS USED BY SMSI HAVE ALL HAD PREVIOUS EXPERIENCE IN'BOTH SELECTIVE AND ENVIRONMENTAL SAMPLING PROJECTS. TRAINING: ALL SAMPLING STAFF IS REQUIRED TO ATTEND A SIX-HOUR TRAIN- ING SESSION PRIOR TO THE START OF ANY SAMPLING PROGRAM. THE TRAINING IS GENERALLY ORGANIZED AS FOLLOWS: 9:00 - 11:00 -A..M. - TEAM 'BUILDTNG EXERCISE THE TEAM BUILDING EXERCISE THAT-WE USE WAS SECURED .FROM THE NATIONAL TRAINING LABORATORY (NTL), AND HAS BEEN USED SUCCESSFULLY TO ACCOMPLISH SEVERAL _: GOALS: 1. HELP DEVELOP COOPERATIVE RELATIONSHIPS AMONG NEW PERSONNEL; 2. POINT OUT THE NEGATIVE IMPACT OF "COM- PETITIVE" THINKING AMONG PEOPLE WHO MUST WORK TOEGETHER TOWARD A COMMON GOAL; AND 3. HELP ENCOURAGE A CONCERNED, BUT RELAXED ATTITUDE AMONG EXERCISE PARTICIPANTS. 11:00 A.M. - 12:00 NOON - PROJECT OVERVIEW/RUL:ES &_REGULATIONS AFTER THE SAMPLING STAFF HAVE BECOME MORE RELAXED AND INVOLVED IN THE' PROJECT AS A RESULT OF THE TEAM BUILDING EXERCISE, WE MOVE INTO THE DIRECT PROJECT TRAINING. THE SAMPLERS ARE FIRST GIVEN A FULL OVERVIEW OF THE PROGRAM SO THAT THEY WILL UNDERSTAND THE IMPORTANCE OF THEIR INDIVIDUAL ROLES. THEY ARE THEN TOLD THE RULES AND REGULA- TIONS THAT ARE ESSENTIAL TO CIGARETTE SAMPLING, SUCH AS NEVER GIVING PRODUCT TO ANYONE UNDER 21 YEARS OLD OR TO ANYONE IN AN AUTOMOBILE.

ORGANIZATIONAL STRUCTURE . 1002688629 ~

C ORGANIZATIONAL'STRUCTURE ( SMSI EMPLOYS A COMMENDABLE GROUP OF MARKETING AND MANAGE- MENT PROFESSIONALS WHO WILL MAKE UP THE UPPER AND MIDDLE MANAGEMENT TEAMS FOR THE,PROGRAM. ALL OF THESE MANAGERS HAVE WORKED WITH THE COMPANY'S SAMPLING SERVICE FOR A MINIMUM OF TWO YEARS, AND HAVE HAD AT LEAST AN ADDlTIONAL FIVE YEARS OF.MARKETING AND/OR MANAGEMENT EXPERIENCE IN OTHER RELEVANT CAPACITIES. A BRIEF NOTE ON EACH OF THEIR BACKGROUNDS IS PROVIDED LATER IN TH'IS SECTION'. ~AS THE FOLLOWING ORGANIZATION CHARTS INDICATE, THE TWENTY RECOMMENDED CITIES HAVE BEEN DIVIDED INTO FOUR GROUPS; AND OVERALL MANAGEMENT RESPONSIBILITY FOR EACH OF THE GROUPS IS ASSIGNED TO ONE MARKET GROUP MANAGER. THE MARKET GROUP MANAGERS HAVE A'LOCAL PROJECT MANAGER TO ASSIST THEM WITH RECRUITMENT AND EXECUTION IN'EACH MARKET. THE MARKET GROUPS ARE DIVIDED SO THAT MARKETS IN COLDER CLIMATES WILL BE SAMPLED IN JULY AND AUGUST, AND THOSE IN WARMER AREAS IN SEPTEMBER AND OCTOBER. IN ADDITION,.TIMING ,IS ARRANGED SO THAT THE PROJECT MANAGERS WILL HAVE AT LEAST FOUR WEEK PLANNING LEADTIME FOR EACH MARKET. s_~ :~.

