Roswell Abstracts
Roswell Abstracts
This is by no means a complete list; the Roswell Park Cancer Institute abstract project continues. We will be attempting to link the abstracts to the source documents.
Last Update: 5/5/99
For further information contact:
Dept. of Cancer Prevention, Epidemiology & Biostatistics
Roswell Park Cancer Institute
Elm & Carlton Streets
Buffalo, N.Y. 14263
716-845-8981
716-845-8487 (fax)
Advertising and Marketing
1) Cigarette Brand Preferences Among Teenage SmokersR.J. Reynolds Tobacco Company http://
Date: 19930721
Author: Neadle Dexter
Source: Texas AG
Trial: 512675183-512675188
Bates=512675183-512675188
Advertising and Marketing TM: None None None
Audit's and Survey's 1993 study of Cigarette Brand Preferences among Teenage Smokers. Defines smoker as 12-17 year old who smokes. Estimates projected smoker population to be 2.6 million out of a general 12-17 population of 20.7 million. Finds Marlboro is the brand of choice, Newport the second and Camel the third.
2) [Re: Response to Letter Dated April 26, 1979]
R.J. Reynolds Tobacco Company http://www.lorillarddocs.com/
Date: 19790529
Author: Hobbs Wm D
Source: Minnesota AG
Trial: 03535566-03535568
Bates=03535566-03535568
Advertising and Marketing TM: None None None
RJR letter from William Hobbs to Joseph Califano, Secretary of HEW, regarding children smoking. Names variables which influence smoking initiation- peer pressure, etc. Claims advertising's influence is uncertain, and that even advertising bans have had no effect on long-term upward trend in smoking. Claims tobacco industry is not marketing to young people.
3) Originals for Turk Test Market Proposal: Presentation - May 4, 1973
R.J. Reynolds Tobacco Company http://
Date: 19730504
Author:
Source: Mangini litigation
Trial: RJR464367-RJR464389
Bates=RJR464367-RJR464389
Advertising and Marketing TM: Young adults Youth Men
Originals for Turk Test Market Proposal, 1973. Presents evidence of the importance of young adults (particularly male) for Camel. Reviews population, smoking incidence, share of market, and segment distribution for 14 - 20, 18 - 34 year olds, 18 - 20 year olds. Data gathered by NFO, National Family Opinion. Reviews effectiveness of "Turk" vs. "Can You Spot" campaigns, i.e., average recall by age, Camel smokers, etc. Outlines media spending.
4) Marlboro Hispanic Promotions 1988 Marketing Plan
Philip Morris Cos., Inc. http://www.philipmorris.com/
Date: 00000000
Author:
Source: Minnesota AG
Trial: 2040942598-2040942603
Bates=2040942598-2040942603
Advertising and Marketing TM: Hispanics None None
Marlboro Hispanic Promotions 1988 Marketing Plan. Gives the history of Marlboro's involvement in Hispanic festivals, amateur baseball and soccer, mexican rodeos and a national soccer event. Recommends introducing the music entertainment sponsorship, discontinuing amateur soccer involvement, and planning a Latin music tour program. States objective as developing a target Hispanic audience.
5) Is Cigarette Advertising a Major Reason Why Kids Smoke? No.
Lorillard Inc. http://www.lorillarddocs.com/
Date: 19830000
Author:
Source: Minnesota AG
Trial: 85649080-85649081
Bates=85649080-85649081
Advertising and Marketing TM: None None None
Print ad promoting Tobacco Institute's publication entitled, "Answers to the most asked questions about cigarettes." Presents the tobacco industry's position that advertising does not cause kids to initiate smoking. Argues that peer pressure is the primary cause.
6) Re: Teenage Smokers (14-17) and New Adult Smokers and Quitters
R.J. Reynolds Tobacco Company http://
Date: 19801114
Author: Moore J R
Source: Mangini litigation
Trial: 501757367
Bates=501757367
Advertising and Marketing TM: None None None
Memo from J.R. Moore referring to third report on Teenage Smokers 14 - 17 and New Adult Smokers and Quitters. Argues that the data is a natural by-product of tracking adult smokers. Warns that it is not to be used to plan marketing strategy.
7) Subject: Merit Ethnic Research
Philip Morris Cos., Inc. http://www.philipmorris.com/
Date: 19810513
Author: Bonhomme Jeanne
Source: Minnesota AG
Trial: 1002417227
Bates=1002417227
Advertising and Marketing TM: African Americans None None
Memo regarding Merit Ethnic Research. Refers to attached questionnaire directed at black menthol smokers. Reveals that the subjects will be shown mainline Merit Menthol ads, as well as black media ads, then questioned on recall. Outlines methods for comparison of both ads.
8) Subject: Younger Adult Smokers--Terminology
R.J. Reynolds Tobacco Company http://
Date: 19800911
Author: Hall L W Jr
Source: Mangini litigation
Trial: 504075896
Bates=504075896
Advertising and Marketing TM: None None None
Memo from L.W. Hall, Jr, RJ Reynolds , concerns terminology used to refer to younger adult smokers. Asserts that RJR's marketing activities are to convince existing smokers to choose RJR brands, not to motivate minors to start smoking. Warns that refernces in written communication about younger adult smokers might be misconstrued. Blanks out text with the message "privleged material redacted." Concludes with suggestion of using the new terminology in speech, to develop good habits.
9) Subject: MDD Report on Teenage Smokers(14-17)
R.J. Reynolds Tobacco Company http://
Date: 19800722
Author: Long G H
Source: Mangini litigation
Trial: 508453894
Bates=508453894
Advertising and Marketing TM: Youth None None
Memo from G.H. Long to E.A Morrigan, Sr of RJR. Regards the MDD report on teenage smokers (14-17). Reports that Philip Morris has a share of 59 with Marlboro having a share of 52. States that RJR continues to decline, from 21.3 to 19.9. Hopes thet planned activities will reduce or correct these trends.
10) Planning Assumptions and Forecast for the Period 1978-1987+ for R. J. Reynolds Tobacco Company
R.J. Reynolds Tobacco Company http://
Date: 19770321
Author:
Source: Barnes litigation
Trial: 500251916-500251939
Bates=500251916-500251939
Advertising and Marketing TM: None None None
Secret RJR document, Planning Assumptions and Forecast for the Period 1978 - 87+. Assesses general business climate, smoking and health, regulation and taxation, raw materials and processes, products. Predicts trends and lists actions to be taken. Notes upcoming "under 35" group to become dominant. States "even at current levels, every facet of the juvenile market may expect to be depressed." Notes opportunity to capitalize on "emerging nations" foreign market. Notes declining birthrate indicates decreased cigarette sales in 15 - 20 years. Examines anti-tobacco efforts.
11) [Re: Camel Underage Market Data]
R.J. Reynolds Tobacco Company http://
Date: 19920316
Author: Griscom Tom
Source: Mangini litigation
Trial: 512027239-512027240
Bates=512027239-512027240
Advertising and Marketing TM: Youth None None
R.J.Reynolds compilation of Camel market data. Lists percentage of Camel volume underage. Defines age range as 8-17 with 8-11 year olds estimated. Reports Camel's share of market with underage smokers as 7.9%. Draws data from the National Insttitue on Drug Abuse, and Market Science Associates.
12) What Causes Smokers to Select Their First Brand
R.J. Reynolds Tobacco Company http://
Date: 19740000
Author: William Esty Company Inc
Source: Mangini litigation
Trial: 501122903-501122908
Bates=501122903-501122908
Advertising and Marketing TM: Youth None None
Study on brand selection for new smokers. Gives the starting age for men as 50% before age 18, lists reasons for starting including peer pressure, image, nervousness relaxation. Reports Marlboro and Kool as most frequently selected brands for first time smokers under 18.
13) A Tobacco Institute Interim Communications Plan Addressing Four High Priority Issues
Tobacco Institute http://www.lorillarddocs.com/
Date: 19831115
Author: Communications Committee
Source: Minnesota AG
Trial: 03521195-03521214
Bates=03521195-03521214
Advertising and Marketing TM: None None None
Tobacco Institute Interim Communications Plan. Identifies four high prority issues with potential to damage the Tobacco industry. Identifies youth smoking, environmental smoke, smoking in the workplace and taxation of tobacco. Recommends a campaign of information dissemination, including print ads in teen magazines, articles in high school newspapers on peer pressure and good decision making, and ads in tobacco trade journals.
14) Younger Adult Smoker Opportunity
R.J. Reynolds Tobacco Company http://
Date: 19870000
Author:
Source: Mangini litigation
Trial: 506664499-506664558
Bates=506664499-506664558
Advertising and Marketing TM: Young adults None None
Younger Adult Smoker Opportunity. Reviews RJR's critical need to attract younger adult smokers. Gives objectives as marketing programs to younger adult smokers and and developing new technologies targeted at these smokers. Worries that the advertising ban would severly limit RJR's ability to introduce a new brand or attract younger adult smokers. Identified younger adults as 18-20 year olds.
15) Subject: Younger Adult Smoker Opportunity Analysis - New Brands
R.J. Reynolds Tobacco Company http://
Date: 19800929
Author: Hall L W Jr
Source: Mangini litigation
Trial: 501340949-501340950
Bates=501340949-501340950
Advertising and Marketing TM: Young adults None None
Younger Adult Smoker Opportunity Analysis compiled for RJ Reynolds. Recommends not using new brand names that are targeted against younger smokers, such as " Zack" "Luke" or "Maverick". Recounts that these brands all failed, while Marlboro, with it's strong young adult folllowing, started out with 25-49 year olds. Opines that peer group influence has primary effect on young adult brand choice. State that young adults do not want to risk ostracism. Theorizes that promoting established brands to young adults will be more succesful.
16) [Re: Existance of Child Consumer Study]
Tobacco Institute http://
Date: 19780306
Author: Kornegay Horace R
Source: Mangini litigation
Trial: 500943845
Bates=500943845
Advertising and Marketing TM: Youth None None
Letter from Horace R. Kornegay of Tobacco Institute to Paul G. Rogers, Chairman of subcomittee on health and the environment. Responds to inquiries. States Kornegay is unaware of member companies conducting a consumer study regarding children. Maintains he will keep the subcommittee informed.
17) Concept Paper -- Merit Plant Promotion
Philip Morris Cos., Inc. http://www.philipmorris.com/
Date: 00000000
Author:
Source: Minnesota AG
Trial: 1002391954-1002391956
Bates=1002391954-1002391956
Advertising and Marketing TM: Middle Class None None
Merit promotion plans for a plant theme premium giveaway, Speculates that gardening is popular with target audience of white collar upwardly mobile, middle class smokers. Considers a gardening kit,plant tip booklets, a book of famous gardens as premium items.
18) CPY5 - Subject: Project 16 English Youth
Imperial Tobacco Limited http://www.bw.aalatg.com/
Date: 19771018
Author: Kwechansky Marketing Research Inc
Source: Minnesota AG
Trial: 566627826-566627935
Bates=566627826-566627935
Advertising and Marketing TM: Youth None None
October 1977 Kwechansky Marketing Research, Inc. for Imperial Tobacco Company, on "Project 16" or English Youth. Surveryed teens in Canada (Peterborogh & Tornoto) regarding smoking initiation, influences on smoking, smoking behavior patterns, role of the family, smoking and school, and responses to both cigarette and other ads---Hires Root Beer, Wrigley's Gum, etc. Attributes greatest influence on smoking behavior to peer group, particularly ages 11 - 13, ceasing to have effect by age 16, the legal smoking age in Canada. Examines curiousity and forbidden fruit aspects of initiation. Notes experimentation with smoking as early as age 5, usually 7 - 8, serious start at age 12 - 13. Notes that non-smoking peers, espicially those who have quit, are respected and admired.
19) Misty Jewelry. Very Sassy.
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 00000000
Author:
Source: Minnesota AG
Trial: 450130894
Bates=450130894
Advertising and Marketing TM: Women None None
Print ad: "Misty jewelry Very sassy." Offers jewelery in exchange for UPC's from Misty cigarettes. Includs age certification form.
20) Subject: Cinema Advertising
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19830420
Author: Coleman J M
Source: Minnesota AG
Trial: 670667695-670667700
Bates=670667695-670667700
Advertising and Marketing TM: None None None
Brown & Williamson internal correspondence: information on cinema advertising. Outlines cinema advertising campaign for 1983. States 60% of adult movie goers are 18 - 34. States "Cinema advertising will help somewhat to deliver impressions to persons currently reached at low frequency levels." States Brown & Williamson currently has 33% of screens in the U.S. under contract. Examines efficiency of cinema advertising and rates it highly. Gives production requirements, start and end dates of campaign.
21) Voluntary Initiatives of a Responsible Industry
Tobacco Institute http://www.bw.aalatg.com/
Date: 19830000
Author:
Source: Minnesota AG
Trial: 690139208
Bates=690139208
Advertising and Marketing TM: None None None
Voluntary Initiatives of a Responsible Industry. Covers two areas: advertising and youth smoking. Chronologically lists initiatives, such as including nicotine and tar measurements in brand advertising, display of warning label in ads. States it stopped all advertising and promotional activities in school and college publications and on campuses, adpoted cigarette advertising code prohibiting marketing to youth, offered to end radio and T.V. advertising.
22) Youth Smoking Story Ideas
Tobacco Institute http://www.bw.aalatg.com/
Date: 19830000
Author:
Source: Minnesota AG
Trial: 690129750
Bates=690129750
Advertising and Marketing TM: None None None
Youth Smoking Story Ideas. Lists five: Tobacco Institute sponsored advertising on youth smoking; Feature story on industry advertising practices, emphasizing steering clear of youth; "Adult Decision" op-ed pieces; industry sampling practices, and precautions taken to prevent sampling to those under 18; announcement of Institute youth smoking education program.
23) [Re:] Cigarette Advertising Code
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19650601
Author: Sales Department
Source: Minnesota AG
Trial: 680233106
Bates=680233106
Advertising and Marketing TM: None None None
Memo to all Brown & Williamson salesman regarding Cigarette Advertising Code. Requests compliance with code, particularly regarding sampling to persons under 21 and sampling and promotion on school, college, and university campuses. Emphasizes that sample cigarettes shall not be distributed to persons under 21 wherever activity is performed. States that division managers will review directions with sales persons who make calls to tobacco outlets on campus property.
24) Advertising Character and Slogan Survey November 1993
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19931100
Author: Roper Starch Worldwide
Source: Minnesota AG
Trial: 512674860-512674861,513892420-513892470
Bates=512674860-512674861,513892420-513892470
Advertising and Marketing TM: None None None
Roper report on research regarding level of awareness of Joe Camel and sources of that awareness among 10 - 17 year olds. Describes methodology. Examines product advertising, trade characters, reaction to trade characters. States 73% of youth interviewed register unaided awareness of Joe Camel, from billboards, magazine ads, and from T.V. States that youth who identify Joe Camel with cigarettes have negative news of cigarettes and smoking.
25) Marlboro Target Exploration: Understanding Generation X - August 1992
Philip Morris Cos., Inc. http://www.philipmorris.com/
Date: 19920800
Author:
Source: Minnesota AG
Trial: 2044806499-2044806555
Bates=2044806499-2044806555
Advertising and Marketing TM: Men Young adults None
Todays' Young Adult Male Smoker (YAMS). Presents view of this group, assessing demographic and other characteristics. Lists sources of information, such as Playboy Mantracker, current literature. Attempts to frame Generation X- individualistic, cautious, less focused on financial success. Discusses implications for advertising by mood, media, and masculinity. States this group often escapes into fantasy but hates phoniness; responds to high-tech, new media; sees masculinity as a blend of character strength and sensitivity.
26) 8293 - Richard W. Pollay Resp., Ex.
Non-Tobacco Company http://www.bw.aalatg.com/
Date: 00000000
Author:
Source: Minnesota AG
Trial: 566628169-566628176
Bates=566628169-566628176
Advertising and Marketing TM: Youth None None
Trial testimony of Richard W. Pollay. Establishes concern of cigarette industry about detrimental effect of smoking and health controversy and anti-smoking publicity, likely to result in reduced incidence of smoking. Examines various RJR MacDonald and Imperial Tobacco documents. Dr. Pollay affirms that RJR and Imperial do a lot of research with respect to youth, in every phase of strategic and advertising development. Quotes a document (AG-204): "Young smokers represent the major opportunity group for the cigarette industry We should therefore determine their attitude to smoking and health and how this might change over time."
27) [Re: Cigarette Product Formulation and Cigarette Marketing]
R.J. Reynolds Tobacco Company http://
Date: 19730400
Author:
Source: Mangini litigation
Trial: 500165434-500165439
Bates=500165434-500165439
Advertising and Marketing TM: Youth None None
Cigarette Product Forumulation and Cigarette Marketing. Expresses alarm at market share trend, young smokers smoking Marlboros two-to-one over Winstons. Discusses difficulty of building new brand without T.V. and radio support without major product innovation. States that most consumers claim to switch brands for health reasons. Explores trend toward lower tar and nicotnie levels. Attributes high Marlboro share to successful advertising copy approach. States "The best use of advertising media presents an interesting problem especially in view of the apparent need for reaching younger people as effectively as Marlboro seems to be doing." Suggests ads be positioned on sports and comics pages in newspapers, "even though it might be necessary to pay a substantial premium." Suggests increased media spending, outspending competition by $10,000,000 annually.
28) Subject: Project Plus/Minus
Imperial Tobacco Limited http://www.bw.aalatg.com/
Date: 19820507
Author: Kwechansky Marketing Research Inc
Source: Minnesota AG
Trial: 566627751-566627824
Bates=566627751-566627824
Advertising and Marketing TM: Youth None None
Project Plus/Minus- Canadian marketing report on juvenile smoking, including starting ages prior to 12, full smoking from 14 - 16. Finds that many junvenile smokers have their first cigarette before the age of 12, experimentally. Factors include social pressure, peer group behavior, desire to conform, insecurtiy, desire for maturity. Reasons that smokers over 18 use cigarettes to relax, as a social catalyst, to pass time, after eating, and accompanying alcohol. Reports that once a smoker becomes addicted, they rationalize the health hazards. Mentions that young smokers are aware of reported health risks, but see them as very far down the road. States that image is more important than other factors for young men, who like stronger tasting cigarettes. States that low tar or light cigarettes are seen as feminine. Includes factors for quitting, such as sports involvement, peer influence, health concerns. Reports that cost is only a minor motivation. Concludes that youth are strongly influenced by their peers in starting and staying smokers.
29) Comments About Study
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19791100
Author:
Source: Minnesota AG
Trial: 501020096
Bates=501020096
Advertising and Marketing TM: None None None
Comments about study. States study design, sample bias, impact of bias, how well study represents each company.
30) Tobacco Industry Data May Be Aired
Non-Tobacco Company http://www.bw.aalatg.com/
Date: 19860123
Author: Anderson Jack
Source: Minnesota AG
Trial: 542011639
Bates=542011639
Advertising and Marketing TM: Young adults Youth None
Washington Post article, "Tobacco Industry Data May Be Aired." Describes American Medical Association effort to have Congress ban all cigarette advertising. Refers to collection of secret industry documents acquired by the FTC in 1979. Recounts Brown & Williamson's denial of allegations that they market to youth. Discusses two Viceroy documents from the mid-1970's.
31) Additional Analysis of National Smoker Study
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19840130
Author: Admar Research Company Inc
Source: Minnesota AG
Trial: 670579860-670579880
Bates=670579860-670579880
Advertising and Marketing TM: None None None
Additional Analysis of National Smoker Study, performed for Brown & Williamson by Admar Research Company, Inc. Describes change in smoker preference for taste rather than low tar levels, particularly in the 21 - 34 young smoker group. Predicts share loss for ultra-light brands. Notes increase in multiple brand purchase. Describes smoking habits of weekend smokers and vulnerable smokers. Includes many tables.
32) Camel Advertising Development White Paper
R.J. Reynolds Tobacco Company http://
Date: 19860000
Author:
Source: Mangini litigation
Trial: 506768775-526758784
Bates=506768775-526758784
Advertising and Marketing TM: Young adults None None
Camel Advertising Development White Paper, submitted for Mangini. Discusses importance of younger adult smokers, stating "The future success of any cigarette brand is driven by its ability to attract younger adult smokers between the age of 18 to 24 years old," explains reasons for same. States Camel receives high responsiveness among younger adult smokers and gives evidence, such as t-shirt offer redemption. Lists strengths and weaknesses--strong in Camel's brand image as highly consistent with wants of younger adult males, such as independence, weakness, names as not contemporary, older. Gives guidelines for Camel's advertising development to achieve its desired positioning among younger adult smokers, primarily to differentiate against Marlboro.
33) Planning Assumptions and Forecast for the Period 1977-1986+ for R. J. Reynolds Tobacco Company
R.J. Reynolds Tobacco Company http://
Date: 19760415
Author:
Source: Mangini litigation
Trial: 500774773-500774792
Bates=500774773-500774792
Advertising and Marketing TM: Youth None None
RJR Marketing and Planning Report. Assesses trends in general business climate, smoking and health, regulation and taxation, raw materials and processes, products. Gives greatest attention to smoking and health controversy, manipulation of tar and nicotine levels, ongoing quest to develop a safer cigarette. Expresses concern regarding likelihood of increased regulation by federal government, expects to have to disclose additives, tar and nicotine levels. Suggests that new information about the adverse effects of smoking will impact smoking incidence. States "Evidence is now available to indicate that the 14 to 18 year old group is an increasing segment of the smoking population. RJR-T must soon establish a successful new brand in this market if our position in the industry is to be maintained over the long term."
34) [Re: Cigarette Brand Marketing]
R.J. Reynolds Tobacco Company http://
Date: 19890509
Author:
Source: Mangini litigation
Trial: 507279560-507279569
Bates=507279560-507279569
Advertising and Marketing TM: African Americans Hispanics None
Handwritten notes listing cigarette brands with various analyses of their marketing styles. Identifies Salem and Kool as aimed at African-Americans. Profiles best and worst charactersitics of Caucasion awareness, African-Americans and Hispanics.
35) Smoke Screen: Newton Cinema Shows Cigarette Ad at Kids' Film
Non-Tobacco Company http://www.bw.aalatg.com/
Date: 19830727
Author: Gaffney Dennis
Source: Minnesota AG
Trial: 690132148
Bates=690132148
Advertising and Marketing TM: Youth None None
Newspaper article recording the screening of a Kool cigarette ad prior to a matinee of "Snow White" in Newton, MA. Describes loophole in Public Health Cigarette Smoking Act of 1969, forbidding cigarette advertisements on any electronic communication under the FCC--movies are not under its jurisdiction. Brown & Williamson representative states that ads should not appear as G-rated movies. Implies that the public is unwilling to accept product ads in movies.
36) A Study of Ethnic Markets
R.J. Reynolds Tobacco Company http://
Date: 19690900
Author:
Source: Mangini litigation
Trial: 501989230-501989469
Bates=501989230-501989469
Advertising and Marketing TM: African Americans Jewish Hispanics
A study of ethnic market examines both African American and Jewish markets. Outlines African American market study. Describes African American population and employment. Lists 100 metropolitan areas. Explains media planning and radio and print. Lists and describes newspapers. Describes types of advertising. Describes guidelines for advertising. Describes profile of Jewish market and population. Lists Jewish metropolitan areas. Describes media planning. Shows media directory and describes merchandising. Lists expenditures of other tobacco companies on Jewish advertising.
37) The Merit Report: A Public Opinion Survey
Philip Morris Cos., Inc. http://www.philipmorris.com/
Date: 00000000
Author:
Source: Minnesota AG
Trial: 1002392159-1002392161
Bates=1002392159-1002392161
Advertising and Marketing TM: None None None
Public opinion survey for Merit. Report asks questions on current events, employment and personal taste.
38) Subject: Suggestion
R.J. Reynolds Tobacco Company http://
Date: 19891009
Author: Craver James
Source: Humphrey litigation
Trial: 507364504
Bates=507364504
Advertising and Marketing TM: Adults Youth None
Memorandum on suggestion of having gas coupons in cigarette packs and cartons because "almost everyone over the age of 16 owns or operates some type of motor vehicle." Speculates whether deal with oil companies could be arranged which would allow gas coupons in cigarette products. States savings would benefit young and old.
39) Camel Brand: A Targeted Marketing Opportunity
R.J. Reynolds Tobacco Company http://
Date: 19901128
Author: Battle Ed
Source: Mangini litigation
Trial: 509216028-509216032
Bates=509216028-509216032
Advertising and Marketing TM: None None None
Total Marketing (company name) proposal for RJR's Camel cigarettes. Lists objectives to develop promotion, to influence smokers and provide mechanism for measurement of results. Proposes "smooth character" advertising plan depicting Camel participating in a wide range of activities (fishing, racing, skiing.) States costs for marketing.
40) Camel Brand Promotion Opportunities
R.J. Reynolds Tobacco Company http://
Date: 19900504
Author: Total Marketing
Source: Mangini litigation
Trial: 509216033-509216056
Bates=509216033-509216056
Advertising and Marketing TM: Young adults None None
Camel brand promotion opportunities. Identifies attitudinal and lifestyle considerations for young adult smokers, both fun and utilitarian. Proposes Camel products including CBS cassette tapes of music, bought with proofs of purchase. Lists other products such as walkman case, tape wrap, headphones, sliders, and can coolers. Lists products such as stopwatches, toolkits, and jackets.
41) Re: NBER Models of Price Sensitivity By Age/Sex
R.J. Reynolds Tobacco Company http://
Date: 19821006
Author: Burrows Diane S
Source: Mangini litigation
Trial: 501432328-501432336
Bates=501432328-501432336
Advertising and Marketing TM: Adults Young adults Youth
Report by NBER of price sensitivity and age/sex. Discusses background of 1981 study. Finds that teenagers and young adult males are very price sensitive. Males over 35 have above average price sensitivity. Men and women 26 - 34 are immune to price. Calculates rate per day and importance to industry of 12 - 17 year olds, discusses "The Teenage Model." Concludes impact on males 35+ is most important. Includes tables and critique of results.
42) Subject: Price Elasticity Among Younger Adult Smokers
R.J. Reynolds Tobacco Company http://
Date: 19820920
Author: Novak Gregory
Source: Mangini litigation
Trial: 500151647
Bates=500151647
Advertising and Marketing TM: Young adults Youth None
Memorandum on price elasticity among younger adult smokers. Indicates forecasting group has found that younger adult smokers are very price sensitive and subsequent price increases could have three to four times the effect on smokers in general. States this could have effect on Marlboro as well as Project VB.
43) Younger Adult Smokers
R.J. Reynolds Tobacco Company http://
Date: 19870000
Author:
Source: Mangini litigation
Trial: 507181966-507182029
Bates=507181966-507182029
Advertising and Marketing TM: FUBYAS Young adult None
Compares marketing strategies of Jack Daniels, Budweiser, to cigarette marketing targeted at young adults. Emphasizes the peer/social group importance to smokers 18-20. Outlines their desires and motivations, with advice on how to market them. States that smoker mindset goes beyond demographics, group or segment membership. Emphasizes the importance of being current, living on the edge, belonging, excitement and sex. States that first usual brand young adult smokers are of strategic importance as replacement smokers.
44) Kess 16 de Septiembre Dallas Event Summary
R.J. Reynolds Tobacco Company http://
Date: 19890900
Author:
Source: Mangini litigation
Trial: 507525022-507505023
Bates=507525022-507505023
Advertising and Marketing TM: Hispanics None None
Describes "Kess 16 de Septiembre" (Mexican Independence Day) event held in Dallas, Texas, featuring rides, concession stands, and two stages. Notes inflatable Camel 30 float pack next to the stage, tent with 25 other vendors. Claims that Camel basketball game had to be moved to make it more visible. Lists amount of merchandise distributed. Touts a great success.
45) [Re: Children's Video Proposal for Camel Advertisement]
R.J. Reynolds Tobacco Company http://
Date: 19881209
Author: Kormos William J Jr
Source: Mangini litigation
Trial: 513612438-513612440
Bates=513612438-513612440
Advertising and Marketing TM: None None None
Proposal by Flanigan Enterprises to RJR to market video for children. States product can tap into younger market. Argues that video featuring live Camels and animation can promote goodwill by RJR, as well as gain market share. Proposes future sales in video stores and toy stores. Cites other companies who have done similar campaigning.
46) Smooth Move Tips
R.J. Reynolds Tobacco Company http://
Date: 00000000
Author: Trone Advertising Inc
Source: Mangini litigation
Trial: 506786589-506786591
Bates=506786589-506786591
Advertising and Marketing TM: Men None None
Trone Advertising, Inc., advertising proposal for Camel cigarettes. Shows Camel in hunting outfit with gun offering Camel cigarettes. Shows background with naked women and camp sign reading "Camp Wannaneck Girls Only!" Text has question with boxes checked answer. Includes descriptions.
47) Re: Idea Generation
R.J. Reynolds Tobacco Company http://
Date: 19820712
Author: Cox Alan R
Source: Mangini litigation
Trial: 503447090-503447093
Bates=503447090-503447093
Advertising and Marketing TM: None None None
Memorandum on idea generation for Camel cigarettes. States need for ideas for Camel and Winston to compete against Marlboro. Questions how to keep people buying Camels if they are not loyal. Questions how to get people to buy Winstons as "America's Best". Outlines ideas generated including "Camel Hunt" on Atari, or in arcades. Includes cover letter.
48) Subject: Camel's 75th Anniversary
R.J. Reynolds Tobacco Company http://
Date: 19870824
Author: Peggy
Source: Mangini litigation
Trial: 507843401
Bates=507843401
Advertising and Marketing TM: None None None
Memorandum on ideas submitted for Camel cigarettes. Explains one idea which had contest for employee kids and grandkids to see who could draw the best old Joe. Explains second idea where zoos would submit ideas to improve Camel exhibits to win a $5000 grant. Discusses third idea on having RJR night at the Barnum and Bailey Circus and having an employee as ringmaster.
49) Task
R.J. Reynolds Tobacco Company http://
Date: 19890000
Author:
Source: Mangini litigation
Trial: 506757956-506757965
Bates=506757956-506757965
Advertising and Marketing TM: Young adults None None
Marketing plan concepts for Camel cigarettes. Lists ideas for 1989 Camel marketing plan. Includes characteristics of Camel character and current events. Lists themes for Friday night. Includes five year plan of development including birthday and Friday night party concept.
50) [Re: Camel Merchandising Proposal]
R.J. Reynolds Tobacco Company http://
Date: 00000000
Author:
Source: Mangini litigation
Trial: 506882250-506882267
Bates=506882250-506882267
Advertising and Marketing TM: None None None
Merchandising proposal for Camel cigarettes. Includes Camel Oasis Music Festival, a ring toss game, ball toss game, a punching bag, basketball game, nightclub kit, dance contest, puzzles, stuffed camel, beach items, bags, and skate boards.
51) Subject: Australia
Philip Morris Cos., Inc. http://www.philipmorris.com/
Date: 19840529
Author: Zelkowitz David
Source: Minnesota AG
Trial: 2023265684-2023265686
Bates=2023265684-2023265686
Advertising and Marketing TM: Young adults Youth None
Observations from David Zelkowitz, Philip Morris International, on key business issues for Philip Morris Australia. Recounts the successful launch of Peter Jackson 30's. Mentions that the new packing will probably become the standard for the industry. Identifies Marlboro's problem as lack of appeal to younger smokers. Recommends concentrating on sampling and promotion to young smokers. Also discusses distribution of wine, Kahlua, and Hiram Walker.
52) Diez Y Seis Fiesta Event Summary
R.J. Reynolds Tobacco Company http://
Date: 19890900
Author:
Source: Mangini litigation
Trial: 507525020-507525021
Bates=507525020-507525021
Advertising and Marketing TM: Hispanics None None
Summary of Diez Y Seis Festival in Denver, Colorado and Corpus Christi, Texas. Festivals included rides, vendor booths, and entertainment. Touts Camel booth as most popular. Describes distribution of hats, cards, mugs, and packs. Describes Corpus Christi event featuring Camel tent. Both booths featured basketball game used to distribute premiums. States most of the visitors were Spanish speaking.
53) Final Old Gold Interviewing Guide November 8, 9, 13, 14
Lorillard Inc. http://www.lorillarddocs.com/
Date: 00000000
Author:
Source: Minnesota AG
Trial: 85395156-85395159
Bates=85395156-85395159
Advertising and Marketing TM: Switchers None None
Questionnaire aimed at gathering smoking history, brand selection, and switching, compiled for Old Gold. Surveys early attitudes towards smoking , reasons for brand selection, first brand smoked. Questions attitudes on sexuality, masculinity, peer group acceptanceand parental permission. Concludes with a comparison of competitive advertising and impressions of a revised Old Gold Package.
54) Subject: Aging 18 Year Old Smokers into NFO Panel Data
R.J. Reynolds Tobacco Company http://
Date: 19811208
Author: Barnes Midge
Source: Mangini litigation
Trial: 503412316-503412318
Bates=503412316-503412318
Advertising and Marketing TM: None None None
Memo from Midge Barnes, regarding aging 18 year old smokers into NFO panel debate. States that current under 18 smokers are aged into NFO panel data at age 18 as new smokers. Recommends classifying under 18 year old smokers as continuing smokers to preserve accuracy in the data.
55) R.J. Reynolds Cigarette Industry Volume Forecasting System
R.J. Reynolds Tobacco Company http://
Date: 00000000
Author:
Source: Cordova litigation
Trial: 502661958-502661963
Bates=502661958-502661963
Advertising and Marketing TM: None None None
Volume forecasting system developed by RJ Reynolds and Data Resources, Inc. Bases model of domestic volume sales of cigarette industry. Structures the model on cigarette sales volume as a function of demographics plus other factors. Includes poulation, incidence and rate of cigarette consumption. Tracks smokers age 14-17, but assumes that no one under 14 smokes.
56) Re: Project LF Potential Year 1 Marketing Strategy
R.J. Reynolds Tobacco Company http://
Date: 19871015
Author: Miller J H
Source: Mangini litigation
Trial: 50936376-50936378
Bates=50936376-50936378
Advertising and Marketing TM: Youth None None
Memo from J.H. Miller of RJ Reynolds discussing Project LF potential 1 year marketing plan. Defines Project LF as a wider circumference non-menthol cigarette targeted at 13-24 year old male Marlboro smokers. Mentions that Project LF is being considered as a Camel line extension. Includes a list of sales regions divided into priority and remaining markets.
57) Marketing Department Key Issues - Position Papers
R.J. Reynolds Tobacco Company http://
Date: 00000000
Author:
Source: Mangini litigation
Trial: 500387795-500387860
Bates=500387795-500387860
Advertising and Marketing TM: None None None
Position paper on key issues from the marketing dept. of RJ Reynolds. Projects market impact of important trends/issues and when they will happen. Identifies social trends, population trends, governmental restrictions and taxes, health concerns, changes in cigarette design and changing demographics as key issues.
58) Smoking and Youth
R.J. Reynolds Tobacco Company http://
Date: 19890925
Author:
Source: Humphrey litigation
Trial: 507641089-507641093
Bates=507641089-507641093
Advertising and Marketing TM: None None None
Smoking and Youth Strategy Proposals. Identifies two bills pending in Congress, aimed at protecting children from tobacco. Claims that anti-smoking activists are trying to rationalize restrictions on the tobacco industry. Proposes a four part strategy addressing Government relations. Recommends using all available communication vehicles to promote the industry's policy against youth smoking.
59) [WNEW Radio Interview]
Non-Tobacco Company http://www.philipmorris.com/
Date: 19690205
Author: Moss Frank Sen
Source: Minnesota AG
Trial: 1001817994-1001817997
Bates=1001817994-1001817997
Advertising and Marketing TM: None None None
Quotes regarding the Federal Communications Commissions' proposal ban on television and radio advertising. Shows Senator Frank Moss (D-Utah) and Representative Ed Park (D-N.Y) supporting the ban, and Vincent Wasilewski from the National Association of Broadcasters attacking it.
60) Permanent Younger Adult 00H Plan
R.J. Reynolds Tobacco Company http://
Date: 00000000
Author:
Source: Mangini litigation
Trial: 507286174-507286181
Bates=507286174-507286181
Advertising and Marketing TM: Young adults None None
Marketing Plan for YAS for Camel cigarettes. Outlines plan to have continuous high impact visibility in most YAS oriented media. Focuses on YAS by task force, with timetable and objectives. Identifies young adult hang out spots. States need for creative executions but does not identify them. States program is permanent high impact and long term.
61) Vanguard Cigarette Newspaper Advertisement, New Vanguard B&W Project #76-192 (Full page, 4-color), ASI Reader Reaction Test
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19761003
Author: ASI Market Research Inc
Source: Minnesota AG
Trial: 776086333-776086350
Bates=776086333-776086350
Advertising and Marketing TM: None None None
ASI Market Research, Inc., report on Vanguard Cigarette Newspaper Advertising. Measures ad awareness and recall- whether respondents (male and female non-menthol filter smokers) saw ad, negative and positive attributes, whether sales points were conveyed.
62) Operating in a Restricted Environment Executive Summary
R.J. Reynolds Tobacco Company http://
Date: 00000000
Author:
Source: Humphrey litigation
Trial: 507755082-507755094
Bates=507755082-507755094
Advertising and Marketing TM: None None None
Summary stating how advertising restrictions could affect RJR cigarettes (Camel). Outlines recommended courses of action. Assesses vulnerability of Camel to Waxman Bill, recommendations for established brands and new brands. Acknowledges that accusations about the industry's "alleged youth marketing practices" will continue to fuel attacks on right market. Assesses impact on industry if forced to ban some or all advertising. Notes likely prohibition of cartoon characters. Offers plans to build credibility, including youth role model study, self regulation and marketing concessions, youth non-smoking programs.
63) Take a New Look at Vantage
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19920000
Author:
Source: Minnesota AG
Trial: 509170751
Bates=509170751
Advertising and Marketing TM: None None None
Vantage ad, "Take A New Look At Vantage", includes coupon and Surgeon General's Warning. Touts new FlavorSeal (TM) for Fresh Flavor Enjoyment.
64) RJR-MacDonald Inc. Vantage 1980 Media Plan
R.J. Reynolds Tobacco Company http://
Date: 19800220
Author: Ogilvy & Mather (Canada) Ltd
Source: Mangini litigation
Trial: 800568213-800568288
Bates=800568213-800568288
Advertising and Marketing TM: Adults None None
Canadian media plan for Vantage Cigarettes for 1980. Goal is to advertsie to down switchers who seek a lower tar/taste combination. Identifies target audience as women and men 25+, urban, white collar with a slight upper income skew. Emphasizes nespaper inserts and amgazine ads as primary media tools. Gives spending ranges fro magazines and regional newspapers.
65) Export Family Strategy Document
R.J. Reynolds Tobacco Company http://
Date: 19820322
Author:
Source: Mangini litigation
Trial: 800057286-800057321
Bates=800057286-800057321
Advertising and Marketing TM: Young adults Men None
Export family strategy document for use in marketing. States purpose to improve image, and market share. States problems affecting performance. Notes trend of a very young starter smokers beginning with Export A switching at ages' 18-24 with other "trappings of youth". Recommends action to reassess young adult smoker needs. States needs to maintain present market while improving quality of product. Includes timetables mentions competition as players.
66) Re: Group Sociability Positioning Discusssions - October 28 in Winston-Salem
R.J. Reynolds Tobacco Company http://
Date: 19821109
Author: Ogburn Tom L Jr
Source: Mangini litigation
Trial: 501255768-501255770
Bates=501255768-501255770
Advertising and Marketing TM: Young adults None None
Memorandum on group sociabilty positioning dicussions. Names positioning as appealing to young adult market. States differences in role of men and women in ads. Compares skew and execution, Country to Country.
67) Camel Advertising Overview
R.J. Reynolds Tobacco Company http://
Date: 19901204
Author: Young & Rubicam
Source: Cordova litigation
Trial: 507490339-507490354
Bates=507490339-507490354
Advertising and Marketing TM: Young adults None None
Camel advertising overview describes Joe Camel campaign. States RJR has had under developed 18-34 year old segment. States Camel was identified as able to improve market. States aim to gain young adult male market share interested in cars, music, and women. States 75th Birthday of Joe and introduced him as a new icon. Discusses Joe Camel ads of 1990's. Shows chart of future plans. States objective to compete with Marlboro.
68) Subject: Camel Creative Exploratory Focus Groups
R.J. Reynolds Tobacco Company http://
Date: 19891127
Author: Taylor-Hines Charlee
Source: Mangini litigation
Trial: 507257278-507257281
Bates=507257278-507257281
Advertising and Marketing TM: None None None
Memorandum on advertising campaign for Camel cigarettes. Discusses in detail various tset campaigns in Pitts burgh such as word plays "Copa Camel" or "Discover A Camel" Implies Joe with bright colors and simple scenarios work best. Discusses possibility of "movie" serial campaign.
69) Re: Cigarette Advertising and Promotion Code
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19910116
Author: Wells Kendrick
Source: Minnesota AG
Trial: 285000214-285000251
Bates=285000214-285000251
Advertising and Marketing TM: None None None
Tobacco Institute joint policies on cigarette advertising and promotion. Combines the original Cigarette Advertising Code standards, the Code of Sampling Practices, and the 1990 youth guidelines. Recommends distribution to all employees who might need to use it. Includes prohibitions on advertising directed at youth, sampling directed at youth. Delineates contract guidelines for models used in ads, including proof of age 25. Gives warning notice rules and sizes for print and billboard ads, nicotine and tar level rules.
70) Subject: French Camel Filter Ad
R.J. Reynolds Tobacco Company http://
Date: 19740207
Author: Blackmar Dana
Source: Mangini litigation
Trial: 502301940
Bates=502301940
Advertising and Marketing TM: Youth None None
Memo from Dana Blackman to Rick McReynolds. Regards the French advertisement for Camel filters. Quotes "It's about as young as you can get . . ." Says that it aims at young adult smokers Camel needs to attract. Proposes using it on more poster/ads.
71) Subject: Project Beta
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19831214
Author: Mellman A J
Source: Minnesota AG
Trial: 670508332-670508334
Bates=670508332-670508334
Advertising and Marketing TM: Women None None
Brown & Williamson memo on Project Beta. Discusses development of a woman's cigarette. Mentions previous idea, "Kim", which was deemed insuitable. Table lists female smokers by age, including 24 and under. Gives brand share for several products.
72) Brown & Williamson Meeting Report
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19721211
Author: Marketing Innovations Inc
Source: Minnesota AG
Trial: 680073389
Bates=680073389
Advertising and Marketing TM: None None None
Brown & Williamson meeting report. Discussed proposed marketing concepts, including mugs, individual pipe tobacco, and a Viceroy promotion which is rejected "because it appeals to children". Orders marketing innovations to concentrate on new package promotion ideas which are adult oriented.
73) Taste the Good Times. Raleigh Lights
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19771200
Author:
Source: Minnesota AG
Trial: 660104275
Bates=660104275
Advertising and Marketing TM: None None None
Ad for Raleigh Lights. Includes "Get 1 free" coupon, limited to persons 21 and older. Also offers catalog. Includes Surgeon General's Warning.
74) Re: Arena Sports Group
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19720310
Author: Edelstein Art
Source: Minnesota AG
Trial: 660002549-660002558
Bates=660002549-660002558
Advertising and Marketing TM: Men None None
Ted Bates document on Arena Sports Group magazines, analyzes for Brown & Williamson. Recommends purchase of cover for Viceroy and Kool, targeting a young male audience. Questions whether magazines have under 21 readership, "overall, we believe that the percentage of readers under 21 will not approach the 45% figure Brown & Williamson has used in the past as a cut-off figure". Circulation, sale dates. Includes handwritten notes.
75) Subject: Kool Promotion Programs
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19761208
Author: Clingaman Jeff
Source: Minnesota AG
Trial: 660008648-660008652
Bates=660008648-660008652
Advertising and Marketing TM: African Americans Women None
Zimmer, McClaskey, Lewis Inc. memo on Kool promotion programs. Proposes items for black-oriented promotions: money dip, basketball, belt buckle, hair styler, jewelry, books, cassette player. For Kool Milds, targets older adult female: needle point, picnic items, canvas bag, ceiling alarm clock, books on sewing, reference. For Kool Super Lights, targets young female--tennis holiday, rain wear, crepe pan.
76) Brand Switching Wave No. 28 May 1980
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19800500
Author:
Source: Minnesota AG
Trial: 680123174-680123245
Bates=680123174-680123245
Advertising and Marketing TM: None None None
Brand Switching, wave no. 28, May 1980. Charts starter, quitter and switching trends for industry and in companies: Brown & Williamson, RJR, Philip Morris, and Lorillard.
77) Subject: Generic Data for Ryan Partners
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19850628
Author: Gravely L E
Source: Minnesota AG
Trial: 537000952-537000958
Bates=537000952-537000958
Advertising and Marketing TM: None None None
Memo on generic data for Ryan Partners. Includes generic performance in wave 37 of brand switchers, generic smoker demographics. Charts by gender, length, how long smoked, household income, and age range (including 16 - 20).
78) Subject: Barclay Lights and Ultra Y1 Development Schedule/291
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19900220
Author: Cantrell D V
Source: Minnesota AG
Trial: 661071571-661071572
Bates=661071571-661071572
Advertising and Marketing TM: None None None
Subject: Barclay Lights and Ultra 41 Development Schedule. Gives schedule for test marketing of Barclay Lights. Suggests further product development may be required. Includes chart.
79) Tramps Cigarette National Marketing Plan
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19740600
Author:
Source: Minnesota AG
Trial: 670170921-67010935
Bates=670170921-67010935
Advertising and Marketing TM: Youth Starters Young adults
Tramps cigarette National Marketing Plan, gives planning assumptions, both internal and external, product specifications. States "growth is estimated to come from young smokers." Directs marketing efforts against "all current smokers and those who are pre-disposed to commence smoking in the near future." Marketing plan emphasizes nostalgia for Charlie Chaplin as Tramp, "The Gentle Smoke- Buy 'em or Bum 'em."
80) Still Looking for Low Tar With Taste? Feel the Refreshing Coolness of Kool Super Lights
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19780000
Author:
Source: Minnesota AG
Trial: 501028514
Bates=501028514
Advertising and Marketing TM: None None None
Kool Super Lights ad, depicting a big number 9 (mg. 'tar') with a forest in it. Touts product as "America's most refreshing low 'tar' cigarette". Includes Surgeon General's warning.
81) [Re: Viceroy Rich Lights Promotions]
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19781003
Author: Guthrie John R
Source: Minnesota AG
Trial: 690141179-690141180
Bates=690141179-690141180
Advertising and Marketing TM: None None None
Letter from Jack Guthrie and Associates to Brad Becker of Brown and Williamson, regarding Viceroy Rich Lights promotion. Names target audience as "young males". Plans "Toys for the Big Boys" promotion, in large metropolitan areas, dispalying "rich" items such as vintage sports cars, planes, coins, and other items. Considers use of celebrity spokesperson, possibly royalty.
82) The Viceroy Problem
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19671129
Author:
Source: Minnesota AG
Trial: 690140882-690140888
Bates=690140882-690140888
Advertising and Marketing TM: Young adults Adults None
The "Viceroy Problem". Special studies group report states that Viceroy is declining at about 5% a year. Cites problematic brand history. Proposes product modification for improved taste. Recommends campaign which emphasizes youthful, young at heart characteristics. States commitment to building brand awareness with younger, more sophisticated smokers. Lists questions to be answered toward finding a solution to the "Viceroy Problem".
83) Kool Presentation E. T. Parrack 1/6/81
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19810106
Author: Parrack E T
Source: Minnesota AG
Trial: 660073496-660073501
Bates=660073496-660073501
Advertising and Marketing TM: Youth Young adults Hispanics
Kool presentation by E.T. Parrack 1981. Gives history of brand, 1933-present. Notes 1960's emphasis on developing the young adult market, models elected to be role models to young adults. Also mentions approaches to African-American, Hispanic markets.
84) Subject: Kool In-Store Presence
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19801205
Author: Matteson M M
Source: Minnesota AG
Trial: 660073510
Bates=660073510
Advertising and Marketing TM: College students None None
Kool in-store presence memo, regarding recruitment of support for Spring Break promotions. States Kool will spend $500 million dollars over 4 weeks in Florida, a tie-in with Playboy to conduct mass sampling in bars. Requests overtime, temporary or other employees to conduct in-store promotions.
