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STEVEN T. SANDMAN Naticnai Accounts Manager 2554 S. Rocnester Road Rochester Hills. WI I 48307 810-853-1573 FAX: 310-853-!:793 October 4, 1996 All RJR Military Sales Managers All Representatives with AAFES Subject: Army & Air Force Exchange Plan-o-Grams. Note to ROU's: Please forward this letter and attachments to all RJR personnel responsible for calling on AAFES Chain ID 0106-00-00. Please find attached the most recent plan-o-grams supplied by AAFES headquarters for use in their retail outlets. While some percentages of space have changes on all sets, the most significant change is to the PM Cigarette Master POG (first sheet). Back in May/June a PM Master POG was sent to the retail stores that incorrectly gave us a disadvantageous position in the set. Stores were informed that the POG was incorrect; however, some stores may have reset according to the incorrect POG. This new POG corrects this problem. Please contact me should you have any questions or need any additional information. Sincerely, Steve Sandman National Military Accounts Attachments "We work for smokers: "

MP 91013 CIGARETTES MASTER PII - PHILLIP MDBRIS. LiUt • L2f7[3ElT. LOR • LflRRILARD JR • REY1VdLDS. Blf • BROWN A WILLANlSW PM SAV PM F P ~ PM F P v ., BW PM R VY sAV PF P P w~ c BW SAV ~IF p t F f BW SAV E t p v ' p t F ~u + BWSAV ,f Y• p t t s .LIAx'ATR. SPAC6 BY PBRCEIIT RBGARDLBSS OF FIXTURE SIZE ! 51804 4077 TOTAL SHARES 2 1 SLOI'S 7t I SLOTS % I SLcrPS PH 1s . 56 , 28 , 120 , 41 , 1'7 4: BW 2:t , 99 , 5 . 21 , 28 , 120 RJR H, 34 26 , 1u , 611 t.M 'i , 21 d , (. , 2(i LOR 1, d, 8, 1•1 , ') , 3A SAVtiK;S PRENIUM t/POA'1'R 1'o :ui7 •P4. t 0

PLAN-O-GRAM 1)t':I".I0•I'MIa1'I' ('I.AS5 I: I I: 1'I II!1? lll:1 c:I I'I' '/ t" MP 91013 CIGARETTES CONUS SAV - S:1V11I/;S• FE' - F111.1. PNICI:, PM ' f'1{ [ L1. i I' MchRR t S, I.1 . ld)N Lc)RRI.I.ARD, I?.)1) R1:YtlOldri, BW = BRfiW11 G W 11.1. 1 AMSt)II PM c.l .: H./ P BW we LOR ~. r PM F SAV ;;~ ~ SAV E F P F P PM i t JR BW a OR RJR PM SAV ;; AV SAV p F P F P F P PM ~f RJR BW w Fl JR PM F SAV '` AV SAV ~ f F P P PM [. ( `. P.l ! D W L~ t? L: ' c.l PM F P AV ;: ~ SAV F E F PM t I • P1 BW N ~F' F 1 PM F P SAV 4 ;i SAV a F f F F F PM F./ t.t~ BW fF' FI L! PM F P SAV ~: ;; SAV F ~ ~ SAV i I I~ )ti I'M 1 t , cct~ , 1V4 R,)P i.h1 1.1 H? 51804 4078 P1? 1? M 111 h1 ' I'1 v1'AL S l l AI? lti .. , I'. 1 '{ . 1IPI)A'1•I? .. ',11: •6,•

