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Newpaper clippings from 1962 describing a move by the Air Force and potential move by the Navy to ban the distribution of gift cigarettes to its personel in hospitals. One article takes a negative view of this decision, the other is more factual. The last clipping describes a speech given by the Vice President of the Tobacco Institute Inc. saying that scientific research has "failed to support the theory that smoking plays a major role in lung cancer."
Tribune article (Hastings, Nebraska) from March 22, 1963 on a study of the effects of smoking on human health. Questions if the findings of the study should lead to government action and stricter smoking policies in Nebraska. Reports that the Public Healt study puts the $8 billion tobacco industry as well as the "peace of mind" of 65 million smokers in the U.S. at stake. Mentions the possible negative effects of tobacco consumption and that the U.K. has already taken measures to reduce smoking, such as restrictions on cigarette advertising and vending machines. Reports that the only governmental action against cigarettes in the U.S. has been a ban on the distribution of free cigarettes to patients in Air Force hospitals and the inclusion of cigarettes in Air Force lunch boxes. States that the Air Force started to educate its personnel on the relationship between smoking and lung cancer, pulmonary and cardiovascular diseases. Summarizes that there is still controversy about the actual effects of smoking but statistical evidence shows that lung cancer mortality rate is ten times higher for smokers than for nonsmokers.
Press release announcing the "appointment of Dr. J. Morrison Brady as an Associate Scientific Director of the Tobacco Industry Research Committee" to administer research grants in "tobacco use and human health" along with Dr. Little & Dr. Robert C. Hockett. Provides info on Brady's qualifications and background.
Demographic report to develop Benson & Hedges' 1982 marketing plans from A.J. Cohen, assistant brand manager. Marginalia indicates desire for a tighter recommendation and desire to use the report as background information. Finds market differences among Mexican, Cuban and Puerto Rican Hispanics and of other consumes of the same ethnicity residing in different parts of the U.S. Finds South Bronx to be most poor of all territories with no carton sales, 99% pack sales, and only in Stuveysant area were cigarettes sold individually. Single cigarettes were available for five most popular brands. Document finds most popular brands in Bronx to be Marlboro, Winston, Kool, Newport, Benson & Hedges, and Kent. Not methodology reported for market survey. Finds trend toward lights increasing. Newport is star among young smokers. Argues that two-for-one incentives, sampling and heavy advertising are reasons retailers cite Newport as an up-and-coming brand. Document details Marlboro is the only Phillip Morris brand with point of sales pieces tailored to Hispanics. Additionally, "macho" man with phrasing in Spanish is placed for Winston's. Argues signs target Spanish segment featuring special style of dominoes played by Dominicans. Document describes that cigarette outlets serve as fronts for games of chance which are popular in NY. Special promotional activities including "instant win" factors are reported to be popular in ethnic areas. Notes prominence of KOOL salsa festival. Distinguishes South Bronx from other areas of New York although market conclusions much the same. Document notes all cigarette companies except American Tobacco "currently have specific outdoor campaigns for major brands tailored to the Black market" (100488714). Union City New Jersey market describes cigarette sales in liquor, drug and stationary stores restaurants, groceries and candy store. Newport again the "surprise" brand taking off de to promotions and sampling. Houston has a high concentration of Black and Mexican accounts. Texas is termed "the convenience store capital" (1004887719). Describes variety of counter displays. McAllen, TX. Describes southernmost tip of Texas at border. Describes border crossing movements. Notes cigarette outlets are miles apart. 15% of retailers are family-owned groceries. Strong sellers in McAllen are popular brands in Mexico. Concludes Mexican shopper who relocate to US continue smoking these bands. Chicago, IL. Market check concentrated in Southside Black and Spanish neighborhoods. Limited floor space means pack sales are high. Phillip Morris visibility is high with strong Marlboro aimed in Spanish and Virginia Slims at Black neighborhoods.isplays in detail for each location. Describes importance of incentive and community festivals in Texas such as Juneteenth Day.
Details the objectives of a product promotion plan targeting the military for the fourth sales cycle (July-Aug)of 1973. States that national advertising for Parliament, Virginia Slims, Marlboro Lights, Marlboro 100s will be placed. Describes desired methods for sales preparation & selling; distribution; merchandising, use of military incentives. Mentions the use of "Maxwell Report" as a source for identifying new brands for distribution, since this report has "strong credibility with most military buyers."