85) A Qualitative Investigation of Kool Corporate Advertising
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19781000
Author: Qualitative Research Corp
Source: Minnesota AG
Trial: 776046854-776046913
Bates=776046854-776046913
Advertising and Marketing TM: None None None
Kool Corporate Campaign Overview and a Qualitative Investigation of Kool Corporate Advertising, prepared by a Qualitative Research Corporation , investigation conducted by Step 1, Inc for Robert L. Edens. Discusses varying responses to Kool ads to discourage people under 21 from smoking. Reports division between those who saw this as a good way to promote cigarettes and those who felt company took responsible action by creating them. Discusses study methodology, focus group of smoking parents, who tended to consisder cigarette smoking a lesser evil than drug and alcohol abuse. Assesses four ads, "Dear Son", "Daddy, can I have a puff?", "For Adults Only", and "Smoke with your head."
86) Camel Younger Adult Smoker Focus Groups (MDD #85-13202)
R.J. Reynolds Tobacco Company http://
Date: 19850201
Author: Mitchell Alicia Nance
Source: Mangini litigation
Trial: 504585737-504585757 Exhibit 12811
Bates=504585737-504585757 Exhibit 12811
Advertising and Marketing TM: Young adults Youth None
Marketing Research Report on Camel younger adult smoker focus groups. States that "due to the importance of younger adult smoker, Camel has developed a new advertising campaign which is directed solely toward this group". Reports change in attitude toward Camel after exposure to new ads, improving acceptability of product to younger adult smokers. Describes and attaches copies of six proposal ads: "Go With It", "French Camels", Welcom to the Oasis", Smoke Rings", Camel, Man", and "I'd Walk a Mile". Expresses concern that "French Camels" execution may appeal to an even younger age group, and dissapointment that the ads, while eliciting a positive response, do not move groups to extreme.
87) Yankelovich Follow-Up I
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19750123
Author: Johnson R L
Source: Minnesota AG
Trial: 670137188-670137189
Bates=670137188-670137189
Advertising and Marketing TM: None None None
Yankelovich Follow-Up I. Lists questions on Yankelovich survey, such as "do people find cigarettes less satisfying or enjoyable?" and "Can we have the youth market study?"
88) Cigarette Advertising and Youth Smoking
Tobacco Institute http://www.philipmorris.com/
Date: 00000000
Author: Tobacco Update
Source: Minnesota AG
Trial: 2044418062-2044418063
Bates=2044418062-2044418063
Advertising and Marketing TM: None None None
Report on cigarette advertising and youth smoking. Reports that anti-smoking groups acknowledge that banning cigarette ads does not make people stop smoking. Includes information that ads do not make people start. States international figures to support information. Show that countries where advertsing ban is in place, smoking is unchanged or has risen.
89) Age and Income Profiles
Non-Tobacco Company http://www.bw.aalatg.com/
Date: 19791100
Author: Peoples Gallery/Mall Graphics Inc
Source: Minnesota AG
Trial: 665088461-665088463
Bates=665088461-665088463
Advertising and Marketing TM: None None None
Age and Income profiles by Peoples Gallery / Mall Graphics Inc for Brown and Williamson. Gives figures on age and income of shoppers at People's Gallery Shopping Centers.
90) Only One Leading Cigarette Takes the Fear Out of Smoking!
Philip Morris Cos., Inc. http://www.philipmorris.com/
Date: 19530000
Author:
Source: Minnesota AG
Trial: 2023033213
Bates=2023033213
Advertising and Marketing TM: None None None
Advertisement for Philip Morris cigarettes. States the "only one leading cigarette takes the fear out of smoking". States it is made with Di-Gel to protect from irritation. Shows man smoking cigarette, product and text.
91) The Cigarette That Takes the Fear Out of Smoking!
Philip Morris Cos., Inc. http://www.philipmorris.com/
Date: 19530000
Author:
Source: Minnesota AG
Trial: 2023033214
Bates=2023033214
Advertising and Marketing TM: None None None
Advertisement for Philip Morris cigarettes. States "The cigarette that takes the fear out of smoking". Touts design of cigarette which does no cause irritation. Contains text, picture of woman smoking cigarette, and two boxes of cigarettes.
92) No Other Cigarette Gives You This Assurance...This Smoking Pleasure
Philip Morris Cos., Inc. http://www.philipmorris.com/
Date: 19540000
Author:
Source: Minnesota AG
Trial: 2023033218
Bates=2023033218
Advertising and Marketing TM: None None None
Advertisement for Philip Morris cigarettes. States "No other cigarette gives you the assurance...this smoking pleasure". Touts Di-Gel as addictive which takes irritation away. Contains text picture of man and woman smoking cigarettes, and picture of boxes of cigarettes.
93) Advertising Does Not Induce Young People to Start Smoking
Tobacco Institute http://www.philipmorris.com/
Date: 00000000
Author:
Source: Minnesota AG
Trial: 2024258631-2024258639
Bates=2024258631-2024258639
Advertising and Marketing TM: Youth None None
General report "Advertising does not induce young people to start smoking". States peer influence, family attitude, some environment and socioeconomic background determine youth initiaion of smoking, cites studies. Shows charts showing cigarette consumption in other countries and effect of advertising bans, advertising expenditure by industry.
94) The Most Important 1/4 Inch in Smoking Today
Philip Morris Cos., Inc. http://www.philipmorris.com/
Date: 00000000
Author:
Source: Minnesota AG
Trial:
Bates=
Advertising and Marketing TM: None None None
Advertisement for Parliament cigarettes. Touts the recessed filter which gives more flavor. States "The most important 1/4 inch in smoking today". Has text, picture of hands measuring filter, and name next to boxes of cigarettes.
95) Brown and Williamson Meeting Report
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19720821
Author: Marketing Innovations Inc
Source: Minnesota AG
Trial: 680073385-680073388
Bates=680073385-680073388
Advertising and Marketing TM: Youth None None
Brown & Williamson Meeting Report, 1972. Lists topics of proposed marketing innovation, such as phone-grams, answers to side-stream smoke problem, and new tobacco uses such as individual packets of snuff, and tobacco in a changnig given base. A youth concept is also mentioned, with a "togetherness" concept.
96) The Cigarette That Takes the Fear Out of Smoking!
Philip Morris Cos., Inc. http://www.philipmorris.com/
Date: 00000000
Author:
Source: Minnesota AG
Trial: 2061001046 PCD
Bates=2061001046 PCD
Advertising and Marketing TM: None None None
Advertisement for Philip Morris cigarettes. States "The cigarette that takes the fear out of smoking". Touts cigarette ingredient with Di-Gel which does not produce irritating vapors. Shows woman smoking and packs of cigarettes.
97) Continuing Cigarette Tracking Study Wave 9 Final Report Volume I
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19860500
Author: Admar Research Company Inc
Source: Minnesota AG
Trial: 674063681-674063931
Bates=674063681-674063931
Advertising and Marketing TM: Women Youth None
Continuing Cigarette Tracking Study wave 9, final report, volume 1, performed for Brown & Willimason by Admar Research. Tables on smoking behavior, brand awareness, brand identity, trial and current use, new brands, demographics. Lists research objectives: monitor smoking behavior, track brand performance, evaluate advertising performance, provide data bank. Mentions topics and methods of research. Defines young adult smokers as 21 - 24 in tables, but also categorizes some responses by appeal to young smokers.
98) Subject: New Advertising Campaign/Youth Smoking
Philip Morris Cos., Inc. http://www.philipmorris.com/
Date: 19960410
Author: Merlo Ellen Senior VP Corporate Affairs
Source: Minnesota AG
Trial: 2061902751-2061902752
Bates=2061902751-2061902752
Advertising and Marketing TM: None None None
Memorandum from Philip Morris. States intent to have advertising which heightens awareness of actions taken by company to prevent youth access to cigarettes. Contains attached advertisement stating, "Kids should not smoke". As part of Action Against Access campaign. States commitment to campaign. Contains advertisement.
99) Why Young People Begin Smoking
Tobacco Institute http://www.tobaccoinstitute.com/
Date: 00000000
Author: Tobacco Update
Source: Minnesota AG
Trial: TIMN 328161-328162
Bates=TIMN 328161-328162
Advertising and Marketing TM: None None None
Report "Why young people begin smoking". States family and peers are primary influences on smoking. Cites example from U.S. Government study in 1992. Siblings practices in home were associated with smoking. Cites World Health Organization quotes on smoking.
100) Cigarette Industry Initiatives Against Youth Smoking
Tobacco Institute http://www.tobaccoinstitiute.com/
Date: 00000000
Author: Tobacco Update
Source: Minnesota AG
Trial: TIMN 328167-328168
Bates=TIMN 328167-328168
Advertising and Marketing TM: Youth None None
Report on cigarette indusry initiatives against youth smoking. States year by year efforts to curb advertising which might reach youth, such as banning ads on television and radio. States activities to discourage youth smoking through programs and publications. Mentions ItÃs The Law program for minimum age laws. Contains Tobacco Institute anti-smoking ad copy.
101) Product: Du Maurier
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19750127
Author: Post Keyes Gardner Inc
Source: Minnesota AG
Trial: 660091322
Bates=660091322
Advertising and Marketing TM: None None None
Advertising copy by Post Keyes Gardner for Du Maurier, "When you've got a taste for going first class".
102) Product: Wings
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19750128
Author: Post Keyes Gardner Inc
Source: Minnesota AG
Trial: 660091331-660091333
Bates=660091331-660091333
Advertising and Marketing TM: None None None
Ad copy for "Wings" by Post Keyes Gardner. Gives logo, image copy ("to be free is to have wings") and product copy (featuring Dualite filter).
103) Female Smokers Age 17-24
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19800310
Author: Sommers T G
Source: Minnesota AG
Trial: 501019669-501019670
Bates=501019669-501019670
Advertising and Marketing TM: Women None None
Brown and Williamson's internal correspondence. Female smokers age 17 - 24. Gves figures on type smoked, switching, and top ten markets by city.
104) Statement on the Joe Camel Advertising Campaign
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19940200
Author:
Source: Minnesota AG
Trial: 512694148-512694149
Bates=512694148-512694149
Advertising and Marketing TM: None None None
RJR statement on the Joe Camel Advertising Campaign. States position that youth should not smoke. Cites its anti-smoking program for youth. States it is not in tobacco industry's best interest for youth to smoke, as industry will be blamed. States concern that governmental restrictions will interfere with industry's ability to communicate with adult smokers.
105) Answers to the Question What Are Cigarette Companies Doing About Teenage Smoking?
Tobacco Institute http://www.philipmorris.com/
Date: 00000000
Author: Marsteller Inc
Source: Minnesota AG
Trial: 2024938906-2024938908
Bates=2024938906-2024938908
Advertising and Marketing TM: None None None
Advertisement for the Tobacco Institute touting new booklet, "The wisdom to wait". States children should wait until adulthood to smoke. Claims to work with the National Council of Parents and Teachers Associations. Includes address to order book.
106) Strategic Plan 1990-1992
R.J. Reynolds Tobacco Company http://
Date: 19890605
Author:
Source: Connecticut litigation
Trial: 507633003-507533035
Bates=507633003-507533035
Advertising and Marketing TM: FUBYAS Young adults Starters
R.J. Reynolds strategic plan to help offset declining cigarette market. States that RJR is unable to achieve sustained share growth due to aging franchises. Claims that loyalty, not brand switching, is the driving force in the tobacco industry. Attributes switching, by decade, to tar, price, social/personal aspects. Mentions that smokers begin as younger adults, and maintain brand loyalty. Strategizes to attract FUBYAS by giving a focused YA message. Recommends using sampling/field marketing that impacts peer pressure, emphasis on marketing methods least likely to be restricted due to anti-smoking pressures. States goal to reach four point share gain per year in the 18 - 20 year old segment.
107) RJR Econometric Model of Cigarette Industry Volume
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 00000000
Author:
Source: Minnesota AG
Trial: 507180876-507180898
Bates=507180876-507180898
Advertising and Marketing TM: None None None
RJR Econometric Model of Cigarette Industry Volume. Graphs on total industry volume, RJR volume, RJR share of market, etc. States purpose of industry model, defines elements. Other graphs demonstrate formula for consumption, speculate on consumption if the world had stayed as it was in 1965. Gives figures on incidence and rate in 1965 world for ages 12 - 17, 18 - 24.
108) Economic Forecast 1975-1980
Philip Morris Cos., Inc. http://
Date: 19750303
Author: Johnston Myron E
Source: Connecticut litigation
Trial: 1000739883-1000739907
Bates=1000739883-1000739907
Advertising and Marketing TM: Youth None None
Economic forecast 1975 - 1980. Summarizes economy discussing gasoline prices, unemployment, government and intervention. Discusses effect on cigarette sales by age and year. Estimates changes in prices of cigarettes. Discusses action by anti-cigarette forces. Discusses 15 - 19 age groups in depth- population, smoking incidence, effect of economy on cigarette purchasing proven on this group because this is the group "in which Marlboro's market penetration is the highest."
109) Minutes from a Meeting in Greenwich 7-18-72 at Mr. L. A. Bantle's Office: Subject: The Lotus Project
U.S. Tobacco Company http://
Date: 19720718
Author: Bantle L A
Source: Connecticut litigation
Trial: UST 000004026-4028
Bates=UST 000004026-4028
Advertising and Marketing TM: Starters Adults Youth
Meeting minutes on Lotus project. States there is collaboration between Swedish Tobacco Company and United States Tobacco Company on project. Indicate research for acceptance should be done on float, lipburn, and size of pinch. States Lotus will be offered internationally. Discussed plans for project including task force. Defines target audience as "New users, mainly cigarette smokers, age group 15 - 35."
110) Proceedings of the Snuff and Chewing Tobacco Research - Manufacturing - Marketing Meeting New York Hilton, January 22-23, 1963
U.S. Tobacco Company http://
Date: 19680123
Author: Helley
Source: Connecticut litigation
Trial: UST 000004704-000004713
Bates=UST 000004704-000004713
Advertising and Marketing TM: Young adults Youth None
Discussion of 1963 meeting on Snuff and Chewing Tobacco at New York Hilton. Discusses product progress. Suggest concentration on socially acceptable product and prolonged life of product. Discusses scrap chewing tobacco. States flavor research should continue. Lists summary of topics discussed. States "We must sell the use of tobacco in the mouth and appeal to young people."
111) [Re:] Lotus
U.S. Tobacco Company http://www.bw.aalatg.com/
Date: 19720602
Author: Watson W W Pres
Source: Connecticut litigation
Trial: UST 000001471-000001473, 2017104
Bates=UST 000001471-000001473, 2017104
Advertising and Marketing TM: None None None
Letter to L.A. Bantle, President of United States Tobacco Company to W.W. Watson, President of United Scandia International. Discusses strong support for single unit or portion of snuff. States need to concentrate on Lotus project. Outlines need for three strengths of nicotine--high, medium and low. Questions what is being done to develop them and what could be done meanwhile. Targets those who presently use tobacco in the mouth.
112) Kool Comfort for Smoker's Throat
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19490000
Author:
Source: Minnesota AG
Trial: 664007150
Bates=664007150
Advertising and Marketing TM: None None None
Advertisements for Kool cigarettes from 1940's. Touts Kool comfort for smokers throat. Depicts penguin with hose, leaning on lamppost and boxing. Suggests medical benefit of smoking Kool when fighting a cold.
113) Subject: Strategies and Segments
R.J. Reynolds Tobacco Company http://
Date: 19840413
Author: Nordine Richard C
Source: Washington State AG
Trial: 502033156-502033157
Bates=502033156-502033157
Advertising and Marketing TM: None None None
Memo from R.C. Nordine to E.J. Fackelman on Strategies and Segments. States the younger adult smoker analysis indicates that smokers tend to stay with first brand, but may eventually switch for health considerations. Suggests principle, "Attract a smoker at the earliest opportunity and let brand loyalty turn that smoker into a valualbe asset."
114) Kool Achiever (Tabloid)
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19870120
Author: Lagman O
Source: Minnesota AG
Trial: 681650017-681650018
Bates=681650017-681650018
Advertising and Marketing TM: None None None
Ogilvy and Mather ad specifications for Kool cigarette insert to be run in Black Miami Weeky. Requests an evening/morning split, minimum four page separation from competitive tobacco ads. Also requests no proximity to obituaries, comics, children's features or material opposed to smoking.
115) Presentation Longbeach Research Study No. 7727
Philip Morris Cos., Inc. http://www.philipmorris.com/
Date: 19920900
Author: Sweeney Brian
Source: Minnesota AG
Trial: 2504204122-2504204136
Bates=2504204122-2504204136
Advertising and Marketing TM: Adults None None
Advertising research from Brian Sweeney Associates, of Australia. Presents responses to Philip Morris brand Longbeach. Includes responses to Longbeach promotions, reported as not being compelling enough to generate trial among smokers of other brands, but a positive reinforcement for Longbeach smokers. Notes "little interest amongst youth."
116) Re: Kool Cigarettes in Movie
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19900626
Author: Wells J K
Source: Minnesota AG
Trial: 682165390
Bates=682165390
Advertising and Marketing TM: None None None
File note regarding the use of Kool cigarettes in the movie, "Wild at Heart". Refers to Lava Films request for Laura Dern's character to be able to smoke Kool. Mentions that Nicholas Cage's character will smoke Marlboro. States that the film is rated 'R' with no particular appeal to children. Establishes that no inducement was offered for the use of Kool, and the film won't have an anti-smoking theme. Offers no objection to brand use.
117) Subject: 1978 Tracking Study
Philip Morris Cos., Inc. http://www.pmdocs.com/
Date: 19780605
Author: Zoler J N
Source: Minnesota AG
Trial: 1002477156
Bates=1002477156
Advertising and Marketing TM: None None None
Memo to A. Bissmeyer regarding the 1978 Tracking Study. Refers to attached report that covers basic demographic profiles by brand, category, and company. Plans on presenting the marketing group with highlights of the study.
118) Brown & Williamson Tobacco Corporation Advertising and Marketing Practices
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 00000000
Author:
Source: Minnesota AG
Trial: 284001929-284001941
Bates=284001929-284001941
Advertising and Marketing TM: None None None
Brown & Williamson advertising and marketing practices. States that cigarette sales are very competitive, and advertising is used to promote brand awareness and loyalty. Believes that advertising doesn't expand the market for cigarettes or attract new smokers. Claims all Brown & Williamson ads are aimed at adult smokers. States that Brown & Williamson abides by the Cigarette Advertising Code.
119) Brown & Williamson Tobacco Corporation
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19950922
Author:
Source: Minnesota AG
Trial: 439010002-439010004
Bates=439010002-439010004
Advertising and Marketing TM: None None None
Brown & Williamson age certification, requiring signature to prove age of 21 and over. Also requests affirmation that the signee decides to receive coupons, branded premium items or other promotional items through the mail.
120) Under 21 Age Verification Q&As
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 00000000
Author:
Source: Minnesota AG
Trial: 439010005-439010008
Bates=439010005-439010008
Advertising and Marketing TM: None None None
Questions and suggested answers on youth smoking. Provides Brown & Williamson company policy on coupon redemption, age verification and mail-in premium redemption. Includes suggested answers to questions on signature cards needed to mail out coupons and premiums.
121) Answers to the Most Asked Questions About Cigarettes
Tobacco Institute http://www.bw.aalatg.com/
Date: 19820000
Author:
Source: Minnesota AG
Trial: 670500584-670500593
Bates=670500584-670500593
Advertising and Marketing TM: Youth None None
Tobacco Institute booklet answering frequently asked questions about tobacco. Asserts that while population growth gives the appearance of more people smoking, smoking incidence is lower. Implies that the cause of youth smoking is complex, but not related to advertising. Argues that second hand smoke is not dangerous except under highly artificial conditions. States that cigarette companies encourage, fund, and support independent health research, and allow all findings to be published.
122) RJR-MacDonald Inc. Vantage 1980 Media Plan
R.J. Reynolds Tobacco Company http://
Date: 19791105
Author: Ogilvy & Mather (Canada) Ltd
Source: Mangini litigation
Trial: 800568299-800568356
Bates=800568299-800568356
Advertising and Marketing TM: Adults None None
Canadian marketing plan for Vantage cigarettes for 1980. Goal is to advertise to downswitchers who seek a lower tar/taste combination. Identifies target audience as women and men 25+, urban, white collar with a slght upper income skew. States reach and frequency goals as hitting 90% of target group 52 times (1 week) during the year. Desires increasing unaided brand awreness from 13% to 16%. Strategies using nespapers, posters and magazines primarily. Lists age of adults 13+ in chart labeled Poster Exchange Against Various Target Groups.
123) [Re:] Kool Plastic Bags
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19790124
Author: Kramer D N
Source: Minnesota AG
Trial: 665007658-665007662
Bates=665007658-665007662
Advertising and Marketing TM: African Americans Young adults None
Kool marketing plan including new packaging ideas, and details for Kool musical sponsorships. Gives list of cities and attendance figures for Kool Jazz Festival, and Country on Tour. Identifies African Americans and white young adults as target markets. Goals include improving Kool's product and user image, project Kool as a contemporary product, and reach target audience through advertising and pre-event publicity.
124) [Re: Cigarette Advertising Policy for People Under 21 Years of Age]
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19790501
Author: Canary Fran
Source: Minnesota AG
Trial: 660076176
Bates=660076176
Advertising and Marketing TM: Youth None None
Letter from Fran Canary, Assistant Media Manager of Brown and Williamson, to Mr. Cornell Graham of Fort Wayne High Schools Newspaper, Inc. Thanks him for the information on his magazine. Restates Brown & Williamson's position against advertising to people under 21 years of age, in high school or college publications.
125) Remarks by Michael E. Szymanczyk Executive Vice President, Sales and Marketing Philip Morris U.S.A.: Action Against Access
Philip Morris Cos., Inc. http://www.bw.aalatg.com/
Date: 19950627
Author: Szymanczyk Michael E
Source: Minnesota AG
Trial: 282024273-282024277
Bates=282024273-282024277
Advertising and Marketing TM: None None None
Transcript of a speech given by Michael E. Szymanczyk, Executive Vice President of Sales and Marketing for Philip Morris. Details the Action Against Access anti-smoking campaign. Prohibits sampling altogether, distribution of cigarettes through the mail, and use of Philip Morris logos on toys or candy cigarettes. Requires minmum age signs at retail outlets.
126) New Raleigh Catalog Expanded to Include Gifts for Children
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19611019
Author: Carl Byoir & Associates Inc
Source: Minnesota AG
Trial: 690026337
Bates=690026337
Advertising and Marketing TM: None None None
Carl Byoir and Associates, Inc. announces addition of toys and other gifts for children to Raleigh Premium catalog. Notes previous inclusion of nursery items (bottle warmers, etc.). Toys included are tricycles, roller skates, toy rifle, toy cooking and ironing sets. New nursery items include portable crib and play pen. Adult items include fire extingusiher, popcorn popper and bilge pump. Notes that Raleigh coupon program is the only of its kind on a major U.S. cigarette and one of the few conducted entirely by the manufacturer.
127) I Hate Children and Dogs. I Love Geraniums and Viceroy Rich Lights. No Law Says You Have to Be Like Everybody Else.
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19800800
Author:
Source: Minnesota AG
Trial: 670273204-670273205
Bates=670273204-670273205
Advertising and Marketing TM: None None None
Viceroy Rich Lights ad depicting man outdoors with flower pots. Copy reads, "I hate children and dots. I love geraniums and Viceroy Rich Lights. No law says you have to be like everybody else." Includes Surgeon General's warning.
128) Re: Younger Adult Smoker Presentation - Salem Brand Perspective
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19841107
Author: Tatum Ronda S
Source: Minnesota AG
Trial: 503580641-503580643
Bates=503580641-503580643
Advertising and Marketing TM: Young adults FUBYAS Youth
Report on younger adult smoker presentation- Salem brand perspective. Concludes that FUBYAS (first usual brand young adult smokers) who fall into the 18 - 20 year old age group have historically driven the success of key cigarette brands. Distinguishes FUBYAS as different from 21 - 24 year old smokers. Categorizes FUBYAS into conforming ("discos", "preps") and non-conforming ("rockers", "burn-outs") social groups. States "effective marketing strategies can be targeted specifically to FUBYAS" and discusses methods and considerations for same. Questions whatever FUBYAS are essential to long term volume and share growth or whether a strategy which targets more mature smokers (21 - 24) provide a strong enough base.
129) Statement of R.J. Reynolds Tobacco Company
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19940329
Author: Blynn Guy M
Source: Minnesota AG
Trial: 511386943-511386999
Bates=511386943-511386999
Advertising and Marketing TM: Youth None None
Statement of RJ Reynolds tobacco company submitted to United States of America, Federal Trade Commission, and Bureau of Consumer Protection. Attempts to reply to FTC allegations that RJR's Camel campaign induced underage smoking. Critiques and re-interprets studies published in JAMA and conducted by the government, stating that no incidence was found that RJR targeted children, or a higher percentage of youth smoke Camel, or any other evidence or likelihood of injury. Denies that advertising has ever been documented as a determinant of teen smoking behavior. States that majority of underage smokers smoke Marlboro. Claims that teens exposed to more advertising smoke fewer cigarettes. Statistical appendix on advertising, brand choice, and smoking intensity, reinterprets Beales data and finds no evidence of any effect of Camel advertising on smoking intensity.
130) Industry Codes Concerning Advertising and Promotion (75 Minutes)
R.J. Reynolds Tobacco Company http://documents.rjrt.com/BASIS
Date: 19830612
Author:
Source: Minnesota AG
Trial: 515681328-515681350
Bates=515681328-515681350
Advertising and Marketing TM: None None None
Presentation script and materials for training employees regarding cigarette advertising codes and creating appropriate ads. Discusses media, sampling, and each point of the Cigarette Advertising Code. Clarifies use of term "younger adult smoker" and emphasizes that they do not market to youth, do not research them, and actively discourage people under 18 from smoking. Includes copies of applicable codes and mock ads for trainees to analyze to find and correct legal problems, as well as assess risk (i.e. depiction of soccer player, company executive, couple in romantic setting).
131) Re: Camel Performance/Opportunities
R.J. Reynolds Tobacco Company http://
Date: 19890209
Author: Pennell G Cliff
Source: Connecticut litigation
Trial: 506861948-506861950
Bates=506861948-506861950
Advertising and Marketing TM: Young adults YAS YAM
Letter on Camel performance opportunity. Outlines data on Camel performance, learning to date and environment. Concerns involoving retail spending emphasizes markets and recommendations. Celebrates Camel's position in market, attributable to "extremely impactful advertising among target smokers."
132) Younger Adult Smokers Research Program
R.J. Reynolds Tobacco Company http://documents.rjrt.com/BASIS
Date: 19960830
Author:
Source: Minnesota AG
Trial: 502034711-502034716
Bates=502034711-502034716
Advertising and Marketing TM: Young adults None None
Younger Adult Smokers Research Program. States need to increase share of this group. Identifies subgroups by age (18 - 20 vs. 21 - 24), race, brand choice. Examines possible segments of market, motivations of younger adults, weaknesses of existing brands. Assigns areas of preparation, methodology.
133) R.J. Reynolds Tobacco Company Statement Regarding Camel Advertising
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 00000000
Author:
Source: Minnesota AG
Trial: 511383649-511383654
Bates=511383649-511383654
Advertising and Marketing TM: Youth None None
RJ Reynolds Tobacco Company Statement Regarding Camel Advertising. Rejects charges of papers published in "Journal of the American Medical Association" that RJR's Camel advertising causes children to smoke. Claims Camel ads do not target children, that only a small percentage of minors smoke Camels, and that they do so as a result of peer pressure and parental influence. Cites governmental and other research reports supporting RJR position. Lists ways in which RJR actively discourages youth smoking, i.e. programs such as "It's the Law".
134) [Re: Tobacco Industry Responsibility for Teenage Smoking]
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19780602
Author: Nagle Allan R
Source: Minnesota AG
Trial: 680097509
Bates=680097509
Advertising and Marketing TM: None None None
Letter from Allan R. Nagle to D.S. Johnston, Vice President, Brown & Williamson. Regards changes made by the Secretary of Health, Education, and Welfare regarding the responsibility of the tobacco industry for teen smoking. Responds by stating Brown & Williamson's policy on not marketing to people under 21. Mentions that it is a good time to reaffirm this policy to everyone in marketing. States that they do not collect data on people under 21, nor will they accept such data from outside sources.
135) [Re: POPAI-Dupont Drugstore Buying Habits Study]
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19840521
Author: Sharp R Dean
Source: Minnesota AG
Trial: 670652825
Bates=670652825
Advertising and Marketing TM: Youth None None
Letter from R. Dean Sharp, Promotion Director of Brown & Williamson, to Howard Stumpf, President of Point-of-Purchase Advertising. Returns copy of the DuPont drugstore buying habits study. Claims Brown & Williamson didn't realize that the data would include consumers under 18. States that Brown & Williamson has no interest in marketing to people under 18. Asks for all references to consumers under 18 to be deleted, and the report resubmitted.
136) [Re: B&W Brand Names on Candy Cigarettes]
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19771020
Author: Amos Larry C
Source: Minnesota AG
Trial: 690148032
Bates=690148032
Advertising and Marketing TM: Youth None None
Letter from Larry C. Amos, to Charles Shafman, President of Four Star Candy Company. Regards complaint issued by Rita Satz, Director of the Complain Unit of WNBC-TV, charging Brown & Williamson with using cigarette brand names on candy. Denies that Brown & Williamson markets or advertises to youth. States that Brown & Williamson's silence on the matter doesn't constitute approval.
137) [Re: Direct Brand Advertising to Persons Under 21 Years of Age]
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19820419
Author: Coleman J M
Source: Minnesota AG
Trial: 670668357
Bates=670668357
Advertising and Marketing TM: None None None
Letter to Phil Dunn, Public Relations Director, University of Lousville, from J.M. Coleman, Media Manager, Brown & Williamson. States that Brown & Williamson does not advertise to people under 21, and so cannot participate in college associated ventures.
138) 20/20 Response
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19830913
Author: Brown & Williamson Tobacco Corporation
Source: Minnesota AG
Trial: 690139368-690139372
Bates=690139368-690139372
Advertising and Marketing TM: Youth None None
Brown & Williamson response to questions proposed by ABC News writer Alice Pifer, states that Brown & Williamson advertising appeals to adult smokers, and adheres to the Cigarette Advertising Code. Defends the Kool Jazz Festival as support of an American art form. Claims that the tickets are too expensive for youth, and the performers appeal to an adult audience, and Kool's support should not be misconstrued as cigarette advertising. Mentions sampling as a practice reserved to people 21 and over.
139) Kool Achiever (Tabloids)
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19870129
Author: Turley
Source: Minnesota AG
Trial: 68164967-681649969
Bates=68164967-681649969
Advertising and Marketing TM: African Americans None None
Oglivy and Mather insertion order for Kool cigarette print ad to be run in Black Miami Weekly. Gives position instructions for page, main news, evening/morning split. Requests a minimum for page separation from competitive tobacco ads, as well as no proximity to obituaries, comics, children's features or material against tobacco usage.
140) Kool Achiever (Tabloids)
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19870129
Author: Turley
Source: Minnesota AG
Trial: 681649970-681649972
Bates=681649970-681649972
Advertising and Marketing TM: None None None
Ogilvy and Mather ad specifications for Kool cigarette insert to be run in the Fort Pierce Chronicle. Requests an evening/morning split, minimum separation of four pages from competitive tobacco ads. Also requests no proximity to obituaries, comics, children's features or material opposed to tobacco use.
141) The Electronic Media Ban (75 Minutes)
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19850000
Author:
Source: Minnesota AG
Trial: 515681210-515681218
Bates=515681210-515681218
Advertising and Marketing TM: None None None
Presentation materials used to educate trainees regarding electronic media ban. Gives background on statute, examines question areas, gives scenario for role playing in order to illustrate acceptable promotions.
142) External Forecast
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19770000
Author:
Source: Minnesota AG
Trial: 504068686-504068719
Bates=504068686-504068719
Advertising and Marketing TM: Young adult Adults African American
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.
143) Appendix C: Televised Spot Cigarette Advertising Exposures (In Thousands) for January 1967, January 1968 and January 1969
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19690100
Author:
Source: Minnesota AG
Trial: 503139452
Bates=503139452
Advertising and Marketing TM: Young adult Youth None
Appendix C, Television Spot Cigarette Advertising Exposures (in thousands) for January 1967, January 1968, January 1969. Gives figures on exposures for children 2-11, teens 12-17, adults 18+, and total exposures for each month.
144) Target Music Marketing/Data Bank - June/July 1982: Past Month Activities
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19820700
Author:
Source: Minnesota AG
Trial: 503911121
Bates=503911121
Advertising and Marketing TM: None None None
Data on target music marketing for past month. Gives figures on leisure activities participated in June and July of 1982. Charts activities and age groups with sex and AOR, AC/CHR. Charts age brackets as 12-24 and 25-38.
145) Demographic Profile Military Market (Active Duty)
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19830100
Author:
Source: Minnesota AG
Trial: 503911744
Bates=503911744
Advertising and Marketing TM: Adults Military Men
Demographic profile of military market (active duty). Charts sex, age, and race with percent and U.S. index. Indicates marketing programs should be developed to reach younger and primarily male adult smokers, reserve and retired personnel.
146) Statement of Geoffrey C. Bible Philip Morris Companies Inc. Before the House Commerce Committee, January 29, 1998
Philip Morris Cos., Inc. http://
Date: 19980129
Author: Bible Geoffrey C
Source: Unknown
Trial:
Bates=
Advertising and Marketing TM: None None None
Geoffrey Bible of Philip Morris on Proposed Resolution. Endorses and describes proposed resolution to address policy isssues on prevention of underage tobacco use, public smoking restrictions, marketing restrictions, and regulation of business. Summarizes changes, such as prohibition of human images and cartoon characters, ban on all outdoor advertsing, disclosure of health research to the FDA, surcharge on industry if youth tobacco use does not decline.
147) Enjoy Today's Camel Lights and Filters
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19850000
Author:
Source: Minnesota AG
Trial: 503982596-503982599
Bates=503982596-503982599
Advertising and Marketing TM: Military Men None
Mock-ups of print advertisements for Camel cigarettes, "Enjoy today's Camel Lights and Filters." Shows man smoking and two packs of cigarettes. Includes ad parameters, i.e. pop-up coupon to be placed in men's magazine. Second ad depicts man walking while smoking, includes coupon and caption reading "Free Camel! Enjoy a free pack of Camel Filters or Lights when you buy one with the coupon below." Includes Surgeon General's Warning.
148) Subject: Marlboro Vulnerability--Idea Generation
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19850121
Author: Nassar Susan C
Source: Minnesota AG
Trial: 504623276-504623284
Bates=504623276-504623284
Advertising and Marketing TM: FUBYAS Young adult Men
Letter on Marlboro vulnerability idea generation. Suggests ideas for RJR Camel campaign against Marlboro. Presents ideas in order of importance generated by RJR marketing professionals and group of factory workers. Outlines ideas aimed at 18-20 such as battle of bands, and emphasizes sex appeal, military, freedom and rebellion against parents.
149) Smoking Issues 3 Key Areas: Taxes, Social Acceptability, Restrictions
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19840000
Author:
Source: Minnesota AG
Trial: 504631387-504631409
Bates=504631387-504631409
Advertising and Marketing TM: None None None
Examines smoking issues in three key areas: taxes, social acceptability, and restrictions. Discusses impact of taxes and pricing on cigarette sales. Analyzes how smoking acceptance has declined, how more smokers are affected by laws, and how future will impact. Mentions youth (16+) opinion on social acceptability of smoking. Analyzes price leverage and production cost. Outlines psychological impact of smoking restrictions, smoker/non-smoker differences in mindset. Discusses how smokers tend to retain young adult outlook on life; warns against marketing to non-smoker mindset.
150) Evalutation Form
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19820100
Author:
Source: Minnesota AG
Trial: 503733676-303733682
Bates=503733676-303733682
Advertising and Marketing TM: None None None
Handwritten forums evaluating publications with game and fish, homeowners how to, and Texas sports themes. Lists contact, editorial profile, demographics, circulation, and audience. Includes notes on age range (18-24, 25-38) and description of content. Handwritten notes give age range 12-24.
151) Prop 188 Direct Mail Summary
Non-Tobacco Company http://
Date: 19940000
Author:
Source: Ness, Motley and Loadholt
Trial: 2046981525
Bates=2046981525
Advertising and Marketing TM: None None None
Proposition 188 direct mail summary. Outlines non-smoker universe and smoker universe with titles, pieces, and number of weeks out.
152) Old Gold Image Opportunities
Lorillard Inc. http://www.lorillarddocs.com/
Date: 19760400
Author: Marian G Schott Inc
Source: Minnesota AG
Trial: 85071320-85071339
Bates=85071320-85071339
Advertising and Marketing TM: Adults Young adult Youth
Marian G. Schott, Inc. research on Old Gold Image Opportunities. Reports on focus group perceptions of product and image, user profile, implications of ads. States that respondents were 18-20 in one group, 16-24, 25-34, 35-50 in another; all smoked at least 10 cigarettes per day and had smoked brand for a year or more. Lists characteristics of various Old Gold Smoker groups. Discusses Old Gold as switched-to, not starting cigarette, stages by ages 12-15, 15-18, 18-21, 21-25. Lists strengths and weakness of product as perceived by user ad non-user. Assesses ad campaigns, lists problem and suggests future improvements.
153) Bright. A Fresh New Taste Experience.
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19820000
Author:
Source: Minnesota AG
Trial: 503562820-503562821
Bates=503562820-503562821
Advertising and Marketing TM: None None None
Advertisement for Bright cigarettes. Offers free sample to adult smokers. Shows picture of cigarette packs and Surgeon General's Warning. Includes list of requirements for distribution of samples (i.e. sample only to adult smokes.)
154) Kool Corporate Campaign - Overview
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/bw/props/0000557406.htm
Date: 19780000
Author: Robert L Edens Company
Source: Minnesota AG
Trial: 785010364
Bates=785010364
Advertising and Marketing TM: Youth None None
Kool Corporate campaign - overview by Robert L. Edens Company. Reports on public response to Kool's non-smoking message to kids. States some respondants mistook it for an ad campaign for Kool, and a good way to promote ciagrettes; some felt it was a responsible act; some suspected it an act of reverse psychology. Notes common perception that young people make decisions, including regarding smoking, between ages 15-18 and that parents perceive smoking as the lesser of many temptations.
155) [Re: Requested Confirmation for Immunity from Criminal Prosecution Under Antitrust Laws]
Multiple companies http://documents.rjrt.com/
Date: 19640619
Author: Orrick William H Jr
Source: Minnesota AG
Trial: 503685806-503685807
Bates=503685806-503685807
Advertising and Marketing TM: None None None
Letter from William Orrick, Jr. of Arnold, Fortas & Porter. Refers to discussions on proposed cigarette advertising code and industry's request for immunity from criminal prosecutions under anti-trust law. Acknowledges industry establishment of advertising standards and possible FTC and House interstate commerce committee intervention. Affirms that until views of Congress and FTC are known, no criminal anti-trust prosecution will take place, although sanction will not be given until such bodies have addressed matter.
156) Subject: Analyzing the Volumetric Impact of the Kool Market Development Program (KMDP)
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/bw/props/0000167219.htm
Date: 19850711
Author: Stephenson Gary
Source: Minnesota AG
Trial: 542012279-542012283
Bates=542012279-542012283
Advertising and Marketing TM: None None None
Proposal by Manage Merit Service Associates, Inc. for B & W, analyzing the volumetric impact of the Kool Market Development Program (KMDP). Describes program implemented over several years in 70 cities, designed to reverse deline of Kool sales. Assesses impact of program, volume, participation level of retailers.
157) Project XG
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19850226
Author:
Source: Minnesota AG
Trial: 503639021-503639043
Bates=503639021-503639043
Advertising and Marketing TM: FUBYAS YAS Young adult
Report on Project XG. Names Project XG as critical for RJR's long term growth, addresses key corporate issue. States details on competitor for Marlboro. States FUBYAS are key segment. Charts different social groups with values and attitudes. Describes types of cigarette proposed. Lists psychographic profiles. States objective to replace Marlboro as most relevant brand among young adult smokers, gives strategies and rationale. Names target as 18-24, especially 18-20. Describes product alternatives to demographic profile. Describes Marlboro barrier in terms of challenge, need and opportunity. States objectives of ad copy as freedom and independence, social encounter, emotion and intensity.
158) Attention Smokers: Speak Now or Forever Hold Your Wallets Open.
Brown and Williamson Tobacco Corp. http://
Date: 19980500
Author: Brookes Nick
Source: Unknown
Trial:
Bates=
Advertising and Marketing TM: None None None
Western Union telegram from B & W to smokers "Attention Smokers: Speak Now or Forever Hold Your Wallets Open." States congress is imposing taxes which would make a carton $50.00. Encourages smokers to write to congressmen to vote 'no' on higher taxes.
159) The R.J. Reynolds Tobaco Company, Pages 330-345
R.J. Reynolds Tobacco Company http://
Date: 19850000
Author: Tilly Nannie M
Source: Unknown
Trial:
Bates=
Advertising and Marketing TM: Women None None
Excerpt from book, R.J. Reynolds Tobacco Company. Discusses advertising in the period 1925-1940, which saw growth in advertising and advertising expenditures. Discusses promotion of Camel by three different ad agencies, innovation of wrapping packs in cellophane and attack by FTC on false advertising and health claims. Examines RJR's cautious approach to depicting women smoking in advertising.
160) A Review of R.J. Reynolds' Internal Documents Produced in Mangini v. R.J. Reynolds Tobacco Co., Civil No. 939359 - - The Case That Rid California and the American Landscape of Joe Camel.
Non-Tobacco Company http://
Date: 00000000
Author: Coughlin Patrick J
Source: Unknown
Trial:
Bates=
Advertising and Marketing TM: Youth None None
Review of RJR internal documents produced in Mangini vs. RJ Reynolds Tobacco Co. Discussion of history leading to Joe Camel Campaign, competition of Winston with Marlboro, image of Camel as virile. Discusses early youth market study and importance. Defines younger adult to mean 12-24. Discusses peer pressure as to reason for smoking, beginner cigarettes, susceptibilty of youth to advertising, role of credibility in advertising. Discusses Joe's appeal to youth, fuel promotions and use of price incentives. Emphasizes significance of ad imagery rather than ad copy.
161) The Shaping of an Illusion; Resurrection: How the Cigar Industry Manipulated the Media, Infiltrated Hollywood and Escaped the Government's Watchful Eye Despite the Product's Health Hazards.
Non-Tobacco Company http://
Date: 19980111
Author: Klein Alec
Source: Ness, Motley and Loadholt
Trial:
Bates=
Advertising and Marketing TM: Women Young adults Youth
Baltimore Sun article examines cigar boom, cigar industry manipulation of media to promote product. Describes long-term, subtle public relation campaign in which cigar makers targeted news media, planting news stories and letters to the editor, positioning cigars as status symbol with appeal to women, youth, yuppies and linked with sports glamour. Notes cigars are exempt from: cigarette settlements, Surgeon General's warning, and broadcast ban. Surveys newspaper and magazine stories and finds majority on cigars emphasize glamour, not health risk. States that although cigar companies claim to avoid targeting youth, six million 14-19 year olds reported smoking a cigar in 1995, 1-3% smoking more than 50.
162) Save $1.50 on Salem (Any Style Cartons)
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19860000
Author:
Source: Minnesota AG
Trial: 505129509
Bates=505129509
Advertising and Marketing TM: None None None
Print advertisement with "Taste the Refreshment" coupon for Salem cigarettes. States "Save $1.50 on Salem (any style cartons)." Shows coupon, Surgeon General's Warning and cartons of cigarettes. Coupon includes form requesting name, address, usual brand smoked.
163) Get into the Salem Spirit and Save $1.50
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19850000
Author: William Esty Company Inc
Source: Minnesota AG
Trial: 505156224-505156225
Bates=505156224-505156225
Advertising and Marketing TM: None None None
Pre-publication print ad, "Woman offering cigarette", prepared by William Esty Company, Inc. States "Get into the Salem spirit and save $1.50." Shows picture of man and woman. Coupon includes form requesting name, address, usual brand smoked. Instructions specify date, color, size, FTC requirements for tar and nicotine line, Surgeon General's Warning.
164) [Re: TV Sponsorship of NCAA College Football for 1966] [Re: TV Sponsorship of NCAA College Football for 1966]
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19651021
Author: Roemer H C
Source: Minnesota AG
Trial: 503139593-503139594
Bates=503139593-503139594
Advertising and Marketing TM: Youth Young adult None
Letter from M.C. Roemer of RJR to Robert Meyner, Cigarette Advertising Code Administrator, requesting determination that buying sponsorship of NCAA college football for commercials will not violate the Cigarette Advertising Code. Indicates commitment is for 15 Saturday afternoon games. Gives audience profile by age and sex, including 19% audience under 17. Claims NCAA games are viewed by fewer young people age 18 and under than either the NFL or AFL professional football telecasts.
165) [Re: Script on The Wizard of No]
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19840206
Author: Mitchell J Gary
Source: Minnesota AG
Trial: 503534344
Bates=503534344
Advertising and Marketing TM: Youth None None
Letter from J. Gary Mitchell Film Company to Herb Osman of RJR summarizing phone conversation. Describes company as educational film production company. Pitches script for "The Wizard of 'No'", a film discouraging children 6-12 from smoking. Notes, "Although the focus is on saying 'no' to smoking, the film does not deal in any way with why cigarette smoking may be harmful." Expresses hope that RJR may underwrite production cost ($30,000).
166) Cigarette Advertising Code
Multiple companies http://documents.rjrt.com/
Date: 19640000
Author:
Source: Minnesota AG
Trial: 503813713-503813721
Bates=503813713-503813721
Advertising and Marketing TM: None None None
Cigarette Advertising Code. Presents uniform and voluntary standards for cigarette advertising. Gives definitions of terms used. Discusses code administrator responsibilities, including advertising clearance. Establishes advertising standards and restrictions for broadcast media, sampling, representation, health claims, cigarette components. Gives procedures in event of code violation.
167) Appendix D: January 1967 Network Television Cigarette Advertising Exposures
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19680611
Author:
Source: Minnesota AG
Trial: 503035977-503035984
Bates=503035977-503035984
Advertising and Marketing TM: Youth Young adult None
Appendix D&E, containing information on January 1967 and January 1968 Network TV Cigarette Advertising Exposures. Lists programs, number of times shown containing cigarette ads, total number of cigarette commercials, youth age groups 2-11, 12-17, adults 18+, and the total number of exposures for each show.
168) Informational Memorandum
Tobacco Institute http://www.philipmorris.com/
Date: 19690606
Author: Kloepfer William Jr
Source: Minnesota AG
Trial: 1001817691
Bates=1001817691
Advertising and Marketing TM: None None None
Tobacco Institute memo regarding National Clearinghouse for Smoking and Health correction of previously released information. Clarifies that Norway, Sweden and Denmark have state-owned broadcasting with no commercial advertsing; therefore it is only a half-truth to say that cigarette advertising is banned in these countries.
169) Winston Lights
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19760920
Author:
Source: Minnesota AG
Trial: 503542857-503542862
Bates=503542857-503542862
Advertising and Marketing TM: Youth Young adult Men
Report on Winston Lights. Outlines demographic target, geographic target and product target. Shows chart indicating hi-fi category maintaining growth, mild and lights sub-category. Strong among younger smokers, Marlboro Lights as younger than Winston Lights. Table includes 14- 17 group.
170) Key Observations and Hypotheses from First Phase of Qualitative Research
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19840000
Author:
Source: Minnesota AG
Trial: 504742606-504742610
Bates=504742606-504742610
Advertising and Marketing TM: Youth None None
Report describes youth mind-set and suggests product positioning representing young adults, as this is the group youth emulates. States, "any new brand of cigarette directed to this age group should not be a mirror image of today's youth but rather should be a reflection of the role or role models they project themselves into." Suggests further research exploring image, language, product name.
171) Marketing Insights, November, 1984
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19841100
Author:
Source: Minnesota AG
Trial: 503636921-503636924
Bates=503636921-503636924
Advertising and Marketing TM: None None None
Report on market insights for 1984. Names advertising themes and marketing trends, listing products which use these methods (I.e., friendship, tradition, seriousness). Predicts trends for future. Claims more advertising needed in New York. Lists RJR R&D brainstorming ideas.
172) Description of Cigarette's Tar and Nicotine Level
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19811026
Author:
Source: Minnesota AG
Trial: 503806372-503806392
Bates=503806372-503806392
Advertising and Marketing TM: None None None
Survey designed to elicit impressions of Premier cigarette and ad campaign. Asks about perception of tar and nicotine level, people in pictures, user image, likes and dislikes about ad, material difficult to understand, more personal satisfaction, reaction to Premier smoking experience, meaning of ashtray visual.
