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November 23, 1976 Mr. S. C. Wooten, Jr. Re: OPPORTUNITY ANALYSIS FOR WINSTON IN MILITRAY BASES The question was raised as to which Winston style might be best promoted in military bases. To answer this question, comparative sales data was analyzed, comparing domestic military SOM data to the Total U.S. for each Winston style and respective category. Total Winston performs somewhat better in military bases than in Total U.S. Total Winston First Half. Of-Year 1974 1975 1976 Military 16.1% 16.3% 16.2% Total U.S. 15.4 15.7 15.3 Index To U.S. 105 104 106 The reason for this somewhat stronger performance tends to be due to Winston Box and Winston Longs. Winston Box First Half Of Year 1974 1975 1976 Winston Longs First Half Of Year 1974 1975 1976 Military 1.2% 1.1% 1.0% 4.0% 4.1% 4.4% Total U.S. .6 .... 6 .......... 6 3.0 3.1 3.!~ Index To U.S. ~_~ 2~_ 18 Additionally, the 100mm NFF Category is over-developed in military bases, whereas the Box Category is not. Box Category First Half Of Year 100mm NFF Category First Half Of Year 1974 1975 1976 1974 1975 1976 NA 9.2% 9.4% 13.8% 14.4% 15.1%~ Military Total U.S. 8.9 9.4 10.3 10.3 10.6 10.7 Index To U.S. - 98 91 134 136 141 (See Attached For Further Detail) RECOMMENDATION Pursue development of promotional items geared towards men (using W.inston_i~o_~_)_, or towards men and women (using Winston Longs)I- ...... Tim Key TJK/bs cc: Mr. J. H. Sherrill, Jr. Mr. T. L. Ogburn, Jr. Ms. E. N. Monahan Mr. D. G. Fought H~--K~---V. ~cCaffrey Ms. D. M. Clauss Mr. Jerry Darringer

Winston Winston Winston Winston Winston (K) (B) (S) (M) Lights Military SOM First Half Of Year • 1974 1975 1976 10.7% I0. 1.2 1. 4.0 4. .2 . .0 1% 1 1 3 7 9.8% 1.0 4.4 .i 85mmNFF 100mmNFF Hi-Fi Menthol Box 31. 7 29.7 29.2 13. 8 14.4 15.1 7.2 9.4 11.6 • 25.2 26.1 25.3 NA 9.2 9.4 Winston Winston Winston Winston Winston (K) (B) (S) (M) Lights _ Total.U,S., .SOM First Half Of Year 1974 1975 1976 ii.4% Ii.1% i0.4% .6 .6 .6 3.0 3.1 3.1 .3 .3 .3 .i .6 .9 85mm NFF 100mm NFF Hi-Fi Menthol Box 31.2 30.9 29.5 i0.3 i0.6 i0.7 9.0 i0.3 14.3 26.7 27.7 28.5 8.9 9.4 10.3

June i0, 1976 INDIVIDUAL COPIES TO: Mr. G. B. Whitaker Mr. R. F. Arfmann Mr. Y. W. Ford Mr. W. P. Hanes Mr. ~. Heist Mr. D. G. Samuel, Jr. Mr. R. V. Hall Mr. P. R. Watson Mr. H. E. Christopher Mr. J. T. Weller Ms. B. Kirby Mr. K. B. Hedrick Ms. E. Monahan Re: WINSTON LIGHTS DALLAS-FT. WORTH COUPON PROGRAM This is to inform you that WINSTON LIGHTSwill be circulating a total of 1,578M coupons through the use of a free-standing insert in the Dallas Times Herald and the Ft. Worth Star. This free-standing insert is basically a page.with a per- forated $1.00 off-a-carton coupon on the bottom of an ad which is inserted into Sunday newspapers. The inserts will be circulated in three waves in both the Dallas and Ft. Worth papers as follows: Date 8/8/76 News.. paper Dallas Times Herald Ft. Worth Star # Of Coupo~ 301,000 225,000 8/22/76 Dallas Times Herald 301,000. Ft. Worth Star 225,000 9/5/76 Dallas Times Herald 301,000 Ft. Worth Star 225,000 As these coupons will be distributed close to the Labor Day floor base, WINSTON LIGHTS will be placed in each display -- no less than 20 cartons/display. Fifteen cartons of WINSTON LIGHTS will also be placed in the VANTAGE 30-carton floor base scheduled for September 6-30.

June i0, 1976 Page Two The following will be required of each Department: SALES To notify Field Sales Force in Dallas-Ft. Worth of coupon program by DM letter. 2.. To arrange for loading of WINSTON LIGHTS and to arrange WINSTON LIGHTS be placed on the Corporate Labor Day floor bases and in the VANTAGE 30-darton floor bases. To receive copies of the WINSTON LIGHTS free- standing insert. MARKETING To provide tear sheets of WINSTON LIGHTS free- standing insert. 2. To contact Tax Department (R. V. Hall). 3. To arrange for production of free-staq~ing insert (R. V. Hall). o To provide a market list, mailing dates, and quantities to Sales and Traffic. MARKETING RESEARCH To determine redemption and conversion of free-standing insert and the value of waving. MANUFACTURING To provide 1 million additional units of WINSTON LIGHTS to be delivered to the Dallas warehouse and 1 million additional units to the Ft. Worth warehouse by August 8. TRAFFIC To insure additional product (IMM in Dallas and IMM in Ft. Worth) by August 8. If you have any questions or problems, please call. KM:pa cc: Mr. S. C. Wooten, Jr. Mr. D. G. Fought Kay McCaffrey

