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TOTAL MILITARY WINSTON and CAMEL Versus Marlboro 20 , 10J a=.....v 15.. 5 1 .~ WINSTON „~ CAMEL MARLBORO 0 SHARE OF MARKET •.....w,.~.~.r 1987 1988 1989 1990 SHARE OF FULL PRICED BRANDS 30 , , 25 .: 20 -~ 15J 10.: 5_ 0 1987 1988 1989 1990 SOURCE: MSA

TOTAL MILITARY VANTAGE Versus Merit - VANTAGE - MERIT 2.5-, 2.0 -a 1.0-I 0.0 SHARE OF MARKET 1987 1988 1989 1990 SHARE OF FULL PRICED BRANDS 3.5 3.0 2.5 -: 2.0 ~ 1.5 _: 1.01 0.5 ..1 0.0 1 1987 1988 1989 1990 SOURCE: MSA

MILITARY YEAR 1990 Versus 1988 RJR SHIPMENTS VOLUME % CHANGE 10.0 -, 5.0 - 0.0-a -5.0-I -10.0 -~ -15.0 --~ -20.0 4.9 -13.9 TOTAL TOTAL TOTAL COMMISSARIES EXCHANGES MILITARY RJR SHARE OF MARKET SHARE POINT DIFFERENCE SOURCE: MSA

TOTAL MILITARY FULL PRICED BRANDS SHARE OF MARKET ao, 70 ~ 30 : a 0 1987 1988 1989 1990 RJR SHARE OF FULL PRICED BRANDS 1988 1990 SOURCE: MSA

TOTAL MILITARY SHARE OF MARKET n$7_ M D1EL 1.9.$.0 D1CF 1~.0 D1EE. WINSTON 9.09 8.71 -0.38 7.97 -0.74 6.86 -1.11 CAMEL 2.98 2.84 -0.14 2.72 -0.12 2.60 -0.12 MARLBORO 17.88 18.25 .0.37 18.21 -0.04 17.95 -0.26 SALEM 6.88 6.39 -0.49 5.85 -0.54 5.08 -0.77 KOOL 4.51 4.31 -0.20 4.41 ~~:0,1Q 4.24 -0.17 NEWPORT 2.50 254;-.:'_ 04 2.53 -0•01 2.46 -0.07 VANTAGE 2.01 1.85 -0.16 1.63 -0.22 1.36 -0.27 MERIT 2.37 2.28 -0.09 2.09 -0.19 1.91 -0.18 FULL PRICED 73.74 71.71 -2.03 68.01 -3.70 62.57 -5.44 SAVINGS 26.26 28.29$ioo~,03 31•99 '3.70- 37.43,_._';. 5.44 1990 VS. 1988 WINSTON -1.85 CAMEL -0.24 MARLBORO -0.30 SALEM -1.31 KOOL -0.07 NEWPORT -0.08 VANTAGE -0.49 MERIT -0.37 FULL PRICED -9.14

TOTAL MILITARY SALEM Versus Kool And Newport ~, SALEM ,~ KOOL NEWPORT 7 e~ s 4 3-: 1 .: 8 SHARE OF MARKET \ 1987 1988 1989 1990 SHARE OF FULL PRICED BRANDS 10 6 -1 i 4- 2 _I 0 1987 1988 1989 1990 SOURCE: MSA