173) Ad Proposal
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19850107
Author:
Source: Minnesota AG
Trial: 503796559-503796563
Bates=503796559-503796563
Advertising and Marketing TM: African American Hispanic Jewish
Ad proposal for Now cigarettes. Discusses rotation of warnings and slogans. Intended to reach target of younger adults, older adults and everyday people. Describes picture of different race Americans sitting together, with pack in corner and warning in other. Lists slogans emphasizing choice and rationale. Includes proposal for calendar. Includes two made up versions of ad.
174) Subject: Youth Smoking Execution/Public Issues Media Plan
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19830808
Author: Bauguess B W
Source: Minnesota AG
Trial: 503712300-503712301
Bates=503712300-503712301
Advertising and Marketing TM: Youth None None
Marketing plan on youth smoking and public issues. Recommends advertising in youth publications. Includes cost and names of publications, estimates numbers of readers. Remarks that two of the publications have tobacco advertising restrictions.
175) Winston America's Best
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19840000
Author:
Source: Minnesota AG
Trial: 503897181-503897182
Bates=503897181-503897182
Advertising and Marketing TM: None None None
Coupons for Winston cigarettes. Offers $1.50 off a carton. Includes terms, Surgeon General's Warning and expiration date.
176) Storyfinder
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19840000
Author:
Source: Minnesota AG
Trial: 504742631-504742648
Bates=504742631-504742648
Advertising and Marketing TM: Young adult Psychographic Segment None
Report described as story finder. Charts activities and products with age groups 18-19, 20-21, and 22-24. Charts leisure activities, stereo/audio equipment, music, food, alcohol, beer, and appliance purchases against ages. Describes psychographic profiles of sustainers, achievers, emulators, I-Am-Me, socially conscious, experimentals. Outlines notes on young adults, recounting values of this group when they were teenagers.
177) Pepsi/Honda Classic Camel Pro Series Super Cycle Labor Day Weekend september 1-2-3, 1984
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19840900
Author:
Source: Minnesota AG
Trial: 504020277-504020282
Bates=504020277-504020282
Advertising and Marketing TM: None None None
Print advertisement for Pepsi/Honda Classic Camel pro series. Describes history of American Motorcycle Association and Camel sponsorship. Depicts motorcycles, cigarette pack and order form. Includes map and location.
178) Mid/Ohio Sport Car Course. Super Cycle Weekend. September 28-30, 1984. Camel Pro.
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19840900
Author:
Source: Minnesota AG
Trial: 504020194-504020201
Bates=504020194-504020201
Advertising and Marketing TM: None None None
Print advertisement for Mid-Ohio sport car course, Super Cycle Weekend, touting Camel sponsorship. Shows picture of motorcycle and Camel logo. Describes start of American Motorcyclist Association (AMA) and Camel support. Includes Surgeon General's Warning. Pictures pack of Camel Lights. Includes order form.
179) R. J. Reynolds Tobacco Co. Public Issues Campaign Ad
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19840530
Author:
Source: Minnesota AG
Trial: 503887833-503887834
Bates=503887833-503887834
Advertising and Marketing TM: Youth None None
RJR Public Issues Campaign print, "How to handle peer pressure." States RJR's view that young people should not smoke or decide about smoking until adulthood. Gives five tactics for recognizing peer pressure and resisting it. Ad copy concludes, "If you don't smoke, maybe your friends will want to be just like you."
180) Re: Black Market Report
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19821112
Author: Moore Jerry R
Source: Minnesota AG
Trial: 503545751
Bates=503545751
Advertising and Marketing TM: African American None None
Cover letter for RJR 1982 black market report. Mentions attached report of 1982 and previous year results. Results reflect retail sales and audit sales in stores with predominantly African American clientele. Notes sales and consumer results support each other in terms of trends. However differences arose when matched against Marlboro and Salem. Lists possible reasons for differences including the fact that teenage usage is not reflected in consumer data, but is reflected in sales. Indicates further investigation will be made.
181) Younger Adult Female Smokers
R.J. Reynolds Tobacco Company http://
Date: 00000000
Author:
Source: Unknown
Trial: 50192050516, 501928522-501920549
Bates=50192050516, 501928522-501920549
Advertising and Marketing TM: Young adults Women None
Discusses the increasing importance of the younger adult female smoker (18-24) as incidence increases in this group. Cites governement reports expressing alarm at increased smoking among teenage girls. Studies incidence, importance, wants, starting age, effect of aging on share, switching dynamics. Emphasizes "moving up in the world" as key want of this group, particularly success related to music and the performing arts, which "may provide ann innovative new brand/repositioning opportunity." Examines source of brand perceptions based on product, advertising, package, name and other users. Includes many charts and tables focusing on the 18-24 group, examining demographic differences within the younger adult smoker poulation.
182) Why Are Younger Adult Smokers Important to RJR and Salem?
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19850000
Author:
Source: Minnesota AG
Trial: 503561412-503561423
Bates=503561412-503561423
Advertising and Marketing TM: FUBYAS YAS Young adult
Report on "Why are younger adult smokers important to RJR and Salem." Lists questions regarding younger adult smoker demographic, preference, etc. Emphasizes importance of FUBYAS (first usual brand young adult smokers) as the leading indicators of growth and decline. Examines switching volume and claims market gap traces to younger adult smoker and brand loyalty. States YAS is important due to being largest source of market brand renewal. Names Salem as possible product to target FUBYAS, 18+.
183) Guidelines for Target Definition
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19850000
Author:
Source: Minnesota AG
Trial: 504748398-504748418
Bates=504748398-504748418
Advertising and Marketing TM: Switcher African American FUBYAS
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.
184) Winston Longs
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19760920
Author:
Source: Minnesota AG
Trial: 503542850-503542854
Bates=503542850-503542854
Advertising and Marketing TM: Female Adults None
Marketing report on Winston Longs. Details Demographic, Geographic and Product Targets to "maximize gains among new and competitive smokers through 1980." Includes chart of share among smokers in the 100mm NFF category, starting with age range 14-17. States that the 100mm NFF category continues to skew older and female.
185) Enjoy the Taste That Never Left the Country Salem
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19780000
Author:
Source: Minnesota AG
Trial: 503854550
Bates=503854550
Advertising and Marketing TM: None None None
Print advertisement for Salem cigarettes. Shows man standing against mountain background. Ad copy reads, "Enjoy the taste that never left the country, Salem." Shows cigarette packs and Surgeon General's Warning. Gives handwritten figures on recall for men, women, younger, and older.
186) Winston Box
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19760920
Author:
Source: Minnesota AG
Trial: 503542845-503542849
Bates=503542845-503542849
Advertising and Marketing TM: Youth Young adult Men
Market report on Winston Box. Outlines Demographic, Geographic and Product Targets. Includes table representing share among smokers in the non-menthol box category, starting with the 14-17 age range. States that the box category is growing among younger segments and women, and that Marlboro Box is particularly strong among young men.
187) Winston 85
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19760920
Author:
Source: Minnesota AG
Trial: 503542832-503542837
Bates=503542832-503542837
Advertising and Marketing TM: Youth Men Young adult
Report on Winston 85. Outlines targeting to maximize gains "among new and competitive smokers through 1980." Details Demographic (men under 35), Geographic, and Product Targets. Includes tables representing Winston King's high share among men and younger smokers, starting with age category 14-17. Notes Marlboro King's strength among men under 35, and the decline in gains among new smokers for both Marlboro and Winston. Includes map of Winston 85 Opportunity Divisions.
188) Summary of November 20, 1984 Work Group for a Smoke-Free Society By the Year 2000
Lorillard Inc. http://www.lorillarddocs.com/
Date: 19841120
Author: Burns David M MD
Source: Minnesota AG
Trial: 85174876-85174879
Bates=85174876-85174879
Advertising and Marketing TM: None None None
Summary of November 20, 1984 work group for a Smoke-Free Society by the Year 2000. Outlines problems and needs for advertising and counter-advertising. Outlines problems and needs of promoting local advocacy. Emphasizes and outlines ideas for encouraging medical profession's role in discouraging smoking. Plans programs and policies for workplace smoking cessation and non-smokers' rights.
189) Subject: 20/20 Statement, Summer Student Letter
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19830906
Author: Fishel David B
Source: Minnesota AG
Trial: 500653082
Bates=500653082
Advertising and Marketing TM: None None None
Memorandum regarding RJR statement to be issued to 20/20. States request of 20/20 for an interview with RJR in regard to sponsorship of Team America and Eric Clapton, the former of which has been targeted as "inappropriate tobacco company sponsorship due to soccer's popularity with youth." States desire to issue a statement from RJR in lieu of an interview, and names RJR personnel who have reviewed the proposed statement.
190) Enjoy Smoking Longer Without Smoking More. Low Tar Saratoga 120's
Philip Morris Cos., Inc. http://www.tobaccoresolution.com/
Date: 19800600
Author:
Source: Minnesota AG
Trial: 2023237544
Bates=2023237544
Advertising and Marketing TM: None None None
Print advertisement for low-tar Saratoga 120's, stating, "Enjoy Smoking Longer without Smoking More." Printed in Redbook, June 1986.
191) Subject: RJRT France Funny Camel Program
R.J. Reynolds Tobacco Company http://
Date: 19791217
Author: Long G H
Source: Mangini litigation
Trial: 2198184
Bates=2198184
Advertising and Marketing TM: None None None
Memo concerning the French Funny Camel" program, States that the program , the suit from the Government and the final court decision could be of importance to RJR in the United States. Suggests a summary be prepared for management, legal, and marketing personnnel for future action.
192) You Never Had It This Fresh! Please Send Me a Store Redeemable Coupon Good for a Free Pack of New Bright, 85's or 100's. Free Pack.
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19830100
Author:
Source: Minnesota AG
Trial: 503905687
Bates=503905687
Advertising and Marketing TM: None None None
Mail-in coupon for Bright cigarettes. Indicates recipient can fill out form with name and address, and receive a free pack of Bright 85 or 100's. States that sender must be at least 21 years old. Shows picture of packs.
193) Subject: Discount Brand Development and Marketing
Philip Morris Cos., Inc. http://www.philipmorris.com/
Date: 19931209
Author: Callaham Tim
Source: Minnesota AG
Trial: 2023163585
Bates=2023163585
Advertising and Marketing TM: None None None
Philip Morris inter-office correspondence from Tim Callahan regarding Discount Brand Development and Marketing. States attached item is from meeting held November 15, 1993, requests sharing information with people.
194) Marketing to Blacks Volume 2: Characteristics of the Black Consumer
Brown and Williamson Tobacco Corp. http://www.tobaccoresolution.com/
Date: 19820800
Author: Cinningham & Walsh Chicago
Source: Minnesota AG
Trial: 554000533-554000588
Bates=554000533-554000588
Advertising and Marketing TM: African Americans None None
Marketing to Blacks Collection of Lterature examines African-American population, suburban residence, demographics, income and education level, news on political issues. Notes that African-Americans are unique in that purcahsing habits are less limited to class and income level.
195) Winston Menthol
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19760920
Author:
Source: Minnesota AG
Trial: 503542863-503542866
Bates=503542863-503542866
Advertising and Marketing TM: Adults Young adult Youth
Winston Menthol marketing report. Reports cigarette market share for age groups 14-17. 18-20, 21-24, etc., for 1975, 1976; projects share in 1980. Indicates Winston Menthol has opportunity to gain among women who comprise majority of category. Indicates Winston Menthol has large share of youth segment. Indicates net losses in switching.
196) Demographics of IMSA Fans
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19720412
Author: Weber A G
Source: Minnesota AG
Trial: 501791471
Bates=501791471
Advertising and Marketing TM: None None None
Demographics of IMSA fans. Requests figures on age distribution of race audiences at International Motor Sports Association events, as Camel is sponsoring a series of their races. States questions have been raised regarding large number of under-age fans at first event, possibly attributable to local college student population in Dayton.
197) Cigar-Chomping Hollywood Heroes: Glamour: The Industry Pays Well-Connected Brokers to Put Their Product into the Hands of the Hottest Actors.
Non-Tobacco Company http://
Date: 19980112
Author: Klein Alec
Source: Ness, Motley and Loadholt
Trial:
Bates=
Advertising and Marketing TM: None None None
Baltimore Sun article on the resurgence of cigar smoking in films. Examines how cigar companies, film companies, and product placement firms each play a part in the placement of cigars in films and television shows. Gives history of placement, including Ray-Bans, BMW's, and other cigarettes. Reviews FTC and Congressional investigation of tobacco product placement, concern about possible appeal to youth. Mentions cigar placement in young-adult television program "Party of Five" and in independent children's film "Santa with Muscles" and feature films "Independence Day" and "First Wives' Club."
198) [Re: Appeal to Congressmen to Oppose Tobacco Tax Increase]
R.J. Reynolds Tobacco Company http://
Date: 19980500
Author: RJ Reynolds Tobacco Company
Source: Unknown
Trial:
Bates=
Advertising and Marketing TM: None None None
Appeal to Congressmen to oppose a tobacco tax increase. States RJR has made concessions; claims that congress is introducing taxes which may amount to $1,700 in cigarette taxes. Lists possible outcomes of legislation. Urges reader to write to Congress to counter cigarette tax.
199) [Re: New Brand, Dakota]
R.J. Reynolds Tobacco Company http://
Date: 19900412
Author:
Source: Washington State AG
Trial: 507703861
Bates=507703861
Advertising and Marketing TM: None None None
Letter from RJR to Dale Rook regarding Dakota cigarettes argues that newspaper accounts depicting Dakota selling to "young poorly educated Women" is not true. RJR states the brand is trying to appeal to the Marlboro smokers. Affirms that tobacco advertising is for adults and not aimed at younger people.
200) Thematic Review of Existent B&W and Competitive Campaigns
Brown and Williamson Tobacco Corp. http://www.tobaccoresolution.com/
Date: 19840404
Author:
Source: Minnesota AG
Trial: 670560206-670560231
Bates=670560206-670560231
Advertising and Marketing TM: Men Young adults Lower Class
Marketing report of thematic review of extent of B&W and competitive campaigns. Lists themes of Kool Music campaign. Viceroy Adventure theme, Barclay Success Raleigh Masculinity, Richland Good Times, Players Good Times, Kent Man on the Move, Camel Romance in Wilderness, Newport and Salem Good Times and Winston Action and Adventure. Outlines overview of themes and groups and categorizes them according to model group and experience.
201) Structured Creativity Group Presentation
British American Tobacco Industry (BAT) http://
Date: 00000000
Author: Creighton D E
Source: Washington State AG
Trial: 102690336-102690350
Bates=102690336-102690350
Advertising and Marketing TM: Youth None None
Structured Creativity Group Presentation. Examines constraints, challenges and opportunities in tobacco marketing, including international marketing. Discusses concern with low-delivery market, competition with drugs, stating "We must find a way to appeal to the young." Anticipates additional constraints on delivery to include cyanide, heavy metals and other chemicals. States that without sufficient nicotine delivery, the smoker may switch brands or quit smoking. Proposes changes in product design, consumption, delivery.
202) [Re:] College Comics
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19330407
Author: Esty John C
Source: Minnesota AG
Trial: 501808059
Bates=501808059
Advertising and Marketing TM: College student None None
Letter from John Esty of William Esty and Company Advertising to RJR, saying they have no signed estimate for the college comics, hand led by W.B. Bradbury. Notes dates when materials had been sent.
203) Bucking Big Tobacco with Just $5 Million
Non-Tobacco Company http://
Date: 19980916
Author: Beatty Sally
Source: Other
Trial:
Bates=
Advertising and Marketing TM: None None None
Wall Street Journal article, "Bucking Big Tobacco with Just $5 million." Describes American Cancer Society anti-tobacco ad campaign, using industry's own advertising to attack. Describes planning, budget, goals and schedule. Attributes defeat of 1998 anti-tobacco legislation to industry's April ad campaign having confused the American public. Quotes ad copy, "It's time to keep the tobacco companies from addicting anymore of our children. When you see advertising from the tobacco industry consider the source. These people are experts at manipulation and have been lying to the American people for decades."
204) Subject: The Merit Report - A Public Opinion Survey
Philip Morris Cos., Inc. http://www.philipmorris.com/
Date: 19800627
Author: Leiber Cathy L
Source: Minnesota AG
Trial: 1002392168
Bates=1002392168
Advertising and Marketing TM: None None None
Memorandum on Merit report- public opinion survey. Confirms finding copies of Merit questionnaire; confirms request to send and collect questionnaire.
205) Proposal to Lorillard for Indoor Billboard Media
Lorillard Inc. http://www.lorillarddocs.com/
Date: 00000000
Author: Apres Events Inc
Source: Minnesota AG
Trial: 91999521-91999528
Bates=91999521-91999528
Advertising and Marketing TM: Young adults Urban Hispanics
Apres Events, Inc., proposal for indoor billboard media to promote Newport cigarettes. Describes idea for phosphorescent tubular plastic indoor billboards lit by black light in night clubs. Plans testing in Manhattan clubs targeting Generation X, ethnic, alternative lifesyles, rock & roll, blue collar groups. Estimates attendance, media spending, sales.
206) Responsible Living for Teenagers: A Public Service Proposal for the Tobacco Industry
Tobacco Institute http://www.philipmorris.com/
Date: 19820500
Author: The Tobacco Institute
Source: Minnesota AG
Trial: 1005047465-1005047509
Bates=1005047465-1005047509
Advertising and Marketing TM: Youth None None
Responsible Living for Teenagers: A public service proposal for the tobacco industry, 1982. States tobacco industry position that smoking is an adult custom. Proposes industry image- improvement program to encourage youth not to smoke till age 18. Plans booklet, advertising, kit, film, and gathering of endorsements from parents, experts, politicians, educators, etc. Emphasizes industry lack of "knowledge and understanding of how to motivate (young people.)" Includes tables.
207) The Doral Way to Save
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19850000
Author:
Source: Minnesota AG
Trial: 505235322-505235323
Bates=505235322-505235323
Advertising and Marketing TM: None None None
The Doral Way to Save, two print ads, offering three $1.00 off coupons. Only one of the two ads includes Surgeon General's Warning. Emphasizes generic everyday price.
208) Marlboro Challenge '86
Philip Morris Cos., Inc. http://www.philipmorris.com/
Date: 19860000
Author:
Source: Minnesota AG
Trial: 2045091376-2045091377
Bates=2045091376-2045091377
Advertising and Marketing TM: None None None
Report on Marlboro Challenge 86. States intent to maintain annual growth rate of 2.5 to 3.5 units by increasing business among young smokers 18-21 by providing consistent value. Lists other age groups and considerations for market growth and retention. Plans research on switching motivation. Notes importance of image in reaching 18-24 group.
209) Consumer Research Report: IMSA Demographic Study
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19720612
Author: Gaylan P E
Source: Minnesota AG
Trial: 501791472-501791473
Bates=501791472-501791473
Advertising and Marketing TM: Men Young adult Adults
Consumer Research Report on IMSA demographics. States majority of Camel-sponsored racing event were male, 51% in 21-34 age group, 19% under 18. Notes respondent's usual brand and distance traveled to race. Concludes that race audience is desirable target.
210) Marlboro Share vs. Promotion Volume
Philip Morris Cos., Inc. http://www.philipmorris.com/
Date: 19920000
Author:
Source: Minnesota AG
Trial: 2044231354-2044231381
Bates=2044231354-2044231381
Advertising and Marketing TM: None None None
Marlboro share vs. promoted volume. Analyzes 1991 promotion goals and outcomes, plans 1992, emphasizes importance of promotion, price, flexibility. States goals to sustain growth in young adult smoker segment, accelerate among 25 - 44, ethnic groups. Plans defense against Camel Wides. Includes charts and tables.
211) Subject: The Merit Report Dry Run
Philip Morris Cos., Inc. http://www.philipmorris.com/
Date: 19800409
Author: Leiber Cathy L
Source: Minnesota AG
Trial: 1002392194
Bates=1002392194
Advertising and Marketing TM: None None None
Memorandum on "Dry Run" for Merit report. States a cover letter is attached along with a questionnaire. States the third element is a brochure describing the program.
212) Exploratory Marlboro Strategic Research Australia
Philip Morris Cos., Inc. http://www.philipmorris.com/
Date: 19900223
Author: Leo Burnett USA
Source: Minnesota AG
Trial: 2048571302-2048571384
Bates=2048571302-2048571384
Advertising and Marketing TM: Youth Young adults Men
Research designated to increase Marlboro's share in Australia. Reports that share dropped from 12.5 in 1976 to 2.7 in 1990. Attributes this to loss of entry level smokers. Identifies two key youth brands---Winfield and Peter Jackson. Examines Marlboro's image in light of Australia's cultural heritage. Analyzes Autstralian view of masculinity as more contemporary, more sensitive than Amercian view. Reports perception of Marlboro as for older people, too American (arrogant, outdated). Recommends positioning Marlboro as a "cult" brand to attract new smokers.
213) Cambridge Money. Rip It Off
Philip Morris Cos., Inc. http://documents.rjrt.com/
Date: 19920000
Author:
Source: Minnesota AG
Trial: 509170482
Bates=509170482
Advertising and Marketing TM: None None None
Cambridge ad "Cambridge money. Rip it off" includes coupon for $1.00 off 2 packs. Includes Surgeon General's Warning, age verification requiring signature.
214) Stealth in Advertising; Cigar Caper: Warnings and Regulation Are Needed to Close Loophole for Tobacco Product
Non-Tobacco Company http://
Date: 19980113
Author: The Baltimore Sun
Source: Ness, Motley and Loadholt
Trial:
Bates=
Advertising and Marketing TM: None None None
Baltimore Sun editorial on cigar promotion. Discusses cigar exemption from regulation by FTC, placement of health warning on pack, voluntary ban on paid product placement. Notes glorification of cigar smoking in film "Independence Day", for which J.C.Newman Cigar Co. supplied product, and which depicts conversion of anti-tobacco zealot to new smoker unconcerned with health risks. Proposes syllogism associating cool personality smoking product with product being perceived as cool. Quotes American Lung Association statistic that cigar smokers are 4-10 times more likely than non-smokers to die from laryngeal, oral and esophogeal cancers, as well as risking a variety of other health hazards.
215) Re: Benson & Hedges Direct Marketing Consumer Letters
Philip Morris Cos., Inc. http://www.philipmorris.com/
Date: 19880425
Author: Reich Susan
Source: Minnesota AG
Trial: 2023738890-2023738891
Bates=2023738890-2023738891
Advertising and Marketing TM: None None None
Re: Benson & Hedges consumer letter. Requests copy for mailing programs, specifying audience, tone and gifts to be offered in letters. Describes origin of information or request- business reply card, brochure request, etc.
216) [Re:] The Merit Report: A Public Opinion Survey
Philip Morris Cos., Inc. http://www.philipmorris.com/
Date: 19800424
Author:
Source: Minnesota AG
Trial: 1002392183
Bates=1002392183
Advertising and Marketing TM: None None None
Cover letter to the Merit report welcoming participants. Assures participant that his/her opinion counts. Explains procedure for processing and how to fill out questionnaire.
217) [Re: Use of Comic Sections for Advertising Camel Cigarettes]
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19350910
Author: Williams S Clay
Source: Minnesota AG
Trial: 501771788-501771792
Bates=501771788-501771792
Advertising and Marketing TM: Adults Youth Non-Smoker
Letter with handwritten corrections from RJR to William Randolph Hearst, in reply to Hearst's complaint regarding cigarette ads in comics section of newspaper. States, "We are emphatically not engaged in a direct effort to teach the children to smoke cigarettes." Notes two-thirds of adult market is "still unreached by any brands", therefore it would not be sensible to attempt to make "deferred customers" of children, as well as "socially reprehensible." States 15% of advertising budget goes to ads in Sunday comics because 80% of adults read them- more than any other newspaper section, and because it is the best way to present Camel smokers. States the Comic Weekly Pick is not presented or regarded as a juvenile publication.
218) Free Pack from Doral
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19860000
Author:
Source: Minnesota AG
Trial: 505236985
Bates=505236985
Advertising and Marketing TM: None None None
Print ad, "Free Pack from Doral", offers coupon. Includes Surgeon General's Warning.
219) Discussion Guide: Smokers of Full Price Brands
Lorillard Inc. http://www.lorillarddocs.com/
Date: 19920200
Author: Artisan Research
Source: Minnesota AG
Trial: 82866727-82866732
Bates=82866727-82866732
Advertising and Marketing TM: Adults Lower Class Men
Survey by Artisan Research listing questions on smoking. Lists questions on smoking behavior, perceptions on low price brands and full price brands. Lists questions on feelings about buying and smoking low priced brands and full priced brands.
220) For Those Who Value Flavor: Vantage the Right Light
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19920000
Author:
Source: Minnesota AG
Trial: 509170465
Bates=509170465
Advertising and Marketing TM: None None None
Vantage print advertisement, "For Those Who Value Flavor", offering coupon for $3.00 off a carton. Includes Surgeon General's Warning.
221) Subject: Idea for Marketing a New Cigarette Brand
Philip Morris Cos., Inc. http://www.philipmorris.com/
Date: 19780426
Author: Newman Thomas A
Source: Minnesota AG
Trial: 1000756042
Bates=1000756042
Advertising and Marketing TM: Non-Smokers Young adults Youth
Ideas for marketing a new cigarette brand. Suggests new brand with no name, no advertising, only package design changed repeatedly to picture whatever is in vogue--Farrah Fawcett, Campbell's soup can label. Suggests cigarette packs could become a collectible item, like stamps. States "This means that non-smokers would buy a pack of cigarettes for their collection just school kids are collecting beer cans but not drinking the contents." States "The fad changes- not the cigarette."
222) Re: Next Direct Marketing Age Verification
Philip Morris Cos., Inc. http://www.philipmorris.com/
Date: 19900412
Author: Elkholy Deena
Source: Minnesota AG
Trial: 2023351067-2023351068
Bates=2023351067-2023351068
Advertising and Marketing TM: None None None
Letter from CEO Burnett to Philip Morris. Recommending age verification database overlay for 1990 test market. States original plan was to mail live product to respondents; this was changed due to concerns about recipients being over 21. Discusses alternative plan of age verification.
223) Lift Off to Flavor: Vantage the Right Light
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19920000
Author:
Source: Minnesota AG
Trial: 509170392
Bates=509170392
Advertising and Marketing TM: None None None
Print advertisement for Vantage, "Lift off for flavor",includes coupon and Surgeon General's Warning. Depicts two packs of Vantage cigarettes as rockets, shooting upwards.
224) New Winston Select. Select Tobaccos. Smooth Flavor.
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19920000
Author:
Source: Minnesota AG
Trial: 512563705-512563706
Bates=512563705-512563706
Advertising and Marketing TM: None None None
Winston business reply card, touting Winston Select Gives short survey on usual brand preference; includes Surgeon General's Warning and age verification.
225) [Re: Cigarette Advertisements in Comics]
R.J. Reynolds Tobacco Company http://documents.rrt.com/
Date: 19350910
Author: Hearst W R
Source: Minnesota AG
Trial: 501771781-501771782
Bates=501771781-501771782
Advertising and Marketing TM: Youth None None
Letter from William Randolph Hearst to Mr. Mortimer Berkowitz, complaining about cigarette ads in comics section of newspaper. States, "These cigarette ads in the comics seem to be a direct effort to teach the children to smoke cigarettes." Recounts that he has urged moderation to liquor and horse racing industries. States, "It is [in] consideration for their interests as well as our own which leads me to urge the tobacco people to put their color ads into the grown-up's American Weekly instead of into the Children's Comic Weekly."
226) Hollywood Camel--2nd Mailing Version: $1.00 Off Pack
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19880912
Author: McCann Erickson
Source: Minnesota AG
Trial: 50728 4369- 50728 4370
Bates=50728 4369- 50728 4370
Advertising and Marketing TM: None None None
McCann Direct advertising copy for Hollywood Camel second mailing. Offers coupons, emphasizes smooth character of Camel.
227) Look for Your More Lights 120's in Their New Silver Packs.
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19880126
Author: Young & Rubicam
Source: Minnesota AG
Trial: 506672255-506672256
Bates=506672255-506672256
Advertising and Marketing TM: None None None
Business Reply Mail cards offering coupons on More cigarettes. Includes age verification and Surgeon General's Warning.
228) Free Pack of More Lights
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19880325
Author: Young & Rubicam
Source: Minnesota AG
Trial: 506672211
Bates=506672211
Advertising and Marketing TM: None None None
Mock up for Buy-One-Get-One-Free coupons for More Lights, prepared by Young & Rubicam. Includes age verification form to be filled out by consumer.
229) Real Newspaper Ad #2. Of All Major Brands Only Low Tar Real Gives You All Natural Taste.
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19770621
Author: Ogilvy Mather
Source: Minnesota AG
Trial: 50913 5544- 50913 5546
Bates=50913 5544- 50913 5546
Advertising and Marketing TM: None None None
Mock up of print ads by Ogilvy & Mather for Real cigarettes. Includes coupon and Surgeon General's Warning. The ad copy reads "The Natural Cigarette. Nothing Artificial Added."
230) Camel Pro
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19860000
Author: Long Haymes & Carr Inc
Source: Minnesota AG
Trial: 50742 2124- 50742 2133
Bates=50742 2124- 50742 2133
Advertising and Marketing TM: None None None
Camel Pro ads, promoting RJR-sponsored motor racing events at five U.S. locations. Depicts racer on bike and camel pack. Gives location and ticket information, tar disclosure and Surgeon General's Warning. Accompanying notes from Long, Haymes and Carr gives information about warnings, ad placement, ink color and date.
231) Make a Smooth Move to Camel and Take a $1.00 Off a Carton
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19890000
Author:
Source: Minnesota AG
Trial: 50740 0079
Bates=50740 0079
Advertising and Marketing TM: None None None
Camel ad "Make a Smooth Move to Camel" depicting Joe Camel in a tuxedo, offers coupon for $1.00 off carton. Gives tar disclosure and Surgeon General's Warning and age verification.
232) Salem the Refreshest
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19880300
Author: Leber Katz Partners
Source: Minnesota AG
Trial: 50711 9649- 50711 9652
Bates=50711 9649- 50711 9652
Advertising and Marketing TM: Adults Young adult None
Print ads for Salem by FOB/Leber Katz Partners. First ad depicts the word Salem in a long piece of ice, which a woman is pressing against her neck as it melts. Second ad depicts the word Salem in the spray from a waterhose. Both have ad copy reading "The Refreshest" and the Surgeon General's Warning. Accompanying note describes "ice chunk" and "water hose" copy strategy to positively alter target 18-34 year old smokers' current brand and user perceptions, and emphasize refreshment.
233) Sail Away With Smooth Camel Savings
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19900916
Author: Young & Rugbicam Inc
Source: Minnesota AG
Trial: 50734 6876
Bates=50734 6876
Advertising and Marketing TM: None None None
Camel ad mock-up by Young & Rubicam Inc. Depicts Camel with sailing motif. Includes coupon, tar disclosure, Surgeon General's Warning and age verification.
234) Celebrate the New Look of Vantage.
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19870000
Author:
Source: Minnesota AG
Trial: 506678263
Bates=506678263
Advertising and Marketing TM: None None None
Print ad for Vantage, emphasizing new look (of package). Offers coupon, free lighter; includes age verification and Surgeon General's Warning.
235) Camel Ultra Lights. Now you Can Enjoy Rich, Smooth Camel Taste in A Lower-Tar Ultra Light
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19900000
Author: Young & Rubicam
Source: Minnesota AG
Trial: 50734 6827- 50734 6828
Bates=50734 6827- 50734 6828
Advertising and Marketing TM: None None None
Business reply mail coupon offer for Camel Ultra Lights. Includes age verification form and solicits market research information. Includes Surgeon General's Warning.
236) The Lowest Tar and Nicotine Money Can Buy is Now $1.00 Less.
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19910203
Author:
Source: Minnesota AG
Trial: 50913 6223
Bates=50913 6223
Advertising and Marketing TM: None None None
Print ad for Now cigarettes, touting lowest tar and nicotine levels. Offers coupon, including age verification. Includes Surgeon General's Warning.
237) Hollywood Camel--1st Mailing Version: $1.00 Off Pack
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19880912
Author: McCann Erickson
Source: Minnesota AG
Trial: 50728 4366- 50728 4368
Bates=50728 4366- 50728 4368
Advertising and Marketing TM: None None None
McCann Direct adverstising copy for first Hollywood Camel mailing. Offers coupons, instructions on use, and emphasizes smooth character of Camel.
238) Franchise
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19890509
Author:
Source: Minnesota AG
Trial: 50727 9579- 50727 9585
Bates=50727 9579- 50727 9585
Advertising and Marketing TM: Female African American Hispanic
Handwritten notes on Franchise, possibly to frame demographics. Gives list of best/worst attributes, accomplishments/regrets, themes for ads. Mentions Hispanic and Black psychographics.
239) Now Shatters Them All
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19870000
Author:
Source: Minnesota AG
Trial: 507114461-507114462
Bates=507114461-507114462
Advertising and Marketing TM: None None None
Two print ads, "Now Shatters them All." Depicts Now cigarette package in front of four other brands, which each lie crumbled. Offers coupon, including age verification. Includes Surgeon General's Warning on one of the two pages.
240) We're Holding Your Free Camel T-Shirt.
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19860221
Author:
Source: Minnesota AG
Trial: 506659356
Bates=506659356
Advertising and Marketing TM: None None None
Print ad for Camel: ransom-style note offers free Camel t-shirt, 1-800 number. Includes polaroid of shirt, tar disclosure, Surgeon General's Warning.
241) Save Up to $2.00 on Camel! Rub Off Pyramid to See Your Savings!
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19870500
Author:
Source: Minnesota AG
Trial: 505680127-505680128
Bates=505680127-505680128
Advertising and Marketing TM: None None None
Two print ads for Camel cigarettes, offers money off on Camel carton purchase. Includes coupon, tar disclosure, Surgeon General's Warning.
242) Save $2.50 When You Buy Camel.
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19860000
Author:
Source: Minnesota AG
Trial: 506200878- 506200879
Bates=506200878- 506200879
Advertising and Marketing TM: None None None
Print ad for Camel offering coupon for $2.50 off a carton, plus admission to GT Race event with redemption of end flaps of carton at Speedway. Includes coupon, tar levels, Surgeon General's Warning.
243) The 1993 Winston Cup Preview
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19920000
Author: Long Haymes & Carr Inc
Source: Minnesota AG
Trial: 50909 3445-50909 3446
Bates=50909 3445-50909 3446
Advertising and Marketing TM: None None None
Two print advertisements for 1993 Winston Cup Preview. Proceeds to benefit two North Carolina hospitals. States "We'll be there because we care." First ad depicts four drivers, date, time location and advertising copy information, from Long Haymes & Carr. Second ad emphasizes events at preview - autograph signing, simulator ride. Both ads state that children under 12 are admitted free with paying adult.
244) Camel Free T-Shirt Offer!
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19900800
Author: Slate & Associates
Source: Minnesota AG
Trial: 50734 6850
Bates=50734 6850
Advertising and Marketing TM: None None None
Business reply card offering free T-shirt. Includes age verification form.
245) Winston Flavor You Can Bank On
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19910000
Author:
Source: Minnesota AG
Trial: 50772 3458- 50772 3459
Bates=50772 3458- 50772 3459
Advertising and Marketing TM: None None None
Winston ad offering $50.00 savings bond with ten carton proofs of purchase and coupon. Includes Surgeon General's Warning.
246) Take the Winston Cup Points Challenge
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19930000
Author: Long Haymes & Carr Inc
Source: Minnesota AG
Trial: 50909 3424
Bates=50909 3424
Advertising and Marketing TM: None None None
Advertisement for Winston Cup Points Challenge. Shows cup emblem for 1993 advertising copy specifications from Long Haymes Carr and Surgeon General's Warning.
247) Enjoy Camel's Classic Taste and Save $2.00
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19870600
Author: McCann Erickson
Source: Minnesota AG
Trial: 50734 6284-50734 6286
Bates=50734 6284-50734 6286
Advertising and Marketing TM: None None None
Advertisements for Camel cigarettes ,prepared by McCann-Erickson, states "Enjoy Camel's Classic Taste and Save $2.00." Includes Surgeon General's Warning, tar and nicotine disclosure and coupon for $2.00 off, which includes age verification form.
248) Calm Down to Salem With Its Soothing, Smoothing Taste
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19740115
Author: William Esty Company
Source: Minnesota AG
Trial: 50972 2514- 50972 2520
Bates=50972 2514- 50972 2520
Advertising and Marketing TM: None None None
Ad concepts for Salem cigarettes. Text reads "Calm Down to Salem." Shows five separate advertisements: man and woman on beach, man smoking, man sailing - surfing theme. Includes notes emphasizing daring, excitement, modern elements of ad which are strong with young adult urban males.
249) New Riviera. Real Menthol Pleasure of Less!
American Tobacco Co. http://documents.rjrt.com/
Date: 19920000
Author:
Source: Minnesota AG
Trial: 509170797
Bates=509170797
Advertising and Marketing TM: None None None
Ad for Riviera cigarettes, "Real menthol pleasure for less!", includes coupon with signature required to certify age of respondent as 21 or older, and is also a smoker.
250) Salem. Break for the Refreshest.
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19910630
Author:
Source: Minnesota AG
Trial: 50846 8843
Bates=50846 8843
Advertising and Marketing TM: None None None
Print advertisement for Salem cigarettes depicting ocean wave with surfer about to crash over road with car and driver passing Salem billboard. States "Break for the Refreshest." Includes coupon for one dollar off any styles carton and Surgeon General's Warning.
251) We Don't Think They Should Smoke [Hispanic]
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19910000
Author:
Source: Minnesota AG
Trial: 50784 0779
Bates=50784 0779
Advertising and Marketing TM: None None None
Advertisement for 'It's The Law' tobacco industry program to discourage cigarette sales to youth. Touts "We Don't Think They Should Smoke." Lists efforts to discourage youth smoking: support of state laws which prohibit sales to youth, supervision of vending machines, ban on billboard advertising up to 500 feet from schools and limiting sample distribution of product.
252) We Don't Think They Should Smoke [African American]
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19910000
Author:
Source: Minnesota AG
Trial: 50784 0778
Bates=50784 0778
Advertising and Marketing TM: None None None
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.
253) Camel. Discover a Whole New World. Save $2.00 on Camel!
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19850000
Author:
Source: Minnesota AG
Trial: 506195169-506195170
Bates=506195169-506195170
Advertising and Marketing TM: None None None
Two print ads for Camel, same image of man on rock peak lighting up a cigarette, orientation reversed. Offers coupon, including age verification. One of the two ads includes Surgeon General's Warning.
254) Winston. The Quality Comes Through.
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19910000
Author:
Source: Minnesota AG
Trial: 50772 3491
Bates=50772 3491
Advertising and Marketing TM: None None None
Winston ad with large bald eagle head pictured, emphasizing quality and consumer service. Includes coupon, Surgeon General's Warning and tar disclosure.
255) Save on Now the Lowest in Tar.
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19850000
Author:
Source: Minnesota AG
Trial: 506197695
Bates=506197695
Advertising and Marketing TM: None None None
Mock up of print ad for Now cigarettes, touting low tar rating and offering coupon. Does not include Surgeon General's Warning.
256) Salem. Tune Into the Refreshest.
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19900000
Author:
Source: Minnesota AG
Trial: 50770 9464
Bates=50770 9464
Advertising and Marketing TM: None None None
Print ad for Salem depicting person at piano with ad copy stating "tune into the Refreshest." Offers coupon, tar disclosure and Surgeon General's Warning.
257) Media Advisory
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19891109
Author: Payne Maura
Source: Minnesota AG
Trial: 50768 35560
Bates=50768 35560
Advertising and Marketing TM: None None None
RJR press release announces winner of Camel Smooth Car Sweepstakes and describes event in which car will be given to recipient. Notes that Joe, The Smooth Character, will be at New Jersey event to hand over car keys.
258) Right Decisions Right Now.
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19910919
Author:
Source: Minnesota AG
Trial: 50784 0437
Bates=50784 0437
Advertising and Marketing TM: Youth None None
Print ad for RJR's Right Decision Right Now industry anti-smoking program. Offers Tobacco: Helping Youth Say No booklet and 1-800 number. Ad copy reads, "Kids shouldn't smoke. Talk to yours today." Images depict kids smoking, text in Spanish and English says, "Don't create a smoke screen between you and your friends" and "And You Think This Looks Cool?"
259) Escape to the Fresh Side Salem
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19930000
Author:
Source: Minnesota AG
Trial: 50913 6237
Bates=50913 6237
Advertising and Marketing TM: None None None
Print ad for Salem, depicting beach, large Salem pack in sand and flying fish. Includes coupon, tar disclosure and Surgeon General's Warning.
260) Gear Up for Winter Gifts! With Proofs. Salem Fresh Gear Winter Collection.
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19910000
Author:
Source: Minnesota AG
Trial: 50913 6234
Bates=50913 6234
Advertising and Marketing TM: None None None
Print ad featuring Salem premium gifts, offered for proofs of purchase. Selection includes a portable CD player, a jacket, etc. Includes coupon and Surgeon General's Warning.
261) Salem. The Refreshest.
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19900923
Author:
Source: Minnesota AG
Trial: 50913 6231
Bates=50913 6231
Advertising and Marketing TM: None None None
Print ad for Salem, poor copy quality. Includes coupons, Surgeon General's Warning, ad copy stating "The Refreshest," tar disclosure.
262) Hey Friend, Check Out This Deal! Now the Low Tar Way to Smoke.
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19930000
Author:
Source: Minnesota AG
Trial: 50913 6228
Bates=50913 6228
Advertising and Marketing TM: None None None
Print ad for Now cigarettes. Includes coupon, Surgeon General's Warning, touts low tar levels.
263) Vantage the High Performance Cigarette
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19870000
Author:
Source: Minnesota AG
Trial: 506678243
Bates=506678243
Advertising and Marketing TM: None None None
Print ad for Vantage, "The high performance cigarette." Includes coupon with handwritten price change, and Surgeon General's Warning.
264) Camel Presents the Hard Pack. Catch the Pack for $1.00 Off a Carton.
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19910000
Author:
Source: Minnesota AG
Trial: 50772 6566
Bates=50772 6566
Advertising and Marketing TM: None None None
Advertisement and coupon for Camel cigarettes. Shows five Camels dressed as blues musicians with one offering one camel a cigarette from an opened hardpack of Camels. Ad copy reads "catch the pack for one dollar off a carton." Shows coupon with terms of offer including age limit of 21, expiration date and picture of camel musicians. Includes Surgeon General's Warning against carbon monoxide.
265) Anyone Who's Old Enough to Smoke is Old Enough to Make Up His Own Mind
Phillip Morris Cos., Inc. http://
Date: 19720625
Author:
Source: Minnesota AG
Trial: 2023202933-2023202934
Bates=2023202933-2023202934
Advertising and Marketing TM: None None None
Print ad for Vantage cigarettes. Ad copy reads, "Anyone who's old enough to smoke is old enough to make his own mind." States they won't try to get non-smokers to smoke. Touts low-tar and flavor of Vantage. Urges trial of product. Includes Surgeon General's Warning.
266) Subject: Strategic Research
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19840612
Author: Fackelman E J
Source: Minnesota AG
Trial: 503970681-503970688
Bates=503970681-503970688
Advertising and Marketing TM: None None None
Draft [1049] memo from E.J. Fackelman to L.W. Hall on Strategic Research. Gives joint perspective on issues raised, stating they need to be addressed by MDD with input from Brand Marketing, and cooperation is needed. Answers specific questions. Lists target issues facing RJR: pricing, younger adults, distribution special markets (minority), and product line positioning. Discusses sources of consumer information.
267) Subject: Strategic Research Response
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19840622
Author: Fackelman Ernest J
Source: Minnesota AG
Trial: 503970650-503970657
Bates=503970650-503970657
Advertising and Marketing TM: None None None
Strategic Research Response. Gives view that strategic research is only a part of RJR's strategic issues responsibility, incorporating MDD and Brand Management. Acknowledges differences of opinion on this. Cites younger adult smoker study as an example of a risky project which helped identify and give an understanding of long-term consumer dynamics of this group, although RJR had "tracked their trend lines for nearly a decade." Addresses issue of strategic responsibility, and whether MDD should be strategic or tactical in nature. Gives responses to specific questions, often citing recent research.
268) Re: 1982 Black Market Report
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19821112
Author: Moore J R
Source: Minnesota AG
Trial: 503949214-503949216
Bates=503949214-503949216
Advertising and Marketing TM: African American None None
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.
269) Common Courtesy is Common Sense
Multiple companies http://documents.rjrt.com/
Date: 19860000
Author:
Source: Minnesota AG
Trial: 512021133
Bates=512021133
Advertising and Marketing TM: None None None
Joint print ad from RJR and PM on secondhand smoke "Common courtesy is common sense". Encourages proper ventilation and common courtesy to solve conflict over tobacco smoke. Depicts couple holding hands through an open window, man outside smoking, woman inside reading.
270) Many Everyday Items Pollute the Air...Not Just Secondhand Smoke
Multiple companies http://documents.rjrt.com/
Date: 19860000
Author:
Source: Minnesota AG
Trial: 512021140
Bates=512021140
Advertising and Marketing TM: None None None
Joint print ad by RJR and PM, picturing cleaning supplies. Text reads, "Many everyday items pollute the air. . . Not just second hand smoke." Suggests proper ventilation, common courtesy, gives 1-800- number to call for more information.
271) I Don't Care if You Smoke...Please, Just Don't Do It Around My Kids.
Multiple companies http://documents.rjrt.com/
Date: 19860000
Author:
Source: Minnesota AG
Trial: 512021138
Bates=512021138
Advertising and Marketing TM: None None None
Joint print ad from RJR and PM, depicting woman with two children. Copy reads, "I don't care if you smoke. . . Please just don't do it around my kids." Expresses and acknowledges concern about second-hand smoke, encourages common courtesy, ventilation, smoking and non-smoking areas. Gives 1-800 number to call for more information.
272) Salem: Freshside Salute. A Fresh Look - A Fresh Approach
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19930722
Author:
Source: Minnesota AG
Trial: 511994310
Bates=511994310
Advertising and Marketing TM: None None None
Salem "Freshside Salute" to Rosalyn Hinson of Philadelphia,PA, honoring her for opening the Indomitable Spirit Martial Arts School, to keep children out of trouble. Notes $5,000 contribution [by RJR] to organization. Includes Salem pack pictures, along with palm tree and tar and nicotine figures.
273) Capture High Performance
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19880200
Author:
Source: Minnesota AG
Trial: 506679961-506679962
Bates=506679961-506679962
Advertising and Marketing TM: None None None
Print ad/Business Reply Card for Vantage, offering free Kodak disposable camera by mail. Includes age verification, tar levels, Surgeon General's Warning.
274) Put a Vantage to Your Lips and We'll Throw New York at Your Feet
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19750511
Author:
Source: Minnesota AG
Trial: 502612514
Bates=502612514
Advertising and Marketing TM: None None None
Print ad for Vantage cigarettes, "Put a Vantage to your lips and we'll throw New York at your feet." Includes Surgeon General's Warning and mail in order, which, when sent along with $.50 and two empty Vantage packs, will get consumer a book of 36 coupons.
275) Save $3 on Any Style of Camel
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19850807
Author: McCann-Erickson Inc
Source: Minnesota AG
Trial: 505284782-505284783
Bates=505284782-505284783
Advertising and Marketing TM: None None None
Mock of Camel print ad offering 2 coupons. Includes Surgeon General's Warning. Copy is small and difficult to read. Second page gives age verification form.
276) Vantage is Changing a Lot of His Feelings About Smoking
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19771031
Author: Leber Katz Partners
Source: Minnesota AG
Trial: 502612298A-502612299
Bates=502612298A-502612299
Advertising and Marketing TM: None None None
Print ad for Vantage. Touts low-tar level and flavor. Includes coupon and Surgeon General's Warning. Text header states," Vantage is changing a lot of his feelings about smoking." Depicts man, gives his testimonial on Vantage.
277) Anyone Who's Old Enough to Smoke is Old Enough to Make Up His Own Mind
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19721106
Author: Leber Katz Partners
Source: Minnesota AG
Trial: 502612049A-202612050
Bates=502612049A-202612050
Advertising and Marketing TM: None None None
Long print ad designed by Leber Katz Partners Advertising for RJR for Vantage cigarettes. Text states, "Anyone who's old enough to smoke is old enough to make up his own mind." Urges smoker to make up own mind about cigarettes. States "If you don't smoke, we aren't going to try to get you to start." Touts Vantage as the only low-tar cigarette with flavor. Urges trial usage of the cigarette. Includes Surgeon General's Warning.
278) A Small Reward for People Who Won't Cop-Out
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19710426
Author: Leber Katz Partners Advertising
Source: Minnesota AG
Trial: 502611988A-502611989
Bates=502611988A-502611989
Advertising and Marketing TM: None None None
Print ad for Vantage, " A small reward for people who won't cop-out." , offers coupon. Does not include Surgeon General's Warning. Second page identifies agency: Leber Katz Partners Advertising, and ad specifications.