PLAN-0-GRAM MP 91013 CIGARETTES CONUS SAV = SAVINGS, FP = FULL PRICE, PM = PHILLIP MORRIS, LIG = LIGGETT, LOR = LORRILARD, RJR = REYNOLDS, BW = BROWN & WILLIAMSON LIG RJR BW LOR RJR F PM SAV gW SAV PM F P SAV SAV F P F P P LIG RJR BW LOR RJR F PM SAV gW SAV PM F P SAV SAV F P F P P PM SAV LIG RJR gW SAV BW LOR I RJR PM F P SAV SAV F P F P F P LIG RJR BW LOR RJR PM SAV SAV SAV BW SAV I FPIFPIF PI PM F P LIG RJR TjOR F BW RJR PM SAV SAV SAV BW SAV J F P P F P PM F P PM SAV LIG LOR RJR BW SAV Bw LOR F RJR LIG PM F P sAV SAV SAV F P P F P F P 5'1 t r DEPARTMENT CLASS C SAVINGS PREMIUM TOTAL SHARE FIXTURE HEIGHT 84" % # SLOTS % # SLOTS % # SLOTS 16 FEET PM - 13 , 257 , 28 , 554 , 41 , 812 BW - 23 , 455 5 , 99 , 28 , 554 RJR - 8 , 158 8 , 158 , 16 , 317 LM - 5 , 99 . 1 , 20 , 6 , 119 LOR - 1 20 8 158 9 178 i 80b t08iS , . , , , ~ P ~ UPDATE 2 AUG 96

PLAN-O-GRAM MP 91013 CIGARETTES CONUS 51804 4082 SAV :;AVIIIs75, I f " F'11L1. PI21VR, PM PfIiLLIP MORR15 , LIc.; = LIsIC-I :'I"I', 1.01? L;)RRiLRRD, R.1R - RRYIWLDS, RW [iRcK+Vfl & WI LLIAMSOII PM SAV WFO RJR SAV BW S j~V fi p F ILOR F P RJR F P PM F P III PM SAV y~ RJR SAV BW S AV ~ F LOR F P RJR F P PM F P V PM SAV ti J V RJR SAV BW SAV I N P F LOR F P RJR F P PM F P PM SAV s~~ RJR SAV BW SAV ts p F LOR F P RJR F P PM F P PM SAV y~~ RJR SAV BW SAV F F LOR F P ~ RJR F P PM F P , PM SAV ''1s' LUR RIR BW SAV [;W F LUR F I?.tR F 1.1(. F PM F P s.:v S~v x.v p P P P I)I:I'AW1'Ml:fl'I' s'I«s:::; A F I ~'I'tlKls IIi':It41'I' '/ I" IIPUP:1'I: .. PM 13W R.IR LM LOP SAV f 110,1; PI21.M I[IM 'P()'1'AL 311nRf: , It :;L.M'S 1! SI.cYi'ti It , In,: 21 , l 1.: stIO : I ti N11t ; '10.

PLAN-O-GRAM MP 91013 CIGARETTES CONUS SAV tiAVIIIc;S, Rf' 1•'ULL PRir.t?, PM - PIIILLiP MORRIS, LIc; = LIc;<_7F'I"1', I.UR BW - BROWI! & WILt.IAM5O(1 51804 4083 Lt)RRtIJ1R1), R.1R - RRYll()l.l)S+, PM SAV Ur, I RJR SAV BW SAV I~ P F LOR F P RJR F P PM F P PM SAV JR SAV BW SAV w F P LOR F P RJR F P PM F P PM SAV Ll• ~`aV JR SAV BW SAV w P p LOR F P RJR F P PM F P PM SAV ;A,; RJR SAV BW SAV 1 p F R F P RJR F P PM F P PM SAV ;aV RJR SAV BW SAV w F F OR F P JRJR F P PM F P PIv1 SAV Oay I SA~ RJR SAV BV11 5AV 1"F OR F P J JR F Y '""F YM F P U[?N1It'1'MBII'1' c:1JA:;5 S F1 Y'I'iIIZL S/1VLIIt;ti PREMIUM '1'O'I'AL St1ARR :5 q SL(Yf:S .. If St.t)'I':: •. It PM t 3 , 4Ri+ ,::R , 1 t1$R , .11 , t') 0) 13W .11 , 8/. 1 , 1 , , 1 11 / , ~; a , l. 01:2 RdR t3 , ttlu tnU , 1 c, [,M 'i t'J LUR 1 !nn 111'UA'I'f; ,. :II4: •',,

