Tobacco Documents Online

EXAMPLE MCGUIRE AFB COMMISSARY PIAN-a4EtAMS 10 FOOT SECZtON FULL REVEftlllE SECiION PRICE V ALUE SE CTION PM LOR RJR L&M BaW BbW L&M RJR PM COMMON 38" 18•' 11' 4" 'i2" 1a" S' 8" 8" WEALTH 3.5' gM LOR RJR LbM B&W BbW L&M RJR PM COMMO 36" . 12" 18" $" 1M1fFALTFt PM LOR RJR LbM BaW .B&W L&M RJR pMf STARS 38" 16" 11" 4" 12" 78" S" 8" 8" 3.S" PM LOR RJR L&M 6bW B&W L6.M RJR PM 38" 9V 11" 4" 12" 18" 5" 8" 8" LOR RJR LBiM B&W B&W L&M RJR PIIR 1l" 4" 12" SZ8L Z69tS

VENDOR ALIGNMENT FOR COMMISSARY PLAN-O-G£tAMS I PM PM PM PM PM PRICE VALUE SECTION LOR RJR L&M B&W B&W L&M RJR PM OTNER BRANDS if stocked LOR RJR L&M B&W B&W L&iMA RJR PM OTHER BRANDS Ef stocked LOR RJR L&M B&W 8&W L&M RJR PM OTHER BRANDS ff stocked LOR RJR L&M B&W B&W L&M RJR PM OTHER : BRANDS if stocked LOR RJR L&M B&W B&IAf L&M RJR PM OTHER BRANDS ffstocKed FULL REVENUE SECTION ~ m r tZBL Z69Z5

TEL: QW Nov 12 97 15:57 No.020 P.07 wQ7:°oaoooooo000 ~ 00000~00.0 N ~ ~ Z W 0 W ~~~~ o 0 0 0 0 0~ o o$ o 0 0~ o 0 os o 0 0 Qt~ W W W aa~~o~~ooooo~ooooo000000~ W W W .p M or0 o r w ~ M ~ N~ M~ ~ o N g 0 0 0 A A 0 ~g g w $~~ a rafe4 ~N~VNNNw~~~jNiYiV~TV eMe1~ Iuu ~4 atit M~1..9 F- 0. y oE 0 0 v W "Olr~'w~~orrr~i'~r~~ ~ ~ z W m d ge"~ '_iooM~ir.~rF.~~~` " ~ ~....+.-r-r~-.-~-t~r ~ "' ~~~ NNI'^'~Nt3N1V i+iiVN10 ~ NiVN/"1 N~~M~f' N ~I lea GOP g ;s; ~ Q fA g J ~U ~ ~ C Q ~ ~ ~ - ~ ~ ~ 0 ~~ ^y -~ ~ .~~~~~~~d~~~ ~ LL.=ZfAC~ (0