279) Have the Next Two on Us
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19710426
Author: Leber Katz Partners Advertising
Source: Minnesota AG
Trial: 502611988
Bates=502611988
Advertising and Marketing TM: None None None
1971 print ad for Vantage, "Have the next two on us." Offers two free packs of cigarettes with return of two empty packs and age verification form. Does not include Surgeon General's Warning.
280) Free Pack of Camel!
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19850000
Author:
Source: Minnesota AG
Trial: 505438088-505438089
Bates=505438088-505438089
Advertising and Marketing TM: None None None
Two print ads for Camel, "Discover a whole new world", offering 2 coupons, each are for a free pack of Camel. One ad includes Surgeon General's Warning with age verification, one does not.
281) The New Look of Vantage
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19860000
Author:
Source: Minnesota AG
Trial: 505272462-505272463
Bates=505272462-505272463
Advertising and Marketing TM: None None None
Business Reply card advertising Vantage, offering $2.00 off. Includes Surgeon General's Warning and age verification form. Ad Theme: The New Look of Vantage.
282) A $3.00 Holiday Gift from Now. Lowest Tar, Great Taste, All Wrapped Up.
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19920000
Author:
Source: Minnesota AG
Trial: 509170829
Bates=509170829
Advertising and Marketing TM: None None None
Ad for Now cigarettes, "A $3.00 Holiday Gift From Now", includes coupon and Surgeon General's Warning.
283) Free Pack of Vantage: Regular, Menthol or Vantage 100's
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19790617
Author: Leber Katz Partners
Source: Minnesota AG
Trial: 502612536A-502612537
Bates=502612536A-502612537
Advertising and Marketing TM: None None None
Two coupons for Vantage free packs, and print ad for Vantage, including Surgeon General's Warning, created by Leber Katz Partners.
284) Free Pack More Filter Cigarettes
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19860000
Author:
Source: Minnesota AG
Trial: 505537637-505537638
Bates=505537637-505537638
Advertising and Marketing TM: None None None
Two print ads for More cigarettes, offering coupons for free pack. Includes age verification form on one ad and Surgeon General's Warning on both.
285) In the Dark About Who's Lowest? Now is Lowest.
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19881231
Author: Young & Rubicam
Source: Minnesota AG
Trial: 506677736-506677737
Bates=506677736-506677737
Advertising and Marketing TM: None None None
Mock of print ad for Now cigarettes, prepared by Young and Rubicam. Touts low-tar level. Coupon includes age verification form.
286) Get $1.50 Off Now! Now is Lowest in Tar.
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19860000
Author:
Source: Minnesota AG
Trial: 506667577- 506667579
Bates=506667577- 506667579
Advertising and Marketing TM: None None None
Three print ads for Now cigarettes, lowest in tar. Offers coupons. Includes tar and nicotine ratings, Surgeon General's Warning.
287) The Camel World of Wheels Sweepstakes
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19860000
Author:
Source: Minnesota AG
Trial: 505903862-505903865
Bates=505903862-505903865
Advertising and Marketing TM: None None None
Camel print ads for World of Wheels Sweepstakes. Offers coupons as entry forms, includes age verification, and rules. One of the four pages includes Surgeon General's Warning.
288) Save $3 on any Style of Camel!
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19860000
Author:
Source: Minnesota AG
Trial: 505677292- 505677293
Bates=505677292- 505677293
Advertising and Marketing TM: None None None
Two print ads for Camel, one depicts man on rock, and one on a boat dock by a lake, each lighting up a cigarette; offers coupons for packs and cartoons. Ad copy reads "Camel Discover a Whole New World." Gives 'tar' and nicotine ratings, Surgeon General's Warning.
289) It's Official- Now is Lowest $100,000 Sweepstakes
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19860122
Author: Leber Katz Partners
Source: Minnesota AG
Trial: 505677015- 505677016
Bates=505677015- 505677016
Advertising and Marketing TM: None None None
Print ad for Now cigarettes, touting lowest tar status. Offers participation in $100,000 sweepstakes through coupon redemption. Shows Now package knocking over other brands, domino style. Includes 'tar' ratings, coupons, and Surgeon General's Warning
290) [Re: CAP Sampling Pack Decal]
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19850408
Author: Frank Nancy
Source: Minnesota AG
Trial: 50762401-50762403
Bates=50762401-50762403
Advertising and Marketing TM: None None None
Note and materials from McCann-Erickson, Inc. On CAP Sampling Pack Decal. Includes image of free Camel T-shirt, 1-800 number.
291) Save $2 on New Cambridge
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19860000
Author:
Source: Minnesota AG
Trial: 505537735
Bates=505537735
Advertising and Marketing TM: None None None
Print ad for Cambridge Lights, generic price, save $2.00 with coupons. Includes Surgeon General's Warning.
292) Subject: Younger Adult Smokers' Brand Usage by Education
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19800924
Author: Long G H
Source: Minnesota AG
Trial: 503973357
Bates=503973357
Advertising and Marketing TM: Young adult Youth None
Memo refers to memo on Younger Adult Smokers' Brand Usage by Education. Suggests information may be useful to Area Sales Directors for planning convenience store and package store MCD displays.
293) Get $2 Off Now! Now is Lowest in Tar
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19860000
Author:
Source: Minnesota AG
Trial: 505537712
Bates=505537712
Advertising and Marketing TM: None None None
Print ad for Now cigarettes " Get $2.00 of Now" , touts low-tar rating, offers coupons. Includes Surgeon General's Warning.
294) Save $12 on Any Style of Camel!
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19850806
Author: McCann-Erickson Inc
Source: Minnesota AG
Trial: 505284780
Bates=505284780
Advertising and Marketing TM: None None None
Mock up of Camel print ad , "Save $2.00 on any style Camel", with coupons. Includes Surgeon General's Warning. Legibility of copy is poor.
295) More Offers More
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19870000
Author:
Source: Minnesota AG
Trial: 505537533-505537534
Bates=505537533-505537534
Advertising and Marketing TM: None None None
Ads for More, "More Offers More" , Century Lights, "Quality plus 50 Free" offering coupons. More coupons require customer to fill out reverse side of coupon before redeeming, possibly for age verification; Century Lights coupons do not. Includes Surgeon General's Warning.
296) Free pack When You Buy One: Vantage
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19870000
Author:
Source: Minnesota AG
Trial: 505537335
Bates=505537335
Advertising and Marketing TM: None None None
Print ad for Vantage cigarettes, offering coupons "Free Pack When You Buy One." Includes Surgeon General's Warning.
297) Now is Lowest...Case Closed
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19870000
Author:
Source: Minnesota AG
Trial: 505537272-505537273
Bates=505537272-505537273
Advertising and Marketing TM: None None None
Print ad for Now cigarette, touting lowest tar level depicting Carlton pack, crumpled from having been hit by gavel. Offers coupon good for free pack when customer mails in card or calls toll-free number. Includes Surgeon General's Warning and age verification.
298) More Menthol
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19870000
Author:
Source: Minnesota AG
Trial: 505537269
Bates=505537269
Advertising and Marketing TM: None None None
Print ad for More cigarettes. offers two coupons, includes Surgeon General's Warning, requests customer to fill out reverse side [not included] before redeeming.
299) Now--Taste More Flavor: Skoal Bandits
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19860000
Author:
Source: Minnesota AG
Trial: 505536692-505536692C
Bates=505536692-505536692C
Advertising and Marketing TM: None None None
Ads, including coupons, for Skoal Bandits smokeless tobacco, touting new packaging. Coupons are redeemable for free samples also includes age verification form.
300) Buy 3 Packs Get 3 Free Any Style Camel Lights, Filters or Non-Filters
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19860300
Author: McCann-Erickson Inc
Source: Minnesota AG
Trial: 505289082-505289083
Bates=505289082-505289083
Advertising and Marketing TM: None None None
Mock up of Camel coupons by McCann-Erickson, Inc. for RJR. Includes Surgeon General's Warning and age verification form. Gives specifications for size.
301) Camel Environmental Coupon Program
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19860121
Author: McCann-Erickson Inc
Source: Minnesota AG
Trial: 505287529-505287530
Bates=505287529-505287530
Advertising and Marketing TM: None None None
McCann-Erickson, Inc. material for Camel environmental coupon program. Ad copy for cover reads "Camel Free For All! Take Your Pick." Gives toll free number. Offers premiums : T-shirt, refillable pocket torch and a key chain. Gives legal information on age restriction, expiration date.
302) Taste Quality and Tradition. Taste Camel.
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19870800
Author: McCann Erickson Inc
Source: Minnesota AG
Trial: 50734 6251- 50734 6252
Bates=50734 6251- 50734 6252
Advertising and Marketing TM: None None None
Advertisements and coupons prepared by McCann-Erickson for Camel cigarettes. Depicts close-up of pack with copy reading, "Taste, Quality and Tradition. Taste Camel." Includes Surgeon General's Warning, tar and nicotine level disclosure, age verification form and coupon for two dollars off.
303) Save $1.50 on More. More Filter Cigarettes
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19860000
Author:
Source: Minnesota AG
Trial: 505537726
Bates=505537726
Advertising and Marketing TM: None None None
Print ad for More cigarettes, "Save $1.50 on More", offers coupons, includes Surgeon General's Warning.
304) Screening of NFO Panel on Cigarette Smoking October 1972: Report of Smoking Incidence and Brand Preference among Persons Aged 14 to 20
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19730200
Author: William Esty Company Inc
Source: Minnesota AG
Trial: 500366936-500366977
Bates=500366936-500366977
Advertising and Marketing TM: Young adult Youth None
Collection of data tables from William Esty Company, Screening of NFO Panel on Cigarette Smoking, October 1972, Report of Smoking Incidence and Brand Preference among persons aged 14-20, February 1973. Tables on current brand preference, smoking incidence, demographic information, consumption, projected volume. All data covers youth 14-20.
305) A Qualitative Investigation of Old Gold Filters
Lorillard Inc. http://www.lorillarddocs.com/
Date: 19781200
Author: Unisearch
Source: Minnesota AG
Trial: 85395177-85395183
Bates=85395177-85395183
Advertising and Marketing TM: Youth None None
Unisearch (market research company) study of 10-17 year old perceptions of Old Gold Filters. Summarizes perception of brand image, brand selection, peer influence, "fit" of package change with this group. Finds that cigarettes signal adulthood, independence, not especially risk-taking.
306) [Re: Comments on April 1979 Talk to the National Interagency Council on Smoking and Health]
Tobacco Institute http://www.lorillarddocs.com/
Date: 19790524
Author: Kornegay Horace R
Source: Minnesota AG
Trial: 03535570-03535572
Bates=03535570-03535572
Advertising and Marketing TM: None None None
Letter from Horace Kornegay of Tobacco Institute to Honorable Joseph A. Califano. States view that facts regarding tobacco smoking by young people and the role of cigarette advertising have been disregarded. Lists policies industry has developed which reflect view that smoking is an adult custom. Discusses Califano's statements and offers alternative information. Denies role of advertising in smoking initiation.
307) [Re: April 1972 Report on Cigarette Smoking Incidence and Brand Preference for 14-20 Year Olds]
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19720726
Author: Simek Regina E
Source: Minnesota AG
Trial: 500347163
Bates=500347163
Advertising and Marketing TM: None None None
Letter from Regina Simek of William Esty Company to L.W. Hall, RJ Reynolds, sending for copies of cigarette smoking incidence and brand preference among persons aged 14-20 report. Offers additional copies.
308) [Re: April-May 1973 NFO Screening]
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19730707
Author: Heitbrink Veronica
Source: Minnesota AG
Trial: 500347200
Bates=500347200
Advertising and Marketing TM: Young adult Youth None
Letter from Veronika Heitbrink of William Esty Company for L.W. Hall of RJ Reynolds. Encloses data from April/May 1973 NFO screening on brand switching among smokers 18 and older, 14-20.
309) [Re: October 1972 NFO Screening]
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19730129
Author: Simek Regina E
Source: Minnesota AG
Trial: 50034 7206
Bates=50034 7206
Advertising and Marketing TM: None None None
Letter from Regina Simek of William Esty Company to L.W. Hall of RJ Reynolds, enclosing data on brand switching among 14-20 year old smokers, and product testing on cigarettes, roll-your-own, pipe tobacco and chewing tobacco; information on roll-your-own smoking.
310) Screening of NFO Panel on Cigarette Smoking April 1973: Report of Smoking Incidence and Brand Preference among Persons Aged 14 to 20
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19730800
Author:
Source: Minnesota AG
Trial: 50036 6539-50036 6580
Bates=50036 6539-50036 6580
Advertising and Marketing TM: Young adult Youth None
Collection of data tables; Screening of NFO Panel on Cigarette Smoking Report of Smoking Incidence and Brand Preference among persons 14-20, August 1973. Tables on correct brand preference, smoking incidence, demographic information consumption, projected volume. All data on youth14-20.
311) Screening of NFO Panel on Cigarette Smoking April 1971: Report of Smoking Incidence and Brand Preference among Persons Aged 14 to 20
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19710800
Author: William Esty Company Inc
Source: Minnesota AG
Trial: 500366581-500366618
Bates=500366581-500366618
Advertising and Marketing TM: Young adult Youth None
Collection of data tables, screening of NFO Panel on Cigarette Smoking Report of Smoking Incidence and Brand Preference among persons 14-20, August 1971. Tables on current brand preference, smoking incidence, demographic information, consumption, projected volume. All data on youth 14-20.
312) Subject: B&W Network TV Purchase and Usage Policy
Brown and Williamson Tobacco Corp. http://www.house.gov/
Date: 19670911
Author: Littlefield B H
Source: Florida AG
Trial: LG2004485-LG2004487
Bates=LG2004485-LG2004487
Advertising and Marketing TM: None None None
Brown and Williamson internal correspondence on Network TV purchase and usage policy. Emphasizes selectivity in program purchases to reach low concentrations of youth audience. Explains Cigarette Advertising Code statistical criteria and calculations used to determine the percentage of age 2-20 viewers for a given television show. Deems it most prudent to establish purchase policy even more restrictive than Cigarette Advertising Code, in order to establish position as "responsible" advertisers.
313) Screening of NFO Panel on Cigarette Smoking October 1971: Report of Smoking Incidence and Brand Preference among Persons Aged 14 to 20
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19720100
Author: William Esty Company Inc
Source: Minnesota AG
Trial: 500366809-500366850
Bates=500366809-500366850
Advertising and Marketing TM: Young adult Youth None
Collection of data tables, from William Esty Company screening of NFO Panel on Cigarette Smoking Report of Smoking Incidence and Brand Preference among persons 14-20, January 1972. Tables on current brand preference, smoking incidence, demographic information, consumption, projected volume. All data covers youth 14-20.
314) Summary of Decisions Made in MRD-Esty Meeting, on April 7, 197, Concerning Spring 1971 NFO Tobacco Products Survey
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19710416
Author:
Source: Minnesota AG
Trial: 50034 7108-50034 7111
Bates=50034 7108-50034 7111
Advertising and Marketing TM: Young adult Youth Men
Decisions made in MRD-Esty meeting, concerning Spring 1971 NFO Tobacco Products Survey. Gives protocol for use of report on young smokers: aged 14-20 will be used for cigarette profile report, excluded from other counts. States that males 17-20 will, as usual, be included in analyses of pipe smokers and tobacco chewers. States that respondents 13 and younger will provide a count of very young smokers. States intention to evaluate smoke incidence and brand preference for 14-15, 16-17, 18-20 groups. Asserts that MRD, after evaluation, will decide whether lower age limit for young smoker profile will remain at age 14. Discusses reports and tables to be produced. Mentions share, brand switching, packaging of tobacco products other than cigarettes.
315) Re: NFO Annual Trends in Share of Smokers by Age - April, 1975
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19751202
Author: McCaffrey Kay
Source: Minnesota AG
Trial: 500375128-500375129
Bates=500375128-500375129
Advertising and Marketing TM: Young adult Youth None
RJR memo on NFO Annual Trends in Share of Smokers by Age, April 1975. Notes that data does not read specific year changes, and understates both young (24 and under) and black smokers. Notes slight drop in Winston share among 14-17 year olds, some softness among 18-20.
316) NFO Brand Switching Matrix Oct 1972 NFO Screening Ages 14-20 MRD #72-0580
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19720400
Author:
Source: Minnesota AG
Trial: 500413052-500413082
Bates=500413052-500413082
Advertising and Marketing TM: Youth Young adult None
NFI Brand Switching Matrix on ages 14-20, October 1972. Tables on brand smoked, in April and in October, male and female, age 14-20.
317) NFO Brand Switching Matrix Apr 72 - Oct 1972 NFO Screening Ages 14-20 MRD #72-0580
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19721000
Author:
Source: Minnesota AG
Trial: 500413083-500413113
Bates=500413083-500413113
Advertising and Marketing TM: Young adult Youth None
NFO Brand Switching Matrix, October 1972 screening, ages 14-20. Tables on Brand Smoked in April 1972 and October 1972, by smokers 14-20.
318) NFO Brand Switching Matrix October 1972 - April 1973 NFO Screening Ages 14-20 MRD #73-0112 LWH
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19730400
Author:
Source: Minnesota AG
Trial: 500413139-500413169
Bates=500413139-500413169
Advertising and Marketing TM: Youth Young adult None
NFO Brand Switching Matrix, October 1972-April 1973, ages 14-20. Gives tables on brands smoked in April 1973 and October 1972.
319) NFO Brand Switching Matrix October,1973 Ages 14-20
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19731000
Author:
Source: Minnesota AG
Trial: 500413257-500413287
Bates=500413257-500413287
Advertising and Marketing TM: Youth Young adult None
NFO Brand Switching Matrix, October 1973, on ages 14-20. Gives tables on brand smoked in October 1973 and April 1973.
320) [Re: Meeting of General Counsel May 25, 1982]
Liggett Group, Inc. (Liggett and Meyers) http://www.house.gov/
Date: 19820525
Author: Greer J
Source: Florida AG
Trial: LG2000773-LG2000783
Bates=LG2000773-LG2000783
Advertising and Marketing TM: None None None
Handwritten notes on meeting. Copy extremely difficult to read. Topics covered include public smoking, who owns CTR, retrieval system, FTC, product liability, self-extinguishing cigarette and state standards. Notes include phrases "Advertise legal product-children-smoking is an adult habit." States "kids shouldn't smoke."
321) Take the Winston Cup Challenge! Can You Predict the Outcome of a Winston Cup Race?
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19920000
Author: Long Haymes & Carr Inc
Source: Minnesota AG
Trial: 50909 3490
Bates=50909 3490
Advertising and Marketing TM: None None None
Print advertisement for Winston Cup Challenge, promoting contest, 'Can you predict the outcome of a Winston cup race?' Explains that participant can choose winning race, by mailing in card to be eligible for prizes such as cars, jackets and race cards. Shows pictures of prizes, address, tar disclosure, Surgeon General's Warning and age verification form.
322) Winston Select Ultimate Race Weekend Sweepstakes
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19930000
Author: Long Haymes Carr Litas
Source: Minnesota AG
Trial: 50876 0712
Bates=50876 0712
Advertising and Marketing TM: None None None
Ad copy prepared by Long Haymes Carr Lintas of Official Rules for Winston Select Race Weekend Sweepstakes. States contest is restricted to smokers 21 years of age or older. No purchase neccessary, includes age verification form.
323) Younger Adult Female Analysis
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19850620
Author:
Source: Minnesota AG
Trial: 504104985-504104994
Bates=504104985-504104994
Advertising and Marketing TM: Young adult Female None
RJR secret document, Younger Adult Female Analysis. Assesses importance of this group, brand and purchase patterns, demographic trends, key wants and concerns, etc. Asserts that entering 18 year old smokers, not switchers, have driven the success of lay brands of this century, responsible for Marlboro and Philip Morris' growth. Finds that the share of 18 year old smokers indicates growth and decline. Tables on switching and share. Emphasizes role of higher female smoking incidence.
324) Subject: Analysis of Youth Audience Sub-Groups
Brown and Williamson Tobacco Corp. http://www.house.gov/
Date: 19671215
Author: Littlefield B H
Source: Florida AG
Trial:
Bates=
Advertising and Marketing TM: None None None
Brown and Williamson memo on analysis of Youth Audience subgroups. Presents calculations based on subgroups of 2-20 TV viewing audience (2-17,6-17, 12-17) and analyses each in order to determine best revision for Cigarette Advertising Code audience composition standards. Notes that current 45% prohibition in 2-20 group provides maximum protection for industry. States use of 6-17 sub-group would severely limit program availability. Discusses shifts in viewing audience due to season and holiday. States that 18,19,20 year olds are disproportionately represented in TV surveys. Recommends 12-17 sub-group at basis of revision of calculation.
325) The Winston Pavilion is Roarin' With Action...And It's Free!
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19920000
Author: Long Haymes & Carr Inc
Source: Minnesota AG
Trial: 50909 3563
Bates=50909 3563
Advertising and Marketing TM: None None None
Advertisement for Winston Motorsports pavilion. "Roarin' with Action. . .and It's Free!" States location and hours of operation. Describes prizes and games available. Includes advertising copy information - prepared by Long, Haymes and Carr - , Surgeon General's Warning and Winston emblem. Notes participants must be 21 or older.
326) Anyone's Who's Old Enough to Smoke is Old Enough to Make Up His Own Mind.
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19720000
Author: Leber Katz Partners
Source: Minnesota AG
Trial: 50913 2360
Bates=50913 2360
Advertising and Marketing TM: None None None
Print advertisement for Vantage cigarettes. States "Anyone Who's Old Enough to Smoke is Old Enough to Make Up His Own Mind." Touts benefits of Vantage, while not lowest in tar and nicotine on market, consumer will enjoy smoking. Depicts packs of Vantage cigarettes.
327) Free. The New Look of Vantage
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19850000
Author: Leber Katz Partners
Source: Minnesota AG
Trial: 509132869-509132871
Bates=509132869-509132871
Advertising and Marketing TM: None None None
Advertisement for Vantage cigarettes. States "The new look for Vantage call 1-800-Vantage for a Free Pack." Includes Surgeon General's Warning, notice of compliance with regulations and offer restrictions such as smoker must be 21 or older.
328) Subject: Analysis of Youth Audience - Brown & Williamson Internal Memo Dated 12/15/67
Liggett Group, Inc. (Liggett and Meyers) http://www.house.gov/
Date: 19671229
Author: Lincoln G T
Source: Florida AG
Trial: LG2004550-LG2004551
Bates=LG2004550-LG2004551
Advertising and Marketing TM: None None None
Memorandum on Brown and Williamson's Analysis of Youth Audience. Complains that proposed measure of TV viewing audience would make several prime time shows available. Notes what each company would have to give up. Notes radio restrictions would be even more stringent. Asserts that restriction would significantly hamper industry use of media. States opinion that no concession should be made; if forced, recommends elimination of specific time periods or shows. States satisfaction with current formula.
329) Enter the Salem Bike Stakes!
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19720000
Author:
Source: Minnesota AG
Trial: 506075 5768
Bates=506075 5768
Advertising and Marketing TM: None None None
Print ad for Salem cigarettes, describing "Bike Stakes." Gives rules for contest, age certification form, and Surgeon General's Warning.
330) Share of Smokers by Age Group.
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19751030
Author: Wallace John M
Source: Minnesota AG
Trial: 50037 5131-50037 5134
Bates=50037 5131-50037 5134
Advertising and Marketing TM: Young adult Youth None
Memo on product research report by RJR. Updates trends in share of smokers by age, particularly 14-17 group. Compares Winston to Marlboro, Salem to Kool, shares of smokers and smoker share among top ten brand. Indicates Marlboro younger smoker (14-17) share is eroding; Kool King is eroding in 14-17 and 18-24 market. Shows Salem strength in younger market and that Kool is weak in same market. Shows RJR and PM with general growth in all areas. Includes tables.
331) Activation Dates Proposed for Consumer Research, By Type Mini-Max Basis
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19640116
Author:
Source: Minnesota AG
Trial: 500342014
Bates=500342014
Advertising and Marketing TM: None None None
Activation dates proposed for consumer research, by type. Month and day given in table form for fine proposed studies: smoking behavior panel, national study, teen-age study, filter pre-disposition, safety/task orientation.
332) [Re: Requested Information]
Brown and Williamson Tobacco Corp. http://www.house.gov/
Date: 19671213
Author: Littlefield B
Source: Florida AG
Trial: LG2004537-LG2004539
Bates=LG2004537-LG2004539
Advertising and Marketing TM: None None None
Memorandum from Mr. Littefield recommending revised method of determining audience composition violation. Describes change in Nielsen survey and audience composition report and timelines of schedule, which causes delay in action on violation. Suggests basis for action change from two reports to one report or reports covering a continuous 4-week period.
333) [Re: Memoranda Regarding Youth and Television]
Liggett Group, Inc. (Liggett and Meyers) http://www.house.gov/
Date: 19671116
Author: Haas F
Source: Florida AG
Trial: LG2004525
Bates=LG2004525
Advertising and Marketing TM: None None None
Memorandum from F.P.H. attaching memorandum from Mr.Littlefield and Mr.Burgard, suggesting the possibility of a revised method for measuring the youth content of television programs. Considers redefining youth to ages 12-18, or reducing 45% figure to 40%. Requests comments.
334) Re: Share of Smokers by Age Group
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19760812
Author: Key Tim
Source: Minnesota AG
Trial: 500234050-500234051
Bates=500234050-500234051
Advertising and Marketing TM: Youth Young adult None
Memorandum regarding share of smokers by age group. Mentions data is drawn from April NFO panels. Lists trends, comparing Winston and Marlboro, Salem, and Kool, and company share, examining 14-17, 21-24 year old smokers. Reports Winston King's share among 14-17 year age group as nine percent. Finds Winston Super King and Marlboro 100 show no changes among adults. Reports results of adult market of Winston Kings in slow decline among 18 and over; Marlboro King continues to gain share among 21-24 year olds. Compares results between Salem King among 14-17 year olds which lost one point and Kool King which has fifteen percent of market. Shows results of corporate comparison with Philip Morris gaining four share points among 14-17 year olds and RJR holding 32% share.
335) Fact Sheet: Joe Camel Advertising: Allegations vs. the Facts.
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19940200
Author:
Source: Minnesota AG
Trial: 51253 8685-51259 8689
Bates=51253 8685-51259 8689
Advertising and Marketing TM: Young adult Youth None
Fact Sheet on Joe Camel advertising. Lists anti-industry allegations and facts supplied by RJR concerning Joe Camel campaign. Answers allegation that Joe Camel is recognizable to six year olds as Mickey Mouse. Presents evidence from JAMA articles that researchers agree sample location cannot draw national extrapolation. Charges that rise in under age share, due to campaign which is countered by findings that young adults (early 20's) liked campaign more than children. Argues that cartoon nature of Joe Camel does not indicate campaign was targeted to kids. Challenges findings that youth smoking increases with Joe advertising, citing decline in smoking. Counters charge that Camel is brand of choice among underage smokers which with government research finding other brands were chosen. States that researchers not hired by RJR found flaws in research.
336) Fact Sheet: Joe Camel Advertising: the Facts
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19940221
Author:
Source: Minnesota AG
Trial: 51253 9156-51253 9159
Bates=51253 9156-51253 9159
Advertising and Marketing TM: None None None
Expanded version of Joe Camel advertising: The Facts "fact sheet". Lists and counters allegations made about Joe Camel campaign targeting children. Manipulates and re-interprets data from JAMA study, CDC survey, other marketing studies. Denies that Camel's brand share among "underage market", that cartoon figures appeal only to kids', that youth smoking has increased since campaign began, that RJR is avoiding issue. States RJR would voluntarily pull Camel campaign if they thought it "was causing youth to start smoking who would not otherwise do so."
337) Re: Advertising Practices
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19920528
Author: Schroer James C
Source: Minnesota AG
Trial: 51338 5651-51338 5652
Bates=51338 5651-51338 5652
Advertising and Marketing TM: None None None
RJR memorandum communicating official new policy on advertising practices. Affirms long standing policy of promoting only to adults and discouraging youth smoking. Notes that Competitors Act cut off age for targeting at 21, while RJR has used 18. Announces decision to restrict activities to 21, as will. Orders review and repositioning of all brand positions statements, marketing, research, media list of publications. States they will continue to track category and performance in 18+ adult smokers.
338) Re: Camel Cigarettes Television Film Commercials
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19600608
Author: DWG
Source: Minnesota AG
Trial: 50002 8378
Bates=50002 8378
Advertising and Marketing TM: None None None
Letter from RJ Reynolds Advertising Department to William Esty Company, Inc. regarding Camel television commercial entitled "Students". Discusses concern with youthful appearance of the actors in the commercial. Indicates previous approval of four recent Camel commercials. Recounts approval for "Students" ad was given while some members of advertising committee were out of town. Suggests that commercial be used sparingly since the actors look young rather than be eliminated entirely.
339) Hispanic Reaction to the Marlboro Brand - A Qualitative Study Conducted in New York -
Philip Morris Cos., Inc. http://www.philipmorris.com/
Date: 19880900
Author: Menendez Corporation
Source: Minnesota AG
Trial: 2049316457-2049316503
Bates=2049316457-2049316503
Advertising and Marketing TM: Hispanic Adults Young adult
Hispanic Reaction to the Marlboro brand. Solicits consumer responses regarding brand, product, advertising on several brands, primarily Marlboro. Questions older and younger (18-34) Hispanic groups. Finds older men try new brands discovered through friends and family; younger group discovers through advertising. Notes Hispanic group appreciates and responds to advertising targeted at them.
340) R.J. Reynolds Cigarette Brand Switching Matrix N.F.O Job 80225-06. Brand Smoked in Fall 1977 By Brand Smoked in Spring 1978 -Smokers 14-17 Years
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19780000
Author: National Family Opinion Inc
Source: Minnesota AG
Trial: 500242596-500242724
Bates=500242596-500242724
Advertising and Marketing TM: Youth None None
RJR Cigarette brand switching Matrix, three NFO data tables. Examines male and female smokers 14-17 as to brand smoked in Fall 1977 and brand smoked in Spring 1978.
341) Position Paper
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19761008
Author:
Source: Minnesota AG
Trial: 500377762-500377837
Bates=500377762-500377837
Advertising and Marketing TM: African American Young adult Female
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.
342) [Re: Marketing Profile of Various Music Celebrities]
R.J. Reynolds Tobacco Company http://
Date: 00000000
Author:
Source: Moore litigation
Trial: 503911104-503911119
Bates=503911104-503911119
Advertising and Marketing TM: None None None
RJR report analyzes different musicians and bands for possible concert promotion/sponsorship. Breaks down bands by audience demographics, image, appeal, business philosophy, and possibilities for tie-ins.
343) A Qualitative Assessment of Camel Advertising Equity
R.J. Reynolds Tobacco Company http://
Date: 19911000
Author: Ellison Qualitative Research Inc
Source: Moore litigation
Trial: 50904 5372 - 50904 5416
Bates=50904 5372 - 50904 5416
Advertising and Marketing TM: Men Young adults Psychographic Segment
Qualitative Assessment of Camel Advertising Equity. Assesses the effectiveness of the Joe Camel "smooth character" campaign by using focus groups. Presents customer perceptions of Joe Camel's personality, lifestyle and equity. Uses three group mindsets for selection -- "urban cowboys," "take it as it comes," and "aspirationals." Reports that Joe Camel is seens as flexible, easy going, relaxed, a male role model, good with women, and trust worthy. Presents the campaign as highly successful in attracting smokers who envy/emulate the character. Advises that Joe should be seen in fan locales, various activities, but nothing that tends to be "boring." Touts Joe as a flexible, renaissance, individual, campared with the more rigid, limited Marlboro man. Mentions bright colors, non-human characters, sense of fun and adventure as being important to all the ads. Motivations given for smoking camel include character identification, brand awareness, perception of cigarette as a quality product.
344) YAS Resource Allocation
R.J. Reynolds Tobacco Company http://
Date: 19880000
Author:
Source: Moore litigation
Trial: 50718 1787 - 50718 1824
Bates=50718 1787 - 50718 1824
Advertising and Marketing TM: Youth African Americans Hispanics
RJ Reynolds report on YAS (young adult smoker) Resource Allocation. Outlines goal development, promotion, media, special markets. Notes that RJR's share among YAS continues to decline and will eventually depress total market share. Plans to put effort behind most viable brands: Camel, Salem, Magna. Recommends $48 million dollars to reach General Market YAS, an aggressive stance in 1989. Notes that highest YAS participation is in direct mail pack offers, in-store pack offers, and targeted pack sampling/intercept. States, "Direct Mail pack offers with continuity should be delivered to every available YAS." Proposes ads on billboards, concert sites, burger joints, special events, wall media, etc. Special breakdown of Hispanic, Black markets.
345) [Re: Tobacco Industry Youth Marketing]
Non-Tobacco Company http://
Date: 00000000
Author:
Source: Unknown
Trial:
Bates=
Advertising and Marketing TM: Youth None None
Legal brief debunking tobacco industry claim that it does not market to children. Declares that executives have long believed that people under 18 were crucial as replacement smokers, and for increased smoking volume as they age. Quotes Bennett LeBow, Chairman of Liggett Group, "If you are really and truly not going to sell to children, you are going to be out of business in 30 years." Offers quotes from industry documents targeting 14-24 year olds. Points out that tobacco executives refuse to cease all advertising and marketing aimed at youth outside the United States. Outlines the "Joe Camel" marketing campaign from it's origins in France. Uncovers that Camel Wides were developed and aimed at 13-24 year old male Marlboro smokers. Concludes that the industry studies, targets, and counts on minors for significant business.
346) Report to the Management of Philip Morris U.S.A. Regarding Implementation of the Action Against Access Program
Philip Morris Cos., Inc. http://
Date: 19970331
Author: Rudman Warren B
Source: Unknown
Trial:
Bates=
Advertising and Marketing TM: None None None
Report to the management of Philip Morris USA regarding implementation of the Action Against Access Program, by Warren Rudman, March 1997. Recounts development and goals of cooperative Philip Morris -- retailer program to "create a culture of intolerance regarding youth access to cigarettes." Lists the seven elements, affirms that four of these have been fully and effectively implemented by PM, and that the difficulty in implementating the others is attributable to lack of information gathered on a state level about retailers fined or convicted for selling cigarettes to minors. Bestows "A" for effort on PM, affirms a good faith effort and high success rate. Analyzes reception to bill and action taken on it, state by state. Includes exhibits A-K, and views of anti-tobacco organizations. Finds 85% compliance with signage requirements, and details actions taken on violators.
347) RE: Graphic Changes
Non-Tobacco Company http://
Date: 19971106
Author: Agnew Chris
Source: Ness, Motley and Loadholt
Trial:
Bates=
Advertising and Marketing TM: Youth None None
Legal video services memorandum, November 1997, regarding graphic changes. Details minor changes to 3 color copies of charts illustrating a) amount spent on cigarette advertising and promotion in the United States per year, in billions of dollars, b) recognition of Joe Camel vs. Mickey Mouse (almost equal by age six) among 3-6 year olds, and c) brand logo (children's, cigarettes, adult's) recognition among same age group.
348) POLAND: Explosive Philip Morris Promotion?
Non-Tobacco Company http://
Date: 19971100
Author: Thompson Scott
Source: Ness, Motley and Loadholt
Trial:
Bates=
Advertising and Marketing TM: Young adults None None
Article, "Poland: The Explosive PM Promotion" recounts tragedy where two young "Promoters" died, another injured, when a Marlboro car crashed and burst into flames as a result of the trick matches it carried, part of the promotions at local clubs. Notes lawsuit filed against Philip Morris by the family of one killed. Comments on lack of restrictions of tobacco companies in Eastern Europe.
349) Younger Adult Strategies and Opportunities
R.J. Reynolds Tobacco Company http://
Date: 19840217
Author: Burrows Diane S
Source: Mangini litigation
Trial: 501786397-501786428
Bates=501786397-501786428
Advertising and Marketing TM: Youth African Americans Hispanics
Draft copy of "Younger Adult Strategies and Opportunities," by Diane S. Burrows of RJR. Begins with statement of RJR pollicy "smoking is a matter of free, informed, adult choice which the company does not seek to influence." Mentions that less than 1/3 of smokers start after 18. Underlines that a company that does not have a strong 18 year old market must achieve net switching gains just to break even. Questions in handwritten note "If swtiching is prevalent why so hard to attract." States "Strategy to get switchers; may be less homogenous group." Probes why females rose from 30% of 18 year old smokers in the 1930's, to 44% in the 50's. Requests reasons why image/needs of smokers in demographic segments are met. Touts, in a footnote, that 70% of white male Winston smokers between 1955-70 smoked by age 18, 87% for Marlboro. Opines that younger smokers feel more need to belong with smoking peers when isolated from non-smoking peers. Calls Kool the "Black Marlboro", for its share among young Black smokers. Strategizes that targeting the future profile of younger smokers is important. Concludes that younger adult brand loyalty can be captured with pack promotion on campus, convenience outlets, and military posts. Warns in a handwritten note that convenience outlets are "Sensitive."
350) List By Year of Movies for Which Product Was Supplied in Connection with Charles Pomerarez and Andrew Varela
Philip Morris Cos., Inc. http://www.philipmorris.com/
Date: 00000000
Author:
Source: Minnesota AG
Trial: 2025863645 - 2025863659
Bates=2025863645 - 2025863659
Advertising and Marketing TM: Youth None None
Lists movies Philip Morris supplied product to, in connection with Charles Pomerantz and Andrew Varela. Includes The Muppet Movie, 1978, "Maricela" -- awarded the "Best Children's script" by the Writer's Guild, PBS, 1986, and Who Framed Roger Rabbit ? -- 1988.
351) Camel Cash: Timeless Collectibles 1913-1998
R.J. Reynolds Tobacco Company http://
Date: 19980000
Author:
Source: Unknown
Trial:
Bates=
Advertising and Marketing TM: None None None
Catalog of Camel cigarette collectibles, allegedly in celebration of 85th anniversary. Details available Camel paraphenalia, including lighters, posters, signs, playing cards, T-shirts, shot and martini glasses, which can be purchased with money or "camel cash" ("c-notes"), which came in packs of cigarettes. Catalog also recounts advertising history, emphasizing stylish aspects of product and ads.
352) For Your Patien[ts] Who Inhale
Philip Morris Cos., Inc. http://
Date: 00000000
Author:
Source: Wiley litigation
Trial:
Bates=
Advertising and Marketing TM: Medical Profession None None
1941 Philip Morris ad aimed at doctors. "For your patients who inhale" to recommend "The protection of Philip Morris" to be less irritating to nose and throat.
353) Correct! Pall Mall's Modern Design Filters the Smoke--Lessens Throat Irritation!
American Tobacco Co. http://
Date: 19410000
Author:
Source: Wiley litigation
Trial: 70026.0061
Bates=70026.0061
Advertising and Marketing TM: None None None
Ad for Pall Mall cigarettes, comparing product to armoured scout cars. Touts design which allegedly filters smoke, lessens throat irritation.
354) Subject: The Decline in the Rate of Growth of Marlboro Red
Philip Morris Cos., Inc. http://
Date: 19750521
Author: Johnston Myron
Source: Unknown
Trial: 12898 24921-24927 Exhibit 10528
Bates=12898 24921-24927 Exhibit 10528
Advertising and Marketing TM: Young adults Youth None
Letter from Myron Johnston to Dr. R.B. Seligman (Philip Morris) re: the decline in growth of Marlboro Red. Opines that nicotine reduction isn't the cause. States that Marlboro has its highest market penetration among youth, 15-17 years old. Claims that teenage years are important because most smokers start, select brands, and conform to peer-group. Draws relation between declining population of 15-19 year olds, and decline in sales. Correlates statistics between Marlboro sales and teenagers as proportion of the total population. Mentions that the Recession caused an unemployment rate of 20.4% in 16-19 year olds, in 1975. Finds Marlboro declining with college (18-22) smokers. Mentions that college educated people are less likely to smoke. Concludes that reliance on age group that is declining will lead to declining sales.
355) Younger Adult Smokers: Strategies and Opportunities
R.J. Reynolds Tobacco Company http://www.mnbluecrosstobacco.com/
Date: 19840229
Author: Burrows Diane S
Source: Minnesota AG
Trial: Exhibit 12579
Bates=Exhibit 12579
Advertising and Marketing TM: Young adults Youth Women
1984 strategic research report on young adult smokers from Diane S. Burrows, RJR. States that young adult (18-24) smokers are crucial to long term brand and company growth. Explains that renewal of the market stems from 18 year old smokers. Emphasizes that brand loyalty of 18 year olds outweighs the tendency to switch with age. Suggests that no more than 5 % of smokers start after age 24. Analyzes performance of 6 major brands in the past 50 years. Categorizes young adults as responsive to positive product messages, partial to milder/smoother brands, and desirous of "moving up in the world." States that smoking is a matter of free, informed, adult choice which the company does not try to influence. Recommends marketing geared at young adults, Blacks, Hispanics and females. Describes in Appendix B the starting age of adult male smokers, from 12-25+.
356) [Re: Destruction of Documents]
R.J. Reynolds Tobacco Company http://
Date: 19911101
Author: Morrissey Mark
Source: Unknown
Trial: 50764 7971 - 50764 7975
Bates=50764 7971 - 50764 7975
Advertising and Marketing TM: Young adults None None
Fax from Mark Morrissey of Young and Rubicam to Ned Leary of RJR. Lists ads and other development work from the Joe Camel Campaign with a note to destroy the materials.
357) Re: Sampling
Lorillard Inc. http://
Date: 19740701
Author: Flinn Gordon
Source: Unknown
Trial: 85622073
Bates=85622073
Advertising and Marketing TM: None None None
Memo to J.R. Ave from Gordon Flinn, Lorillard. Refers to product sampling as effective, but uncontrollable. Posits that sampling cannot be limited to people over 21 and to smokers. Advises looking into legality in the event of sampling use.
358) [Re: Coupon and Product Samples Given to Youth]
Lorillard Inc. http://
Date: 19830513
Author: Cherry J R
Source: Unknown
Trial: 85622207
Bates=85622207
Advertising and Marketing TM: Young adults None None
Memo from J.R. Cherry to A.J. Stevens. Mentions research material concerning coupons and samples in the 18-21 group. Claims that these marketing efforts are not supposed to reach people under 21. Acknowledges that they do. States that the FTC already has some of these materials. Questions if these marketing efforts should be terminated.
359) [Re: Lorillard's Proposed Advertsing Campaign for Harley-Davidson Cigarettes]
Lorillard Inc. http://
Date: 19930817
Author: Hoelter Timothy K
Source: Unknown
Trial: 71384161- 71384162
Bates=71384161- 71384162
Advertising and Marketing TM: Youth None None
Fax from Timothy K. Hoelter, Vice President and General Counsel, Harley-Davidson, to Ronald S. Coldbrenner, Lorillard. Cites California and FTC attacks on the Joe Camel campaign. Declares that Harley-Davidson will not be used to recruit underage smokers, even unintentionally. Mentions that discount prices would increase affordability to children. Expresses concern over a campaign that implies Harley-Davidson cigarettes are cheap. Requests test market data, Lorillard advertising guidelines, and responses to letters critical of smoking. Concludes that the 20-day approval period can only begin once Harley-Davidson receives the information it has requested.
360) Re: Proposed Advertising Campaign to Introduce Harley-Davidson Cigarettes
Lorillard Inc. http://
Date: 19930827
Author: Hoelter Timothy K
Source: Texas AG
Trial: 92670418- 92670419
Bates=92670418- 92670419
Advertising and Marketing TM: Youth None None
Letter from Timothy K. Hoelter, Vice President and General Counsel, Harley-Davidson, to Ronald S. Goldbrenner, Lorillard. Recounts a meeting at which advertising material for the first large scale introduction of Harley-Davidson cigarettes was introduced. States that recent events point to a possible link between certain cigarette advertisements and encouragement of underage smoking. Refers to Mangini decision about the Joe Camel campaign. Voices concern that Lorillard's advertising might appeal to children. Reminds Lorillard that requested test market date was not provided. Suggests that Lorillard's campaign will appeal to children. Advises that Harley-Davidson cannot support a campaign that appeals to underage smokers.Concludes that Harley-Davidson will cooperate on developing a new campaign that doesn't appeal to children.
361) [Re: Sale of Products with Lorillard/Harley-Davidson Logo]
Lorillard Inc. http://
Date: 00000000
Author:
Source: Texas AG
Trial: 87048023- 87048024
Bates=87048023- 87048024
Advertising and Marketing TM: Young adults Youth None
Questionnaire regarding first 8-10 weeks of sales of Harley-Davidson cigarettes (Lorillard). Characterizes initial sales as outstanding. Touts appeal to young men (18-25) with additional appeal to youth (16-18). Claims T-shirt offer, package design, Harley display and coupons are effective marketing tools for the product.
362) Re: Lorillard/Harley-Davidson Trademark License
Lorillard Inc. http://
Date: 19930903
Author: Goldbrenner Ronald S
Source: Texas AG
Trial: 92670363- 92670364
Bates=92670363- 92670364
Advertising and Marketing TM: Youth None None
Fax from Ronald Goldbrenner. Associate General Counsel for Lorillard, to Timothy K. Hoelter, Esq., of Harley-Davidson, Inc. Refers to a telephone conversation setting up a meeting to discuss advertising for Harley-Davidson cigarettes. Requests the market research proving that the ad campaign appeals to underage children. Mentions Harley-Davidson filing a complaint in Milwaukee, and Lorillard filing suit in New York. Claims that Lorillard doesn't conduct cigarette market research with children.
363) Subject: 20/20 Statement
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19830906
Author: Fishel David B
Source: Minnesota AG
Trial: 500624663
Bates=500624663
Advertising and Marketing TM: Youth None None
Interoffice memorandum on 20/20 statement by RJR. States that 20/20 is interested in interviewing RJR in regard to sponsorship of events which could have possible influence on youth; specifically, Team America (soccer) and Eric Clapton musical events. Indicates that RJR would rather give statement than an interview.
364) Subject: Product Information
Lorillard Inc. http://
Date: 19780830
Author: Achey T L
Source: Connecticut litigation
Trial: Exhibit 10195 03537131-03537132
Bates=Exhibit 10195 03537131-03537132
Advertising and Marketing TM: None None None
Letter dated 8/78 to Curtis Judge from T.L. Achey of Lorillard regarding market shares of Newport cigarettes. Assesses market success of Newports in African-American and young adult groups, emphasizing "The base of our business is the high school student." Proposes development of Newport Natural to maintain base of youth smokers of non-menthol products, and a test area of Camden, NJ.
365) Sucked In: How Philip Morris Got Turkey Hooked on American Tobacco
Non-Tobacco Company http://
Date: 19880911
Author: Hwang Suein L
Source: Unknown
Trial:
Bates=
Advertising and Marketing TM: Youth None None White
Wall Street Journal article, "How Philip Morris got Turkey hooked on American tobacco." Describes large and growing tobacco market in Turkey, now dominated by Philip Morris rather than local Turkish cigarettes. Describes process by which Philip Morris sets up markets in countries around the world: lobbies to eliminate government control of tobacco prices, builds factory, blends product to local taste, engages in heavy advertising and marketing. Quotes 17-year-olds, "We spend 20% of our pocket money on ÖMarlboros!" Describes Philip Morris and RJ Reynolds sampling near a school, enabling a student to pick up five free packs a day, everyday for a week. Notes increase in anti-tobacco presence and influence in Turkey leading to cigarette ad bans and age-based sales restriction.
366) [Re: Meeting Minutes of B & W Problem Lab]
Brown and Williamson Tobacco Corp. http://
Date: 19770427
Author: Jon
Source: Chiles Tobacco Litigation
Trial: 170040579-170040582, 170041305
Bates=170040579-170040582, 170041305
Advertising and Marketing TM: Youth None None
Brown and Williamson Problem Lab. Notes from a brainstorming session on ways to estimate a future environment for tobacco industry and B & W growth. Issues listed to consider include ways to measure the intensity of attitudes of children, such as contacting toy-makers, Sesame Street, and conducting intensive surveys; and a cultural study of behavior/feeling -modifying chemicals -examining coffee, coke, liquor industry, Mormons. Attached handwritten ad copy "Don't be Box'd In!" with a drawing of an unhappy child in a crate. Copy: "Why settle for a halfway menthol -- come all the ways up to Kool." Note says: "To reach to "youth market" -- a little human illustration figure could be a dissatisfied smoker..."