PLAN-O-GRAM MP 91013 CIGARETTES CONUS R,.'r ::TVlilc;:., i i ' I III.L L'Rlc'i, PM PHLLLf[' MURRTS, LIC I.cif? I.c)RNIIJ~R17, R~1R PI:'ltlc~I.I)::, RW - fiRt)WII & Wf LLfAMSt)II PM SAV LIG RJR BW SAV BW LOR F RJR F PM F P SAV SAV F P P P PM SAV LIG RJR BW SAV BW LOR F RJR F PM F P SAV SAV F P P P PM SAV LIG RJR BW SAV BW LOR F RJR F PM F P SAV SAV F P P P PM SAV LIG RJR BW SAV BW F LOR F RJR F pM F P SAV SAV P P p i.. r,~I F3G RJR r.r., -,rt7 ` BW F t~1R F RJR F r~. . ~ .. ". . . SAV SAV `... ` : . P P P PM SAV LIG LOR RJR BW SAV BW F LOR F RJR F LIG PM F P SAV SAV SAV P P P F P I)!til'i!I?1141:11'l' 4:1.itti;i f: SAV f IIc;5 L'RE:MIUM TOTAL S11:1L?E 1 I7'1'u(df: 1:11 PI{I:'I' Ill:lc:-t'r r t" f'M a sl.i,'rs It BW 7.; , ,'!I , '~ , 1::•I , :.a L?%IR tt , t•i.i LM IIhUP:i'I•: . '11, : it. tt :;L.o'rs , InI'i c.'i„

01 1 1 !. ., t:(. ' tc WItT1~'Jrl<i •04. :+tt%. J.IN(1<il1 ' i~'~ 1 ' 2 1 Wd :': )I] i AVS d 3 wa d 3 a.~ a 3d AVS Me A'~ AV ^ ' AVS 9I I 2I!`2l ~O~ a 2i 2iIr1Po 1 wa : a .~ w a a.~ d 3 a 3 AVS M g "y . nvs AVS ~rs 2I07 Me ~ tr~ DIZ Wd d2 Wd d 3 d 3 a a AVS MS nYS Av nVS 21r2I 21o'I Mg 2~r2i ~I'I Nd d.~ Wd d<3 d<3 a a ., AVS MII A~'S A~r I AVS dr2i 2io'I M$ 2iP2i '" Wd d 3 Wd d 3 a ' 3 d 3 n~s Mg AVS n AVS 2Ir2I 21o I MS urs DI'I wd a 3 wa d'4 d ' 3 d 3 n~rs Me AVS Ay n~tS ~ j'~ ?IO I Mfi Zjru ~I wd 1lt,5WV 1'I'11 M Y Ilt•+.u~la 1 'S(i'IUIIA:IrI • 21t41 'Q21V'1Ir18U! ri()'i o1'1 '::riINtm .11'1'In1<1 = W(I ';l:)1N<l '1'Irt•a - <I.•1 'S:,IJ1Ati5 AVS .I:ri'rl:l u I nl i. .1.11:~1:1l1 'rlrltl.l.::1.•I 0 S`eV1:) .1.1I:a1U.NV~l:lcl

PLAN-O-GRAM MP 91013 CIGARETTES COIJUS 51804 4080 :W: I'I21Ct;, E'M - f'HILLII' MORRIS, Llt, L[+;c;1?'i"I', i.t~i~ I.~)11121f.!\I21!, R.fl? (l1?Ylloi.l)5, RW RNt)WII & W11.(.IAPi::c1ti LIG RJR BW LOR RJR PM SAV BW SAV PM F P SAV SAV F P F P F P LIG RJR BW LOR RJR F PM SAV BW SAV PM F P SAV SAV F P F P P LIG RJR BW LOR RJR F F•M SAV BW SAV PM F P SAV SAV F P F P P LIG RJR BW LOR RJR PM SAV BW SAV PM F P SAV SAV F P F P F P LIG RJR BW LOR F RJR PM SAV SAV SAV BW SAV • F P p F P PM F P PM S71V Ic LOR RJR BW SAV RW LOR RJR Lzc PM F P SAV AV SAV F F F P F P F F IlI?I'AP'1'MRI1'1' <:1./>t;:; C I-I :±'1'I1R1: 11RI(:I1'r '74" 1', viarr SAV i [Ic ;S PRFMI(JM ': It :;LIYPa ^ It Sl,'1'1'S PM 11 3 ':•.'.1 , (3W RJR 114 LOR I 'rt)TAL SfIAP.B '4 It Si..(Y('S 40 , ? r: Fi I ~~ , i11t1