TOTAL MILITARY 1987 1988 1989 1990 RJR SHARE OF SAVINGS BRANDS SAVINGS BRANDS SHARE OF MARKET 1988 1990 SOURCE: MSA

TOTAL MILITARY TOTAL RJR CIGARETTE SHIPMENTS VOLUME % CHANGE 1987 , 1988 -10.3% 1989 -3.2% 1990 +2.2%

MILITARY 198 1988 B8 vs B 1989 89 vs. 68 1990 90 vs. 89 90 vs. 88 RJR SHIPMENTS ill ons TOTAL COMMISSARIES 3,433.9 3,125.7 -9.0 3,061.9 -2.0 3,277.9 +7.1 +4.9 TOT EXCHANGES 1,355.3 1,178.9 .13.0 1,092.8 .7.3 1,014.6 -7.2 -13.9 TOT MILITARY 4,913.5 4,406.2 -10.3 4,265.0 -3.2 4,358.3 +2.2 -1.1 INDUSTRY VOLUME Illo s TOTAL COMMtSSAR1ES 10,239.0 9,981.6 -2.5 10,246.9 +2.7 11,043.3 +7.8 +10.6 TOT EXCHANGES 4,800.8 4,479.0 -6.7 4,426.4 -1.2 4,492.5 +1.5 +0.3 TOT MILITARY 15,489.3 14,850.8 -4.1 15,034.2 +1.2 15,851.5 +5.4 +6.7 RJR SHARE OF MARKET TOTAL COMMISSARIES 33.5 31.3 -2.2 29.9 -1.4 29.7 -0.2 -1.6 TOT EXCHANGES 28.2 26.3 -1.9 24.7 -1.6 22.6 -2.1 -3.7 TOT MILITARY 31.7 29.7 -2.0 28.4 -1.3 27.5 -0.9 -2.2 SOURCE: MSA 6969 E8L0S

IOT I M( ITARY SI~ARFOF F_ Ul l PRJ . D RRANDS 19$Z 1988 [ZEL.. 19$2 D.IFE. 19.90 0 ;. WINSTON 12.32 12.14 -0.18 11.71 -0.43 10.97 -0.74 CAMEL 4.04 3.95 -0.09 4.01 0.06 4.16 :. •0.15 SALEM 9.32 8.92 -0.40 8.61 -0.31 8.12 -0.49 VANTAGE 2.73 2.58 -0.15 2.40 -0.18 2.17 -0.23 MORE 2.04 1.93 -0.11 1.96 . 0.03 1.85 -0.11 NOW 0.39 0.44r:~ 0.52 ~-=.:~7.0.08 0.54;:~; 0.02 B&H 6.55 6.51 -0.04 6.48 -0.03 6.68 w-~ .`= 0.20 MERIT 3.21 3.18 -0.03 3.07 -0.11 3.05 -0.02 MARLBORO 24 25 25 46; ~ ~7:21 26 78 <_ =~ 1:32 28 69 . . . . . VIRGINIA SLIMS 3.34 3. 3 5z~n=~ ~~ #}:{T 1: 3.33 -0.02 3.49:^ ~ 0:16 PARLIAMENT 0.52 0.50 -0.02 0.56 >:~~=-06 0.61 --r.~wA:05. KOOL 6.12 6.01 -0.11 6.49 '---=-; .48' 6.774k;=i-40.28 CAPRiTRIM 0.05 0.49.T;-~'0:44 0.53»R-0.04 0.49 -0.04 KENT 3.18 3.05 -0.13 2.88 -0.17 2.71 -0.17 NEWPORT 3.39 3.54A&IR0:1.5: 3.72 ;~!o.m~18 3.93~O~0.2) TRUE 0.72 0.66 -0.06 0.60 -0.06 0.56 -0.04 CARLTON 3.80 4.03:;~ 23 4.24= w0:21 4.45 W.0:21 LUCKY STRIKE 3.18 2.95 -0.23 2.58 -0.37 2.27 -0.31 TAREYTON 1.11 1.15 ~~ ~:04, 1.17~~.02` 1.17 0.00 PALL MALL 4.81 4.74 -0.07 4.58 -0.16 4.54 -0.04 EVE 0.69 0.73~i~ 0.93 1.08=~~.~? ALL OTHER 4.24 3.69 -0.55 2.85 -0.84 1.70 -1.15 TOTAL EUJIERICED lom lQm 100.00 100.00 1990 VS. 1988 WINSTON -1.17 EL,:~; ~U21 SAi.EM -0.80 VANTAGE -0.41 MORE -0.08 M MERIT ;MARiBt :VIRGINiA SLIMS ~: PARLIAMENT . KOOL CAPRI TRIM KENT NEWPORT TRUE CARLTON. LUCKY STRIKE TAREYTON PALL MALL EVE . ALL OTHER .},7 -0.13 ~3.23 D:14 0.11 -'0.76 0.00 -0.34 : 0.39 -0.10 -0.42 -0.68 0.02 -0.20 0.35 -1.99