DANCER FITZGERALD SAMPLf, Inc./.¢ 7 M,~, .'i.~on A'.,e,~ue, qew Y~ ~k, N.Y. "1001 /Area Co~;/e 212 679-f~,00 :1.977 Ms. Rebecca S. Sidden Coupon Redemption Center R. J. Re~.~olds Tobacco Company Ninston-Salem, North Carolina Dear Ms. Sidden: Re: W~i.nston Le.6al .Coupons Nhen I talked with you on March 16, it was my understanding that you would furnish to me as soon as information obtained from Nielsen a report on any additional coupons which ,.~ere redeemed from the coupon.~ which disappeared en route .~rom Lura~, Virginia to t~e Now York Daily News. As you know, this Lnformatlon is needed so as to flnslize any claim to be m~de against the involved parties. Ac~ordlngly~. yo~ c¢,operatlon In getting back to me as soon as possible will be appreciated. ~nc ~ely yours, ~ ~ewls Ames I ~ssoclate Director ~/Buslness & Leg~ Aff~rs bcc: • t¸ M. Crohn, C. Standen, S. Nooten, J. Taylor, S. Adams, D. Boyd, N. James, J. Oxee, E. Stevens, R. Taverna

Newsoaoer Atlanta Journal Constitution Columbus Dispatch Des Moines Reg~&te~ indianapolis Star Memphis Commercial Appeal Milwaukee Journal New York News Phoenix Arizona Republic Toledo Blade Total Credit DFS Media 11/8/76 Circulation . 522,915 325,124 433,865 "354,965 285,457 529,089 2,460,000 339,874 207,503 Good Copies WINSTON 1976 AD-A-CARD CREDIT COMPUTATION Good Perce~t Credit Revuested 479,709 91.7 3.3 :-272,172 83.7 11.3 310,341 71.5 23.5 292,240 79.5 15.5 253,885 8819 6.1 466,734 88.2 6.8 2,275,000 92.5 2.5 279,106 82.1 12.9 166,400 80.2 14.8 Cost • Space S 5,156.32 3,313.72" 4,417.80 3,574.20 2,998.48 4,928.40 21,446.68 3,216.04 2,160.80 Add-A-Card S 2,805.88 3,305.73 2,735,40 3,683.58 2,550.79 4,743.53 17,058.82 2,5A3.36 1,352.94 Total $ 7,962.20 6,619.45 7,153.20 7,257.78 5,549.27 9,671.93 38,505.50 5,759.40 3,513.74 Credit Requested 262.75 748.00 1,681.00 338.51 6-57. ~9 962.64 7&2.96 520.03 $7,038.54 ~g~8 6bOOS

$. Adams D. Boyd W. James J. Oxee E. Stephens R. Taverna DFS

CONFIDENTIAL Decel~ger 3, 1976 DJ.stribution : R. F. Arfmann C. S. Baldwin, III R. H. Barker O. D. Barnhill F. J. Brannan C. W. Calary G. W. Chandler M. H. Crohn, Jr. R. H. Cundiff J. B. Dempster Arvel Dyer W. G. Enloe, .Jr. D. B. Fishel P. E. Galyan " R. N. Garner, Jr. J. B. Glenn G. E. Glover, Jr. R. V. ]{all W. P. Hanes August Heist E. L. Hicks '- R. C. Hill D. P. Johnson J. R. Martin S. G. Mason, Jr. J. W. McGrath R. B. Merrill T. E. Miller J. J. Murphy R. E. Neal ---T.-L. Ogburn, Jm. D. F. Pearson D. G. Samuel, Jr. J. H. Sherrill, Jr. \_wH: L. Speas, Jr. 11. Upchurch G. B. Whitaker L. A. Willson

Subject: CAMEL FILTER Box to be Discontinued in Selected Markets This is to advise you that we plan to discontinue CAMEL FILTER Box in the following markets: Des Moines Duluth Minneapol~s/St. Paul Houston Metro Corpus Christi We will continue our test markets in Sacramento and A~b~ny, New York, however. Per direction from Sales we will work current RJR inventory (3.7 week supply) through the pipeline in those markets where we are discontinuing the Brand, and we will not be picking product up. No additional CAMEL F/LTER Box product will be produced for discon- tinued markets. The elimination of all markets except Sacramento and Albany will reduce our average weekly sale from 124 cases/week to 73 cases/week. Manufacturing should reduce production accordingly. We appreciate everyone's help in coordinating this change and if there are any questions/problems, please advise. D. F. Edelschick DFE/pms

C. A. Tucker D. W. Grout A. H. Laurene Murray Senkus T. E. Sandefur, Jr. Ron Sustana Larry Wassong John Neal Keith Corlett Dan Murphy Margaret Daniel Betty Garner A1 Barnett Ron Beasley Larry Schreiber Ray Blevins T. J. Sullivan R. D. Sherrad R. E. Evans A. F. Cuccia H. E. Bass