367) [Re:] Final Report Study of Brand Switching Among Young Adult Smokers (Project #1974-244)
Brown and Williamson Tobacco Corp. http://
Date: 19760401
Author: Lewis R D
Source: Unknown
Trial: 8356 025750 - 026754
Bates=8356 025750 - 026754
Advertising and Marketing TM: None None None
1976 Memorandum from R.D. Lewis to R.A. Pittman -- "Final Report: Study of Brand Switching Among Young Adult Smokers." Study isolates smokers aged 16-35 for four years to determine brand switching habits. Establishes that 45% of young adult smokers changed the brand they smoked most often within the 4 year period, that young women switched more often than young men, and that 16-25 year old smokers switch brands almost twice as often as 26-35 year old smokers.
368) Project Viking Volume III: Product Issues
Imperial Tobacco Limited http://
Date: 19860200
Author: Creative Research Group
Source: Florida AG
Trial: 00161080-00161159
Bates=00161080-00161159
Advertising and Marketing TM: Youth Quitters Starters
Project Viking Vol. III -- Product Issues. Concentrates on the development of new or modified tobacco products for future strategy. Divides the market into newer starters, who have a physical intolerance for tobacco from early experience, smokers, and quitters. States that new products might be smokeless cigarettes, aromatic cigarettes, pre-formed pipe plugs, and dry snuff. Reports that consumers associate cigarettes with coffee and beer. Concludes that new items to be pursued would be little cigars, upscale cigarette varieties, and safe cigarettes.
369) [CAMEL Cigarette Advertisements]
R.J. Reynolds Tobacco Company http://
Date: 19450000
Author:
Source: Wiley litigation
Trial: Exhibit 71
Bates=Exhibit 71
Advertising and Marketing TM: Medical Profession None None Military
Nineteen Camel cigarette ads from 1940-1945 aimed at promotion of Camels as The Choice for Servicemen. Depict various service positions, particularly medical, and how men in each relax with a Camel. Also emphasizes sending cartons of Camel cigarettes as gifts to servicemen.
370) The Present Competitive Position of Pall Mall Gold 100's and Silva Thins: A Motivational Research Study
American Tobacco Co. http://
Date: 19690300
Author: Alex Gochfeld Associates Inc
Source: Florida AG
Trial: 00161502 - 00161529
Bates=00161502 - 00161529
Advertising and Marketing TM: None None None
Alex Gochfeld Associates Inc. report prepared for American Tobacco Company, March 1969. "The Present Competitive Position of Pall Mall Gold 100's and Silva Thins: A Motivational Research Study." Analyzes the status of Pall Mall Gold, response to PMG advertising, particularly regarding decrease in tar and nicotine content. Evaluates factors which influence smokers' attitudes toward product. Interviews conducte with 361 respondents in 32 states. Discusses demographics of sample. Notes change in attitudes toward cigarette advertising and lack of involvement with statistics on tar and nicotine, the "frightening" element of smoking. Questions desirability of emphasizing tar and nicotine ratings, rarely remembered by smokers, who "are under the impression that almost all brands are progressively improving from year to year in terms of their tar and nicotine content." Express concern with brand loyalty, as perceived "uniqueness" of PMG, now perceived as "middle-of-the road" product.
371) Project Viking Volume II: An Attitudinal Model of Smoking
Imperial Tobacco Limited http://
Date: 19860200
Author: Creative Research Group
Source: Florida AG
Trial: 00160998 - 00161079
Bates=00160998 - 00161079
Advertising and Marketing TM: Health Conscious Psychographic Segments None
Part II of Project Viking Report -- an attitudinal model of smoking, compiled for Imperial Tobacco, Canada, to combat the anti-smoking forces in the country. Presents goals as expanding the cigarette market, delaying quitting, and countering the anti-smoking media presence. Studies randomly selected persons, smokers, and non-smoker, from age 15 and up. Divides non-smokers into quitters, and those who have never smoked. Divides smokers into Pressured (worried smokers), Leave Me Alone (crusading smokers) and Disease Concerned (health risk concious smokers). Recommends targeting the Pressured group to keep them from quitting, and the Disease Concerned to ameliorate the anti-smoking media pressence. Concludes that the smoking and health argument should be one "which the tobacco industry has most chance of winning", that the passive smoking debate should be positioned as an issue of personal choice, and that a sympathetic doctor should be found to serve as a spokesman for the industry.
372) [Re:] KOOL Advertising in Cinema
Brown and Williamson Tobacco Corp. http://
Date: 19840116
Author: Vail Robert E Jr
Source: Florida AG
Trial: 732 - 733
Bates=732 - 733
Advertising and Marketing TM: None None None
Letter from Robert Vail , Jr. of Cunningham and Walsh advertising to Mike Castle of Cinema Concepts Media Service, January 1984. Confirms interest in the use of Martin Theatres for display of Kool advertising in cinema. Lists theatre chains, number of screens in chain, yearly attendance.
373) [Re: Movie Placement Audit Survey Summary]
Brown and Williamson Tobacco Corp. http://
Date: 19831026
Author: Scott D R
Source: Florida AG
Trial: 052056 - 052076
Bates=052056 - 052076
Advertising and Marketing TM: None None None
Internal Brown and Williamson correspondence dated October 1983, from D.R. Scott to M.V. Domantay, regarding audit review of Brown and Williamson's "movie placement" relationships both Associated Film Promotion. Suggests that Brown and Williamson's internal controls and procedures for documenting intended movie placements and performance are inadequate. Reviews background of relationships, from July 1979 to October 1983. Notes AFP violation of contract on several counts and recommends procedures for future support of them.
374) [Re: Stallone Tobacco Use Agreement]
Brown and Williamson Tobacco Corp. http://
Date: 19830614
Author: Ripslinger James F
Source: Florida AG
Trial:
Bates=
Advertising and Marketing TM: None None None
Letter from James F. Ripslinger of Associated Film Promotions to Sylvester Stallone, actor. Summarizes understanding between Brown and Williamson and Stallone for product placement in five upcoming films. Lists films and confers total financial compensation of $500,000.00 for Mr. Stallone's personal usage of B&W products in the films. Films named: Rhinestone Cowboy, Rambo, Godfather III, 50/50, Rocky IV.
375) [Re: Kool Decorated VW]
Brown and Williamson Tobacco Corp. http://
Date: 00000000
Author:
Source: Florida AG
Trial: 8739
Bates=8739
Advertising and Marketing TM: None None None
Kool "beetleboard". Xerox of photograph of Volkswagen Bug or Beetle-type car, decorated to advertise Kool, and its 9mg tar emphasis.
376) [Re: Movie Related Payments]
Brown and Williamson Tobacco Corp. http://
Date: 00000000
Author:
Source: Florida AG
Trial: 734
Bates=734
Advertising and Marketing TM: None None None
Lists movies (Never Say Never Again, Harry and Son, Tank), descriptions and costs of items purchased (jewelry, Pac Man Machine, car, tv), total AFP payments and Brown and Williamson payments. List of actions taken and not taken in investigation of distribution of payments.
377) [Re: Movie Related Payments]
Brown and Williamson Tobacco Corp. http://
Date: 00000000
Author:
Source: Florida AG
Trial:
Bates=
Advertising and Marketing TM: None None None
List of movies (Where The Boys Are, Killing Ground, "Sylvester Stallone Movies") descriptions and cost of items purchased (jewelry, car, etc.), total AFP payments and Brown and Williamson payments.
378) [Re: Movie Product Placement and POP Signage]
Brown and Williamson Tobacco Corp. http://
Date: 19820927
Author: Neville T F
Source: Florida AG
Trial: 685086684
Bates=685086684
Advertising and Marketing TM: None None None
Brown and Williamson T.C. Internal Correspondence dated September 1982, regarding a contact on how to get products in movies. States that, in 1981, product placement and point-of-purchase signage for 28 movies cost $49,000.
379) Subject: Benson & Hedges 1979 Media Target Audience
Philip Morris Cos., Inc. http://www.philipmorris.com/
Date: 19780810
Author: Longmire D
Source: Minnesota AG
Trial: 1004887069-1004887071
Bates=1004887069-1004887071
Advertising and Marketing TM: Youth None None
Project Plus/Minus -- Canadian marketing report in juvenile smoking, including starting ages prior to 12, full smoking from 14-16. Finds that many juvenile smokers have their first cigarette before the age of 12, experimentally. Factors include social pressure, peer group behavior, desire to conform, insecurity, desire for maturity. Reasons that smokers over 18 use cigarettes to relax, as a social catalyst to pass time, after eating and accompanying alcohol. Reports that once a smoker becomes addicted, they realize the health hazards. Mentions that young smokers are aware of reported health issues, but see them as very far down the road. States that image is more important than other factors for young men, who like stronger tasting cigarettes. States that low tar on light cigarettes are seen as feminine. Includes factors for quitting, such as sports involvement, peer influence, health concerns. Reports that cost is only a minor motivation. Concludes that youth are strongly influenced by their peers in starting and remaining smokers.
380) Subject: Benson & Hedges Target Audience Profile
Philip Morris Cos., Inc. http://www.philipmorris.com/
Date: 19781002
Author: Longmire Doug
Source: Minnesota AG
Trial: 1004887064-1004887068
Bates=1004887064-1004887068
Advertising and Marketing TM: Youth None None
October 1977 Kwechansky Marketing Research, Inc. for Imperial Tobacco Company, on "Project 16" for English Youth. Surveys teens in Canada (Petersborough and Toronto) regarding smoking initiation, influences on smoking, smoking behavior patterns, role of the family, smoking and school, and responses to both cigarette and other ads -- Hires Root Beer, Wringley's gum, etc. Attributes greatest influence on smoking behavior to be peer group, particularly ages 11-12, ceasing to have effect by age 16, the legal smoking age in Canada. Examines curiousity and forbidden fruit aspects of initiation. Notes experimentation with smoking as early as age 5, usually 7-8, serious start at age 12-13. Notes that non-smoking peers, especially those who have quit, are respected and admired.
381) Subject: Kool Franchise Analysis
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19770816
Author: Feltes P M
Source: Minnesota AG
Trial: 779092073-779092079
Bates=779092073-779092079
Advertising and Marketing TM: African Americans Youth None
Kool franchise analysis. Analyzes the consumption of Kool by age, sex, race. Uses the age category 16-25 in a chart labeled White Franchise % Consumption by Age and Sex. Includes demographics of total population from 16 years and up.
382) April, 1970 Omnibus Penetration Study of the Cigarette Market
American Tobacco Co. http://
Date: 19700700
Author: Batten Barton Durstine & Osborn Inc
Source: Florida AG
Trial: 186 - 215
Bates=186 - 215
Advertising and Marketing TM: None None None
"April 1970 Omnibus Penetration Study of The Cigarette Market," July 1970 report by Batten, Barton, Durstine and Osborn, Inc. for American Tobacco Company, Division of American Brands, Inc. States that incidence of smoking remains constant, no significant changes by age group. States that age profile may not total 100%, as some respondents refused to give their ages. States high correlation between perception of brand as being low in tar and nicotine and its being perceived as mild. Discusses brands and market share, recent trial, advertising aided awarenes, initial trial.
383) Camel Collection: Background to Creative Brief
R.J. Reynolds Tobacco Company http://
Date: 19920900
Author:
Source: French Court Case
Trial: 17196
Bates=17196
Advertising and Marketing TM: Young adults Men None
Camel Collection: Background to Creative Brief (September 1992). Gives broad legal background for Trademark Diversification, describes Worldwide Brands, Inc. a subsidiary of RJR Nabisco, a legally separate entity from RJRTC, whose declared business is the marketing and sales of "legal products -- associated with RJR trademark such as Camel and Salem cigarettes. Describes focus on building Camel business in Europe. Product summary section discusses Camel Collection, primarily clothing (boots, hats, jacket) marketed to "creativity, the 18-25 male" who "dresses to express, not to impress." Elucidates product image with the core values of Adventure, Individuality, Masculinity ("AIM"). Emphasizes image as well as high quality, justifying both high price and product image value. Discusses regulations, and creative approaches, country by country.
384) [Re: Tobacco Industry Sponsorship of Scientific Research]
American Tobacco Co. http://
Date: 19630715
Author: Walker Robert B
Source: Barnes litigation
Trial: 50005 2023 - 50005 2025
Bates=50005 2023 - 50005 2025
Advertising and Marketing TM: None None None
Letter (July '63) from American Tobacco Company President Robert Walker to Senator Frank Moss, responding to Moss' letter, promising tobacco industry sponsorship of scientific research in the public interest. Discusses ATC's voluntary discontinuation of college advertising and promotion. States that ATC does not promote the sale of tobacco products to children. Discounts notion that "statistical evidence regarding harmful effects of cigarette smoking continues to mount,", attributing impression to increased propaganda. States that lung cancer deaths amounted to 1% of all deaths in 1961, and that lung cancer mortality rate is declining. States there is no evidence linking smoking and lung cancer, nor exposure to cigarette ads and later death from lung cancer.
385) Worldwide Marlboro Monitor Five Year Trends 1988-1992
Philip Morris Cos., Inc. http://
Date: 19930000
Author: PMI Marketing Research
Source: Mississippi AG
Trial: 2044895379 - 2044895484
Bates=2044895379 - 2044895484
Advertising and Marketing TM: YAS Young adult None
Worldwide Marlboro Monitor, survey of Marlboro products in sixteen markets in Europe, Latin America, Asia and North Africa. Breaks down billions of units sold by year and country. Lists advertising restrictions by country and type, including television, radio, newspapers, magazines, point of sale, outdoor cinema, and sampling. Studies share of young adult smokers by country. Declares that Marlboro Red is dependent on the growing share of young adult smokers. Concludes that Marlboro needs to attract a high level of starters to build a strong smoker base.
386) The Present Position of Pall Mall in the Cigarette Market: A Motivational Research Study
American Tobacco Co. http://
Date: 19611100
Author: Dichter Ernest PhD
Source: Florida AG
Trial: 00161347 - 0016501
Bates=00161347 - 0016501
Advertising and Marketing TM: None None None
Research study of Pall Mall's position in the cigarette market, compiled by the Institute for Motivational Research. Studies responses of 2,677 smokers to a series of test questions. Finds that Pall Mall started as a strongly female brand, but has suceeded in masculinizing its' image. Suggests that cigarettes are necessary to cope with modern life stress. States that societal changes including social and cultural promiscuity increase cigarette brand anxiety and switching. Positions Pall Mall as an everyman's cigarette, male, female, old, young, wealthy, poor. States that Pall Mall needs to increase attracting starting smokers. Suggests reinforcing young insecure smoker's belief that they are doing the right thing by choosing Pall Mall. States that Pall Mall is not as influential down into the 20's and teens. Characterizes young smokers as insecure, in need of adult identification, influenced by peer group choices, and unconscious of health risks.
387) Development of Cigarette Packaging
Liggett Group, Inc. (Liggett and Meyers) http://www.gate.net/~jcannon/liggett/
Date: 00000000
Author: Arthur D Little Inc.
Source: Internet
Trial:
Bates=
Advertising and Marketing TM: Youth None None
Arthur D. Little Inc., report on Development of Cigarette Packaging. Discusses packaging requirements, market characteristics for both cigarettes and smoking tobacco products. Emphasizes strengthening market position in menthol market. Speculates that pipe smoking may became more popular due to cigarette and health controversy. Discusses age groups, identifying 16-21 as "The formative-years" when smoking begins and brand preference is developed. Assesses via focus group, desirable packaging qualities such as hard vs. soft, crushability, crinkle factor (feel and sound), analysis of shades of green and their connotations.
388) L&M Photo Packaging Modification Objectives
Liggett Group, Inc. (Liggett and Meyers) http://www.gate.net/~jcannon/liggett/
Date: 00000000
Author:
Source: Internet
Trial:
Bates=
Advertising and Marketing TM: Youth None None
One page, 3 item list regarding Liggett and Myers' photo packaging modification of pictures, such as increase of masculinity factor, appeal more to youth, and maintain consistency so as not to "alienate current franchise."
389) [Re: Young Adult Market]
R.J. Reynolds Tobacco Company http://
Date: 19900503
Author: McMahon J P
Source: Unknown
Trial:
Bates=
Advertising and Marketing TM: Youth None None
Letter from J.P. McMahon, RJR Sales, to all reps apologizes for previous letter identifying high school aged youth as targets for retail promotions. States that was never his intention to persuade young people to smoke.
390) Subject: Young Adult Market SIS Account Grouping
R.J. Reynolds Tobacco Company http://
Date: 19900405
Author: Warlick R G
Source: Unknown
Trial:
Bates=
Advertising and Marketing TM: Youth Young adult None
Letter from RJR Sales, R.G. Warwick, to all sales reps. Asks for a list of all young adult smoker retail accounts, identified as under 30, located across from or adjacent to high schools or college campuses. Requests high volume location to be identified. *This doc is included as part of doc #185.
391) Subject: Young Adult Market
R.J. Reynolds Tobacco Company http://
Date: 19900110
Author: McMahon J P
Source: Unknown
Trial:
Bates=
Advertising and Marketing TM: Youth College students Young adult
1990 letter from RJR Sales, instructing sales reps to identify stores heavily frequented by young adults (defined as 30 and under). Mentions specifically stores near high schools and colleges. Defines criteria used to identify stores and uses the abbreviations YA1 and YA2. Follows up with letter apologizing for the directive, states that it is not company policy to promote smoking in people under 21. Retracts the order and declares that it was all a misunderstanding.
392) Subject: Camel Qualitative Study -- Phoenix
Philip Morris Cos., Inc. http://
Date: 19880531
Author: Stamell N
Source: Mississippi AG
Trial: 2044743883 - 2044743891
Bates=2044743883 - 2044743891
Advertising and Marketing TM: Young adults Youth None
Philip Morris USA Marketing Research Department Report (1988) regarding Camel Qualitative Study -- Phoenix. Study to explore effects of new Camel ads and promotions in Phoenix, where Camel is gaining, and investigate ways Camel might pose a threat to Marlboro. Four focus groups were interviewed regarding their impressions on brand history, personalities, imagery, attractions with Camel and Marlboro, reactions to advertising and packaging. Notes that while second to Marlboro in popularity, it was the brand chosen by those who wished to stand out; who felt Marlboro was smoked by "everybody." States "Camel was perceived by smokers aged 18-24 to be a popular brand: popular among their peers and among smokers younger than themselves."
393) The Marlboro Success Story
Philip Morris Cos., Inc. http://
Date: 19850600
Author:
Source: Unknown
Trial: 542001043-542001050
Bates=542001043-542001050
Advertising and Marketing TM: Men Young adults Women
Marketing history document chronicals the methods used to make Marlboro a success. Lists origin of the brand image, from a feminine cigarette in the 50's to a hyper masculine image in the following decades. States that the advertising worked because it used "manly, rugged men" doing "manly rugged jobs." Suggests that the image -- strong, single, macho personality -- fit the times. Includes charts/graphs recording Marlboro market share, demographics, and inflow/outflow data.
394) Smoking Behavior and Trends Among 18-20 Year Old Smokers
R.J. Reynolds Tobacco Company http://
Date: 19850610
Author: Kaufman N S
Source: Moore litigation
Trial: 50458 1017 - 50458 1041
Bates=50458 1017 - 50458 1041
Advertising and Marketing TM: Young adults None None
Confidential Consumer Research Report (1985) for RJR. "Smoking Behavior and Trends Among 18-20 year old smokers." Emphasizes that "brand loyalty is the predominant pattern of behavior among smokers ..strong development in this age group represents longer term future growth potential." Examines the following issues: historical development of major brands for the last nine years and the ways that 18-20 year old smokers have impacted sales trends; key characteristics of 18-20 market (dominant brands, companies, categories and segments); corporate performance in 18-20 market; predominant shopping behavior patterns of 18-20 year old smokers. Establishes that younger adults act as lead indicator of future market potential, growth by aging process. Recommends RJR address market weakness in 18-20 females.
395) Youth 1987
R.J. Reynolds Tobacco Company http://
Date: 19870000
Author: The Creative Research Group Ltd
Source: Unknown
Trial: 80084 2744 - 80084 2823
Bates=80084 2744 - 80084 2823
Advertising and Marketing TM: Youth Psychographic Segments Urban Psychographic Segments
RJR Macdonald, Inc. 1987 Youth (with a target symbol) Interviews (1,247) conducted by Creative Research Group lifestyles and values of Canada's youth. Face to face contact with groups aged 15-17, 18-21, 22-24, rural and urban. Seven segments defined and analyzed as to TV viewing, type of brand smoked, activities and interests. Groups: Big City Independents, Tomorrow's Leaders, Transitional Adults, Quiet Conformers, T.G.I.F., Insecure Moralists (heavy youth), Small Town Traditionalists. States that all groups interviewed expressed the strongest of their negative views to be against smoking, more than violence, etc. Profiles each segment in detail.
396) V.F. Year I Promotion Recommendations
R.J. Reynolds Tobacco Co. http://
Date: 19890616
Author: Trone Advertising
Source: Unknown
Trial:
Bates=
Advertising and Marketing TM: Women Young adults None
"Virile Female" promotion recommendations from Trone Advertising, prepared for RJR. Reviews psychographic/demographic profile of Caucasian females 18-20, high school educated, factory or service job, interested in boyfriends, partying and classic rock. Presents DAKOTA cigarettes targeted at Virile Female segment, currently smoking Marlboro. Recommends classic pack concerts, fantasy honeymoon, on-pack music related premiums, soap opera trivia, and "star in romance novel" as promotions. Analyzes print ad character, personality and look, with emphasis on independence, unique young adult female images. Discusses pack design, cigarette design, color choice, ad copy and image.
397) Subject: Competitive Strategy Review: A Marketing Perspective
Brown and Williamson Tobacco Corp. http://
Date: 19850327
Author: Parrack E T Jr
Source: Minnesota AG
Trial: NM#20435 512103102 - 512103106
Bates=NM#20435 512103102 - 512103106
Advertising and Marketing TM: None None None
Competitive Strategy Review, Brown and Williamson, from T.E. Sandefur, Jr., to E.T. Parrock, Jr. Claims that cigarette brands offer smokers physical satisfaction and emotional reinforcement. Argues that perceived rational benefits include: diet, harshness reduction, clean teeth, health reassurance and price-value. Positions Brown and Williamson's marketing goals: focus on product design, testing, brand identification with consumer emotional needs. Speculates that price segmentation, social concern will be important. Mentions Hispanic brand development, analyzes competition's strategy -- Philip Morris will upgrade sales/retail and stabilize non-Marlboro brands. Concludes that RJR will conduct new Winston and Camel campaigns. Indicates that the Camel campaign will focus on youth. Opines that Salem may try a youth-oriented campaign.
398) [Re: Brand Switching Information in National Consumer Study]
American Tobacco Co. http://
Date: 19640830
Author: Ulrich John A
Source: Florida AG
Trial: 1332 - 1335
Bates=1332 - 1335
Advertising and Marketing TM: None None None
Memo from John Ulrich to R.K. Eeimann of American Tobacco Company, July 1964, regarding brand switching information in 1964 National Consumer Study, with implications for Pall Mall Marketing Data. States that brand switching is increasing (from 34% to 38%). Pall Mall suffered a net loss of 2.5% due to switching, and indicates a sharp drop in switching to Pall Mall. Recommends change in marketing strategy. Questions ad copy "I'm Particular" effectiveness in luring new switches. Recommends emphasis on vitality and quality.
399) The Real Importance of Less Nicotine in Cigarette Smoke
Brown and Williamson Tobacco Corp http://
Date: 19420500
Author:
Source: Florida AG
Trial:
Bates=
Advertising and Marketing TM: Women Health Conscious Medical Profession
Advertisement, in May 1942 issue of The Medical Women's Journal, targeting medical professionals to advise patients on choice of cigarette brand. Touts Camel as a slower-burning, therefore, lower-nicotine cigarette. Cites medical and scientific opinion to support claims.
400) Re: Health Warning
Philip Morris Cos., Inc. http://
Date: 19720609
Author: Benson John
Source: Unknown
Trial: 1005080573
Bates=1005080573
Advertising and Marketing TM: None None None
Confidential memo from John Benson regarding instructions from President of Philip Morris, George Weissmann, to place package in right corner and warning panel in left corner in all future ads. Requests that "the greatest separation possible" is achieved between the two.
401) Subject: Cigarette Concept to Assure RJR a Larger Segment of the Youth Market
R.J. Reynolds Tobacco Company http://
Date: 19731204
Author: Colby Frank G
Source: Humphrey
Trial: 50116 6152-50116 6153
Bates=50116 6152-50116 6153
Advertising and Marketing TM: Youth None None
RJ Reynolds memo, 12/73, from Frank Colby to R.A. Bleins. Jr. regarding cigarette concept to assure RJR larger segment of youth market. Suggests development of RJR youth-appeal brand with the following advertising claims: "more flavor, more enjoyment, and more puffs."
402) Younger Adult Smoker Panel
R.J. Reynolds Tobacco Company http://
Date: 00000000
Author:
Source: Moore
Trial: 50462 3232 - 50462 3246
Bates=50462 3232 - 50462 3246
Advertising and Marketing TM: Young adults None None
RJ Reynolds Tobacco Company document regarding development of Younger Adult Smokers panel. States that 18-20 year olds are key market missed by RJR. Suggests and outlines development of age group "spokesman" panel to monitor and track impact of new brands and programs among group. Details stages, parameters, methods, cities, schedule, cost, steps in process.
403) Letter Asks for Tobacco Ads Aimed at Youth Market
Non-Tobacco Company http://
Date: 00000000
Author:
Source: Unknown
Trial:
Bates=
Advertising and Marketing TM: Youth None None
Reproduction of Wall Street Journal Article August 21, 1975, p.81, which describes 1970 letter from Robert Sandelman, of Robert Brian Associates (ad agencies) working for Lorillard, Inc., to Charles Seide, head of art department at Cooper Union. Letter requests Seide to assign his design class to create a package design which is attractive to "kids (young adults)" but won't attract government's attention. Lists specifications: product name 'Kicks', 10 cigarettes, deluxe length, company name, health warning, seal enclosure. Lorillard spokesperson claims no knowledge of project.
404) Cigarette Substitute Concept Study
R.J. Reynolds Tobacco Company http://
Date: 19700520
Author: Hall L W Jr
Source: Barnes
Trial: 50100 1797- 501001809
Bates=50100 1797- 501001809
Advertising and Marketing TM: None None None
R. J. Reynolds Tobacco Company secret consumer research report on cigarette "substitute" concept study to determine consumer opinions on smoking and health, satisfactions desired from smoke, and attitudes toward suggested cigarette substitutes -- gum, beverage, candy, aftificial cigarettes. Emphasizes nicotine as prime chemical provider of smoking satisfaction, distinguishable from the habituation of the act of smoking. Affirms that people think nicotine is harmful, and that they smoke to relax; therefore, product must produce relaxation, relief from tension and worry, and good taste to be successful.
405) [Re:] Smoking by Children and Adolescents: Memorandum on Further Research to the Tobacco Manufacturers' Standing Committee Suggested by Market Investigation
British American Tobacco Industry (BAT) http://
Date: 19620800
Author: Market Investigations Ltd
Source: Florida AG
Trial: 105408812- 105408815
Bates=105408812- 105408815
Advertising and Marketing TM: Youth None None Children
August 1962. Memorandum on further research to the tobacco manufacturers standing committee from Market Investigation Ltd. Reports upon large-scale survey of smoking by children and adolescents in Great Britain. Notes potential importance of Royal College of Physicians report (1961?) and initiation of drive against smoking by young people. Discusses dilemma of proper position of tobacco manufacturers. Recommends focus and methods for further research on influences on young people's smoking habits.
406) Re: Vanguard Smoke Tested in Dayton
Tobacco Institute http://
Date: 19590702
Author: Hill and Knowlton, Inc.
Source: Butler litigation
Trial: 50186 0498
Bates=50186 0498
Advertising and Marketing TM: None None None
Hill and Knowlton memo regarding Vanguard "Smoke" tested in Dayton. Compiles and summarizes reports concerning test marketing of product Vanguard in Dayton, Ohio. Discusses product launch, advertising and marketing. Refers to Dayton Daily News article on Dayton as a test area, including statements from the American Cancer Society regarding Vanguard.
407) Media Let Rivals Snuff Out Vanguard, Schaflander Asserts
Non-Tobacco Company http://
Date: 19591207
Author:
Source: Florida AG
Trial: 5801
Bates=5801
Advertising and Marketing TM: None None None
Excerpt from Advertising Age, December 7, 1959. States that Bantob Products Corp. withdrew its anti-trust action against tobacco companies because the federal government had entered an investigation of the charges, a fact unverified by the Justice Department. Implies that Bantob folded as a result.
408) Bantob Files $25-Million in Suits, Charging Foul by Tobacco Industry
Non-Tobacco Company http://
Date: 19591003
Author:
Source: Florida AG
Trial: 5801
Bates=5801
Advertising and Marketing TM: None None None
Article from Business Week, October 3, 1959. Covers Bantob Products $25 million dollar suit against five biggest tobacco companies and trade paper, charging that they interfered with the corporation plans to introduce Vanguard cigarettes to the New York market, and are to blame for cancellation of firm sales and orders.
409) Vanguard Slaps $15,000,000 Suit on 5 Tobacco Makers
Non-Tobacco Company http://
Date: 19590428
Author:
Source: Florida AG
Trial: 5801
Bates=5801
Advertising and Marketing TM: None None None
Article from Advertising Age, September 1959. Discusses lawsuit filed by Vanguard (Bantob Products Corp.) against American tobacco, Liggett and Myers, P. Lorillard, Phillip Morris and R. J. Reynolds tobacco companies, for $15,000,000. Lists of charges include conspiracy and restraint of trade. Discusses claim ($10,000,000) that Tobacco Leaf editorial incited tobacco people to "unlawful action" calculated to destroy Bantob.
410) Vanguard's Fight with Media Raises Broad Questions on Copy Acceptance
Non-Tobacco Company http://
Date: 19591002
Author:
Source: Florida AG
Trial: 50207 6623- 50207 6624
Bates=50207 6623- 50207 6624
Advertising and Marketing TM: None None None
Article from Advertising Week, October 2, 1959. Covert reprisal of NYC media to accept Vanguard ad company, because the National Better Business Bureau found claims unsubstantiated. Describes product testing in Dayton, OH, where advertising is carried in newspaper, radio and tv. Also 2% of the Dayton cigarette market was won in a matter of weeks. Vanguard News, a 4 page tabloid presenting Vanguard Info, is distributed at transportation centers and mailed to 50,000 opinion leaders.
411) 1975 Marketing Plans Presentation Hilton Head September 30, 1974
R.J. Reynolds Tobacco Company http://
Date: 19740930
Author:
Source: Mangini litigation
Trial: 500746950-500746976 Exhibit 12493
Bates=500746950-500746976 Exhibit 12493
Advertising and Marketing TM: Young adults Youth Hispanics Urban
Marketing plans from R.J. Reynolds. Targets young adult (14-24) age group as vital to cigarette market. Claims Philip Morris has a 38% share, Brown and Williamson a 21 % of younger smokers. Strategizes how to increase RJR's share of market growth. Emphasizes advertising directed at young adults for established brands, Winston and Salem. Touts young adult appeal, package design, ad copy to offset Marlboro's popularity. Assesses ad insertions in young adult magazines. Reports on special events, Winston Cup Nascar Racing, rodeos, motorcycle races with young adult audiences. Explains that since major metro area populations are increasing advertising should increase. Mentions growing women's market. Summarizes fashion tie-in campaign and magazine ads.Concludes that new cigarette categories and brands and existing brands need to target young adults in order to grow.
412) Challenges in Tobacco Research
Philip Morris Cos., Inc. http://
Date: 19551000
Author: DuPuis Robert N
Source: Unknown
Trial: 0000330088-0000330118
Bates=0000330088-0000330118
Advertising and Marketing TM: None None None
Presentation given by PM Vice-President of Research. Offers a brief history of the tobacco industry and outlines the growing and selling processes. Notes the importance of label design and outlines the process and research strategies involved in package and label design. Reports on the company's current research efforts in smoke analysis including the use of gas chromatography, high resolution mass spectometry and polarography. Notes the public controversy regarding smoking as the cause of lung cancer and offers an industry view. Identifies TIRC as a resource for research in this area and concludes that continued efforts at smoke analysis might provide more answers.
413) Profile of the Young Adult Marlboro Smoker Part I: Males, 18 to 24 Years Old
Philip Morris Cos., Inc. http://www.philipmorris.com/
Date: 19940800
Author:
Source: Minnesota AG
Trial: 2042030486-2042030550
Bates=2042030486-2042030550
Advertising and Marketing TM: Young adults None None
Report on youth profile smoking 18 - 24. Shows youth contribution highly to Philip Morris, Camel and Marlboro leading in sales of non-menthol brands. States mehodology for interviews and breakdown of race. Shows Marlboro appeals to low educated low income. Shows regions where Philip Morris sells best. Shows graph on purchasing by volume. States Marlboro smokers are more cautious, less ambitious, less likely to travel, describe friends as burnouts, see marriage as important. Shows Marlboro smokers not concerned with freshness or low tar. Shows Camel smokers as hedonistic, willing to try new things, having cigarettes define influence. Shows freshness as important. Concludes Marlboro are sensitive to low prices.
414) [Re: Use of AVALON Brand Name for Candy Cigarettes]
Brown and Williamson Tobacco Corp. http://
Date: 19390719
Author: Vice President, Consolidated Lithographing Corporation
Source: Minnesota AG
Trial: 682068464-682068476
Bates=682068464-682068476
Advertising and Marketing TM: Youth None None
Letter from Vice-President of Consolidated Lithographing Corporation to WR Hendrichs requesting permission to use Avalon cigarettes' brand name and label for candy cigarettes. Cites prior permission for use of Wings, Raliegh and Kool brands. Includes sample labels and package recommendations.
415) Spot Radio Copy- WHIO- Dayton, Ohio
Bantob Products http://
Date: 19640706
Author:
Source: Florida AG
Trial: 50207 6666
Bates=50207 6666
Advertising and Marketing TM: None None None
Dayton, Ohio radio spot copy on Vanguard cigarette, listing product attributes, absence of tobacco, tar, and nicotine.
416) [Re: Vanguard Advertising Copy]
R.J. Reynolds Tobacco Company http://
Date: 19590908
Author: Peace John
Source: Florida AG
Trial: 50055 8777, 8780, 8804
Bates=50055 8777, 8780, 8804
Advertising and Marketing TM: None None None
September 1959 letter and note from William Esty Company (John Peace) to advertising department of RJ Reynolds Tobacco Company. Regards Bantob Products contacting New York Media about acceptability of advertising copy. Attaches three small articles from The Wall Street Journal, Business Week, and Time Magazine regarding Vanguard cigarette.
417) [Re:] Meeting of the Tobacco Institute Executive Committee Held on Sunday, January 12, 1964
Liggett Group, Inc. (Liggett and Meyers) http://
Date: 19640113
Author: Haas Frederick P
Source: Unknown
Trial: LG 2008203- 2008210
Bates=LG 2008203- 2008210
Advertising and Marketing TM: None None None
Memoradum detailing a meeting of the Tobacco Institute Executive Committee in response to the "Report of the Advisory Committee to the Surgeon General on smoking and health." States that the industry must present a united front and warns that companies acting for their own self-interest in advertising would be a liability. Declares that industry heads would not comment until receiving a report from litigation counsel. Analyzes the report informally by litigation counsel. States that the report is damaging because: smoking is a contifitory cause material or smoking is collected for plaintiff's use, assumes that certain charges is respiratory tissues are pre-malignant, evidences little faith in other factors. Concludes that the report will impede the obtaining of expert withnesses by the industry. Assumption of risk appears to be best defense. Warns that advertising making positive or inferential health claims for a particular brand would void this defense.
418) [Re: Use of the Term Micronite]
Lorillard Inc. http://
Date: 19641109
Author: Russell John C
Source: KLUG (Klugman?)
Trial: KLUG- 00000254- 00000257
Bates=KLUG- 00000254- 00000257
Advertising and Marketing TM: None None None
Letter from firm of Perkins, Daniels and McCormack to Robert B. Meyner, Administrator of the Cigarette Advertising Code. Cites a meeting between Meyner and Morgan J. Cramer, President of P. Lorillard Co. Presents arguments for the continued use of the term "micronite" on Kent cigarette advertising. States that "micronite" is a registered trademark in 17 countries dependent on valid US registration. Declares that the Cigarette Advertising Code should not be used to restrain competition in the industry. Concludes that companies must have freedom in advertising to distinguish between products and develop new ones
419) Re: FTC Conference on Cigarette Advertising Code
Lorillard Inc. http://
Date: 19640427
Author: Wald Robert L
Source: KLUG (Klugman?)
Trial: KLUG- 00000226-00000232
Bates=KLUG- 00000226-00000232
Advertising and Marketing TM: None None None
Minutes of a meeting between tobacco industry representatives and the Federal Trade Commission. Presents the self-regulating industry Advertising Code , seeks anti-trust clearance from the Dept. of Justice. Summarizes that the industry is presenting the Code to alter, delay, or obviate issuance of Commission Rules. FTC Chairman questions if an industry can band together in technical violation of anti-trust laws for a good purpose. States that advertising is an important competitive weapon in the cigarette industry, and that under the Code an advertiser could be constrained in making non-deceptive representations about their brand.States that Code includes specific curbs on advertising to youth. Asserts that Code advertising rules eliminate the need for government regulation and label warnings. Notes that if the FTC requires warnings there would be lengthy litigation, providing time to demonstrate the Code's effectiveness. Concludes that the FTC looks favorbably on the informal presentation of the Code, but it might not be enough to prevent government warnings.
420) Vanguard- A Discovery that Eliminates the Agents in Cigarettes Linked to Cancer and Heart Diseases.* No Tobacco Tars, No Nicotine, and More Important No Arsenic!
Bantob Products http://
Date: 19640000
Author:
Source: Florida AG
Trial: 50207 6670-50207 6671D
Bates=50207 6670-50207 6671D
Advertising and Marketing TM: None None None Health-conscious
Distribution copy of Vanguard ad. Cites statistical link between cigarette smoking and health risks. Touts absence of tobacco tar, nicotine and arsenic. Discusses lab tests on filters. Lists advantages and attributes of Vanguard. Encourages consumer to "smoke without fear, smoke Vanguard." Four photographs attached, most indistinguishable.
421) [Re: Survey on Barron's Advertisement]
Brown and Williamson Tobacco Corp. http://
Date: 19671109
Author: Reeves Rosser
Source: Washington State AG
Trial: WA 2017002460-2017002461
Bates=WA 2017002460-2017002461
Advertising and Marketing TM: None None None
November 1967 letter from Rosser Reeves, Tiderock Corporation, to Senator Earle Clements, Tobacco Institute. Outlines major points of interest of Telephone Survey conducted by Ted Bates Company of 2000 people in twenty big markets (NY, DC, LA, etc). Discusses attitudes toward advertising, governmental regulation of sale or advertising of cigarettes, Surgeon General's report on health dangers of smoking, and the crusade against smoking. Breaks down smokers into categories: heavy, medium, light, and non-smoker, younger, older, by education level and gender.
422) Re: Presentation of Industry Code
Lorillard Inc. http://
Date: 19640427
Author: C A H
Source: KLUG (Klugman?)
Trial: KLUG- 00000233
Bates=KLUG- 00000233
Advertising and Marketing TM: None None None
Memorandum from Wald, Harkrader and Rockefeller details meeting with Senator Neulerger to present the industry advertising code. States that Michael Pertschuck, Trade Regulation Counsel to the Senate Commerce Committee was also present. Touts Code as responsible industry regulation of advertising. States that the Code may raise questions of restricting competiton in violation of antitrust laws. States that Code does not include affirmative warnings because if the Code is followed, the warnings are unneccessary. Concludes that a strong administrator must be chosen if industry is to regulate itself.
423) Operations Department Presentation to Philip Morris Board of Directors October 28, 1964: Research and Development
Philip Morris Cos., Inc. http://
Date: 19641028
Author:
Source: Unknown
Trial: 2023226942-2023226947
Bates=2023226942-2023226947
Advertising and Marketing TM: None None None
Presentation from Operations Dept. to Philip Morris Board of Directors. States that the Research and Development Department's primary objactive is developing products with consumer appeal in a health concious market place. Cites development of two new test methods -- effects of cigarette smoke on invitro mucus fluid and respiratory dynamics. Declares the strategy of defining acceptable criteria by which physiological performance of a cigarette would be judged, to attract outside endorsement. Cites development of a charcoal filter cigarette, Saratoga. States that Saratoga is a physiologically outstanding product, but test marketed as having poor taste. States that a publication and endorsement program for the product was ineffective, due to restrictions from the FTC and advertising code. States that the Surgeon General's Smoking and Health Report contained few surprises. States that government and private agencies would intensify research on smoking and health. Concludes with the motto "Be Prepared", in light of uncertainty of restrictions the advertising code might place on merchandising. Positions the smoking and health situation as a war the industry wants to win.
424) Re: Meeting of the Legal Committee, December 3, 1964
Multiple companies http://
Date: 19641208
Author: Ross William W
Source: KLUG (Klugman?)
Trial: KLUG- 00000267-00000271
Bates=KLUG- 00000267-00000271
Advertising and Marketing TM: None None None
Memorandum detailing a meeting of the legal committee including representatives from the six major tobacco companies. Recounts a call from Governor Meyner, Administrator of the Cigarette Advertising Code. States that Meyner wants to speak with the "Five Companies" (R.J. Reynolds, American Tobacco Company, Liggett and Myers, Philip Morris and Brown and Williamson) regarding the Lorillard company's Micronite compromise. Summarizes the comprise: Lorillard will delete the word 'filter' in front and back of package include a statement with the wording "Micronite Process" on the side panel, and eliminite the word "Micronite" from the advertising. States that Meyner would adopt the compromise if the five companies have no objection.
425) [Re: Lorillard's Habit-Forming Kit]
Lorillard Inc. http://
Date: 19631108
Author: Kessely Nicholas E
Source: Florida AG
Trial: 84409798- 84409799, 88927085, 88927087
Bates=84409798- 84409799, 88927085, 88927087
Advertising and Marketing TM: Young adults Youth None
Note from Nicholas Kessley, of Lennent Newell, Inc., Advertising, to Manuel Yellen, P. Lorillard Company, regarding "Ritchie", a child who claims not to smoke but "talks up" Newports. Attached are a photograph of a child accepting a cigarette from two smiling adults, packaging from the Rated-R 7 Day Habit Forming Kit, and a handwritten description of product for young adults with directions to prepare user to "go out in public and puff with the big boys."
426) [Re: Vanguard Cigarettes]
R.J. Reynolds Tobacco Company http://
Date: 19590904
Author: Gray Howard
Source: Florida AG
Trial: 50055 8779, 50207 6635-50207 6636
Bates=50055 8779, 50207 6635-50207 6636
Advertising and Marketing TM: None None None Health concerns
Note and newspaper clipping attachment from Howard Gray, RJRTC, dated September 1959. Anounces that according to John Pearce, Vanguard Cigarettes are moving into the New York market and the media will be contacted to see if Vanguard advertising will be accepted. Attachment from Vanguard News features one advertisement and several short articles touting Vanguard cigarettes' absence of nicotine content.
427) [Re: Advertising on Billboard Near Local School]
Lorillard Inc. http://
Date: 19830517
Author:
Source: Unknown
Trial: 85665584- 85665586
Bates=85665584- 85665586
Advertising and Marketing TM: Youth None None
Letter to Dr. William Cody of the Birmingham Board of Education from the parent of a school child. Concerns a billboard for Satin cigarettes in close proximity to the school yard. Mentions close proximity of billboards advertising cigarettes near hospitals and churches. Requests action be taken.
428) If I'm Going to Smoke, I'm Going to Do it Right.
R.J. Reynolds Tobacco Company http://
Date: 00000000
Author:
Source: Unknown
Trial: NM#21745 102148
Bates=NM#21745 102148
Advertising and Marketing TM: None None None
Print ad for Winston. States, "If I'm going to smoke, I'm going to do it right."
429) Marlboro
Philip Morris Cos., Inc. http://
Date: 00000000
Author:
Source: Unknown
Trial: NM#21745 102147
Bates=NM#21745 102147
Advertising and Marketing TM: None None None
Print ad for Marlboro.
430) Tareyton is Better/Charcoal is Why
American Tobacco Co. http://
Date: 00000000
Author:
Source: Unknown
Trial: NM#21745 102146
Bates=NM#21745 102146
Advertising and Marketing TM: None None None
Print ad for Tareyton 100's. States, "Tareyton smokers would rather fight than switch!"
431) If it Wasn't for Winston I Wouldn't Smoke.
R.J. Reynolds Tobacco Company http://
Date: 00000000
Author:
Source: Unknown
Trial: NM#21745 102145
Bates=NM#21745 102145
Advertising and Marketing TM: None None None
Print ad for Winston. States, "If it wasn't for Winston I wouldn't smoke."
432) [Re: Smoker Profile]
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19830209
Author: Wang Sandy
Source: Minnesota AG
Trial: 465180316
Bates=465180316
Advertising and Marketing TM: None None None
Telex from Sandy Wang to Jim Wilhelm. Suggests expanding age categories for a study to include 50+. Gives age profiles of smokers (table 10) as: 15-49, 50-54, and 55+.
433) After Taking Turns at 180 mph, He'd Never Smoke a Boring Cigarette.
Brown and Williamson Tobacco Corp. http://
Date: 00000000
Author:
Source: Mangini litigation
Trial: NM#21745 102143
Bates=NM#21745 102143
Advertising and Marketing TM: None None None
1975 print ad from The Viceroy Auto Racing Campaign. States, "After taking turns at 180 mph, he'd never smoke a boring cigarette."
434) Why Viceroy? Because I'd Never Smoke a Boring Cigarette.
Brown and Williamson Tobacco Corp. http://
Date: 00000000
Author:
Source: Unknown
Trial: NM# 21745 102142
Bates=NM# 21745 102142
Advertising and Marketing TM: None None None
1975 Viceroy print ad from The Viceroy Auto Racing Campaign. States "Why Viceroy? Because I'll never smoke a boring cigarette."
435) What Have We Learned from People? A Conceptual Summarization of 18 Focus Group Interviews on the Subject of Smoking
Philip Morris Cos., Inc. http://
Date: 19750520
Author: Marketing and Research Counselors Inc
Source: Unknown
Trial: NM#21745 102114-102141
Bates=NM#21745 102114-102141
Advertising and Marketing TM: None None None
Analyzes and discusses in detail factors involved in why people smoke, start or switch, and identifies both negative and positive elements in advertising. Details characteristics of "starters," focusing on "young starters" and methods for advertising to this market. States that purpose of analysis is to explore advertising options and methods for Viceroy cigarettes
436) State of the Business 1968-1974
R.J. Reynolds Tobacco Company http://
Date: 19740000
Author:
Source: Washington State AG
Trial: 501090019-501090060
Bates=501090019-501090060
Advertising and Marketing TM: None None None
Compares market share, smoker profiles and marketing mix for Winston and Marlboro brands. Profiles Marlboro's strength over Winston in 14-24 year old male categories, and concludes that Marlboro smoker attitudes and values are markedly different from those of Winston smokers. Also concludes that differences in market performance between the two brands can be attributed largely to advertising approach for each. Reviews advertising "candid" campaign implemented in 1973 to strengthen Winston's market share among young adult males, including the campaign to attach a "motivational image" to the Winston brand.
437) A Study of Smoking Habits Among Young Smokers
Philip Morris Cos., Inc. http://
Date: 19740700
Author: The Roper Organization Inc
Source: Unknown
Trial: 8598 Exhibit 10497
Bates=8598 Exhibit 10497
Advertising and Marketing TM: Young adults Men Women White
1974 study of "young smoker" smoking habits prepared by Roper Organization, Inc. for Philip Morris. Reports findings of 1050 interviews of smokers with a maximum age of 24 and "no lower age limit." Analyzes and discusses popularity of Marlboros with young whites, Kools with young blacks, and shows Marlboros becoming static as Kool grows and gains switchers. States that black and white smokers are so different, no generalizations regarding youth market can be made.
438) Review of Previous Research on RJR Personalized Sampling and Recommendation Regarding Research of 1974 Sampling Programs
R.J. Reynolds Tobacco Company http://
Date: 19740611
Author: Marketing Research Department R J Reynolds Tobacco Company
Source: Moore
Trial: 50189 2738 - 50189 2750
Bates=50189 2738 - 50189 2750
Advertising and Marketing TM: College students Young adults Men
Confidential Marketing Research report dated June 1974, for RJRTC. Discusses sampling programs -- to college students, young adult smokers, males and urban females in various locations. Results point to a lack of success in market penetration through sampling.
