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MILITARY REPRESENTATIVES SIXTH SALES CYCLE OCTOBER 30 - DECEMBER 22, 1972 SPECIAL ACTIVITIES The Promotional Rationale portibn of this work p]anioutliines the major brands which wi'J11 be featured duringi the 6th cycle. You should direct your efforts to gaini'ng new distribution, increasing inventory, andAmproving our shelf position where possible. Brands to be featured during this cycle are: BENSON & HEDGES - Total sales are up nationally and in the millitary as iindicated by figures below: NIA'T IMALLY i'r1I'L ITARY Total Benson & Hiedges 100's 14.0% 17.5% Benson & Hedges Menthol 19.0%' - 25.3% Alll efforts should be made to maintain these strong trends. Set specific objectives by accounts to gain new distribution in those areas currently not stocking Benson & Hledges 100's. Utilize all P.O.S. material when permitted to gain merchandi'singisuipport in your accounts. V IRG INIIA SLIMS NATIONALLY MILITARY Total Virginia Slims 12.0% 17.9% The growth rate that you are currently experienciincg will continue if your priorities with this brand is centeredlaround expanding the distribution base,. Review each assigned account in an effort to determine other~ are&s of opportunities. The nermal accelerated growtKrate of the brand plus heavy national advertising will make it essential that added inventory is maintained to off-set this girowtK. MARLBORO - The following figures will point out strong and weak areas in Military sales and can be used to helplyou analyze your business by market area and on an account by account basis. 11. Total Marl boro, 8'Q-85 3.2% 2. TotaI Marlboro 100' s 26.6% 3. Marlboro Lights 100.0% 41. Total Marlboro 12.9% The areas requiring immediate consideration are fiarlboro 8!0-B5's. Within that category, the primary probl emAs tlre Marlboro box.Conti nue to make special' presentations especially in the 80-815 category to improve total sales with this brand.

2 OTHER BRAPID'S As you place special emphasis on the featuredlbrands during the 6thicycle, continue to take all available opportunities to gaininew distribution and .merchandising support on the brands not featured this cycle. MILITARY INCENTIVE ITEMS You have been supplliedlwith high value incentive items which should be used in high volume outllets with good merchandisiing facility. These items should be usedl for: Manned store sales . Special display efforts This "on-going" program is an excellent supplementary device that can be used most effectively in addition to the programs occurring each cycle. MERCHANDIiSING DPPORTUINITIES Cigarette Department Marker - Many opportunities exist in your retail outlets with a good carton business to install the cigarette department marker. This itemihas been well accepted by the military and civilian trade. If you do not have a supply of markers on hand, they may be requisitiionedlin the normal manner. Carry a department marker into ealch outlet with you to show to the store manager as you make your presentation. Parlii ament Carriage Light - Youi were suppl ied with an al 1 ocation of carriage lights earlier to be used in clubs andi other simiil!ar outlets. Take every opportunity to utilize this item inlyour higher volume outlets. OTHER ACTIVITIES Navy Commissary Stores - You were given an advance notice of the Auithorrzed'Group Items which are to be carried in aTl' Navy Commissiary Stores. Razor blades were given a minimum line item of 4 with a recommended l i ne item of' &. This now places us in a goodi position to sell our Piersonna and Faice Guard to these outlets. General Products Items - You mus.t continue to follow through with the products and'programs sold iniGeneral Products Division and the outlets, that re-sell our merchandi'se. There are many distribution and volume opportunitiies available as a result of programs in this division. Face GWard Distributional Questionnaire - Please complete questionnaire and return to Ray iasarow immediately as requested inimemo from me dated September 2'5, 11972. 1005201235

-I - M'ILITAR'Y SPECIAL OFFERS The fol l owing special offers are sti l'11 runni ng . Continue to follllovi through in an effort to sell these programs as previously instructed: Personna SmaTl si zes offer #Mb! 142 has an effectiive date of 9/1/72 and willl be withdrawn 11/30;/72'. The 25% voluntary price reduction - off invoiice provides an excellent opportunity to gain additiional peg space, increase inventories, and get reduced resale prices. . Clark Smile 6-Pack Gumioffer #MW 722 has anieffective'date of 9/1/72 and will be withdrawn 11/30y721(CONWS) and (OVERSEAS). The 15% voluntary price redluction should help you increase distribution, gain shelf exposure and display support. . By now you have sold your customers the Clark Gum 10-Pack Halloween Promotion. Check your resale outlets to make certain the gum ordered is in stock and is beiingiplaced on the Halloween display. Since all orders were to be processediby September 15th, gum ordered should be at retail now. New Speakeasy Breath Freshner RhW1522 has an effective date of 9/1/72 and will be withdrawnill/30y72. The 25% introd'uction offer should provide a strong trade incentive inigai'niing distribution on this product. GENERAL The military contirnues to be an important part of our overall business. Your management expertise and knowledge of your accounts play a signi'ficant role in ilmproviingi our business with the mi 1 i tary. Continue to analyze your business and set specific obtaiinable objectives. I know you, willll give this ares of our business your best. JPJIL':i& ~JEBI LffE *PI .