---

LOCAL ORGANIZATIONAL STRUCTURE ( Examp.2e: V etAo.i,t ) NATIONAL MANAGER Sandy McNe,i,Q. I MARKET GROUP MANAGER MoAgaK Can,tuc FLOATERS (4) - - - ~ - ~ - " ' " "TROUBLE SHOOTERS (5) LOCAL PROJECT MANAGER Rev. L. B. Le6zelt SUPERVISORS AND DRIVERS (5 EACH) SUPERVISOR SUPERVISOR SUPERVISOR SUPERVISOR SUPERVISOR & DRIVER I & DRIVER II & DRIVER III & DRIVER IV & DRIVER V 10 D.i.atr,ibu,tou 10 D.i s n,ibu,tona 10 D.i,6tr,ibu,tou 10 U.i,e.tA,i,bwtoAs 10 V-i.a#A.ibwtona (5 te.arrus o 6 2 each ) SMS I , 4/22/82 zc9ee9%ooT

MARKET GROUP MANAGERS 'CorLt' d GLORIA RICHARaSGiV WAS TRAINED AS A SOCIAL WORKER, WITH AN MSW FROM THE UNIVERSITY OF CHICAGO. SHE DECIDED TO MOVE INTO THE MARKETING ARENA THREE YEARS AGO, AND IS BUILDING AN EXCELLENT BUSINESS CAREER. MAURICE BELL CAME TO SMSI AFTER 20 YEARS OF SUCCESSFUL SALES AND SALES MANAGEMENT EXPERIENCE. HIS MOST'RECENT PRIOR POSITION WAS NATIONAL MERCHANDISING MANAGER FOR JOHNSON PRODUCTS COMPANY.

APPENUIX 1002688635

---

MAJOR ACTIVITIES FLOW CHART 1002688639 ' MAY ' 'JUNE ' 'JULY ' 'AUG ' SEPT ' 'OCT ' 'NOV r m_ 1. OBTAIN CONCEPT APPROVAL/DEVELOP ACTION PLAN x w 2. PLAN/RECRUIT FOR JULY MARKET_ 3. DEVELOP/SHIP JULY MATERIALS 4. PLAN/RECRUIT FOR AUGUST MARKET 5. EXECUTE JULY PROGRAMS 6. SHIP •AUGUST MATERIALS 7. PLAN/RECRUIT FOR SEPTEMBER MARKET 8. EXECUTE AUGUST PROGRAMS 10. SHIP SEPTEMBER MATERIALS PLAN/RECRUIT FOR OCTOBER MARKET 11. EXECUTE SEPTEMBER PROGRAMS 12. SHIP OCTOBER MATERIALS 13. EXECUTE OCTOBER PROGRAMS 14. PREPARE/PRESENT PROGRAM EVALUATION X X X X X ~

EXHIBIT V EXECUTION TIMING J*ULY NEW YORK CHICAGO DETROIT WASHINGTON, D.C. BALTIMORE A U G U S T NEW YORK (CONT'D) NEWARK INDIANAPOLIS CLEVELAND PHILADELPHIA MILWAUKEE c SMST -4/82/82 S E P T E M B E R BIRMINGHAM DALLAS ST. LOUIS. OAiCLAND NEW ORLEANS 0 C T 0 B E R MEMPHIS HOUSTON L.0$ ANGELES ATLANTA MIAMI

- ---- -- ----- Ms. Ellen Merlo Director of Merchandising Materials Phillip Morris Inc. 100 Park Avenue New York, New York 10017 haps our most relevant characteristic for your purposes is product sampling services that our company provides. Per- Special Market Services, Inc. 505 North Lake Shore Drive Suite 811 Chicago, Illinois 60611 (312) 644-1566 ": I' d::ike to have an opportunity to talk with you about the of this program, we delivered a penetrating level of Salem product samples to Blacks in those three markets. Reynolds has decided to expand the program to additional markets in helped to develop and execute a comprehensive marketing pro- gram to help meet these objectives. The marketing program (billed as the Salem Summer Street Scenes) was executed in the Chicago, Memphis and Washington D.C. markets. As a part objectives for their promotion and merchandising efforts, and to Black consumers, assisted in more clearly defining brand for Reynolds' Salem franchise. In brief, we provided direc- tion for a total revamping of the Salem advertising campaign R. J. Reynolds, our most significant work was done last year Although'we have worked on several brands for both B&W and particular emphasis on the Black and Hispanic smoker. the fact that we specialize in cigarette sampling, with 1982. only your industry, we also work with a variety of consumer Even though our product sampling activities are confined to ~~% ,• packacted qoods manufacture.: s irn develop :.ng and exe~cutir.q special promotion activit~,es. For example, we are currently Quaker brands, and the promotion culminates with a free gospel "developirg a promotion for The Quaker Oats Company, which we call the Quaker Oats Gospel Salute. This promotion pro- vides an opportunity for community churches, organizations and individuals to select their favorite gospel choirs, while also generating-income for the gospel groups of their choice. The "votes" are tied in with proofs-of-purchase from selected concert, featuring the four gospel groups that received the highest number of votes. With the exception of the Gospel theme, the major elements of the Quaker Oats promotion would be excellent •for some of your brands, especially since pro- duct image plays such an important role in young black smoker's brand selection.

---