DECA - SOUTHWEST REGION SHARE OF FULL REVENUE A11D PRICE VALUE BY MANUFACTURER FAILL REVENUE SHARE PRICE VALUE SHARE TOTAL PIIR FULL FULL RJR FULL B&W FULL L&M FULL LOR FULL TOTAL PRICE BiW PRICE PM RJR L&M LOR PRICE PRICE PRICE PRICE COMMON WEALTH : TAR flICE REV REV REV REV REV REV VALUE VALUE VALUE VALUE VALUE VALtJE VALUE ti. ALUF SHARE SHARE SHARE SHARE SHARE SHARE SHARE StWRE SHARE SHARE SHARE SHARE SHARE S'U1RE NELLIS AFB, NV 43% 59% 18'Jf. 17% 1% 5% 57% 52% 19% 17% 12% 0°ti 0% 0% ~ MCCLELLAN AFP. CA 46% 49% 24% 20% 1% 6% 64% 48% 26% 12% 13% 0°A 0% 0% ~ TRAVIS AFB. CA 52% M 20% 16% 1% 8% 48% 49% 21% 15% 19i6 0% 0% 0% . DA1EtS-MONRtiAT 1 AFB, AZ 36% 55% 22% 17% 1% 5% 64% 60% 17% 15% 8% 0% 0% 0% MARCH AFB, CA 46% 54% 21% 20% 1% 5% 55% 6a% 14% 14% 12% 0% 0% 1% HILL AFB, UT 44% 69% 24% 13% 1% 4% 56% 47% 22% 22% 9% 0% 0% 0% OAKLAND ARMY BASE, CA 61% 47% 21% 18% 0% 14% 39% 70% 15% 11% 4% 0% 0% 0% Wk.S f1+1OFFETT FIELD, CA 63% 59% 19% 16% 1% 6% 37% 69% 18% Se% 4% 0% 0% 0% EDWARDS AfB, CA 43% 62% 20% 14% 1% 3% 57% 52% 20% 16% 13% 0% 0% 0% FORT HUACHIlCA, AZ 33% 66% 24% 16% 1% 4% 67% 6S% 10% 16% 9% 0% 0% 0% VANDENBERG AFB, CA 51% 58% 19% 17% 1% 6% 49% 51% 26% 13% 9% 0% 0% 0% FORT IRWIN, CA 4,S% 63% 14% 10% 1% 13% 36% 56% 13% 19% 12% 0% 0% 0% YUMIA PROVING GROUND, AZ 33% 68% 25% 1S% 1% 2% 67% 58% 17% 21% 6% 0% 0% 0% SiERRA ARMY DEPOT. CA 39% 49% 20% 18% 0% 13% 61% 53% 18% 9% 18% 0% 0% 0% DUGWAY P4iOtIPaG GROUND, UT 61% 76% 20% 3% 0% 2% 50% 3014 10% 27% 34% 0Y. 0% 0% FORT HUNTER-t'3GE1T, CA 46% SS% 21% 16% 2% 6% 53% . 31% 20% 9% 19% 0% 0% 0% o < SOtlTFflfMF.ST I'- "UN (16) 44'X, 66% 21% 17% 1% 6% 56% 53~L 18% 16% 11% 0% 0% 0°f, N z 0 0 N C) ~ EZ8L Z69t5

TEL: Nov 12 97 15:54 No.020 P.02 FIXTURE ALi.OCATION CALCULATE FrXTURE ALLOCATIO[v BY VENDOR BASED ON MARKET SHARE * Each facility must use the percentages provided in the plan-o-gram, If your facility is not listed, use the regional pcrcentages, All examples below arc based on MCGUIRE AF'H allocating 10 feet for cigarettes. I. DETERMINE SPACE ALLl3CATION FOR ALL CIGARETTES 1. LENGTH OF FIJtTIJRE x 12 - FTXTUItE LENGTH IN INCHES. 2. FIXTURE LENGTH IN INCHES x NUMBER OF SFIELVES - TOTAL SPACE. EXAMPLE: 10 f'OOT Fi}CI'URE x 12 ° 120 inchos 120 x $ SHELVES = 600 inches IL DETERMIIYE SPACE ALLOCATION FOR FULL REVENUE AND PRICE VALUE 1. TOT.AL.SPACE x TOTAL FULL REVENUE SHARE pERCENTAGE FOR YOUR FACILITY. 2. TOTAL SPACE x TOTAL PRICE VALUE SHARE PERCENTAGE FOR YOUR FACILITY EXAMPLE: FULL REVENUE SHARE - 6001NCHES x 68% - 408 inchcs PR1CE VALUE SHARE - 600 INCHES x 32% - 192 inches IIL DETERMINE VENDOR SRELK SPACE ALLOCATION WITHIN THIC FULL REVENUE AND PRICE VALVE SEGMENT 1. (FULL REVENUE SHARE x VENDOR'S FULL REVENUE PERCEN'1'AGE ) DIVIDED BY NUMI3ER OF SHELVES (ROUND TO TI-lE NEAREST INCH) 2. (PRICE VALUE SHARE x VENDOR'S PRICE REVENUE PERCENTAGE) DIVIDED BY NUMBER OF SHELVES (ROUND TO THE NEAREST INCH) EXAMPI Ir; PM- (408 x 47% = 192)/5 C 38 inchcs per shelf 1.8iM- (408 x 2% - 8Y5 - 2 inches por shelf (See Note. Adjust to 4 inches FULL per shelf.) REVENUE RJR- (408 x 16% - 65)IS - 13 inches per shelf (Adjust to 1 l Inches to aocommodate for additional inches added to L&M.) LORILLARD (408 x 20°/. += 82)IS a 16 inChes per shelf B&W- (408 x 15%= 61)!5 - 12 inohes per shelf PRICE PM- (192 x 21% - 40)/5 6 8 inches per shelf VALUE RJR- (192 x 21% - 40)/S ~ 8 Inches por shelf B&W- , (192 x 46% - 88)/S o I8 inches per shelf L&M- (192 x 12% = 23)/S a 5 inches per shelf * NOTE: Minimum shelf space required for a carton of cigarettes is 3.5 to 4 inches. If a vendor's ipaee allocation is Iess than 4 inches, pleasc make adjustmonts- • If a facii,ty stocks product from a vendor with 0% market sltare, please adjust shelf space to displky product aRocodng no moro than two rows on one or two shelves (sec cxamplc for McGuire AFN on soa: al3ooa4nd to Corrunonwealth and Star branc:..,