439) Re: NFO Preference Share Data - Youth Market
R.J. Reynolds Tobacco Company http://
Date: 19730308
Author: McCain John H
Source: Texas AG
Trial: 50845 3918-50845 3920
Bates=50845 3918-50845 3920
Advertising and Marketing TM: Men Youth Young adults
Confidential letter dated 3/1973 from John McCain at William Esty ad agency to RJRTC (J.O. Watson) regarding NFO Preference Share data -- "youth" market. Assesses NFO demographic data on 14-20 year old smokers, who appear to prefer Winston and Marlboro. Recounts statistical break down of this information. Recommends aggressive marketing toward young adult males in metropolitan areas. Makes distinction between young adult and "youth" markets.
440) Exploratory Group Sessions on Cigarette Smoking
R.J. Reynolds Tobacco Company http://
Date: 19721030
Author: Sherrill J H Jr
Source: Unknown
Trial: 50442 0109-50442 0115
Bates=50442 0109-50442 0115
Advertising and Marketing TM: Men Women None
Report from J.H. Sherrill, Jr. of the Marketing Research Department of RJR. to T.E, Sandefur, Jr. Summarizes findings from a Philadelphia exploratory group study on cigarette smoking. Claims that there is a group of "middle" bands of perceived taste and satisfaction. Reports that smoke inhalation is more important than taste in smokers who smoke out of habit, not enjoyment. Asserts that relaxing circumstances are the key to cigarette enjoyment. States that smoking in stressful situations fills a psychological need. Warns that advertising should be geared toward relaxing situations.
441) The Cigarette Market: The National Tracking Study January-February, 1973
Philip Morris Cos., Inc. http://www.pmdocs.com/
Date: 19730400
Author: Holbert Neil
Source: Minnesota AG
Trial: 002915586-002915646
Bates=002915586-002915646
Advertising and Marketing TM: African Americans Adults Young adults
Cigarette Market National Tracking Study. Discusses highlights of study. Charts awareness of advertising by age (including "under 25"), sex, race, education, region, and city size. Graphs trends of smokers, trial rate, conversion rates, and smoker shares. Includes matches of categories against other brands. Charts demographic breakdown, selection by African Americans and switching. Charts questions about knowledge of cigarette size.
442) Re: SALEM/DORAL - Test of Sampling Through Movie Theaters
R.J. Reynolds Tobacco Company http://
Date: 19721030
Author: Bender Alan S
Source: Minnesota AG
Trial: 50181 4995 - 50181 4999
Bates=50181 4995 - 50181 4999
Advertising and Marketing TM: Youth None None
Letter from Alan S. Bender, Vice-President of William Esty Advertising, to W.H. Melton, Marketing Department of RJ Reynolds. Recommends test sampling Salem and Doral through movie theaters. Suggests using Audience Marketing Inc. Claims that audience marketing reaches 18 milliion movie- goers bi-weekly. Touts numbers of seven million young marrieds, five million teenagers (from 12-17), and four milliion men. Emphasizes the on-screen advertising that could accompany product distribution. Concludes that this method should be tested.
443) [Re: B&W Product Placement in Movies]
Brown and Williamson Tobacco Corp. http://
Date: 00000000
Author:
Source: Unknown
Trial: 68508492-685086501
Bates=68508492-685086501
Advertising and Marketing TM: None None None
Report from Brown and Williamson. Analyzes movie placement deal with Associated Film Promotions. Summarizes relationships as providing placement opportunities and special motion picture placement. Defines special placement as involving payments to various personnel on the film. Mentions agreement with Plitt theaters for commercial messages in their movie theaters. Declares that Associated Film Promotions keeps two sets of books, one for day-to-day operations, one for special movie placement. Reports that there is nothing in writing describing placement of Brown and Williamson products. Explains that AFP believes movie producers prefer payments in cash, cars and jewelry. Reviews seven films for product placement, finds them lacking. Concludes that AFP needs to keep written records of product placement agreements and special payments.
444) [Re: Agreement Between B&W and Sylvester Stallone to Promote B&W Products in Films]
Brown and Williamson Tobacco Corp. http://
Date: 19830428
Author: Stallone Sylvester
Source: Unknown
Trial:
Bates=
Advertising and Marketing TM: None None None
Letter from Sylvester Stallone to Bob Kovoloff of Associated Film Promotions. Guarantees use of Brown and Williamson products in no less than five movies for a payment of $500,000.
445) [Re: Incidence and Rate Estimates 1965 - 1985]
R.J. Reynolds Tobacco Company http://
Date: 19761202
Author: Hribar John R
Source: Connecticut litigation
Trial: 500784824-500784829
Bates=500784824-500784829
Advertising and Marketing TM: None None None
Letter from Associated Film Promotions, Inc. to Sylvester Stallone re: agreement between Stallone and Brown and Williamson. Summarizes product placement and advertising agreement for Stallone's next five movies. Mentions payment of $500,000 for the service to include personal usage, support character usage and sign placement. Lists movies such as Rhinestone Cowboy, Godfather III, Rambo, 50/50, and Rocky IV.
446) Marlboro Resort Program for 1982 Daytona Beach, Florida March 8 Thru April 10, 1982
Philip Morris Cos., Inc. http://
Date: 19820000
Author: Youmans Dan
Source: Unknown
Trial: 2045385459- 2045385479
Bates=2045385459- 2045385479
Advertising and Marketing TM: College students None None
Describes Marlboro Resort Program, 1982, Daytona Beach, Florida. Details planning and activities such as sampling, night time lounge promotions, day time pool activities (swimming relays, beer-chugging), store sales. Describes program as very successful. Includes reports on operations and activities.
447) Vantage and Merit Smokers
R.J. Reynolds Tobacco Company http://
Date: 19820400
Author: Levy Sidney J PhD
Source: Barnes litigation
Trial: 50209 7457- 50209 7547
Bates=50209 7457- 50209 7547
Advertising and Marketing TM: None None None
Study of Vantage and Merit smokers, conducted by Social Research, April 1982. Discusses smoking orientations, cigarette brand perceptions, early smoking histories. Describes lifestyle and personality differences between smokers of different brands. Relates smoker perceptions of technical and physical characteristics of brands, and perceived health benefits of Vantage and Merit over other brands.
448) The Full-Flavored, Low-Tar Cigarette Market: Vantage and Merit Brand Images
R.J. Reynolds Tobacco Company http://
Date: 19810400
Author: Levy Sidney J PhD
Source: Barnes litigation
Trial: 50299 1347- 50299 1422
Bates=50299 1347- 50299 1422
Advertising and Marketing TM: None None None
April 1981 report by Social Research for RJR on "The Full-flavored, low tar cigarette market: Vantage and Merit Brand Images." Study conducted 57 personal interviews, and focused on attitudes towards smoking, category and brand selection, and positives of Vantage and Merit in the marketplace. Shows that smokers are aware of the reasons they should quit and wish to do so. Pressures from many sources (children, non-smokers, workplace) are making smokers feel they are an ostracized minority. Defines five categories of smokers: heavy, agressive smoker, controlled courteous smoker, closet smoker, beaten smoker. Finds language used to describes cigarettes to be constricted and stereotypical. Establishes that herd mentality in brand choice is decreasing and that people are choosing brand with specific and individual characteristics. Analyzes differences between smokers of Vantage and Merit brands.
449) Cigarette Advertising and the HHS Anti-Smoking Campaign Hearing Before the Subsommittee on Oversight and Investigations of the Committee on Energy and Commerce House of Representatives 97th Congress 1st Session Serial No. 97-66
Non-Tobacco Company http://
Date: 19810625
Author: Committee on Energy and Commerce
Source: Unknown
Trial:
Bates=
Advertising and Marketing TM: Youth Female None
Congressional Hearing on Cigarette Advertising and the Department of Health and Human Services anti-smoking campaign (Serial 97-66, dated June 1981). Describes Brooke Shields' anti-smoking campaign aimed at teenage girls, pulled not in response to tobacco industry pressure but because merchandising concept was inappropriate to deal with serious public health problem. Includes Virginia Slims ad. Includes excerpts from Cigarette Advertising Investigation, quoting the "Why Do People Smoke?" study on psychological attributes of smokers. Examines Brown and Williamson documentation regarding perceptions and facts of health hazards. States that "despite the potential market adventage it might have obtained over its competitors by advertising the unique gas filtration system of Fact cigarettes, Brown and Williamson chose not to do so in order to avoid educating the public about the presence and hazardous nature of gases in cigarette smoke."
450) 13-30 Corporation R.J. Reynolds Session
R.J. Reynolds Tobacco Company http://
Date: 19830629
Author: Whitcup Jonathan
Source: Mangini litigation
Trial: 500863242-500863272
Bates=500863242-500863272
Advertising and Marketing TM: Young adults Youth None
Brainstorming materials on RJR media for convenience stores. Analyzes convenience store image- fast, youth-oriented, hang-out, problems store faces, such as "having to deal with illegal advertising to minors." Generates ideas to ready young adults- a ciagarette sampling machine, ways to "hook up cigarettes with other youth purchases," closed circuit music channel "That is a target to youth market."
451) [Re: Special Advertising Campaign to Dissuade Youth Smoking]
Philip Morris Cos., Inc. http://
Date: 19790529
Author: Weissman George
Source: Florida AG
Trial: TIFL 0533261- TIFL 0533262
Bates=TIFL 0533261- TIFL 0533262
Advertising and Marketing TM: Youth None None
Letter dated May 1979 from George Weissman of Philip Morris to The Honorable Joseph A. Califano, Secretary of Department of Health, Education and Welfare regarding the secretary's proposal that Philip Morris mount a special campaign emphasizing that smoking is not for children. States PM's view that no evidence supports the belief that either pro-or-anti smoking advertising is effective in altering teen smoking behavior.
452) Re: Superman II - The Movie
Philip Morris Cos., Inc. http://ftp.gate.net/supermn1.gif
Date: 19791018
Author: Spengler Pierre
Source: Internet
Trial: 2024938787- 2024938789
Bates=2024938787- 2024938789
Advertising and Marketing TM: None None None
Letter dated October 1979 from Dovemead Limited to Philips Morris Europe regarding the placement of Marlboro brand name in the movie "Superman II: The Movie." Confirms that name will be shown on billboard in a major scene. Describes monetary and discretionary specifics of agreement.
453) Free Camel! Enjoy a Free Pack of Camel Filters or Lights, When You Buy One with the Coupon Below.
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19850000
Author:
Source: Minnesota AG
Trial: 505767787
Bates=505767787
Advertising and Marketing TM: None None None
Print ad for Camel cigarettes, "Free Camel", includes buy one pack get one free offer. Depicts a man walking through wilderness, package images super imposed. Includes Surgeon General's Warning.
454) 1988 Camel Family: Magazine Selection Presentation
R.J. Reynolds Tobacco Company http://
Date: 19870928
Author:
Source: Moore litigation
Trial: 50738 6160 - 50738 6170
Bates=50738 6160 - 50738 6170
Advertising and Marketing TM: Young adults Men None
1988 Camel Family: Magazine Sellection Presentation. Declares audience composition and coverage: target male smokers 18-24 and 18-34, plus a breakdown of educational level (high school graduate or less; non-high school graduate). Key considerations for magazine include young adult editorial focus and delivery of target psychographics and lifestyle characteristics. Catagorizes magazines (Hot Rod, Guns + Ammo, Sports Illustrated, Playboy, Rolling Stone) according to these considerations and divides their information to 2 groups. Also catagorizes by magazine focus -- music, sports, "men's services." Lists additions (cable Guide, Salute, Skiing) and deletions (National Enquirer, Stereo Reviews). Includes National Magazine schedule and type of ad (4 page insert, etc.)
455) Research Planning Memorandum on Some Thoughts About New Brands of Cigarettes for the Youth Market
R.J. Reynolds Tobacco Company http://www.bw.aalatg.com/
Date: 19730202
Author: Teague Claude E Jr
Source: Minnesota AG
Trial: 50298 7357-50298 7368 Exhibit 12679
Bates=50298 7357-50298 7368 Exhibit 12679
Advertising and Marketing TM: Young adults Youth None
Confidential Research Planning Memorandum on new brands of cigarettes for youth market. Argues that constraints placed upon industry regarding direct promotion of cigarettes to youth are unnecessary and unfair, as studies show larger numbers of people under 21 became smokers despite ban. Indentifies need of company to produce new cigarette brands tailored to youth in image and quality, designed in relation to influences on pre-smokers to become confirmed smokers. Describes evolution of pre-smoker to "learning" to confirmed smoker. Identifies product quality factors and product image factors, and psychological effects to be addressed in product.
456) [Re: Response to Inquiry on Payment of Fees to Movie Producers]
Philip Morris Cos., Inc. http://www.philipmorris.com/
Date: 19890224
Author: Kochenar John A
Source: Minnesota AG
Trial: 2021596246-2021596248
Bates=2021596246-2021596248
Advertising and Marketing TM: None None None
Letter from John Kochenar, of Philip Morris, to Thomas Luken on policy regarding product use in movies. Contends that it does not pay to have products in movies, not does it enter contracts so that it can advertise products. Acknowledges it occasionally provided free cigarettes and promotional material such as signs. This letter was written to Thomas Luken at the request of Hamish Maxwell, Chairman of Philip Morris, and is truncated.
457) Subject: Accomplishments in 1969 - Projects 1600 and 2302
Philip Morris Cos., Inc. http://
Date: 19700128
Author: Dunn W L
Source: Florida AG
Trial: 1003288492-1003288494
Bates=1003288492-1003288494
Advertising and Marketing TM: None None None
Confidential Philip Morris inter-office correspondence, January 1970, from Dunn and Johnston to Dr. Eichorn regarding "accomplishments in 1969 -- Project 1600 and 2302." Lists 15 projects done, including gum usage patterns, Marlboro market penetration by age and sex (highest among youngest smokers, declining to age 40 and levelling off. Works in progress include psychosocial research (smoking and stress relief).
458) Federal Trade Commission Report to Congress Pursuant to the Federal Cigarette Labeling and Advertising Act
Non-Tobacco Company http://
Date: 19670630
Author: Federal Trade Commission
Source: Florida AG
Trial:
Bates=
Advertising and Marketing TM: Youth None None
Federal Trade Commission Report to Congress regarding Federal Cigarette Labeling and Advertising Act. Rates the effectiveness of warning labels and cigarette advertising and promotions, with recommendations for legislation. States that labeling doesn't work uses increased cigarette sales to bolster opinion that warning statements are ineffective. Argues that the reasons for smoking are complex and labels don't counter them. Asserts that most smokers start in their middle to early teens and that education about the hazards of smoking must begin early. Recommends that all tobacco-related television and radio advertising be stopped because it reaches too many children. Analyzes advertising themes-desirability, satisfaction, assuaging anxiety, group bonding, ignoring health hazards. Concludes that the Cigarette Advertising Code doesn't work, because advertisers can find too many ways around it. Cites a Lucky Strike ad that claims "Separates the men from the boys, but not from the girls," as an appeal to teenage masculinity.
459) Dashing Duke Handy Tackles Job of Bolstering Philip Morris Brand Sales
Philip Morris Cos., Inc. http://
Date: 19580321
Author:
Source: Florida AG
Trial:
Bates=
Advertising and Marketing TM: Adults Men Youth
Describes Philip Morris' advertising strategy aimed at boosting sales of regular-size cigarette brands, using "Duke Handy" comic strip as the advertising medium. Claims the comic is intended to target adult men to offset the "more feminine appeal" of filtered brands, whose sales are flourising.
460) The New Advertising: The Great Campaigns from Avis to Volkswagen
Non-Tobacco Company http://
Date: 19700000
Author: Glatzer Robert
Source: Florida AG
Trial:
Bates=
Advertising and Marketing TM: Adults None None
Excerpt from The New Advertising: The Great Campaigns From Avis to Volkswagon. Focuses on Marlboro advertising campaign and creator Leo Burnett.
461) Summary
Philip Morris Cos., Inc. http://
Date: 00000000
Author:
Source: Florida AG
Trial: 1005159033-1005159168
Bates=1005159033-1005159168
Advertising and Marketing TM: None None None
Marketing Plan summary for Philip Morris. Positions Marlboro as central to future growth due to the strong young smoker base. Discusses changes in traditional patterns of marketing and distribution of cigarettes. States that the television advertising ban has made it nearly impossible to introduce a new brand. Projects continued growth in industry colume. Predicts that the new smoker segment (15-19) will increase, then decline. Defines category trends as menthol, filter, and 100mm.
462) Philip Morris U.S.A. Tobacco Marketing Five Year Plan June, 1974
Philip Morris Cos., Inc. http://
Date: 19740829
Author:
Source: Florida AG
Trial: 1005159169-1005159302
Bates=1005159169-1005159302
Advertising and Marketing TM: None None None
Confidential Philip Morris USA Tobacco Marketing Five year plan, June 1974. Reports on recent company activity, industry trends, competitive analysis, brand analysis, sales, marketing services, merchandising, media. Describes plan to add 12 billion units annually or 60 billion units over the 1975-1979 period. Analyzes share by brand type, demographics. Acknowledges that introduction of new brands has been difficult since broadcast ban (1971). Discusses marketing mix for 1973, low market share among blacks, objectives and strategies for each product. Examines industry trends and demographic profiles. Includes figures on population of selected age groups and smoking incidence in these groups, and states that incidence in under 15 group is not available, ages 15-19 is 24%. Performs competitive analysis, how each tobacco company poses a threat to PM. Analyzes each cigarette brand's promotion problems and opportunities. Discusses recruitment and training of personnel.
463) Philip Morris USA Research Center Five Year Plan 1971-1975
Philip Morris Cos., Inc. http://
Date: 19710300
Author:
Source: Florida AG
Trial: 1003225191-1003225222
Bates=1003225191-1003225222
Advertising and Marketing TM: None None None
Marketing Plan with 5 year forecast from Philip Morris. Outlines economic trends, demographic trends, and other product trends. Forecasts on the baby boom with predictions of increased families with children. Predicts a decline in number of smokers, but increase in cigarette consumption per smoker. Posits trends in low tar, filters, menthol, and little cigars. Recommends studying smoker psychology, "susceptible types," risk-benefit environments. States that Marlboro's popularity among young smokers should continue. Also examines markets for chewing gum, cutting and medical products.
464) Smoke Screen: Tobacco and the Public Welfare
Non-Tobacco Company http://
Date: 19630000
Author: Neuberger Maurine B
Source: Florida AG
Trial: 13774
Bates=13774
Advertising and Marketing TM: Young adults None None
Excerpt from Smoke Screen describes how tobacco companies Brown and Williamson and Philip Morris market cigarettes on college campuses, using fraternity parties, teas, and football games to advertise. Mentions "Linebacker System" which has college public information officials participating directly in tobacco industry marketing on campus.
465) Subject: Considerations Pertinant to the Proposed FTC Requirement of Published Numbers
Philip Morris Cos., Inc. http://
Date: 19700817
Author: Dunn W L Jr
Source: Florida AG
Trial: 002375102 - 002375107
Bates=002375102 - 002375107
Advertising and Marketing TM: None None None
Confidential missive from Dr. Wakeham to Dr. Dunn, August 1970, regarding "considerations pertinent to proposed FTC requirement of published nicotines," i.e., tar and nicotine levels. Cites three ways in which requirement might hurt Philip Morris interests: could dissuade people from smoking; could increase brand switching or influence initial brand choice; implies potential for increased regulatory control. Dismisses concerns, suggesting such information will have little effect. Cites survey of teenagers 12-18 sharing the highest percentage of U.S. smokers than ever recorded. Suggests acquiescence by PM. Recommends public relations program informing consumer that "The vehicle of taste and satisfaction is the tar" and that level is an individual choice.
466) This Document Contains Information Presented to the Federal Trade Commission
Non-Tobacco Company http://
Date: 19840417
Author: Reinbold Grace A
Source: Florida AG
Trial: 13801
Bates=13801
Advertising and Marketing TM: Youth None None
Letter to Federal Trade Commission protesting advertising by cigarette companies. Complaint includes use of smoking promotion on ESPN sports events. Letter also chides Philip Morris' use of movies and toys to promote Marlboro cigarettes. Philip Morris, Warner Communications and Time Life Company are mentioned as being behind promotions. Promotions include Eric Clapton's record album "Money and Cigarettes" tour sponsored by Camel and "Brain Games" promoting Marlboros.
467) Communications of an Advertising Man: Selections from the Speeches, Articles, Memoranda and Miscellaneous Writings of Leo Burnett
Non-Tobacco Company http://
Date: 19610000
Author: Burnett Leo
Source: Florida AG
Trial: 15206
Bates=15206
Advertising and Marketing TM: None None None
Excerpt from "Communications of an advertising man" by Leo Burnett in which he describes his advertising philosophy. Mentions Marlboro cigarettes and its market appeal. He discusses importance of names of products with consumers. Also slogans and their effect on sales. Touts the importance of consistant advertising as well. Shows examples of successful advertising campaigns.
468) Subject: Report on European Trip - March 1958
Philip Morris Cos., Inc. http://
Date: 19580328
Author: Little C C Dr
Source: Butler litigation
Trial: 002607510-002607521
Bates=002607510-002607521
Advertising and Marketing TM: None None None
Report on European Trip, from Dr. C.C. Little to T.V. Harrett, Philip Morris. Regards meetings with British tobacco industry. Mentions that the value of diversified interest, including cardiovascular research was offered. Proposes research support programs. Outlines current problems: the Ministry of Health made public announcements linking tobacco and lung cancer. Says that the medical community supports these statements. Opines that there are no available British 'elder statesmen' medical personnel to employ pro-tobacco. Recommends the training of medical personnel through scholarships. Concludes that a public relations exchange would be beneficial, to help the British strategize.
469) Subject: Meeting with BAT/B&W and PM
Multiple companies http://
Date: 19890123
Author: Boder J B
Source: Unknown
Trial:
Bates=
Advertising and Marketing TM: Health Conscious None None Low tar
Meeting minutes between BAT, B&W and PM. Highlights the agreement not to start any retrospective litigation if they reach an agreement. States that BAT offered to stop promoting 1 mg tar claim as soon as an agreement is reached. States that BAT had planned a human smoking behavior study in Saudi Arabia, set to measure the differences in tar delivery between human and machine smoking, but later chose to cancel the study. Suggests that these kinds of tests are extremely dangerous for the industry.
470) Subject: Special Market Overview/Black
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19821130
Author: Steele M W
Source: Minnesota AG
Trial: 674093020-674093056
Bates=674093020-674093056
Advertising and Marketing TM: None None None
Details of presentation materials on Black Market Overview. Examines African American targeted market in relation to general market menthol market, Kool in particular. Surveys Black population in the top twenty metro areas. Outlines percentage of Blacks vs. Whites graduating from high school and college. Profiles Kool history. Opines that young adults need a traditional rite of passage, and Blacks need a menthol cigarette with a brand image they can identify with. Smoking incidence figures given for males aged 16-34.
471) Subject: Kool Isn't Getting the Starters/236
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19870217
Author: Cantrell D V
Source: Minnesota AG
Trial: 621079918-621079921
Bates=621079918-621079921
Advertising and Marketing TM: None None None Starters
Research, Development and Engineering memo re: Kool isn't getting the starters. States that Kool is no longer attracting new smokers. Newport is performing better. Summarizes that Kool's menthol level is too high for starters. Suggests promoting Kool Milds as a starter brand, line extending the Kool family with a lower menthol, or introducing a new product. Concludes that the current level of menthol in Kool can't be reduced without alienating habitual smokers.
472) State of Minnesota and Blue Cross and Blue Shield vs. Philip Morris Incorporated et al., Deposition of Alan Rodgman Volume II
Non-Tobacco Company http://
Date: 19970613
Author: Rodgman Alan
Source: Arch litigation
Trial: C1-94-8565
Bates=C1-94-8565
Advertising and Marketing TM: None None None
Deposition recounts Dr. Rodgman's consulting arrangement and relations to RJR (former employee) and Womble Carlyle (consultant). Recounts questioning of Dr. Rodgman regarding his employment at RJR and knowledge of nicotine, underage smoking market, carcinogenic smoke compounds, benzpyrene and other chemicals. States that of the eight technologies to control the composition of smoke, seven were invented by RJR. Discusses mouse skin painting experiments, pH of smoke, free nicotine in smoke. Defines Tobacco Working Group and its history. Witness questioned as to whether RJR markets to 14-18 year olds.
473) Re: Brand Switching Studies Analysis
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19680802
Author: Scholz William F
Source: Minnesota AG
Trial: 170051552-170051620
Bates=170051552-170051620
Advertising and Marketing TM: Men Women None
Letter from William Scholz of Brown and Williamson to Antony Mercer of Ted Bates and Co. on results of survey on brand switching. Study conducted four times over two years. Reports that Kool is losing growth to other menthols, with over 40 smokers and beginning smokers, including the 16-25 age range. Concludes that marketing longer length Kool will attract female smokers and use of female-oriented magazine ads may help. Includes explanations of graphs.
474) Technology: Ammoniation/Technology: Segmented Cigarette
R.J. Reynolds Tobacco Company http://
Date: 00000000
Author:
Source: Humphrey litigation
Trial: 50901 8864 - 50901 8865A
Bates=50901 8864 - 50901 8865A
Advertising and Marketing TM: None None None
Marketing report by RJR reporting on effects of using ammoniated sheet for cigarettes. Indicates ammoniated sheet gives market improvement through milder taste, less throat harshness, cleaner taste and more free nicotine. Discusses possible development of a segmented cigarette which would include two types of tobacco, regular and mentholated. However, technology must be developed.
475) Final Remarks on Brand Sales and Competitive Brand Activity
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 00000000
Author:
Source: Minnesota AG
Trial: 779114189-779114216
Bates=779114189-779114216
Advertising and Marketing TM: Adults Young adults None
Final remarks on brand sales and competitive brand activity. Reports many cigarette companies have changed campaigns. Winston and Marlboro remain strong but not attracting as many young smokers (under 25). Reports that 11 of 16 are making health or rationality appeals, some use sweepstakes to market. Indicates slogans as still in use by many companies except R.J. Reynolds.
476) Smoking and Lung Cancer: A Second Opinion
R.J. Reynolds Tobacco Company http://
Date: 00000000
Author: R J Reynolds Tobacco Company
Source: Humphrey litigation
Trial: 50463 8051
Bates=50463 8051
Advertising and Marketing TM: None None None
Advertisement by RJR, states that smoking does not cause lung cancer. Claims that three decades of research have failed to produce sufficient evidence that smoking causes lung cancer. Acknowledges statistics showing that there is a correlation between lung cancer and smoking but that smoking is not the cause of the disease. Claims that government research on dogs has not proven link between cancer and smoking. Points to "Constitutional Hypothesis" as possible cause of cancer. Concludes more research is needed.
477) Giants, Pigmies and Other Advertising People
Non-Tobacco Company http://
Date: 00000000
Author: Daniels Draper
Source: Florida AG
Trial: 13789
Bates=13789
Advertising and Marketing TM: Adults Men Women
Excerpt from "Giants, Pigmies, and Other Advertising People" by Draper Daniels describes his work with Leo Burnett on Philip Morris ad for Marlboro. Describes ad campaign for Marlboro man and the advertising personalities involved. Describes Marlboro market and image before ad campaign as well.
478) Are Silva Thin Skinny Smoke Ads Ploy to Reach Teen Agers?
Non-Tobacco Company http://
Date: 00001022
Author: Advertising Age
Source: Florida AG
Trial: 6776
Bates=6776
Advertising and Marketing TM: Youth None None
Advertising Age article questions Silva Thins "Skinny Smoke" ad copy "Should a girl skinny smoke on her first date?" Mentions that a federal agency received a complaint about the ad. Accuses American Tobacco of aiming sexually loaded ad copy at teenagers.
479) Consumer Profiles
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19760000
Author:
Source: Minnesota AG
Trial: 775040578
Bates=775040578
Advertising and Marketing TM: African Americans Youth Adults
Consumer profiles for B&W cigarette brands. Lists Kool as the youngest franchise in the methol category, predominantly male, lower income and less educated. Boasts a high starter index and market share among African Americans. Profiles Viceroy smokers as older, higher income and education. Calls Belair smokers older, less educated than smokers of other brands. Cites Raleigh as having the highest loyalty, lowest income and least educated smokers.
480) Any Ad Can Be Misinterpreted: Luckies' Heimann
Non-Tobacco Company http://
Date: 19631209
Author: Advertising Age
Source: Florida AG
Trial: 6797
Bates=6797
Advertising and Marketing TM: None None None
Advertising Age article discussing a Lucky Strike ad that claims "Luckies separates the men from the boys." States that LeRoy Collins, President of National Association of Broadcasters, finds the ad brazen, and aimed at youth. Affirms that the copy entices youth with promises of adulthood if they smoke Luckies. Declares that American Tobacco executives believe the ad to be aimed only at adults.
481) Lucky Strike--Reach for a Lucky Instead of a Sweet
American Tobacco Co. http://
Date: 19480000
Author:
Source: Florida AG
Trial: 6786
Bates=6786
Advertising and Marketing TM: Women None None
Recounts story of inspiration for Lucky Strike advertising campaign, "Reach for a Lucky instead of a sweet," believed to be the campaign which created more women smokers than any other single promotional effort. Tells of George Hill and Vincent Riggio (President of American Tobacco Company) witnessing the contrast between a stout woman eating a piece of candy, and a slender woman smoking a cigarette. Estimates enormous increase in profits due to this idea made into ad campaign. Quotes Riggio as stating: "Many in marketing today believe that campaign created more women smokers than any other single promotional effort."
482) Does Your Husband Skinny Smoke on Business Trips?
American Tobacco Co. http://
Date: 00000000
Author:
Source: Florida AG
Trial: 7618
Bates=7618
Advertising and Marketing TM: Women None None
Ad for Silva Thins, "The Skinniest Cigarette." Asks, "Does your husband skinny smoke on business trips?" Sets up scenario in which husband is tempted by "the full and satanically rich taste" of Silva Thins, suggesting an infidelitous experience. Emphasises lack of fat and tar. Suggests to woman that she retaliate by smoking Silva Thins Menthol to "keep your cool. And maybe beat him at his own game."
483) Lucky Strike Separates the Men from the BoysÖBut Not from the Girls.
American Tobacco Co. http://
Date: 00000000
Author:
Source: Florida AG
Trial: 6795
Bates=6795
Advertising and Marketing TM: Adults None None
ATCO ad, "Lucky Strike separates the men from the boys ..but not from the girls," depicting a man bringing home a Christmas tree and receiving a holiday carton of Lucky Strikes. States "Smoking is a pleasure meant for adults," stresses quality of tobacco, and encourages readers to "Give Lucky Strike in the handsome holiday carton."
484) What Does it Mean?
American Tobacco Co. http://
Date: 19631128
Author:
Source: Florida AG
Trial: 6796
Bates=6796
Advertising and Marketing TM: Youth Adults None
1963 Editorial in Advertising Age analyzes the Lucky Strike ad copy "Luckies separates the men from the boys...but not from the girls." Questions the implications and intentions of the ad. Concludes by calling the ad sly.
485) A Study of Attitudes Toward Cigarette Smoking and Different Types of Cigarettes Volume I
Philip Morris Cos., Inc. http://
Date: 19590100
Author: Elmo Roper and Associates
Source: Florida AG
Trial: 1452
Bates=1452
Advertising and Marketing TM: None None None
"Study of Attitudes Toward Cigarette Smoking and Different Types of Cigarettes," compiled for Philip Morris by Roper Associates. Questions why people smoke cigarettes. Argues that people smoke to relax, when they are idle, tense, with or after food, or with coffee. States that people surveyed have little concern about the health aspects of cigarettes, and are more concerned with throat irritation. Mentions that the habit-forming nature of cigarettes is resented. Assumes that the menthol market might grow, filters might become more popular. Finds that 12% of smokers find cigarette advertising untrue, and 43% dislike it.
486) Kids See Many Cigaret Ads on TV, FTC Finds
Non-Tobacco Company http://
Date: 19940426
Author: Advertising Age
Source: Florida AG
Trial: 6794
Bates=6794
Advertising and Marketing TM: None None None
Marketing newspaper article, April 1984, "Kids see many cigarette ads on TV, FTC finds." Summarizes Federal Trade Commission report, "Cigarette Advertising and Output." Establishes tobacco company sponsorship of TV programs aimed at kids. Estimates number of children in viewing audience. States that consumption has increased, as has rate of return to stockholders. Examines media mix and expenditures of tobacco companies.
487) Kool Penguins
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 00000000
Author:
Source: Minnesota AG
Trial: 674001554-674001559
Bates=674001554-674001559
Advertising and Marketing TM: Adults Youth None
Pitch for Brown & Williamson's Kool penguins Film Short, "amusing for grown-ups and a real laugh for the youngsters". Depicts an animated penguin battalion flying in from the South Pole to Kentucky where they surprise the production of Kool cigarettes. They take cartons of the cigarettes to drop over New York City, turning the city into icicles. Claims that over 500,000 theatre patrons have enjoyed it. Includes photos of window displays and placards from 1930's.
488) Subject: Kool College Concerts
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19830221
Author: Domantay N V
Source: Minnesota AG
Trial: 675229271-675229272
Bates=675229271-675229272
Advertising and Marketing TM: College students None None
Clarifies pupose of Kool college concerts, given the sensitive issue of reaching under 21 smokers. States intention of program is to build Kool awareness among 21-25 year old smokers, and to provide entertainment; no sampling or promotion will occur. Suggests two possible approaches: to hold concert on college campus for one night in each of 22 Kool Jazz Festival cities, or to bring services to new cities, involving student talent and student government for publicity purposes. Advises a "slow burn" approach to determine any possible adverse raection from students and community before expanding the program.
489) 1980 Black Smoker Study [revised]
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19800000
Author:
Source: Minnesota AG
Trial: 660054339-660054368
Bates=660054339-660054368
Advertising and Marketing TM: African Americans None None
Black Smoker Study to identify and categorize trends in marketing to African Americans. Identifies all data gathered as urban, not rural. Pronounces that black smoking incidence will continue to decline at 2% annual rate. Predicts that Kool parent style must slow attrition among males and females 21 - 34. Surmizes that Kool is vulnerable to major menthol competitors. Lists ages for smoking incidence, starting with 16 - 34 age group.
490) Belair
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19811000
Author:
Source: Minnesota AG
Trial: 660054272-660054332
Bates=660054272-660054332
Advertising and Marketing TM: Young adults Youth None
Belair marketing report detailing the brand's position, percentage of menthol smokers, and potential improvements. Recommends that Belair concentrate on improving the inflow rates. States that inflow rates are lowest of major menthol brands, but low outflow rates give the impression of stability. Lists in a chart labeled "Belair Total Inflow by Age"; the age range 16 - 24. Surmises that Belair's 'low tar' status can be capitalized further on. Suggests that the Belair coupon be tested in limited markets. Recommends clarifying the product positioning and developing a more distinctive benefit/attribute. Warns that Belair is not seen as contemporary, and needs to target to smokers under 25. Labels age range in a chart, % of current smokers, 16 - 24.
491) Subject: 1980 Black Smoker Study
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19811007
Author: Novak Mike
Source: Minnesota AG
Trial: 660054058
Bates=660054058
Advertising and Marketing TM: African Americans None None
Memo regarding the data in the 1980 Black Smoker Study. States that while working with the data, 1979 product and smoker imagery data was found to be questionable. Concludes that all analysis and comparisons involving this data have been deleted.
492) Subject: KSL Can Coolers
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19790613
Author: Jadwin M W
Source: Minnesota AG
Trial: 660017772
Bates=660017772
Advertising and Marketing TM: College students Young adults None
Marketing document regarding the spring break cooler promotion with Kool cigarettes. Recounts that two packs of Kools purchased includes a cooler. Details the contact of local grocery stores and convenience stores. Boasts that this was the best beach promotion Kool's ever had. Admits it is the only beach promotion Kool's ever had.
493) Kool Yearly Plan for 1977
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19770000
Author:
Source: Minnesota AG
Trial: 660094691-660094758
Bates=660094691-660094758
Advertising and Marketing TM: African Americans Young adults Youth
Kool marketing plan for 1977. Predicts declining sales trends associated with declining incidence of smoking among 16 - 25 year olds. Breaks Kool family down into segments, predicts sales for menthol 84's, 99's, full taste. States that menthol full tast 84's shows the highest share among young adult smokers. Shows in Chart III - demographic performance share of market by age, range of 16 - 25. States that total Kool brand profile incidence is primarily males under 25. States that males between 16 - 25 currently smoking Marlboro have been selected as the most important opportunity priority. Realizes that this is because of the long range value in attracting a young adult smoker.
494) [Re: Projects Monitor Data]
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19750513
Author: Johnson R L
Source: Minnesota AG
Trial: 670173526-670173528
Bates=670173526-670173528
Advertising and Marketing TM: African Americans Men Young adults
Letter from R.L. Johnson to Sandy Hoffman, requesting monitor data to use in connection with upcoming projects. Asks for a clearer definition of the use of 'hypochondria', for concern over health risks. Lists these risks as pollution, tobacco, alcohol, synthetic foods. Requests data on smoker vs. nonsmokers, high-filtration smokers vs. regular smokers. Desires demographics on economic-minded people. Needs a special analysis of the under 30 male, to position Viceroy advertising.
495) Kool: 1933 - 1980 A Retrospective View of Kool Book I: The Text
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19801201
Author: Cunningham & Walsh
Source: Minnesota AG
Trial: 676069303-676019393
Bates=676069303-676019393
Advertising and Marketing TM: Young adults African Americans Men
Retrospective Kool: 1933 - 1980. Examines history, brand performance, market analysis. Information largely excerpted from a "Study of the Major Trends in Cigarettes: 1950 -1977", prepared by Market Science Associates, Inc. Places brand and market in sociological context for each era, and describes market positioning of Kool in each as specifaically brand for "throat comfort" in the 1930's, The Willie the Penguin theme, etc. Supplies ad copy and theme for each era. Notes that sales of Kool incraesed during cold/cough season. Describes impact of Reader's Digest article (1955) Surgeon General's Report (1964), advertising ban (1970) on market. Charts shifting market focus on young men, African Americans, women. Implies youth image of advertising. Charts and tables describe younger segment as "under 25" but one chart uses 16-25. Notes "that the young child who was bombarded by anti-smoking commercials in the late 1960's is now starting to come of smoking age, and may be more resistent". Concludes with an equity balance sheet, sharing strengths of brand.
496) Agency Input on Kool Target Audience and Source of Business
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19801007
Author: Cunningham & Walsh
Source: Minnesota AG
Trial: 670233273-670233286
Bates=670233273-670233286
Advertising and Marketing TM: African Americans Men Starters
Agency input on Kool, listing target audience and source of business. Identifies Kool target audience as male, high school graduates, urban, black, some military. Finds that Kool skews more young than male. Lists age range as under 25. Strategies maintaining competitive share of starters as critical to the maintenance of share. Surmises that Kool's vulnerable to women under 35, who start with Kool, then switch out. Recommends restoration of historical benefit structure; Kool the product, and development of Kool the attitude.
497) Industry Dynamics Appendix
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19930929
Author:
Source: Minnesota AG
Trial: 465003202-465003226
Bates=465003202-465003226
Advertising and Marketing TM: None None None
Brown & Williamson Industry Dynamics Appendix. Series of tables and charts illustrates industry concern regarding decline in cigarette volume. Slowed adult population growth rate and a dramatic decrease in smoking incidence (partly attributable to bans and restirctions) have resulted in a 2.7% annual decline, 1988-1992. States that brand preference and private label brand purchases have been reduced. Examines position of GPC and Basic in particular.
498) Subject: Kool TV Campaigns
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19801027
Author: Matteson M M
Source: Minnesota AG
Trial: 664002847-664002859
Bates=664002847-664002859
Advertising and Marketing TM: College students Military Health Conscious
Describes print and television ads for Kool cigarettes from 1950-1963. Descibes Willie the Penguin character in a problem/situation scenario in print and radio ads, includidng Sunday comics, college and military newspapers and athletic program ads. Ad copy continually suggests medicinal positioning of Kool, to soothe smoker's throat from "hot cigarettes" or in cough and cold states. States "It's an established medical fact that no other cigarette...is better for your lungs or your health than Kools". States that Willie the Penguin is sometimes pictured with doctors equipment.
499) Viceroy Marketing Strategy
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 00000000
Author:
Source: Minnesota AG
Trial: 464101993-464102000
Bates=464101993-464102000
Advertising and Marketing TM: Young adults Adults None
Viceroy Marketing Strategy. Analyses market and Viceroy position,concerning industry, government/medical/public interest groups, problems. States goal to "increase brands appeal to smokers aged 18-40." Examines smoking and health controversy, brand positioning, product improvement, modification of tar and nicotines delivery levels. Plans to have package contain young smoker image.
500) Camel Filter 85 Development Program
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19880817
Author:
Source: Minnesota AG
Trial: 506495240-506495254
Bates=506495240-506495254
Advertising and Marketing TM: Young adults Men None
Camel Filter 85 Development Program. Gives the development history of Camel filter tobacco blends strength and taste variables.. Finds that higher nicotine burly tobacco increased strength, tobacco taste and harshness. Tests vs. Winston and Marlboro. Targets 18-24 year old competitive smokers.
501) Viceroy Agency Orientation Outline
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19760805
Author:
Source: Minnesota AG
Trial: 464101843-464101865
Bates=464101843-464101865
Advertising and Marketing TM: Youth Men Women
Viceroy evaluation of "retracted" document, to prepare agencies for the creative and positioning arrangements of Viceroy. Reviews history, industry, trends, plans and issues. Names Ted Bates and Young Republican and two or three participating ad agencies who will recommend and develop campaigns. Reviews studies on brand switching, why people smoke, sales of full-flavor brand styles and history of Viceroy ad campaigns 1936-present.(1977) Demographics include numbers on males and females 16-25, lists six attributes of Viceroy target audience, naming "males 16-35 primarily" Lists advertising guidelines to which Brown and Williamson adheres, including no use of athletes, models who are under 25, or celebrities who have special appeal to people under 21. Includes charts and tables.
502) Raleigh Family Age & Income Profile
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19840000
Author:
Source: Minnesota AG
Trial: 674010325
Bates=674010325
Advertising and Marketing TM: Youth None None
Raleigh Family Age & Income Profile. Lists age range from 16 - 20, with a percentage column unlabeled. Lists income ranges from less than $15,000, $15,000 - $29,000, and over $30,000.
503) New Products Implications and Anticipated Projects
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 00000000
Author:
Source: Minnesota AG
Trial: 517002143
Bates=517002143
Advertising and Marketing TM: Youth Men Female
New products implications and anticipated projects. Lists market segments (i.e. young male non-menthol, young white female, premium price), current brands of each (none, Kool, Raleigh/Belair) and new products for each (Whitney for young male non-menthol, Gemini for premium price, etc.).
504) [Re: Viceroy Strengths and Weaknesses Profile]
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19770309
Author: Willets E A III
Source: Minnesota AG
Trial: 670065012-670065013
Bates=670065012-670065013
Advertising and Marketing TM: Young adults Starters Men
Viceroy strengths and weaknesses. States that Viceroy has high awareness and a lack of defined personality which doesn't allow it to attract franchise or starters. Viceroy is underdeveloped among young adults, and males. Opportunities and threats are listed. Notes that Winston and Marlboro are also declining, but Viceroy cannot make claims about tar reduction.
505) Exhilaration
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19771114
Author:
Source: Minnesota AG
Trial: 68506 9424 - 68506 9425
Bates=68506 9424 - 68506 9425
Advertising and Marketing TM: Young adults None None
Marketing report on Kool cigarettes, saying Kool is losing smokers to competition. Recommends need to have upbeat image and appeal to youth market. Claims 65% of market is male, 35% female. States Kool will try to show more young smokers no ads. States various media will be used to convey advertising.
506) Illustration 2: Come Up to Kool The Cooler the Better
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19840000
Author:
Source: Minnesota AG
Trial: 524100632
Bates=524100632
Advertising and Marketing TM: Young adults Men None
Advertisement for Kool cigarettes showing young adult male smoking. Offers average viewing time and percentages given for objects in picture. Legend indicates first percent is noting and second is reading. No descriptive text given. Slogan, "Come up to Kool the cooler the better".
507) Come Up to Kool a Sensation Beyond the Ordinary
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19840000
Author:
Source: Minnesota AG
Trial: 524100631
Bates=524100631
Advertising and Marketing TM: Men Young adults None
Advertisement for Kool cigarettes showing young male smoking. Offers percent noting and viewing time of objects in picture. Most time is noted on male. No descriptive text given. Slogan reads, "Come up to Koo".
508) [Re: ISP Calculations for Raleigh and Belair]
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19830705
Author: Hannum Eve
Source: Minnesota AG
Trial: 670666152-670666169
Bates=670666152-670666169
Advertising and Marketing TM: Adults Men Women
Report on target audience for Belair and Raleigh. Contains tables on ages, consumption of packs, and volumetric indices. States the target distribution for both brands. States that 58% males smoke Raleigh. More females smoke Belairs.
509) Brown & Williamson Tobacco Corporation 1985 Kool Media Plan
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19841016
Author: Cunningham & Walsh Chicago Inc
Source: Minnesota AG
Trial: 670660378-670660420
Bates=670660378-670660420
Advertising and Marketing TM: African Americans Men Women
Brown and Williamson media plan for Kool cigarettes. Targets males and females under 35. States plans to target bikers and to deliver black impressions through ethnic media. Outlines magazines to be covered for advertising. State previous year coverage. Contains charts and tables.
510) Brown & Williamson Tobacco Corporation Beta M National Theoretical Media Plan
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19850709
Author: Ogilvy & Mather
Source: Minnesota AG
Trial: 670661599-670661665
Bates=670661599-670661665
Advertising and Marketing TM: African Americans Urban Women
Brown and Williamson media plan for Beta M, a proposed cigarette design. Targets young adult women in urban settings. Uses the "Values and Lifestyles Program" to define the personality profile of smokers. Finds that sustainers, emulators and I-am-me segments best represent the targeted audience. Aims media choice at these segments. Recommends magazines, radio, few newspapers, all geared to a young, urban crowd. Includes many tables.
511) Subject: Priorities
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19831220
Author: Parrack E T Jr
Source: Minnesota AG
Trial: 528000515-528000517
Bates=528000515-528000517
Advertising and Marketing TM: Young adults None None
Memo regarding marketing prorities. Lists top product activities as line extensions, image driven, and product differentiations. Identifies target audience as young adult white males, young adult females, non-blue collar adults, and economically concious people. Recommends establishing priorities that address these smokers. Suggests products like "Biker" for young males, "Whitney" for young females.
512) Viceroy 5 Yr. Media Strategy Summary
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19821100
Author:
Source: Minnesota AG
Trial: 670660980-670661015
Bates=670660980-670661015
Advertising and Marketing TM: Men Women None
Viceroy five year media strategy summary. Lists media spending from 1978 - 1983, national/local, net planned, and actual net. Strategizes geographic spending as it varies from select best markets, to a price per thousand smokers. Identifies a portion of the target audience in 1979 and 1980 as "High School Plus."
513) 1977 Viceroy Objectives & Strategies
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19900405
Author:
Source: Minnesota AG
Trial: 170040487-170040497
Bates=170040487-170040497
Advertising and Marketing TM: Men Youth Young adults
1977 Viceroy objectives and strategies. Attributes decline in Viceroy sales to ineffective advertising and lack of competitive low tar style. Gives objectives and strategies for sales , products, et al. Emphasizes need for Viceroy advertising to establish unique and clear brand personality in order to attract starters and competitive smokers as well as to reduce switching losses. Mentions elements of advertising to be included, and the advertising agencies involved. Gives demographics and psychographics of Viceroy. Compares Viceroy smokers aged 16-25 (11%] to Winston's (20%) and Marlboro's (47%). Names target audience as males 16-35 primarily.
514) New Doral II Now Only 5mg Tar. No Other Cigarette With This Little Tar......Has This Much Taste.
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19800000
Author:
Source: Minnesota AG
Trial: 501300665
Bates=501300665
Advertising and Marketing TM: Women None None
Ad for New Doral II. Depicts a woman demonstrating with her hands how little tar and how much taste the cigarette has. Includes Surgeon General's warning.
515) [Re: Four Star's Marketing of Cigarettes Bearing B&W's Cigarette Brand Names]
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19771020
Author: Amos Larry C
Source: Minnesota AG
Trial: 690148032
Bates=690148032
Advertising and Marketing TM: Youth None None
Letter from Larry Amos of Brown & Williamson to Charles Shafman, President of Four Star Candy Company. Regards a complaint from Rita Satz, Director of the Complaint Unit of WNBC-TV. Charges that Four Star is making candy cigarettes with the Viceroy brand name. States that it is Brown & Williamson policy not to market to children. Argues that Brown & Williamson's silence does not constitute approval.