Describes differences between military and civilian decision makers. Former are said to be more influenced by consumer demands than profit, while the reverse is true for the latter. See also #1002351527/1529 and #1002350808/0810
External forecast produced by RJR. Charts consumer demographics and projections for smoking ages, (including 14-24) values, sex roles and smoker environment. Charts demand for menthols by African Americans, whites, and young adults. Charts competitive market and new brands from Philip Morris and market share by brand. Forecasts taxes, future bans on advertising, and incidence of smoking. Discusses new product, Real, to compete with PM's Merit.
Guidelines for target definition. States priorities to attract smokers at first possible opportunity, whether FUBYAS or switchers, and to maximize long-term loyalty. Examines market dynamics and switching behavior. Categorizes brand type: Coolness, Virile, Concerned/Savings, Moderation. Profiles smoker according to brand. Studies market dynamics from age of adoption, through moderation, to switch to savings/concerned. Does not define age range for FUBYAS; 18-24 is used as a range distinct from FUBYAS.
Update Memo from Samuel D. Chilcotte of the Tobacco Institute to CEO Dr. Hughes of Brown and Williamson. Provides an extensive update on legislative lobbying activities. Placement of experts such as economists in key constituent member meetings, and generation of letters to be sent to oppose regressive taxes on cigarettes. Heavily redacted portions.
RJR memo, with handwritten forwarding instructions, regarding 1982 Black Market Report. Discusses differences in sales and consumer trends, including teenage usage (under 18 years] not reflected in consumer data but included in audit sales. Recommends data for identifying demographic sub-groups representing strategic opportunities for Special Marketing Plans directed against Blacks.
Report from Myron Johnston to Dr. Robert B. Seligman re: trends and demographics of young smokers. Claims that demographic and social trends will be working against the industry by 1985. Cites decline in teenage smoking, decline in average daily consumption of teenage smokers. Points out that the number of 15-19 year olds are declining. States that 20-24 year olds are also declining, while 45-54, the group most likely to quit smoking, is increasing. Claims that decline in teenage smoking among boys is sharper than girls. Speculates that the decline in smoking among blacks is responsible for the decline in Kool's market share. States that the Northeast has the highest prevalence of teenage smokers, the West has the lowest. Concludes that decline is due to perceived health hazards and peer pressure not to smoke.
Memo on Smoker Share vs. Volume Share, based on Tracker and MSA data. Discusses differences in smoker share and volume levels for several key brands. States Winston smokers are heavier consumers, probably due to demographic profile: male, 25-49. States Salem smokers are lighter consumers. States that Marlboro has a large representation among smokers under 18, but Tracker doesn't interview below age 18. States that Kool is similarly underrepresented because of its "ethnic skew."
Handwritten notes on Franchise, possibly to frame demographics. Gives list of best/worst attributes, accomplishments/regrets, themes for ads. Mentions Hispanic and Black psychographics.
Outline of "Ongoing Federal Tobacco Projects." Discusses strategies and actions concerning: the FDA, budget/taxation, tobacco program/exports, Bingamann Amendment, OSHA/ETS/IAQ, regulatory reform, veterans and smoking, appropriations, "legal reform/Medicaid/ related issues," fire-safe cigarettes, military sales, and FTC labeling. Indicates initials after each item.
Advertisement for "it's The Law" campaign. States 'We don't think they should smoke.' Describes programs intended to enforce laws prohibiting sales to minors. States information on signs and booklets to curb youth smoking. Includes RJR logo.
Position papers on many issues affecting industry. Lists issues and possible results, implications, when it will happen and source/rationale. Analyzes issues on health concerns, consumer satisfaction, RJR weakness, distribution, costs and advertising expenditure. Lists key external oriented issues. Analyzes concerns over carbon monoxide, anti-smoking technology, safe cigarettes, low tar cigarettes, government law on high 'tar', graduated cigarette tax, price elasticity, foreign competition, and smoking age population. Charts years and smoking age, population, growth area, black market, and female market. Analyzes market trends, cost of advertising, importance of retail space, issues of warehousing and trends of tobacco wholesalers. Summarizes issues and impact. Discusses youth (14-17) preference for Marlboro, and importance of the under 25 smoker group.
Highlights industry progress in responding to "the military's tobacco cessation program." Notes activities; information gathering, development of a survey instrument, securement of a military groups spokesperson, and identification of a "supportive" member of congress.
Presentation on why Brown and Williamson is entering the Hispanic segment. Notes that Mexican Americans are a key segment of U.S. Hispanics and are concentrated in the Southwest. Cites study showing that Hispanic identification is high. Hispanics have a high smoking incidence and are predominantly pack purchasers. Compares Hispanic smokers in the Southwest to Tex/Mex smokers.