TEL: Nov 12 97 15:56 No.020 P.05 ~~;~~ o~ o o a b~~~~~ b b o o a o~ b~~ a o o a o~ a~~ N 0 Z O h W W 00000000000 ~;0 o o b~ Q U W {fJ W o~> x~o~~~'~~~ ~ UJ NOyy~~~~~~~~~~N ~aA1 ~~~~~~1 ~~~~g ~~~~~ ~ N ~.~w ~ O. }(7~ r r- ~ fV r r w(~ +r r r w v~ N fV fV ~.- ~.- ~• r N N r r~+ r' N w w r W ~~~~~~~~~~.~{~j/ 1'9 N r M N N '~d' {'~ R~ Pf M Rf f~ IV ~ Mf ~ N M M~'~'7 N~ f9 m~~mm~~to mW~ b" m~~~~~~~~~~~~~~~~~~~~~~~~~ ~ N . r.- r M.- .. r r r r e- r r r• r .~ w r r r .- r. ~~~=r1V.-r~rll ~ r rN rrr r r.-r.-~.-.- r ~~~cg4 ~~f44 ~~~n~~~gqr a~~ y ix- 2 z si K ~ U~ G ~C OGO` U ~N pQ Q. ~C ~ U~~m C 'd •~ P- `~ ~ ~~~~~~~~~ ~~ ~ l~~--~l ~ ~~ ~~~~~~ ~~ ~~~ ~ v~ 4-~ ~-. Y F- F- ~ 3- 0F-G 1(~-~w f!1 ~j tI~ ~ p O O p O~ LL O p~ O ~ w W ~ LLc~u.F~iu.~ ~u.u.u.~~~t~~~~~i ~~w ;~e ~'u•~~~ ~

TEL: DECA - Ivlemorandum to Region Directors Nov 12 97 15:54 No.020 P.01 Page l of 1 DECA - Memorandum to Region Directors OUNnas MEMORANDUM FOR ALL CONUS REG7ON DIRECTORS SUBJECT: Cigarette Planograrns The Army Air Force Exchange Service (AAFES) has completed its negotiations over planograms with tobacco manufacturers. Attached for your information are copies ofthe new segment and manufac.ture.sharas, an instruction sheet for allocating space, and example schematics indicating manufacturd'positioning. All.storc are requiros to adhere to these guidelines. Aside from the normal shifting of business among manufacturers within in each segment, there is one significant change in approach under the new program. In determining segment space and manufacturer space within each segment, stores are to use the share percentages for individual stores provided on the attachment. For example, while the old Northeast Region overall full revenue share is 58 percent, McGuire AFB should devote 68 percent to full revenue. Allocating space by individual store should improve in-stock positions and allow for more precision in determining total department space. Gary C. Duell Manager Marketing Business Unit SD Home I itectors Home CQ iss 'fobacco P_ GI Fixtureu jQcation I Vendor Alignment I 3xample Noxtteas I Cent ~! I Mdwest I 11Ahw, q ISou.the rn ISoaihwes~ I MemgtoRegioU Directors OPTIONAL FflAM 00 (1-90) PAX TRANSMITTAL C) ~ ~..~1.."" Fax t N$N 7b10-01-i17-7886 6M.101 Q F& 1 3 1 171 QENERAL BERVIOEB ADIdlNIBTRATION http://home.aafes.cotnJsd/deca-pog/memo.htn-d 11/t 2I97