516) Re: G-Rated Movies, Sept./Oct. Flight
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19830829
Author: Alexandra Larissa
Source: Minnesota AG
Trial: 690132240
Bates=690132240
Advertising and Marketing TM: Youth None None
Letter from Larissa Alexandra to Jim Coleman, Media Director of Brown & Williamson. Refers to flight schedule of movies, emphasizing that none are rated "G". Summarizes two additional movies to be released, both rated "PG". Reaffirms the company's agreement to keep Brown & Williamson out of all PG "blockbuster" films such as "Return of the Jedi" or "Superman III" that might draw young audiences despite rating.
517) [Re: Survey of the College Market - 1980]
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19800000
Author:
Source: Minnesota AG
Trial: 670653535-670653541
Bates=670653535-670653541
Advertising and Marketing TM: College students Young adults None
Survey of the college market. Uses return questionnaire to test preferences of college students in various forms of media, publications and products. Lists age of respondants as 18 and over, with .3% of respondants under 18. Includes results from under 18 along with 18 year olds.
518) [Re: Fort Lauderdale Spring Student Visitors]
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19800722
Author: Grob Gail
Source: Minnesota AG
Trial: 670653510
Bates=670653510
Advertising and Marketing TM: College students None None
Letter to Richard Veatch of Brown & Williamson, rom Gail Grob, Director of Research, on Fort Lauderdale/Broward County Chamber of Commerce. Responds to his request for the number of students in Fort Lauderdale during Easter. Estimates the number at 35,000, with 250,000 students visiting between February 5th and Easter.
519) College Spring Break Ft. Lauderdale/Daytona Beaches
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19800000
Author:
Source: Minnesota AG
Trial: 670653492-670653499
Bates=670653492-670653499
Advertising and Marketing TM: College students None None
College spring break, Ft. Lauderdale/Daytona Beaches. Goal is clarification of benefits/costs of participation in college spring break opportunities. Lists benefits such as competing for a young customer, exposing brands to current and future customers, and development of programs for future use. Compares RJR, PM, L&M, and Lorilland strategies. Most use extensive sampling, t-shirt and promotional item give aways, nightlife sponsorship, special event tie-ins, and daytime sampling on the street and beach.
520) Subject: Trip Report - Hispanic World's Fair
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19820816
Author: Steele Michael W
Source: Minnesota AG
Trial: 664086070-664086072
Bates=664086070-664086072
Advertising and Marketing TM: Hispanics Urban Young adults
Analysis of Kool's presence at the Hispanic World's Fair in NYC. Mentions that Kool sponsored the music program, engaged in sampling, and had banners onstage. Boasts that thousands of young adults attended. Commends their staff for bilingual sampling, and signage in Spanish.
521) Research & Development
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19910000
Author: Reynolds M L
Source: Minnesota AG
Trial: 650901900-650901935
Bates=650901900-650901935
Advertising and Marketing TM: Adults Young adults None
Research and Development Report. States results by Brown & Williamson. States project results on superiority of their products over Marlboro. Describes consumer complaints (i.e., sweetness). States results on development of wet snuff and chewing tobacco. Outlines development of international products. States need for improved efficiency in lab with upgraded computers and training. Includes tables on spending.
522) Introductory Presentation to Mr. Roger M. Kirk, Kool, Kool Super Lights, Fact, Non-Cigarette Products, December 6th and 7th, 1977
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19771206
Author:
Source: Minnesota AG
Trial: 777017442-777017459
Bates=777017442-777017459
Advertising and Marketing TM: None None None
Introductory presentation on Kool , Kool Super Lights , FACT, non-cigarette products. Discusses ad agency assignments. Names Kool number one among blacks, also youngest, most male, heavy consumption, highest starter index. Discusses product, launch of campaign, marketing objective, sales goals, etc. States intention to reduce gases in FACT.
523) Brown & Williamson Tobacco Corporation vs Walter Jacobson and CBS, Inc., Depostion of Michael Radutzky
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19840628
Author: Radutzky Michael
Source: Minnesota AG
Trial: 681814662-681815074
Bates=681814662-681815074
Advertising and Marketing TM: Young adults Youth None
Deposition statement of Michael Radutzky, news researcher for Walter Jacobson at WBBM. Establishes his background and professional credentials. Discusses the nature of television journalism, professional standards and ethics. Recaps his research into cigarette advertising, cigarette-ignited fires and political clout fielded by the industry. Includes mention of the product placement in films "Superman II" and "Body Heat". Recounts research into the Merit Wagon promotion. Admits that he received confidential pages of the FTC report and sought to verify them. Identifies his aim as wanting to document the pervasiveness of cigarette advertising in Chicago with billboards, signs on taxis and in bus stops. Disects his fact checking, discussions with Brown & Williamson personnel, calls to the FTC. Questions the Viceroy "pot, wine, bar & sex" connection, if they had adopted portions of that marketing plan.
524) However, the Liking or Disliking of Cigarette Taste is Something Which Can Be Developed Rather Than Being Viewed As an Absolute Value
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 00000000
Author:
Source: Minnesota AG
Trial: 170041986-170041996
Bates=170041986-170041996
Advertising and Marketing TM: Starters None None
Marketing strategy document for Viceroy cigarettes focusing on a psychological profile of starters. States that cigarette taste is something that needs to be cultivated. Opines that smokers must deny the fact that they are illogical, irrational and stupid, and advertisers shouldn't remind them of this, lists repression directed defense mechanisms that allow smoker to smoke. Recommends advertising that is casual, sexy, and consistent. States that young smokers start because of their peer group. Suggests a sampling technique to allow young starters to try a new brand. Recommends a marketing strategy relating the cigarette to pot, wine, beer, and sex.
525) Attract Starters
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 00000000
Author:
Source: Minnesota AG
Trial: 170041838
Bates=170041838
Advertising and Marketing TM: Starters None None
Document fragment labeled, 'attract starters'. Focuses on Kool Parent and Kool Milds. Analyzes starters, stating that they are attracted to a brand on the basis of its image. Opines that product and user image must be compatible with the needs and wants of potential users.
526) Kool 1978 Marketing Plan
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19770616
Author: Ted Bates New York/Advertising
Source: Minnesota AG
Trial: 170011388-170011406
Bates=170011388-170011406
Advertising and Marketing TM: African Americans Starters Young adults
Kool marketing plan for 1978 from Ted Bates Advertising. Gives product sales historically. States that 84mm menthol full taste catecgory is declining. Predicts that menthol hi-fi category is growing. Lists Kool's smoker images as heavily male, younger, heavy smoker. Gives incidence of menthol smoking among African Amercians as 63%, twice that of the white population. Cites Kool's high starter index as a strength. States that Kool's historical stronghold is with 16 - 20 year olds. Charts demographic profile for media selection of 16 - 25 year old males. Concludes that Kool needs to build its white franchise while maintaining a strong young adult smoker segment.
527) [Marketing Forecast]
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19740923
Author:
Source: Minnesota AG
Trial: 170010687-170010769
Bates=170010687-170010769
Advertising and Marketing TM: Women Starters Youth
Gives population growth figures for the 25 - 34 age group as best market. Reports that, despite attitude that cigarettes are harmful, people are still smoking. Recommends narrowing target audiences and media spending. States that a brand's success overall may rest with smokers under 25 years of age. Includes statistics on millions of smokers 15 - 24 age groups, percent of industry value. States that, apart from Kool, Brown & Williamson's line has little appeal for 16 - 25 year olds. States "Giving social acceptance for a brand in the 16 - 25 year old market is important for success," and that this group accounts for half of all starters.
528) Industry Growth/Volume: Incidence and Consumption
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19760308
Author:
Source: Minnesota AG
Trial: 779114301-779114314
Bates=779114301-779114314
Advertising and Marketing TM: Youth Young adults None
Reports on industry growth volume incidence and consumption. Uses Roper data to project smoking incidence on males and females, aged 16-20 and other age groups. Projects industry sales in same : 16-20 about 30% male, 22% female. Assesses volume changes, product alternatives, packaging alternatives, coupon brands, and segment share prospectives.
529) People Who Honestly Want Taste, Want Viceroy.
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19760400
Author:
Source: Minnesota AG
Trial: 660098990-660098991
Bates=660098990-660098991
Advertising and Marketing TM: None None None
Advertisement for Viceroy cigarettes. Shows packs of cigarettes against black background. States "People who honestly want taste want Viceroy". Includes photo of cigarette packs and text.
530) [Re: Response Letter to Complaint ACT Made to FTC]
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19820605
Author: Pepples Ernest
Source: Minnesota AG
Trial: 690148204-690148205
Bates=690148204-690148205
Advertising and Marketing TM: Youth None None
Brown and Williamson letter to Federal Trade Commission regarding action for children's television complaint. States Brown & Williamson's say that its' cinema advertising program does not violate the FTC act. Confirms that screening of trailer prior to showing G-rated "Snow White" was a mistake made by the movie theatre owner.
531) Strengths and Weaknesses of Major Competition: Opportunities and Threats for B&W
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19840320
Author:
Source: Minnesota AG
Trial: 690124687-690124698
Bates=690124687-690124698
Advertising and Marketing TM: None None None
Report on strengths and weaknesses of major competition as reported by Brown & Williamson. Reports strengths and weaknesses of Philip Morris, RJ Reynolds, Brown & Williamson, Lorillard, American, Liggett, and Myers. Shows which brands have grown and which have declined and had share growth. Explains reasons. Mentions share of under 25 segment.
532) Raleigh/Belair 1984 Operational Plan [Revision]
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19840000
Author:
Source: Minnesota AG
Trial: 670614679-670614819
Bates=670614679-670614819
Advertising and Marketing TM: Adults Men Women
Marketing plan for Raleigh and Belair. Targets audience over 30, lower middle class men and women. States promotion plan with direct mail coupons. States new test markets, and ways to increase market share. Promotes market of Belair to military wives. Shows table of age distribution. Shows Belair smoked by the non-ambitious, not up-to-date. Raleigh smoked by working class men. Raleigh promotes rodeos. Shows table with contribution to corporation. Most tables use <29 designation; one uses 16 - 29.
533) [Cigarette Brand Marketing Report]
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 00000000
Author:
Source: Minnesota AG
Trial: 549000000-549000191
Bates=549000000-549000191
Advertising and Marketing TM: None None None
Cigarette Brand Marketing Report. Shows table on disposable income. Demographic profile for major cigarette companies. Shows Kools and Newport as smoked by African Americans. Hispanics smoke Phillip Morris. Products by PM and Lorillard attract starters. PM growth comes from starters. Shows corporate performance. Marlboro is leader in media spending. Shows new products to emerge among big companies. Shows strengths and weaknesses among major companies. Shows female brands.
534) Market Fact Sheets
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19820000
Author:
Source: Minnesota AG
Trial: 539003071-539003075
Bates=539003071-539003075
Advertising and Marketing TM: None None None
Market report with demographics on the United States. Shows table of population, ages, and smoking statistics for marketing. Male and female ages 16 - 30+ shows social economic class, consumption of cigarettes vs. spending on alcohol. Shows growth of prices and taxes on tobacco and cigarettes. Shows daily consumption of cigarettes.
535) Purite Filter
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 00000000
Author:
Source: Minnesota AG
Trial: 777076768-777076792
Bates=777076768-777076792
Advertising and Marketing TM: None None None
Report on purite filter. States situation in which reaction to harmful gases in cigarettes has prompted research into production of "low gas" cigarette. States objective including test market dates. States cigarette smoke components labeled as "alleged risk". Establishes low tar and good taste as priorities. States organizations like American Cancer Society and legislation may try to curb smoking. Speculates on major developments with cigarette companies. Shows consumption by age and gender, including 16 - 25.
536) Subject: 1982 Roper Report
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19821103
Author: Hughs H T
Source: Minnesota AG
Trial: 542002546-542002563
Bates=542002546-542002563
Advertising and Marketing TM: None None None
Study of public attitudes toward cigarette smoking and the tobacco industry. Finds that attitudes toward smoking are more negative than at any time in the past. Reports decline in the percent of people who smoke. Reports increased sentiment for governmental action against smoking in public places, creation of separate section for smoker. States that smoking is seen as a health hazard. Recounts that people believe the tobacco industry know about the health risks. Lists attitudes towards advertising, including non-smokers' belief that it induces youngsters and adults to smoke. Finds that smoker believe advertising has no effect.
537) Viceroy. Good Taste. No Apologies.
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19760400
Author:
Source: Minnesota AG
Trial: 660098992-660098993
Bates=660098992-660098993
Advertising and Marketing TM: Men None None
Advertisement for Viceroy cigarettes. States "Viceroy, good taste, no apologies". Includes photo of man smoking cigarette, text and cigarette packs.
538) Starters Creative Work Plan
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19760822
Author: Daddiego V
Source: Minnesota AG
Trial: 777015514
Bates=777015514
Advertising and Marketing TM: Men Young adults None
"Starters creative work plan" worksheet. States that although 2 million people begin smoking each year, none of them smoke Viceroy. States problem as Viceroy's lack of image/personality. Defines advertising objective is to convince new smokers to choose Viceroy. Describes creative strategy aimed at young adults, primarily males, who seek pleasure and self-identification in a cigarette. Names competition as Marlboro and Winston, menthols among African-Americans. Promises taste and satisfaction, conveyed in imagery or prodcut story.
539) Kool: The History of Kool
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19840000
Author:
Source: Minnesota AG
Trial:
Bates=
Advertising and Marketing TM: Starters African Americans Women
Report on the history and marketing of Kool beginning with timeline starting in 1933. Lists advertising themes and slogans in 1930's, 1950's, 1960's , 1970's and 1980's. Outlines growth of menthol market, effect of Surgeon Generals Report and competition with Salem. Outlines advertising campaign for African Americans and women. Describes image problems of Kool. Outlines forecasts for Kool sales with tables.
540) Brown and Williamson Tobacco Corporation vs. Philip Morris, Incorporated Volume III, Continued Deposition of Nancy G. Naughton
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19920910
Author: Naughton Nancy G
Source: Minnesota AG
Trial: C-89-04740-L-B
Bates=C-89-04740-L-B
Advertising and Marketing TM: Women None None
Deposition statement of Nacy Naughton, Capri Brand Manager for Brown and Williamson. Questions at length the strategy of cutting advertising spending in Capri between 1989-1990. Produces textbook marketing principles stating that increased spending for marketing increases sales. Argues that Capri did not lose appreciable market share from vastly reduced spending. Identifies Virginia Slims Super Slims as primary competition for Capri.
541) Brown & Williamson Tobacco Corporation vs Walter Jacobson and CBS, Inc., Deposition of Michael Radutzky
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19840710
Author: Radutzky Michael
Source: Minnesota AG
Trial: 681815076-681815295
Bates=681815076-681815295
Advertising and Marketing TM: Youth Young adults None
Deposition of Michael Podutzsky. Discusses a news program called Cigarette Perspectives, which he researched, produced and aired. Contents of program were fires started by cigarettes, educating children and prevalence of cigarette advertising. Discusses advertising or product placement in movies such as Superman II and Body Heat. Brings up topics such as candy cigarettes,sampling to minors and moving promotions like the Merit wagon or Marlboro truck. Presents sections of confidential FTC report. Mentions the pot, wine, beer, sex strategy developed by Ted Bates for Viceroy cigarettes. States that this strategy is designed to attract starters by featuring young people demonstrating a free and easy hedonistic lifestyle. Claims Brown and Williamson never adopted the strategy.
542) Brown & Williamson Tobacco Corporation vs. Walter Jacobson and CBS, Inc., Deposition of Walter Jacobson
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19840712
Author: Jacobson Walter
Source: Minnesota AG
Trial: 681814466-681814655
Bates=681814466-681814655
Advertising and Marketing TM: None None None
Deposition statement of Walter Johnson, reporter and commentator from WBBM, argues the philosophies and professional responsibilities for a reporter, includes providing fair and accurate information. Questions whether it is essential to give sense of time and place to the viewer. Presents CBS's standards for reporting, asks if Michael Podutzsky produced an article or script for his article perspective, mentions the confidential FTC report, the pot, wine, beer, sex marketing strategy.
543) Kool
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: Brown and Williamson Tobacco Corp.
Author:
Source: Minnesota AG
Trial: 665037343-665037376
Bates=665037343-665037376
Advertising and Marketing TM: Youth Young adults Hispanics
Truncated document on Kool advertising and marketing, assessing brand image, revitalization effort, market share and performance. States that unaided awareness of Kool has increased among all smoker groups except blacks. States that seeing trial (market penetration) is increasing in all groups, including "young smokers". Lists facts that "young adults particularly important as a source of starters", "young smokers (16-24) represent 20.3% of Kool's current franchise. Discusses Jazz image of Kool, questions contemporary - ness of it to represent Kool as a brand for young people. Expresses concern over appeal of Kool to younger smokers and starters. States that Kool has historically targeted starters, and switchers from non-menthol. Questions alternatives, plans support and position of different style in Kool advertising. Charts inflows (switchers) for several brands, broken down into male and female switchers and starters aged 16-24.
544) Lucky Strike Brand Positioning Statement
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19840000
Author:
Source: Minnesota AG
Trial: 464007503-464007509
Bates=464007503-464007509
Advertising and Marketing TM: Young adults Men Urban
Lucky Strike Brand positioning statement. States strategies for promotion, distribution, pricing etc. For Lucky Strike in an International market. Intends for product to be viewed as the "most satisfying U.S. International Cigarette," with image as masculine, self-reliant, casual,I ndependent, unconventional. Prime prospect identified as young male adult in urban ares, "blue jeans" culture. Promotes motorcycling image.
545) Before the Federal Trade Commission in the Matter of Brown & Williamson Complaint
Non-Tobacco Company http://www.bw.aalatg.com/
Date: 19830831
Author: Kaplan Honora Esq
Source: Minnesota AG
Trial: 690132138-690132147
Bates=690132138-690132147
Advertising and Marketing TM: Youth None None
Complaint of Action for Childrens Television (ACTS) before the Federal Trade Commission. Charges that Brown & Williamson's product trailers for cigarettes in movie houses constitute an unfair or descriptive act or practice in violation of FTC Act. Expresses view that children can be exploited and injured by unfair advertising, even is it is not deceptive. Requests immediate action retracting movie trailers, advertising cigarettes accompanying the screening of "G" and "PG" rated films.
546) Brown & Williamson Plan 1994-1998
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19940125
Author: Barton Hilary C
Source: Minnesota AG
Trial: B15 46464 - B15 46469
Bates=B15 46464 - B15 46469
Advertising and Marketing TM: Adults African Americans None
Brown & Williamson Plan, 1994-1995. Reviews plan, deems it inadequate for dealing with current market. Suggests alternative positioning. Expresses concern for Kool decline, suggests current customers are being lost and Kool should be marketed to older, more black franchise, not young smokers and starters. Discusses international plan and focus on Capri product.
547) Fort Lauderdale Area Chamber of Commerce College Vacation Schedule - 1979
Non-Tobacco Company http://www.bw.aalatg.com/
Date: 19790000
Author:
Source: Minnesota AG
Trial: 660017829-660017836
Bates=660017829-660017836
Advertising and Marketing TM: College students None None
Fort Lauderdale chamber of commerce college vacation schedule for 1979. Outlines schedule of spring vacations for colleges and locations. Does not include author or recipient. Suggests promotion of vacation spots by tobacco companies.
548) Subject: Promotional Activity During College Spring Break in Florida
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19800611
Author: Veatch R A
Source: Minnesota AG
Trial: 687035379
Bates=687035379
Advertising and Marketing TM: College students Young adults None
Memo from R.A. Veatch to E.T. Parrack regarding Promotional Activity During College Spring Break in Florida. Requests Brown & Williamson senior management view on college directed promotion. States that Brown & Williamson has not participated in this for three years and that competitors are making strong promotional effort. Restates Brown & Williamson policy that it does not promote to college students on or off campus. Addresses two issues: that Brown & Williamson refrain from such promotion, though offer the same pressure/punishment, when it is applied, or that Brown & Williamson promote to this group, so when legislation or social pressure occur, the necessary young adult target audience will have already been created for the future of our brands.
549) The Good Times Come to Low Tar Smoking
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19771219
Author: Post Keyes Gardener Inc
Source: Minnesota AG
Trial: 677275324-677275331
Bates=677275324-677275331
Advertising and Marketing TM: None None None
Advertising copy for Raleigh Lights, prepared by Post, Keyes, Gardner, Inc., December 1977. Eight promotional aspects featured: pinball, tobacco stand, backpack, cupcake, sample girl, scale, safecrackers, dream, each in slight variation in emphasis, copy. All promote free gift catalog.
550) Raleigh Lights Source of Business Rationale
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 00000000
Author:
Source: Minnesota AG
Trial: 667098838-667098842
Bates=667098838-667098842
Advertising and Marketing TM: Youth Women Men
Series of tables. Analyzes demographics of Smoker of Raleigh Lights, including those of age group 16-25. Assesses losses and gains for Raleigh Lights, Camel Lights, Marlboro Lights, Winston Lights.
551) Re: Newport Spending Strategy
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19840106
Author: Mayers Michael S
Source: Minnesota AG
Trial: 676019699 - 676019727
Bates=676019699 - 676019727
Advertising and Marketing TM: African Americans Starters Young adults
Letter and report from Michael Mayers of Cunningham & Walsh Advertising to Richard Blott, Brown & Williamson, regarding Newport Spending Strategy. Includes executive summary, tables and charts. Outlines history of Newport spending, state of market, geographic emphases, and campaigns, including shift to young smoker profile in industry after "Alive with Pleasure" campaign. Defines young age groups at 25 and under. Discusses media mix and spending.
552) Subject: Campus Concepts for Kool
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19830210
Author: Broecker B L
Source: Minnesota AG
Trial: 675229273-675229277
Bates=675229273-675229277
Advertising and Marketing TM: College students Young adults None
Brown & Williamson internal correspondence from B.L. Broecker to N.V. Domantay, 1983, regarding campus concepts for Kool. Proposes two areas of promotion- Kool jazz festival related and non-related. Lists concerts on campus itinerary, by city. Suggests promotion ideas, including t-shirts, event spnsorship, and the awarding of scholarships.
553) Re: Kool FOB
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19751203
Author: Edelstein Art
Source: Minnesota AG
Trial: 777077063-777077072
Bates=777077063-777077072
Advertising and Marketing TM: College students Starters Young adults
Post - Keyes Gardner Inc. advertising memo on "Kool FOB". Subject of memo originally titled starter "smoker plan", retitled "FOB", flip open box. Reports on methods developed to reach younger, starter smokers. Names seventeen markets for the flip open box and discusses media budget. Defines younger smoker as 21 - 24 years of age, includes data on 18 - 24, but also states that "13% of the population of most major markets falls into the 'youth category'". Discusses difficulty of naming younger people through established media. Suggests use of beetleboards, youth oriented newspapers, junior panels, Greyhound bus terminals, skytyping during large events. Includes tables.
554) Business Review with T. E. Whitehair for T. E. Sandefur/R. J. Pittman's Visit with Mr. P. Sheehy
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19860402
Author:
Source: Minnesota AG
Trial: B15 89484 - B15 89521
Bates=B15 89484 - B15 89521
Advertising and Marketing TM: None None None
Business forecast and review. Industry and brand forecasts, review for 1984-1986. Summarizes Kool trends, campaigns, marketing. Performs competitive trend analysis for geographical areas, lists Kool prime suppport cities. Culls data from mail and telephone surveys on advertising awareness brand smoked most often, slogan recall. Compares trends by gender and age for brand families kool, Newport, Salem. Brand review, demographics for some states creative themes and copy emphasis.
555) Young Adult Smoker Life Styles and Attitudes
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19740000
Author:
Source: Minnesota AG
Trial: 170040977-170040986
Bates=170040977-170040986
Advertising and Marketing TM: Youth Starters None
Report labeled Young Adult Smoker Lifestyles and Attitudes. Investigates the "new" smoker. Includes focus group techniques in getting information. Surmises that young people start smoking for four reasons- desire to look older, permissive, to rebel with modest risk, and to experience physical reaction. Mentions that males start to smoke as early as age 10, and are regular smokers by early high school. Cites group behavior as a major motivating factor. States that young smokers believe they can quit anytime. Finds that cost is prohibitive to brand experimentation, but offers that they might try anything given to them for free. States that smokers recognize a level of health risk, but rationalize it away. States that this age group is predominatley Marlboro smokers, smoking Kool after marijuana consumption.
556) Re: Crawdaddy
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19750227
Author: Connolly Lynda
Source: Minnesota AG
Trial: 660003489-660003491
Bates=660003489-660003491
Advertising and Marketing TM: Men Women Young adults
Letter recommending use of Kool ad in magazine "Crawdaddy". States readership is men and women in early 20's. States recommendation based on demographic, efficiency, audience profile, and positioning. States numerical figures on funding and projected space allocation. Includes profile of readers as college educated, low income students.
557) Trade Queries - Potential Q&A
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19830000
Author:
Source: Minnesota AG
Trial: 690132164-690132167
Bates=690132164-690132167
Advertising and Marketing TM: Youth Men African Americans
Brown and Williamson internal document coaching responses to questions about Brown and Williamson cinema advertising, in response to FTC investigation. Claims that Kool and Barclay trailers will be spliced onto PG and R rated films, never G rated. Argues in hostile query section, that despite showing of films like "Superman III" and "Return of the Jedi", that they do not appeal to children. Claims that the trailers are designed not to be of interest to people under 18, the models used are all over 25, and the circumstances portrayed are all adult. Instructs person questioned to claim ignorance of other tobacco companies marketing policies. Maintains that Kool doesn't target any one group when questioned on using a white male in advertising aimed at African Americans. Claims that airing trailers in the summer when kids see more movies is an irrevelant production move.
558) Cigarette Manufacturers Announce Advertising Code
Multiple companies http://www.bw.aalatg.com/
Date: 19640427
Author: The American Tobacco Company
Source: Minnesota AG
Trial: 39000045-69000047
Bates=39000045-69000047
Advertising and Marketing TM: College students Youth None
Press release from Hill and Knowlton announcing the tobacco industry agreement on the Cigarette Advertising Code. States that an independent administrator will enforce the Code. Lists some of the prohibitions on advertising to youth, representations of health claims, and advertising media.
559) [Re: Requested Brochures on Smoking Issues]
Brown and Williamson Tobacco Corp. http://
Date: 19960112
Author: Koch A Stewart
Source: Minnesota AG
Trial: 568210118
Bates=568210118
Advertising and Marketing TM: None None None
Letter from A. Stewart Koch, Sr. Vice President of Hamilton Printing, to Carol Wathen of Brown & Williamson. Includes a list of prices for print jobs including titles, "Smokers are Taxed Enough", "My Voice Counts Brochure", and "Thank you/Sorry Cards". Omits price for "A New Prohibition" brochure.
560) [Improved Sales of Viceroy Cigarettes]
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19750300
Author:
Source: Minnesota AG
Trial: 680559452-680559453
Bates=680559452-680559453
Advertising and Marketing TM: Starters None None
Marketing plan for Viceroy cigarettes. States that Viceroy suffers from "old image" and does not attract new, young smokers. Suggests creating a new images. Proposes a research program aimed at determing Viceroy's current image. Offers a plan of focus group interview with established smokers, as well as young, new smokers.
561) Re: Prime-time Television Audience Age Breakdown
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19670913
Author: Arnold Jack
Source: Minnesota AG
Trial: 680287567-680287572
Bates=680287567-680287572
Advertising and Marketing TM: Youth None None
Letter from Jack Arnold to B.H. Littlefield regarding cigarette advertising on television. States at length that the tobacco industry only markets to adult smokers. Asserts that commercials deal exclusively with product differences for the smoker to consider. Opposes the regulation of cigarette advertising on television after 9 p.m. Argues that young people aren't attracted to adult shows no matter when they air, and so won't be attracted to advertising. States that the 'youth of today' are rebellions and watch T.V. at any hour of the day or night. Declares that youth are only interested in sports as participants, not spectators, so it's safe to advertisie during sports programs.
562) Subject: Minnesota Industry
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19900622
Author: Denkhoff E M
Source: Minnesota AG
Trial: 465394151-465394152
Bates=465394151-465394152
Advertising and Marketing TM: None None None
Analysis of Minnesota Industry. States that the cigarette industry is under attack in Minnesota. Includes evidence such as the raising of the tax on a pack of cigarettes as well as the ban on cigarette vending machines. Claims, in a crossed out line, that under age smokers are being arrested. Rewrites line to delete that information
563) Spend a Milder Moment with Raleigh
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19730500
Author:
Source: Minnesota AG
Trial: 680233091
Bates=680233091
Advertising and Marketing TM: None None None
Print ad for Raleigh cigarettes. Offers a free Troy blanket for coupons on the cigarette pack. Cajoles smoker to write in for a free gift catalog. Ad copy promises "a special treament softens the tobacco for a milder taste".
564) Re: Abstract of Deposition of Edward V. Morse, Ph.D., March 28, 1997
Non-Tobacco Company http://
Date: 19970427
Author: Wilson Sherry
Source: Mississippi AG
Trial: 94-1429
Bates=94-1429
Advertising and Marketing TM: None None None
Deposition of Edward V. Morse, PhD. Describes his backgound in business administration and organizational behavior; emphasis on high-risk behavior in adolescents (12 - 18) and young adults (18 - 25). Defines high risk behaviors including smoking. Describes place on risk-behavior continuum where smoking appears. States that risk behavior in adolescents is linked both to development of identity and peer pressure, and that family, friends and social context have heaviest influence on adolescent perception of risk, and that advertising, marketing and promotion have no role. Believes school-based health care programs can change adolescent behavior, if peer-controlled, peer-dominated, peer-run and peer-directed. Believes enforcement of point-of-sale laws and a clear, enforceable youth smoking law could reduce youth smoking. Acknowledge tobacco company lobbying of government; maintains his belief that companies don't want kids to smoke.
565) Target Audience Appendix
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19741212
Author:
Source: Minnesota AG
Trial: 680106349-680106350
Bates=680106349-680106350
Advertising and Marketing TM: Youth Urban None
Target audience for Kool King Size sampling. Cites age groups of 15 - 24 for men and women. Projects that 2.5 million smokers will be between 16 - 25 in 1975. States that Kool will skew urban. Mentions a new product size, without details.
566) Fort Lauderdale-Daytona Beach Local Market Promotions Spring, 1981
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19800826
Author: Action Marketing Ltd
Source: Minnesota AG
Trial: 670653543-670653557
Bates=670653543-670653557
Advertising and Marketing TM: College students Young adults None
Ft. Lauderdale/Daytona Beach local market promotions, Brown & Williamson document. Suggests events designed to appeal to college students on vacation. Recommends sampling at discos, clubs, bars and beach entrances. Designs special events, including Kool music concerts, beauty contests, lifeguard tournaments, and t-shirt contests. Plans to use sampling, store coupon giveaway, on pack or carton premium offers. Recommends beach towels, mats, t-shirts, frisbees, ice chests, etc. as premiums. Suggests tie-ins with brand name items like batteries, sun tan lotion, chapstick, sunglasses and film.
567) Operation Easter
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19800000
Author:
Source: Minnesota AG
Trial: 670653500-670653508
Bates=670653500-670653508
Advertising and Marketing TM: College students Young adults None
Report on Operation Easter, Brown & Williamson's move into the spring break trade in Ft. Lauderdale/Daytona Beach. Outlines a majority population of 19 - 25 year olds, primarily college students, entering the area between mid-February and mid-April. Summarizes other tobacco companies methods, including sampling, item give aways, beach advertising and nightclub advertising. Recommends using sampling, free t-shirts, cups and towels as giveaways.
568) Subject: College Spring Break - Ft. Lauderdale/Daytona Beaches
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19800604
Author: Todd Steve G
Source: Minnesota AG
Trial: 670683491, 670653544-670653557
Bates=670683491, 670653544-670653557
Advertising and Marketing TM: Young adults College students None
Memo from S.G. Todd to R.A. Veatch, Brown & Williamson. Details plans for college spring break promotions in Ft.Lauderdale/Daytona Beach. Lists potential promotional programs and events. Recommends using sampling in discos, clubs, bars and on the beach. Suggests special events such as concerts, volleyball and frisbee competitions, beauty and wet t-shirt competitions. Recommends the use of on-pack premium offers, store coupons, promotional item giveaways, and local beach and nightclub advertising.
569) 1984 Kool Operational Plan
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19840000
Author:
Source: Minnesota AG
Trial: 670632238-670632418
Bates=670632238-670632418
Advertising and Marketing TM: African Americans Young adults Youth
Kool Operational Plan for 1984. Aims to revitalize Kool product and smoker image. Imagines convincing smokers that at any tar level, Kool is the epitome of smoking satisfaction, and will provide an attractive contemporary image. Lists targeted audience as young adults, males and females, under 25. Plans on reducing harshness on Kool Lights and Ultra, to offset perceived strength. States that the Kool image is strongly black and male. Claims more marketing needs to be geared at whites. Mentions that Kool packaging needs a new image. Lists age group in a chart on Kool Switching History as 16 - 24.
570) Starting Age of All Smokers on the Switching Study Waves 26-34, Non-Duplicate Respondents
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19831026
Author:
Source: Minnesota AG
Trial: 670579884-670579946
Bates=670579884-670579946
Advertising and Marketing TM: Youth None None
Brown and Williamson Information Center report on starting age of all smokers. Includes charts and graphs distributing statistical information on several aspects: sex, age, brand loyalty, etc. Starting ages range from 1 - 86, with smoking beginning at age 12, starting peaking at age 16, then declinging steadily to age 28, after which no starting seems to occur. Handwritten notes on the model of brand choice of starters. Examines how brand choice of, for example, males 26 - 40, can be predicted by choices of males 26 - 40, females 26 - 40 and females 16 - 25. Includes formula for calculation of value of a consumer, elements being loyalty, consumption, brand, etc. Emphasizes, "Get smokers as young as possible". Includes many charts.
571) Re: B&W General Audience Composition Standards
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19671208
Author: Arnold Jack
Source: Minnesota AG
Trial: 680287565-680287566
Bates=680287565-680287566
Advertising and Marketing TM: Youth None None
Letter to B.H. Littlefield from Jack Arnold. Discusses Brown and Williamson's televsion advertising and audience composition standards. Argues that a 15% cut off point of 12 - 17 year old age group per audience won't hurt the tobacco industry. Claims that teens are relatively constant in all time periods from 7:30 - 11 p.m. Mentions that the inclusion of 6 - 11 year olds would increase buying flexibility for time periods, but would exclude four of the current Brown & Williamson programs. States that these programs have well over 40% under 21 audience. Worries that suggesting revision in the code will be seen as a transparent effort to lesson restrictions. Concludes that a combination of less than 15% of the 12 - 17, and total 6 - 17 year olds at 35, would be good. Defines 6 - 17 as the 'age of influence'.
572) Howard A. Engle, M.D., etc., et al., Plaintiffs v. RJ Reynolds Tobacco Company, etc., et al., Defendants, Deposition of Dr. Alexander Spears, III
Non-Tobacco Company http://
Date: 19970415
Author: Spears Alexander III Dr
Source: Broin litigation
Trial: 94-08273 CA (20)
Bates=94-08273 CA (20)
Advertising and Marketing TM: Youth None None
Deposition statement of Alexander Spears, III, Chairman and Chief Executive Offocer of Lorillard. States that Newport is Lorillard's most popular brand. Claims that Newport has the largest market share after Marlboro
573) Rule 26 (B)(4) Expert Statement (Mr. Kevin Verner)
Non-Tobacco Company http://
Date: 19970228
Author:
Source: Mississippi AG
Trial:
Bates=
Advertising and Marketing TM: None None None
Expert statement of the testimony of Kevin Verner, former employee of RJR. Expects him to testify regarding his education, training and expertise, also on policy and practices of Reynolds in adversiting, marketing and promotion of cigarettes. Expects him to testify that Reynolds policy is to promote and reinforce brand loyalty, and encourage adult smoker to switch brands. Concerns restrictions on cigarette advertising from 1960's to the present. Expects him to opine that advertising and marketing do not encourage minors to smoke. Presents peer influence and parental example as reasons minors smoke. Comments on youth non-smoking programs in conjunction with the Tobacco Institute.
574) Rule 26(B)(4) Expert Statement (Richard W. Mizerski, Ph. D.)
Non-Tobacco Company http://
Date: 19970228
Author:
Source: Mississippi AG
Trial:
Bates=
Advertising and Marketing TM: Youth None None
Details background of Richard Mizerski, PhD in Economics and Business Administration and his credentials in Theories of Marketing and Consumer Behavior. Mizerski formerly worked, among other places, for the FTC. States Dr. Mizerski will testify on cigarette advertising, marketing and promotion, and its effect on the public, including children and adolescents, as well as its role in smoking behavior.
575) Rule 26 Expert Statement (David Goff)
Non-Tobacco Company http://
Date: 19970228
Author:
Source: Mississippi AG
Trial:
Bates=
Advertising and Marketing TM: None None None
Expert statement of Dr. David Goff, Professor of Communication at the University of Southern Mississippi. Expects him to testify regarding the nature of the communication environment as it relates to the topic of cigarettes. States that he will convey that the message regarding the health hazards of smoking was effectively communicated to customers. Expects him to testify on advertising campaigns for cigarettes, including Philip Morris brands.
576) Rule 26(B)(4) Expert Statement (Mr. David N. Iauco)
Non-Tobacco Company http://
Date: 19970228
Author:
Source: Mississippi AG
Trial:
Bates=
Advertising and Marketing TM: None None None
Expert statement of David Iauco, M.A., in Marketing Management. Expects him to testify on his familiarity with RJR's cigarette advertising. Claims that RJR's policy is to promote brand loyalty and get adult smokers to switch brands. Expects him to testify that RJR adheres to regulations regarding advertising, posts warning labels with health risks, is aware of tar and nicotine hazards. Expects him to testify that marketing does not encourage non-smokers and minors to initiate smoking. Asserts that peer and parental influence cause minors to begin smoking.
577) In Re Mike Moore, Attorney General Ex Rel, State of Mississippi Tobacco Litigation, Plaintiff, vs. American Tobacco Company, et al., Defendants. Deposition of: Richard J. Semenik
Non-Tobacco Company http://
Date: 19970318
Author: Semenik Richard J
Source: Mississippi AG
Trial: 94-1429
Bates=94-1429
Advertising and Marketing TM: None None None
Deposition of Richard J. Semenik, concerning consumer decision-makers and behavior. Reviews his background and consulting experience, as well as his work on adolescents and marketing. States he feels many factors enter decisions regarding cigarettes and smoking, including peers, family, friends, school, religion, etc., but that advertising has no effect. States advertsing exists to influence brand selection. Expresses view that cigarettes ads are not aimed at youth. Includes legal abstract of this deposition.
578) State of the Business 1969-1974
R.J. Reynolds Tobacco Company http://documents.rjrt.com/
Date: 19760000
Author:
Source: Minnesota AG
Trial: 50190 0019 - 50190 0060
Bates=50190 0019 - 50190 0060
Advertising and Marketing TM: Youth Adults None
State of the business, 1969-74, discusses industry, categories, brands, styles. Tracks industry volume through Reader's Digest article, Surgeon General's report, heavy taxation on cigarettes. Tracks shares by category (full flavor, non-filter, etc.), by changes in packaging and by promotion. Tracks share of smoker, including age breakdowns 14-17, 18-20, and by social values of smoker groups: traditionalists, new-conformists, forerunners, autonomous, retreaters. Discusses marketing mix, product popularity, advertising expenditures, ad copy, selling premises, advertising awareness and brand image. Notes strong recall and shift in attitude toward Winston advertising among young adults.
579) [Re: Movie Deletions for B&W Trailers]
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19831116
Author: Alexandra Larissa
Source: Minnesota AG
Trial: 690132315
Bates=690132315
Advertising and Marketing TM: Youth None None
Letter from Larissa Alexandra of Screenvision to Jim Coleman of Brown and Williamson. Regards deleting films from a list of movies with attached Brown and Williamson trailers. Agrees to delete "Greystroke", "Footlose", " A Christmas Story" and "Mickey's Christmas Carol". Argues for retaining "Rumblefish" because of the claimed violent intent. Doubts it will draw children.
580) If You Smoke Cigarettes...Here is a Frank Message of Importance from a Cigarette Manufacturer
Lorillard Inc. http://
Date: 19581027
Author:
Source: KLUG (Klugman?)
Trial: KLUG-00000276- KLUG-00000277
Bates=KLUG-00000276- KLUG-00000277
Advertising and Marketing TM: None None None
Advertisement for Diplomat cigarettes. Claims that medical authorities have reported opinions by medical experts that cigarettes may be hazardous. States that tar and nicotine may be to blame. Claims that Diplomat cigarettes have minimized dangers of tar and nicotine with exclusive process, and were tested on humans.
581) The Effect of Advertising on the Consumption of Tobacco [Canadian]
Non-Tobacco Company http://
Date: 19890807
Author: Harris Jeffrey E MD PhD
Source: Unknown
Trial: 689452803-689453416
Bates=689452803-689453416
Advertising and Marketing TM: None None None
Collection of documents discussing the Canadian cigarette market, effect of advertising on tobacco consumption. Includes marketing analyses, testimony, research highlights, effects of advertising and its types. Explores the use of advertising to attract FUBYAS. Reports that serious efforts to learn to smoke occur between 12 and 13. Outlines many smoker beliefs, including belief that there is a safe level of smoking. Identifies potential quitters as a target for advertising, to retain them with low tar/nicotine brands. Argues the concept of mature markets, gives views of advertising and marketing professors.
582) States v. American Tobacco Co.: Product Placement
Non-Tobacco Company http://
Date: 00000000
Author:
Source: Unknown
Trial:
Bates=
Advertising and Marketing TM:
Videorecording entitled "Tobacco Product Placement".
583) In Re: Mike Moore, Attorney General Ex Rel, State of Mississippi Tobacco Litigation, Deposition of: David Iauco
Non-Tobacco Company http://
Date: 19970314
Author: Iauco David
Source: Mississippi AG
Trial:
Bates=
Advertising and Marketing TM: Adults Youth None
Deposition statement of David Iauco states details on his marketing work for R.J. Reynolds, management of brands targeting women and blacks. Argues that R.J. Reynolds did not violate any cigarette advertising or promotional code. States merchandising of cigarette products does not target youth. Admits that R.J. Reynolds has sponsored rock concerts and looked at whether children or adolescents attended. Contains summary of deposition. States that after Joe Camel campaign 1988, market share jumped from 8% - 13% .
584) In Re: Mike Moore, Attorney General, Ex Rel, State of Mississippi Tobacco Litigation, Volume I, Deposition of Richard W. Mizerski, Ph.D.
Non-Tobacco Company http://
Date: 19970429
Author: Mizerski Richard W PhD
Source: Mississippi AG
Trial:
Bates=
Advertising and Marketing TM: None None None
Deposition of Dr. Richard Mizerski. Mentions similarities between alcohol and tobacco advertising, similarities in marketplace, consumer decision making, effect of marketing practices. Notes risk behavior data. Discusses Dr. Mizerski's publications on cartoon trade character recognition and attitude toward product category in children ages 3 - 6. Describes methodology and parameters of study done with 790 youth subjects. Discusses other similar studies, similarities and differences. States Dr. Mizerski's opinion that cigarette advertising does not influence kids or anyone else to purchase cigarettes if they don't already. That the purpose is for brand reinforcement and/or switching. Attributes smoking initiation to social and societal factors rather than advertising. Notes possible influence of anti-tobacco school programs, etc. Discusses warning labels. Review of Dr. Mizerski's role as consultant to RJR. Notes dearth of research on how people choose initial brand.
585) The State of Florida, et. al., vs The American Tobacco Company, et.al., Defendants, Deposition of Richard W. Mizerski, Ph.D (Vol II)
Non-Tobacco Company http://
Date: 19970501
Author: Mizerski Richard W
Source: Florida AG
Trial: CL95-1466
Bates=CL95-1466
Advertising and Marketing TM: Youth None None
Deposition of Dr. Richard Mizerski. Discussion of health claims made in cigarette ads from the 1930's. States he finds tobacco marketing to minors objectionable. Dr. Mizerski is contronted with quotes from several tobacco company documents which imply they market to youth, but gives no definite comment on any.
586) In Re Mike Moore, Attorney General Ex Rel, State of Mississippi Tobacco Liltigation, Deposition Summary of Lucy Henke
Non-Tobacco Company http://
Date: 19970321
Author: Henke Lucy
Source: Mississippi AG
Trial: 94-1429
Bates=94-1429
Advertising and Marketing TM: Youth None None
Deposition of Dr. Lucy Henke. Describes her background in communication studies and consumer behavior. States her opinion that advertising and promotion do not play a role in an adolescent's purchase of their first brand of cigarettes, but that price does play an important role, as do personal beliefs. States that advertising does not influence the buing process, but does lead the way to to ther forms of marketing communication intended to guide consumer toward purchase decision. Discusses age breakdown of kids' ability to identify persuasive intent in advertising.
587) Re: Abstract of Deposition of Dr. Claude Martin., March 27, 1997
Non-Tobacco Company http://
Date: 19970425
Author: Wilson Sherry
Source: Mississippi AG
Trial: 94-1429
Bates=94-1429
Advertising and Marketing TM: Youth None None
Deposition of Dr. Charles Mikhail. Discusses his background in business administration, marketing, consumer behavior and mass communication. Notes his publications on consumer research, smoking, and adolescents. States that ads impart information to consumers for their decisions; The role it plays depends on product and the decision being made. Distinguishes promotion (ie., Marlboro T-shirt) from advertising. Discusses past cigarette ad campaigns. Discusses his involvement with American Cancer Society programs against youth smoking, around 1970. States opinion that anti-smoking advertising can somewhat influence people not to smoke, since cigarette ads are brand-oriented, and anti-smoking ads focus on things relevant to children. States he is not aware that only 10% of smokers switch brands, despite enormous expenditures of tobacco industry.
588) In Re Mike Moore, Attorney General Ex Rel, State of Mississippi Tobacco Litigation, Deposition of John P. Pierce, Ph. D.
Non-Tobacco Company http://
Date: 19961025
Author: Pierce John P PhD
Source: Mississippi AG
Trial:
Bates=
Advertising and Marketing TM: None None None
Deposition statements of John P. Pierce on his smoking research. Remarks on his position and funding sources. Examines his work at UC at San Diego, and research on beginning smoking including his paper "Does tobacco advertising target young people to start smoking?" Examines questions on California tobacco survey 1993. Examines history of advertising of cigarettes. Examines Pierce's definition of "beginning smoking."
589) Subject: Kool 1985/1986 Issues
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19850306
Author: Forsythe A G
Source: Minnesota AG
Trial: 554000052-554000060
Bates=554000052-554000060
Advertising and Marketing TM: Young adults None None
Identifies Kool 1985/1986 issues. States that Kool is not reaching its audience, has lost "in-brand" status. Newport and Marlboro are growing because they are "in-brands for young adult target audiences". Sets new media priorities and suggests some steps toward remediation.
590) Re: Kool Analysis of Brand Switching Study - Wave #18
Brown and Williamson Tobacco Corp. http://www.mnbluecrosstobacco.com/
Date: 19750910
Author: Marshall L M Jr
Source: Minnesota AG
Trial: Exhibit 13679
Bates=Exhibit 13679
Advertising and Marketing TM: Youth None None
Analysis of brand switching for Kool. States that Kool's two strongest market segments. African Americans and young smokers are underrepresented in this study. Defines young smokers as 16 -25 age range. Claims that smoking incidence is down, but Kool's level of starters remains high. Touts Kool milds as having the strongest skew toward young smokers of the Kool line. Boasts that Kool's effort against the 16 - 25 age group continues to be working.
591) Re: Kool Low Tar Media Specs
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19770114
Author: Roudebush J R
Source: Minnesota AG
Trial: 666010721-666010722
Bates=666010721-666010722
Advertising and Marketing TM: Youth None None
Memo and worksheet regarding Kool "low tar" media plan. Requests proposed markets for local media. Give the media budget as $15 million. Breaks smoker age ranges down, including 16 - 25 level. Recommends an education level of high school graduate or greater with an urban concentration, not rural.
592) Subject: Pontiac Kool Jazz Festival
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19760810
Author: Yizar R G
Source: Minnesota AG
Trial: 66601 1286 - 66601 1287
Bates=66601 1286 - 66601 1287
Advertising and Marketing TM: African Americans Youth None
Memo regarding Pontiac Kool Jazz Festival. Claims that as an advertising medium the Festival proved to be successful. Explains that pre-concert publicity didn't mention the Kool name often enough. States that the audience demographic was almost entirely African American, with a slight skew toward the 16 - 25 age group. Concludes that the festival worked to build brand awareness, in hopes of creating future sales.
593) Subject : Wham-O Frisbees
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19790912
Author: Novak M J
Source: Minnesota AG
Trial: 670169337
Bates=670169337
Advertising and Marketing TM: Youth None None
Brown and Williamson memo on Wham-O-Frisbees, 1979. Discusses difference in quality between Brown & Williamson frisbee and the Wham-O product. Recounts approaching Wham-O Manufacturing Corporation about purchasing the company's product. Reports having been rebuffed as Wham-O positions that their frisbee is a toy, and therefore will not be used inconjuntion with tobacco or alcohol products.
594) [Re: Permission for Strategy Relief in 1977 Belair Plan]
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19770325
Author: Schermerhorn W L
Source: Minnesota AG
Trial: 670064803-670064805
Bates=670064803-670064805
Advertising and Marketing TM: Youth Men None
Memo from W.L. Schermerhorn to R.O. Stewart, 1977. Requests permission to be relieved from executing a given advertising strategy. Recounts that the 1977 Belair marketing plan included a key strategy to use box-style packaging to increase "sales/share by appealing more to youth and to males". Reports that the account and brand group reccomend abolishment of this plan, citing it as off-target for Belair, which is low-tar and whose demographics are not younger or male.
595) 1985 Strategic Marketing Plan
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19850000
Author:
Source: Minnesota AG
Trial: 670146621-670146701
Bates=670146621-670146701
Advertising and Marketing TM: Young adults Women African Americans
Brown & Williamson Strategic Marketing Plan, 1985. Examines cigarette marketing environment, marketing plans and strategies, and analyzes each brand. Notes that smoker population and smoking incidence is declining, and that demographics are becoming more female, less educated, older, and more ethnic. Notes trend toward low-tar and lights, ultra, and the threshold for quitting. Notes increase in negative attitudes toward smoking; declining belief that low tar/nicotine is less harmful; increased support for smoking bans and restrictions; and increased belief that ETS is hazardous. Notes continued interest in substitutes and quitting aids. Assesses competitive contest, Brown & Williamson's area of vulnerability, such as its' poor position in growth smoker groups such as young adults and females. Discusses marketing strategies, changes, and promotional plans. Market opportunities identified as best among female, white, young adult.
596) Unified Program to Address Youth Access to Tobacco Products
Tobacco Institute http://www.philipmorris.com/
Date: 00000000
Author:
Source: Minnesota AG
Trial: 2047070418-2047070420
Bates=2047070418-2047070420
Advertising and Marketing TM: None None None
Unified program to address youth access to tobacco products, involving the retail, wholesale and tobacco industries. Aims to increase awareness of, and compliance with laws governing the sale of tobacco products to minors. Includes plans to provide materials for retail outlets with the copy "Under 18-No Tobacco" and "We Care". Plans to provide training for retail personel. Launches program with press release.
597) Biker Creative Elements Research
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19850000
Author: Woods D
Source: Minnesota AG
Trial: 555006088-555006099
Bates=555006088-555006099
Advertising and Marketing TM: Men Young adults None
Biker Creative Elements Research examines action, environment and hero categories of advertising. Interviews conducted to evaluate context for changes, new images, appeal and impact, response by age and race. Assesses brand imagery. While stating action means "youth", does not explicitly state youth as target audience.
598) Competitive Beach Activities
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19800600
Author:
Source: Minnesota AG
Trial: 68703 5380 - 68703 5383
Bates=68703 5380 - 68703 5383
Advertising and Marketing TM: College students None None
Marketing report called "Competitive Beach Activities". Details the promotional efforts of four cigarette companies. States that RJR uses sampling, contracts with disco clubs and lounges, and daytime sampling at newstands. Compares with Philip Morris who uses sampling, item give aways such as towels, caps and t-shirts, along with contests in nightclubs. States that Liggett & Myers sponsors Daytonafest/Laudafest with beer giveaways and wet t-shirt contests. Examines Lorilland's use of sampling, give-aways, and aircraft banners.
599) Summ (Single Unit Marketing Model Strategic Games for the Viceroy Brand
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19830200
Author: Esposito Richena
Source: Minnesota AG
Trial: 550002528-550002557
Bates=550002528-550002557
Advertising and Marketing TM: None None None
SUMM (Single Unit Marketing Model), strategic games for the Viceroy brand, 1983. Declares objectives for making Viceroy more popular, with a strong male image, strong youth image, etc.
600) Subject: Cutter Tapes
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19850408
Author: Parrack E T Jr
Source: Minnesota AG
Trial: 528010724-528010726
Bates=528010724-528010726
Advertising and Marketing TM: Men Young adults Blue Collar
Brown & Williamson internal correspondence, 1985, regarding Eli Cutter product. Responds to marketing for product. Identifies prime prospect as blue collar young male. Identifies problems with product and marketing elements. Reccomends changes in marketing mix. Expresses concern that product is expected to be stronger and better than it actually is.
601) Resolve Brand Marketing Strategies
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19850429
Author:
Source: Minnesota AG
Trial: 528000258-528000279
Bates=528000258-528000279
Advertising and Marketing TM: Youth Starters Men
Handwritten notes on Brand Marketing Strategies. Notes show growth of smoker population. Identifies Brown & Williamson's weaknesses with starters and switchers-in, citing "failure to meet needs of young smokers". States that more women are smoking, switch brands more, and are more concerned about health. Ponders some approaches to new promotions.
602) 1980 Black Smoker Study
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19800000
Author:
Source: Minnesota AG
Trial: 660054059-660054094
Bates=660054059-660054094
Advertising and Marketing TM: African Americans Quitters Starters
Black Smoker Study. Examines what brands are smoked in 12 cities. Indicates menthol smoking has increased, black smoking has declined. Mentions suggestion to trade competitors brand with Kools. States blacks smoking Benson and Hedges more. States figures for smoking Salem and Belair. States Kool perceived as for young, lower income and less educated. Contains tables, including information on 16 - 21 and 16 - 34 age groups.
603) Subject: Viceroy Creative Work Plan
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19760730
Author: Reid G T
Source: Minnesota AG
Trial: 680133247-680133248
Bates=680133247-680133248
Advertising and Marketing TM: Youth None None
Memorandum on creative work plan for Viceroy cigarettes. States need to make Viceroy have better personality and image. States need to attract males, smokers 16 - 35 primarily, females 26 - 50 secondly, and urban and suburban residents. States Marlboro and Winston are principle competitors. States need to give Viceroy a young, high-quality look.
604) Hispanic Situational Analysis for Kool Cigarettes
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19820225
Author: Sosa & Associates
Source: Minnesota AG
Trial: 676019247-676019294
Bates=676019247-676019294
Advertising and Marketing TM: Hispanics None None
Hispanic Situational Analysis for Kool cigarettes. Gives environmental situation appraisal, Hispanic consumption patterns, market share analysis, and overview of opportunities and limitations assessing advertising and brand awareness, trial, switching, starting and quitting, and top ten brands by group: Cuban, Puerto Rican, Texas-Mexicans, California Mexicans. Includes Spanish language ads for Marlboro, Winston, Newport, and Kent. Attributes lack of Kool brand awareness and trials to look of ad campaign directed toward young male smokers, its' traditional market. States that "42% of Hispanic market is under 18 years old" and that the "Hispanic market presents a bonanza of new starters coming online for the next decade for the manufacturer who gains the dominant market position". States that 47% smoke menthol. States there's a higher incidence of smoking among Hispanics, and that Brown & Williamson must legitimize menthol among young adult male smokers. Gives market figures for 21 - 34 age group only.
605) Demand Forecast (15 and Older) 1991--1999
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19910000
Author:
Source: Minnesota AG
Trial: 465455496-465455504
Bates=465455496-465455504
Advertising and Marketing TM: None None None
Demand forecast (15 and older) 1991 - 1999. Series of charts and tables indicates a steady decline in smoking. Measures population, incidence and intensity (sticks per day).
606) Subject: Copy Platforms
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19790829
Author: McKeown F E
Source: Minnesota AG
Trial: 674154525
Bates=674154525
Advertising and Marketing TM: None None None
Memo from F.E. McKeown to D.S. Johnston. Regards attached copy platform statements for Kool milds, Kool Super lights and Kool III.
607) 1974 Hot Rod Media Proposal for Brown & Williamson
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19740129
Author: Petersen Publishing Company
Source: Minnesota AG
Trial: 660015428-660015430
Bates=660015428-660015430
Advertising and Marketing TM: None None None
Proposal to have Kool and Viceroy advertised in Hot Rod magazine. Outlines breakdown of age groups and circulation. Claims Brown and Williamson requests 55% of audience be over 21. Claims audience has been getting older. Includes tables on percents and age of readers.
608) [Re: Cessation of B&W's Cinema Advertising Program] [ [Re: Cessation of B&W's Cinema Advertising Program]
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19840229
Author: Pepples Ernest
Source: Minnesota AG
Trial: 690148206
Bates=690148206
Advertising and Marketing TM: Youth None None
Letter from Ernest Pepples, Snior VP and General Counsel for Brown and Williamson, to Arthur Purzycki of the Federal Trade Comission. Mentions the FTC's investigation of Brown and Williamson's cinema advertising program. Responds to complaint filed with the FTC regarding screening of a Kool trailer prior to matinee of "Snow White" in a Massachusetts cinema. Acknowleges FTC's view that this is in violation of the law. Promises to close its cinema advertising program immediately.
609) Situation Analysis
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19770600
Author: Broecker B L
Source: Minnesota AG
Trial: 666022186-666022223
Bates=666022186-666022223
Advertising and Marketing TM: Youth African Americans Men
1977 Marketing analysis of Kool, from Brown & Williamson. Details the history of Kool, from status as the leading menthol in the 1960's, to declining sales in the late 1970's. States that Kool's smoker image is young, male, heavy smokers. Gives the product image as more menthol, stronger that Newport or Salem. Quotes the market share among African Americans as 38%. Reports incidence of smoking menthol among African Americans as 63%. States that Kool is the leading menthol brand among young smokers, males, and African Americans, cites a high starter index. Examines population data on 16 - 20 year segment, billed as the historical stronghold of Kool smokers and starters. Boasts that Kool maintains a heavy young smoker skew, and a high starter index, lists demographics for media selection as young adult males, 16 - 25, African Americans 16 - 25, and some females 16 -25.
610) Session #1 Opportunity: Develop Strategies to Achieve a 10 1/2 Share of Market for Kool by 1981
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19780420
Author:
Source: Minnesota AG
Trial: 66700 7696 - 66700 7798
Bates=66700 7696 - 66700 7798
Advertising and Marketing TM: Youth African Americans None
Marketing plan to develop strategies for Kool cigarettes. Lists wishes such as capitalizing on the affinity between menthol and marijuana smoking, starting a rumor that menthol is health, and gear promotions to young audiences.
611) Session #2 Objective: Determine Smoking Environment - 1981 and Determine Major Dynamics Which Will Influence/Create That Environment
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19780420
Author:
Source: Minnesota AG
Trial: 667007702-667007710
Bates=667007702-667007710
Advertising and Marketing TM: Youth None None
Marketing plan to determine the smoking enviroment in 1981. Focuses on the motivations, needs and values of teenagers. Lists peer acceptance, role modeling, live for today, personal freedom as hallmarks. Strategizes Kool as directed at starting smokers, the age group explored.
612) Session #3 Implications for Cigarette Industry
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19780420
Author:
Source: Minnesota AG
Trial: 667007711-667007714
Bates=667007711-667007714
Advertising and Marketing TM: None None None
Marketing document, Brown & Williamson. Lists implications in advertising for cigarette industry. Emphasizes that integrity is important in brand selection for teenagers. Lists packaging as the most important advertising vehicle. Mentions the health issue as something to be solved or neutralized.
613) Subject: Kool Marketing Analysis and Strategy Recommendations
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19780000
Author:
Source: Minnesota AG
Trial: 77707 2517 - 77707 2525
Bates=77707 2517 - 77707 2525
Advertising and Marketing TM: Young adults African Americans Men
Handwritten Kool marketing analysis and strategy recommendations. Bases recommendations on brand switching studies. Warns that Salem is increasing market share. States that Kool starter index is still high, but it is not attracting males more than Salem. Opens that Kool is perceived as stronger than Salem, with more tar/taste and more menthol.
614) Re: 5 Year Media Strategy Summary
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19821108
Author: Mayers Michael S
Source: Minnesota AG
Trial: 670660978-670660379
Bates=670660978-670660379
Advertising and Marketing TM: None None None
Letter to Jim Coleman of Brown and Williamson from Michael Mayers of Cunnigham & Walsh Advertising. Regards the five year history of Brown and Williamson brands by media strategies. Mentions that several marketing and media principles have changed, including an increase in magazine ranking and selection reliance on local media, and overspending in strongest markets. Geographic spending principles tightened.
615) Kool Presentation 1/16/78
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19780116
Author:
Source: Minnesota AG
Trial: 68901 0955 - 68901 0959
Bates=68901 0955 - 68901 0959
Advertising and Marketing TM: Young adults African Americans Starters
Handwritten copy of Kool presentation. Lists Kool's strengths as skewed male, young adult, with a high starter index. Presents Kool as stronger menthol, more tar/flavor than Salem. States that prime prospects for Kool smokers are starters, African Americans, male and female, and young adults.
616) Subject: Kool Milds Copy Platform
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19790829
Author: Reid G T
Source: Minnesota AG
Trial: 674154526-674154527
Bates=674154526-674154527
Advertising and Marketing TM: Starters None None
Copy platform for Kool Milds. Seeks to establish Kool Milds as a socially acceptable cigarette with a user image of youthfulness and masculinity. Identifies prospects as starters, not college graduates.
617) Brown & Williamson Tobacco Corporation Belair 1984 Media Plan
Brown and Williamson Tobacco Corp. http://www.mnbluecrosstobacco.com/
Date: 19830914
Author:
Source: Minnesota AG
Trial: Exhibit 13783
Bates=Exhibit 13783
Advertising and Marketing TM: Youth None None
Belair media plan. Identifies target audience, including categories for males 16 -29, and females 16 -29.
618) Subject: Kool Record Continuity
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19830907
Author: Hendricks J L
Source: Minnesota AG
Trial: 676026171-676026172
Bates=676026171-676026172
Advertising and Marketing TM: None None None
Memo recommending Kool record continuity promotional concept. Suggests that Kool tie-in with RCA record club and offer records at half off. Says that smokers can order from a special Kool catalog. Imagines that this will reach the Kool target audience, with the benefit of possible tie-ins such as MTV.
619) Subject: Movie Media Network
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19831006
Author: McAlevey
Source: Minnesota AG
Trial: 676026182-676126183
Bates=676026182-676126183
Advertising and Marketing TM: College students None None
Memo exploring Brown & Williamson's potential use of the Movie Media Network. Claims that targeted market of college students could be reached by using advertising at movie theaters. Suggests using large college population cities as a base, then pricing movie screens as cost effective. Wonders if it is legal to pursue the college market in this medium. Concludes that it is a less objectionable way than current advertising to the theater market.
620) [Re: National Publicity Program for Kool]
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19790212
Author: Krenn A William
Source: Minnesota AG
Trial: 680503 4571 - 68503 4597
Bates=680503 4571 - 68503 4597
Advertising and Marketing TM: African Americans Young adults Youth
Letter to Bradley Broecker from A. William Krenn with enclosed marketing report. Regards publicity program for Kool sponsorship of the Jazz Festivals, "Super Nights" concerts and "Country on Tour" programs. Expresses concern that Kool sponsorship has been left out of much publicity for events. States that they are geared at building name awareness among teenagers and young adults, African Americans, men, women, and children, and suggests strategies to achieve this through various media.
621) Re: Theatre Trailer - REV WTD Audiences/CPM
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19830203
Author: Stevens Mel
Source: Minnesota AG
Trial: 68602 3579 - 68602 3580
Bates=68602 3579 - 68602 3580
Advertising and Marketing TM: Youth Young adults None
Letter to Jim Coleman of Brown and Williamson from Mel Stevens of Cunnigham & Walsh Advertising. Includes monthly attendance figures accompanying Brown and Williamson theater trailers. Adjusts figures for a 13% incidence of teenagers (12+). Gives final figures for 18-up.
622) Cigarette Industry Initiatives Against Youth Smoking
Tobacco Institute http://www.philipmorris.com/
Date: 00000000
Author:
Source: Minnesota AG
Trial: 2047124670-2047124671
Bates=2047124670-2047124671
Advertising and Marketing TM: None None None
Cigarette industry initiatives against youth smoking. Gives history of advertising, from the cessation of advertising on campuses, to the Cigarette Advertising Code, sampling restrictions and billboard placement. Mentions the Tobacco Institute's advertising campaign for tobacco companies not wanting youth to smoke. Lists the Responsible Living Program, with the booklets "Helping Youth Decied", and "Helping Youth Say No". Mentions retail compliance program, It's the Law.
623) Session #5 Objective: What Are the Best Opportunity Segments for Kool Family to Extend Into
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19780420
Author:
Source: Minnesota AG
Trial: 66700 7715 - 66700 7719
Bates=66700 7715 - 66700 7719
Advertising and Marketing TM: Youth African Americans None
Marketing document explores Kool line extension possibilities. Imagines a female-only Kool type pack, non-menthol Kool marijuana identification. Recommends positioning against Salem. Mentions sampling, coupon drops, and in-store displays as marketing options. Imagines designing a low tar cigarette to give the impression of health. Recommends advertising economic incentives to Marlboro (espicially young) smokers.
624) Barcley 1984 Operational Plan
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19840000
Author:
Source: Minnesota AG
Trial: 670614353-670614494
Bates=670614353-670614494
Advertising and Marketing TM: Adults Adults Military
Barclay 1984 operational plan. Expresses concern over share and ad awareness decline, attributable to several factors, particularly FTC controversy over description of tar levels and tar claims. Discusses problems and solutions from product modification to marketing plans, such as direct mail. Gives promotion history of Barclay.
625) Youth We Want You to Know Where We Stand
Philip Morris Cos., Inc. http://www.philipmorris.com/
Date: 00000000
Author:
Source: Minnesota AG
Trial: 2501211477
Bates=2501211477
Advertising and Marketing TM: None None None
Philip Morris advertisement "Youth We Want You to Know Where We Stand". Touts the Action Against Access program preventing youth from buying cigarettes. Copy is difficult to read.
626) Smoking Incidence and Per Capita Consumption by Sex/Age Bracket
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19840516
Author:
Source: Minnesota AG
Trial: 465441899-465441908
Bates=465441899-465441908
Advertising and Marketing TM: None None None
Report by Brown and Williamson stating per capita income and number of smokers by age and sex bracket. Show ages 16 - 25, 26 - 40, 41+. Expresses data in tables. Data also in waves with both sexes.
627) [Re: Translated Letter Entitled A Dishonest Campaign]
R.J. Reynolds Tobacco Company http://www.tobaccoresolution.com/
Date: 19900914
Author: Velez Nilda
Source: Minnesota AG
Trial: 509082798-509082800
Bates=509082798-509082800
Advertising and Marketing TM: Hispanics Youth None
Letter to Peggy Carter of RJR (NC) from Nilda Velez of RJR (NY), enclosing a translation of a letter of complaint published on a leading daily Hispanic paper. Protests RJR's "dishonest campaign" in Hispanic neighborhood, where a Camel van plays loud latin music and gives away a Camel t-shirt for the purchase of two packs of Camel cigarettes. Feels that both ex-smokers and children are at risk. Expresses concern over health hazards and image of smoking as glamorous. Protests RJR's "selling their poison in our community".
628) FDA Proposals Would Not Reduce Youth Smoking
Tobacco Institute http://www.philipmorris.com/
Date: 00000000
Author:
Source: Minnesota AG
Trial: 2048352294-2048352301
Bates=2048352294-2048352301
Advertising and Marketing TM: None None None
Report on FDA proposals which would reduce youth smoking. States FDA report only looks at period from 1991 - 1994 indicating a 30% rise. Touts study showing 39% drop since 1975 and a rise in illegal drug use. States parents, peers, and older siblings are determinants of smoking. Quotes experts saying, "There's no connection between smoking and advertising". Contains charts.
629) Questions and Answers
R.J. Reynolds Tobacco Company http://www.tobaccoresolution.com/
Date: 19840117
Author:
Source: Minnesota AG
Trial: 503115602 - 503115612
Bates=503115602 - 503115612
Advertising and Marketing TM: None None None
RJR questions and answers on campaign regarding smoking & health controversy. States purpose is to facilitate rational discussion, to take a stand for fair treatment for smokers and industry. States need for courtesy between smokers and non-smokers, that RJR believes young people should not smoke, and that the smoking and health issue is open controversy and not a closed case.
630) Young Adult Smoker Target: An In-Depth Look
Philip Morris Cos., Inc. http://www.mnbluecrosstobacco.com/
Date: 19890922
Author: Leo Burnett USA
Source: Minnesota AG
Trial: Exhibit 11853
Bates=Exhibit 11853
Advertising and Marketing TM: None None None
Leo Burnett report on "Young Adult Smoker Target: an In-depth Look". Reports dominant share of Philip Morris is the 18 - 24 year old market. States research objectives and method of data collection. Describes young adult characteristics in market: independence, care for environment. Describes what a cool person is. Describes how 90's men look and act, what baby boomers and busters want. Draws conclusions about market inside and outside the U.S.
631) Top British Tobacco Firms to Fight European Bans
Non-Tobacco Company http://
Date: 00000000
Author:
Source: Unknown
Trial:
Bates=
Advertising and Marketing TM: None Youth None
Short article, "Top British Tobacco Firms to Fight European Bans." Reports on four top British tobacco companies fighting European Union's decision to ban tobacco advertising and sponsorship. Names British American Tobacco, Gallaher, Imperial, and Rothmans.
632) Subject: Apollo Strategy Recommendation
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19810312
Author: Finley Sue M
Source: Minnesota AG
Trial: 676028892-676028914
Bates=676028892-676028914
Advertising and Marketing TM: None None None
Apollo strategy recommendation. Refines Apollo a male oriented ultra low tar non-menthol product. States that younger males are underrepresented in the ultra segment. Opines that women may culturally do more masculine things without a perceived backlash, but men cannot do traditionally feminine things. Recommends positioning Apollo as a traditionally male smoke with contemporary masculine appeal. States that Apollo must convince men that they are not compromising their masculine image in smoking an ultra low tar product. Includes print ads for several brands.
633) Technological Forecast of the Future Environment and Its Effect on the Tobacco Industry
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19780915
Author: Forecasting International Ltd
Source: Minnesota AG
Trial: 670654769-670654817
Bates=670654769-670654817
Advertising and Marketing TM: None None None
Technological forecast of the future environment and its effects on the tobacco industry, prepared for Brown & Williamson by Forecasting International. Examines trends and tar levels for tobacco industry, particularly concerning governmental regulation of cigarettes. Gives history of cigarette consumption. Notes decline in smoking incidence among teenagers. Describes anti-smoking educational programs by the Office of Smoking and Health and by the American Cancer Society. Includes overview of tobacco regulation and consumption patterns of Scandinavian countries.
634) Youth Smoking
Lorillard Inc. http://www.lorillard.com/
Date: 19831121
Author:
Source: Minnesota AG
Trial: 03521217-03521299
Bates=03521217-03521299
Advertising and Marketing TM: Youth None None
Youth smoking study. Reviews literature. Profiles young smoker. Attributes youth smoking to peer influence, not industry advertising, yet cites one study's findings that 1/2 of teen smokers said billboard and magazine ads made them want to smoke. Attacks researcher methods, studies and information. States that the time of experimentation is around 12 or 13 years old. Finds that more teen girls smoke than boys. Notes factors influential in teen smoking: parental smoking, peer pressure and socioeconomic class. Cites a study of tobacco awareness done in Scranton, PA, that finds 25% of the children in first grade and pre-school class had already tried cigarettes. Mentions peer influence, parental attitude and advice as factors in teen smoking. Dissects anti-smoking programs, states that most begin too late in a child's development, fear is not an effective persuader, teens do not respond to long term health threats. Denies that advertising influences teens to initiate smoking.
635) Pushing Smokes in Kids' Movies
Non-Tobacco Company http://www.philipmorris.com/
Date: 19880000
Author: Tobacco & Youth Reporter
Source: Minnesota AG
Trial: 2025876846-2025876849
Bates=2025876846-2025876849
Advertising and Marketing TM: Youth None None
Tobacco and Youth Reporter- article entitled "Pushing Smokes in Kids' Movies." Lists movies for kids and teenagers where the characters are portrayed as smoking or cigarette advertising is embedded in the film. Includes Big, Who Framed Roger Rabbit, Superman II, Baby, Desperately Seeking Susan, Beverly Hills Cop, and Two of a Kind.
636) Kool 1983 Operational Plan
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19830000
Author:
Source: Minnesota AG
Trial: 690108711-690108721
Bates=690108711-690108721
Advertising and Marketing TM: African Americans Hispanics Young adults
Kool 1983 Operational Plan. States objective to stop share decline. Plans to target young adults under 25. Expresses concern over changing demorgaphics of smokers. Discusses budget, media, positioning, promotions.
637) Philip Morris U.S.A. Announces Advertising Program to Warn Against Use of Trademarks on Children's Products
Philip Morris Cos., Inc. http://www.philipmorris.com/
Date: 19900709
Author:
Source: Minnesota AG
Trial: 2044336350-2044336351
Bates=2044336350-2044336351
Advertising and Marketing TM: Youth None None
Philip Morris press release describing the advertising campaign to warn manufacturers against unauthorized use of Philip Morris trademanrks on products for children. Warns that Philip Morris will pursue legal action against trademark infringement. Declares Philip Morris' belief that smoking is an adult custom.
638) Head-On Test of Two 84mm Menthol Cigarettes #327 vs. #347, #347 vs. #327
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19770500
Author: Market Facts Inc
Source: Minnesota AG
Trial: 675009106-675009190
Bates=675009106-675009190
Advertising and Marketing TM: None None None
Menthol cigarette preference test. Distribues two types of 84mm menthol cigarettes to menthol smokers of at least four packs a week. Asks them to smoke each of the types, then fill out a questionnaire on their preferences. Lists results by regular brand of cigarette smoked, age (21 and up), male/female, white/non-white.
639) Brown & Williamson Tobacco Company New Ventures Project Stage II - The New Smoker
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19740900
Author: Kenyon & Eckhardt Inc
Source: Minnesota AG
Trial: 779217794-779217833
Bates=779217794-779217833
Advertising and Marketing TM: Youth None None
Brown & Williamson New Ventures Project Stage II, the new smoker. Seeks to analyze the phenomenon of the "new"smoker, importance as a market segment, Brown & Williamson's share of this segment, and suggestions on how to maximize this share. Lists in chart, "Changes in Type of Cigarette Smoked", smokers by age and sex, starting with 16 - 25 years of age. Lists change in age emphasis of U.S. population 1970 - 85 category of 15 - 24 years of age. Uses age category of 15 - 24 under index of smoking population in the estimate of future trends in smoking population. Advises Brown & Williamson to study the market and customer, behavior patterns, attitudes and aspirations, and use the findings. Recommends creating a "living laboratory"- retail locations adjacent to colleges.
640) Subject: Apollo Strategy
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19810313
Author: McCafferty B L
Source: Minnesota AG
Trial: 676028891
Bates=676028891
Advertising and Marketing TM: None None None
Memo from B.L. McCafferty to S.A. Wallace regards the attached Apollo Startegy. Requests it be read and approved. States that it will be used to provide agency and R&D direction.
641) Anticipated Media Q&A Luken and Waxman Hearings
R.J. Reynolds Tobacco Company http://www.tobaccoresolution.com/
Date: 00000000
Author:
Source: Minnesota AG
Trial: 507722740-507722754
Bates=507722740-507722754
Advertising and Marketing TM: College students Hispanics Military
Anticipated media question and answer, Luken and Waxman hearings. Lists responses. Admits change of focus for Camel campaign from 18 - 24 to 18 - 20, in order to compete with Marlboro. States they do not encourage youngsters to smoke, despite document stating bringing in younger adult smokers "is key company priority". Confronted on controversial proposals, claims none were executed. Confronted on targeting specific groups. Defines younger adult smokers as 18 - 34. Claims their psychographics on 17-year-olds were unsolicited. Discusses Camel birthday party and media coveage. Twelve unaswered queries are listed at the end of the document. Includes handwritten rephrasings, and a list of cartoon characters used in ads, such as Charlie for Starkist Tuna.
642) Why the Secrecy About the Smoking Dogs?
Tobacco Institute http://www.philipmorris.com/
Date: 00000000
Author:
Source: Minnesota AG
Trial: 2016000352
Bates=2016000352
Advertising and Marketing TM: None None None
Copy of "Why the Secrecy About the 'Smoking Dogs'", by the Tobacco Institute to the American Cancer Society. Copy is so small and illegible that no description can be given as to nature.
643) Subject: Young Adult Smokers (YAS) - Revised
Philip Morris Cos., Inc. http://www.philipmorris.com/
Date: 19930415
Author: Rush Sonya
Source: Minnesota AG
Trial: 2045418043-2045418044
Bates=2045418043-2045418044
Advertising and Marketing TM: None None None
Memorandum on young adult smokers. States Philip Morris held significant share of YAS (young adult smokers) defined as 18 - 24. Largest share of whites and Spanish speakers. Lorillard has largest black market. More females buy discount than males. More whites prefer discounts. RJR carries higher share of blacks from both sexes. Philip Morris captured larger share of whites. Brown and Williamson had higher portion of black males. States intention to develop dicsount market among minorities.
644) Launch Advertising for Industry Youth Initiatives
Tobacco Institute http://www.philipmorris.com/
Date: 19900000
Author:
Source: Minnesota AG
Trial: 2025862514-2025862515
Bates=2025862514-2025862515
Advertising and Marketing TM: None None None
Chart labeled "Launch Advertising for Industry Youth Initiatives." Lists December 1990 through January of 1991. Marks off, by week, the schedule for USA Today, Newsweek, Time, People, Roll Call, Governing, and State Leglislator. Gives advertising schedule, lists cost, circulation and date of sale. Total cost is $434,756.
645) Kool and Marlboro Share By Age Over Ten Year Period
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19760412
Author: Kelly K G
Source: Minnesota AG
Trial: 685058250-685058258
Bates=685058250-685058258
Advertising and Marketing TM: Youth None None
Kool and Marlboro share of smokers by age over a ten year period. Recounts Marlboro as starting out strong in the 16 - 25 year old category, then plateauing. Reports that Kool's rate of growth increased dramatically among 16 - 25 year olds. States that 16 - 25 year olds were Kool's primary age group in the last ten years.
646) The Cigarette Market: The National Tracking Study January-July, 1972
Philip Morris Cos., Inc. http://www.pmdocs.com/
Date: 19721000
Author: Loschert Annette
Source: Minnesota AG
Trial: 2040514508-2040514532
Bates=2040514508-2040514532
Advertising and Marketing TM: Young adults Adults Youth
Tracking study from Philip Morris focusing on brand awareness before and after the 1970 Broadcast Ban. Uses telephone interviews to measure ad recall from before the ban, and after. Finds that Virginia Slims has the highest recall, followed by Salem, then Marlboro. Trial ad smoker share remains constant for Virginia Slims, Parliament and Benson & Hedges. Survey includes 18 - 24 year old group, called "young smokers". Includes tables.
647) [Re: Action for Children's Television, Inc. Complaint to Bureau of Consumer Protection]
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19831108
Author: Purzychi Arthur Esq
Source: Minnesota AG
Trial: 676025772-676025773
Bates=676025772-676025773
Advertising and Marketing TM: Youth None None
Letter from Arthur Purzychi, FTC, to Ernest Pepples, Brown & Williamson, informing him that Action for Childrens Television has filed a complaint with the FTC regarding video commercials for Brown & Williamson cigarettes. Claims a product trailer for Kool was shown prior to a Saturday matinee of "Snow White" at a cinema in Massachusetts. Requests Brown & Williamson's policy and position regarding showing such ads in moviehouses featuring G and PG rated films. Further requests documentation proving position and list of theatres where video has been or will be shown, as well as videocasette of trailer in question.
648) Core Message Track Youth Smoking and Cigarette Advertising/Promotion (for Use in Response to Surgeon General Report)
Philip Morris Cos., Inc. http://www.philipmorris.com/
Date: 00000000
Author:
Source: Minnesota AG
Trial: 2046573757-2046573759
Bates=2046573757-2046573759
Advertising and Marketing TM: None None None
Document subtitled- For Use In Response to Surgeon General Report. Outlines company responses to questions on youth smoking, and advertising to youth. Starts with the claim that no study proves that advertising makes non-smokers smoke. Asserts that parents and peer pressure influence is the real reason kids smoke. Claims that Philip Morris doesn't want kids to smoke and produces the It's the Law and Responsible Retailer Programs. Argues that advertising is only for smokers to increase brand loyalty and encourage brand switching.
649) The Changing Lifestyles of Young Adult Women: A Special Analysis for Virginia Slims
Philip Morris Cos., Inc. http://www.philipmorris.com/
Date: 19910500
Author: Roper Organization Inc
Source: Minnesota AG
Trial: 2040273414-2040273450
Bates=2040273414-2040273450
Advertising and Marketing TM: None None None
The Changing Lifestyles of Young Adult Women- a special analysis for Virginia Slims. Surveys changes in attitudes of women 18 - 24 between 1979 and 1989. Explores personal and family values and aspirations, the good life, work, evnironmental activism, lesiure time. Finds increase in women wanting careers over just jobs, better pay, fewer children.
650) Subject: Smoking and Youth White Paper
Philip Morris Cos., Inc. http://www.philipmorris.com/
Date: 19890302
Author: Laufer David
Source: Minnesota AG
Trial: 2040852052
Bates=2040852052
Advertising and Marketing TM: None None None
Memo from David Laufer to Guy L. Smith, IV, regarding smoking and youth white paper. Alludes to a bibliography of articles and studies which may be used in support of their arguments on youth smoking and sampling bans, advertising and promotion.
651) All Fired Up: Critics Call Tobacco Industry's Anti-Cigarette Messages for Teens Inappropriate, Misleading
R.J. Reynolds Tobacco Company http://www.tobaccoresolution.com/
Date: 00000000
Author: Roan Shari
Source: Minnesota AG
Trial: 510331080-510331091
Bates=510331080-510331091
Advertising and Marketing TM: Youth None None
Articles criticizing tobacco industry anti-smoking messages for teens, interspersed with the rebuttal of the industry. Discusses the following programs and publications: Helping Youth Say No; Helping Yough Decide; Right Decisions, Right Now; It's the Law; How to talk to your kids about not smoking even if you do. Industry is criticized for not including information on health hazards or the addictiveness of nicotine, for presenting smoking as a rite of passage into adulthood, for sending mixed messages, for not condemning adult smoking. RJR argues that peer pressure causes smoking initiation, not advertising; That their materials supplement ensuring health curricula; that the "gory details" are the least effective aspect of smoking deterrent programs.
652) The Tobacco Institute First Half 1986 Advertising Schedule for Helping Youth Decide
Tobacco Institute http://www.philipmorris.com/
Date: 19850000
Author:
Source: Minnesota AG
Trial: 2025853921
Bates=2025853921
Advertising and Marketing TM: None None None
"Helping Youth Decide" advertising schedule for the first half of 1986. Lists target publications, circulation data and advertising costs. Publications broken down into the following categories: general, black and trade.
653) Public and Government Relations Recommendations New Brand Activities February 14, 1990
R.J. Reynolds Tobacco Company http://www.tobaccoresolution.com/
Date: 19900214
Author:
Source: Minnesota AG
Trial: 507618245-507618263
Bates=507618245-507618263
Advertising and Marketing TM: Youth African Americans Hispanics
Public Relations Plan. On the heels of intense controversy over the marketing of "Uptown" , RJR plans defensive strategies for launch of new products; Salem Gold, Dakota, Salem Box and Horizon. Anticipates objections and lists responses to each, particularly when charged with targeting women, African- Americans, Hispanic and youth.
654) Statement from Philip Morris U.S.A. Regarding Youth Smoking
Philip Morris Cos., Inc. http://www.philipmorris.com/
Date: 19910109
Author:
Source: Minnesota AG
Trial: 2023918504
Bates=2023918504
Advertising and Marketing TM: None None None
Press release from Philip Morris regarding youth smoking. Argues that Philip Morris doesn't want children to smoke, and that anti-smoking groups should realize that on this issue they are on the same side. Denies practice of marketing to youth, support of minimum age of 18, supervision of vending machines, support of tobacco industry's programs to discourage children from smoking.
655) Schedule of Product Placement 1987
Philip Morris Cos., Inc. http://www.philipmorris.com/
Date: 19890321
Author:
Source: Minnesota AG
Trial: 2022971413-2022971416
Bates=2022971413-2022971416
Advertising and Marketing TM: None None None
Philip Morris schedule of product placement for 1987-1989. Lists movie title, product supplied and estimated fair market value. Products supplied include cigarettes, signage, neon and period signs. Movies include Amazon Women on the Moon, Robocop, Tapehaeds, Dream Team, Field of Dreams, K-9, War Party, Who Framed Roger Rabbit?, and Crocodile Dundee.
656) Philip Morris U.S.A Reaffirms Commitment to Prevent Youth Smoking
Philip Morris Cos., Inc. http://www.philipmorris.com/
Date: 19910718
Author:
Source: Minnesota AG
Trial: 2022881521-2022881523
Bates=2022881521-2022881523
Advertising and Marketing TM: None None None
Press release from Philip Morris , reaffirming commitment to prevent youth smoking. Argues that it does not market to children. Supports establishment of minimum age of 18 to purchase tobacco products. Mentions the "It's The Law" retail program, supervision of vending machines, no sampling to those under 21, and no paid movie placements, Claims that advertising does not increase the incidence of youth smoking.
657) Cigarettes Are Not for Children
Philip Morris Cos., Inc. http://www.philipmorris.com/
Date: 00000000
Author:
Source: Minnesota AG
Trial: 2022881505
Bates=2022881505
Advertising and Marketing TM: Youth None None
Print ad listing Philip Morris brands, Marlboro, Merit, Parliament, Virginia Slims, Benson & Hedges, Players, Cambridge. Reads "Cigarettes are not for Children!" Copy asserts that Philip Morris doesn't market to children and prohibits use of brand logos on any product not produced by the company.
658) Young Adult Male Smokers' (18-24) Perceptions of Female Virginia Slims and Marlboro Lights Smokers
Philip Morris Cos., Inc. http://www.philipmorris.com/
Date: 19910600
Author: Leo Burnett USA
Source: Minnesota AG
Trial: 2047146829-2047146832
Bates=2047146829-2047146832
Advertising and Marketing TM: None None None
Report on young adult male smokers (18 - 24) perceptions of female Virginia Slims and Marlboro Lights smokers. States inverview was done with Leo Burnett, dialogue, telephone interviewing system, 18 - 24 year olds. Describes Virginia Slim smokers as feminist, self centered, average age 29. Marlboro Light smokers as friendly and fun, 22 years old. Describes 18 - 24 year olds. Provides charts.
659) Young Adult Trends 18-24
Philip Morris Cos., Inc. http://www.philipmorris.com/
Date: 19890922
Author:
Source: Minnesota AG
Trial: 2047929834-2047929835
Bates=2047929834-2047929835
Advertising and Marketing TM: None None None
Notes on young adult trends. Notes characteristics, independence, dependence on peer group, return to traditonal values. Celebrities comment on "Baby Busters" born 1965 - 1976. States party lifestyle is out, family values are in. States materialism is out.
660) We Don't Advertise to Children.
R.J. Reynolds Tobacco Company http://www.philipmorris.com/
Date: 19840000
Author:
Source: Minnesota AG
Trial: 2023273159
Bates=2023273159
Advertising and Marketing TM: None None None
Advertisement by RJR on anti-smoking. States company does not want young people to smoke. Claims they run ads for young people advertising that smoking is for adults. Claims advertising does not influence youth smoking. Claims that advertising is intended to encourage brand switching and brand loyalty. Advises reader to share with children.
661) Belair Long Range Objectives & Strategies
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19750900
Author:
Source: Minnesota AG
Trial: 666014245-666014254
Bates=666014245-666014254
Advertising and Marketing TM: Adults None None
Belair long range objectives and strategies. Lists marketing objectives, i.e. to "add longevity to the franchise by reducing the average age of our smokers by three years". Lists strategies to reach target audience, adults 26 - 40. Includes tables.
662) Youth Smoking
Philip Morris Cos., Inc. http://www.philipmorris.com/
Date: 00000000
Author:
Source: Minnesota AG
Trial: 2040852057-2040852061
Bates=2040852057-2040852061
Advertising and Marketing TM: None None None
Document entitled, "Youth Smoking". Argues that cigarette marketing efforts are not targeted at minors. Cites the Cigarette Advertising Code, cessation of sampling where minors have access, youth anti-smoking programs by the tobacco industry. Claims advertising does not induce youth to smoke. Quotes the Surgeon General as saying no definitive answer is available on advertising and level of tobacco consumption. Gives greater importance to peer and family influence. Argues that teen smoking is declining while advertising spending is increasing.
663) Table 291 Regular Brand of Cigarettes Total Students
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19800000
Author:
Source: Minnesota AG
Trial: 670653531-670653532
Bates=670653531-670653532
Advertising and Marketing TM: None None None
Chart labeled, "Regular brand of cigarettes total students". Lists college students by sex, class, residence, and region. Second chart lists by race, income and age, 18 - 23.
664) Viceroy Brand Review
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 00000000
Author:
Source: Minnesota AG
Trial: 464306728-464306749
Bates=464306728-464306749
Advertising and Marketing TM: Young adults Adults None
Viceroy Brand review. Gives brand history of advertising from 1936-1980, as well as sales growth and product. Compares with other menthol and plain brands for share of amrket. Forecasts share of market for full taste segment into 1984. Prsdicts that starting and switching smokers will provide opportunity for the full taste segment.
665) The Cigarette Market Macro-View of Brand Switching 1971-1981
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19830901
Author:
Source: Minnesota AG
Trial: 670585067-670585075
Bates=670585067-670585075
Advertising and Marketing TM: None None None
The cigarette market macro-view of brand switching. Examines market dynamics over a ten year period. Analyzes data from switching study. States that the cigarette market is characterized by a high level of inertia. Starters identified as age 25 and under, more female than male.
666) Cigarette Advertising Code Partially Annotated
Multiple companies http://www.bw.aalatg.com/bw/props/0000294781.htm
Date: 19670914
Author:
Source: Minnesota AG
Trial: 680274268-680274293
Bates=680274268-680274293
Advertising and Marketing TM: None None None
Cigarette Advertising Code, partially annotated, for the personal and confidential use of the Directors of the Cigarette Advertising Code. States code, gives examples of unacceptable proposals. Discusses restrictions on radio, T.V., magazines, sampling, ways smoking is presented, age of models, testimonials, health representations.
667) Correlation Coefficients Share of Starters with Share of Former Smokers
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19830906
Author:
Source: Minnesota AG
Trial: 670585046-670585066
Bates=670585046-670585066
Advertising and Marketing TM: Youth None None
Share of Starters with Share of Former Smoker. Derives data from the switching study. Lists age ranges of 16 - 24, 25 - 40, and 40+ for both men and women. Tracks switchers out of and into brand family. Analyzes data, finds that switchers in are the key to brand growth. Starters for Kool female smokers listed, 16 - 25. Concludes that Kool receives less than fair share of inflow of starters.
668) Share and Trend Analysis
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19830825
Author:
Source: Minnesota AG
Trial: 670585101-670585102
Bates=670585101-670585102
Advertising and Marketing TM: Youth None None
Share and trend analysis for all brands. Lists males 16 - 25, subdivided into starters, loyal, quitters, former switchers in and out. Lists all smokers 16 - 25 with same subcategories.
669) Share and Trend Analysis
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19830822
Author:
Source: Minnesota AG
Trial: 670585103-670585105
Bates=670585103-670585105
Advertising and Marketing TM: Youth None None
Share and trend analysis for Kool family brand line of cigarettes. Lists male 16 - 25 as age group, subdivided into starters, loyal, quitters, former, switcher in and out. Lists young smokers 16 - 25 wih same subcategories.
670) All Smokers
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19820000
Author:
Source: Minnesota AG
Trial: 670585107-670585117
Bates=670585107-670585117
Advertising and Marketing TM: Youth None None
Handwritten data culled from switching study. Reports Kool's share of starters, former smokers, male percentage of Kool franchise by years 1979 - 1982, starting with ages 16 - 25.
671) Market Dynamics
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19831000
Author:
Source: Minnesota AG
Trial: 670585237-670585256
Bates=670585237-670585256
Advertising and Marketing TM: Youth None None
Market dynamics. Analyzes data from switching study to discover if starters, switchers, loyal smokers, and quitters are most important to brand growth. Decides that switchers-in are the most important. States that Kool is no longer attracting its fair share of starters, the traditional source of strength. Lists age of starters as 16 - 25. Lists Kool starters beginning with male smokers, 16 - 25. Summarizes by saying that starters are concentrated in the younger age group, and Kool needs to increase its share among young smokers.
672) Additional Analyses the National Brand Switching Studies
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19840100
Author: Market Facts Inc
Source: Minnesota AG
Trial: 670579702-670579724
Bates=670579702-670579724
Advertising and Marketing TM: Youth Starters None
Additional analysis of the National Brand Switching Studies, for Brown & Williamson. Prepares for future new product positioning and planning. Seeks to identify trends in the marketplace. Reports that smoking incidence is approximately 25% of the population, more males than females. In the 16 - 25 category, females predominate. Examines switching by cigarette category, tar level. Finds that first time starters are a great deal younger and smoke considerably less than other smokers.
673) Table 292 Usage of Pipe Tobacco/Cigares/Chewing Tobacco Total Students
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19800000
Author:
Source: Minnesota AG
Trial: 670653533-670653534
Bates=670653533-670653534
Advertising and Marketing TM: College students Young adults None
Chart labeled, "Usage of pipe tobacco/cigars/chewing tobacco, total students". Lists college students by sex, class, residence and region. Second chart lists by race, income and age, 18 - 23.
674) Brand Switcher - Size By Sex and Age
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19830000
Author: Market Facts Inc
Source: Minnesota AG
Trial: 670580040-670580056
Bates=670580040-670580056
Advertising and Marketing TM: None None None
Brand switcher analysis by sex and age. Examines brand switching by cigarette type, 85, 100, 120, and plain; divided into sex and age. Lists age range of 16 - 25. Presents data on switching by company and cigarette brand.
675) Table 290 Type/Packaging/Size of Regular Brand of Cigarettes Total Students
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19800000
Author:
Source: Minnesota AG
Trial: 670653529-670653530
Bates=670653529-670653530
Advertising and Marketing TM: College students Young adults None
Chart labeled type/packaging/size of regular brand of cigarettes, total students. Lists college students by race, income, age 18 - 23. Second chart lists sex, class, and region.
676) Table 289 Number of Cigarettes Smoked Per Day/Length of Time Regular Brand Smoked Total Students
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19800000
Author:
Source: Minnesota AG
Trial: 670653527-670653528
Bates=670653527-670653528
Advertising and Marketing TM: College students Young adults None
Chart labeled, "Number of cigarettes smoked per day/length of the regular brand smoked". Lists college students by sex, class, residence, and region. Ranges from 18 - 23 years of age. Second chart lists race, income, and age from 18 - 23.
677) [Re: Military Market Importance to B&W Cigarette Sales]
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19770907
Author: Kornfeld Nat
Source: Minnesota AG
Trial: 680085619-680085620
Bates=680085619-680085620
Advertising and Marketing TM: Military None None
Letter from Nat Kornfeld, to Richard Veatch of Brown & Williamson. Summarizes why military market is the most important market. Lists per capita cigarette consumption as higher than any other market in the country. States that it is the largest market for adults 18 - 35, the only market without recession, unemployment or pay cuts. Reports more discretionary income than other markets.
678) Kool Brand Promotion Plan - 1977
Brown and Williamson Tobacco Corp. http://www.bw.aalatg.com/
Date: 19760804
Author: Clingaman Jeffrey D
Source: Minnesota AG
Trial: 777080491-777080522
Bates=777080491-777080522
Advertising and Marketing TM: None None None
Kool Brand Promotion Plan - 1977 for Brown and Williamson. Lists objectives and promotion strategies to develop and sustain image and brand awareness of Kool cigarettes. Emphasizes importance of the young (unspecified age range) and "black" markets. Promotion ideas include: Kool Greenhouse, Kool Van, Kool Jazz Festival, Kool Playboy, Kool Basketball, Kool Sounds, as well as coupons. Suggests events "to involve the young and especially, to convince the starter group to smoke Kool." Handwritten in either margin are the comments: "BIG Legal Problem" and "Pull this page."
679) [Re: Business Tax Deduction for Cigarette Advertising and Promotion]
Lorilla