DECA - NORTHWEST REGION SHARE OF FULL REVENUE AND PRICE VALUE B1t MAMIFACT<iRER EEJLI. REVENUE SHARE TOTAL PM FULL FULL REV REV RJR FULL REV Baw FULL REV L&M FULL REV LOR FULL REV SHARE SHARE SHARE SHARE SHARE SH/fRE MCCHORQ AFB, WA 40% 51% 24% 17% 1% 7% FORT tEV111S, WA 37% 539G 25% 1S% 1% 6% FAlRCHtLO AFB, WA 35% 54% 25% 16% 1% s% MOUNTAIN HOME AFB. ID 34% 6'!!G 22% 13% 3% 2% 1NiALMSTROM AFS, MT 32% 961L 22% 17% 1% NORTHWEST RFrw?Ff (5) 37% 53% 24% 16% 1% 6% PRICE VALUE SHARE B&W : PM RJR PRICE • PRICE PRICE L&M PRICE LOR PRICE COMMON WEALTH STAR PRICE VALUE. VALUE VALUE VALUE VALUE VALUE VALUE SHARE. SHARE SHARE SHARE SHARE SHARE SHARE S37G : 10% 18% 7% 1% 0% t% 85% 1O% 17% 7%. 1% 0% 0% 51%:-. . 169G 16% 14% 1% 0% 0% 48'%' 34% 9% 10% 1% 0% 0% -20%26% 12% 2% 0% 0% 57% 15% 16% 10% 1% 0% 1% TOTAL PRICE VALUE SHARE S09G 63% 65% ALASKA RMGtON TOTAL PM FULL FULL REV REV RJR FULL REV B&W L&M FULL FULL REV REV LOR FULL REV TOTAL PRICE VALUE SHARE SHARE SHARE SHARE SHARE SHARE SHARE ELMENDORF AFB. AK 53% 64% 22% 13% 1% 4% 47% FORT wA1fVY1fRTGHT. AK 49% 63'X. 15% 10% 1% 11% 51% FORT RtCHARDSOM, AK S2% 0% 19% 14% 1% 7% 48% EIELSCN+E AFB. A9S 48% 73% 15% 4% 1% 7% 53% FORT GREELY. A~: SOX. 64X, 209r. 7% 1% 50% ALASKA RFGlO" I (S) 51% Q2X. 19% 12% 1% HAy1fAtl REGIO4Y . TOTAL PM FULL FULL REV REV RJR FULL REV B3W L&M FUtL FULL REV REV LOR TOTAL FULL PRICE RE1d VALUE SHARE SHARE SHARE SHARE SHARE SHARE SHARE SHARE SHARE SHARE SHARE SHARE SHARE SHARE HICKAM AFB, Ht 31% 67% 7% 24% 1% 1% 19% . 70% . E% 20% 1% 1% 0% 0% FORT SHAFTFR, HI 80% 59% s% 30% 1% 2% 20% 69% 6% 22% 2% 1% 0% 0% SCHOFIELD BARRACKS, Ht 64% 60% 10% 23% 1% 5% 36% 56%. .'11% 28% 4% 1% 0% 0% - HAWAfl REC31OPr (?? 76% 63% 8% 26% 1% 2% 24% 65% ` S'1. 24% 2% 1% 0% 0% B&W.. PM RJR PRICE PRICE PRICE C.bM PRICE LOR PRICE COMMON WEALTH STAR PRICE VALUE . VALUE VALUE VALUE VALUE VALUE VALUE SHARE SHARE SHARE SHARE SHARE SHARE SHARE 57% 17% 18% 7% 1% 0% 0% 63% `. '17% 16% 3/4 1% 0% 0% 639Pi 14'Jf. 17% 6% 1% 0% 0% 59% 16Y. 22% 2% 1% 0% 0% 53Y. 18% 17% 11% 1% 0% 0% 18% 5% 1% 0% 0% BbW.: PM RJR L&M LOR COMMON STAR PRICE PRICE PRICE PRICE PRICE WEALTH PRICE VALUE VALUE VALUE VALUE VALUE VALUE VALUE tZBL Z69TS

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