TOBACCO STRATEGY REVIEW TEAM
UK INTERNATIONAL BRANDS
REVIEW OF 1991
SUMMARY UNIT: MILLIONS
1990 1991 % VAR 1991 % VAR vs
HOUSE ACTUAL ACTUAL Vs 1990 BUDGET BUDGET
B&H 18,933 18,182 -4.0 19,871 -8.5
SE 555 12,387 15,863 +28.0 14,527 +9.2
PGL 7,933 8,904 +12-2 8,649 +2.9
JPS 2,024 2,129 +5.2 2,642 -19.4
TOTAL 41,277 1 45,078 +9.2 45,689 -1.3
PERFORMANCE
UKIB sales in 1991 were 9.2% ahead of the previous
year with a good fourth quarter
contributing to this growth. The shortfall against
budget narrowed in the last quarter to
give an annual performance of -1.3%.
BENSON & HEDGES sales declined by 4% while sales
were 8.5% below budget. Poor
market performances in Australia and Malaysia,
together with depressed sales in West
Africa were the key reasons for this. However, the
progress of the Special Mild version in
South Africa continued. The gold pack strategy for
all variants together with the possible
updating of the paren~in hand, while the new
'owning gold' advertising proposition has
been developed and accepted in the core B&H
markets.
STATE EXPRESS had another year of explosive growth
with Hong Kong exports being
the key. Elsewhere, progress was made in
Bangladesh, Indonesia and Malaysia. The pack
range redesign to achieve a family appearance is
underway with research scheduled for Q2
1992. New creative executions are underway around
two new themes of balance,
smoothness and satisfaction.
GOLD LEAF made good progress during 1991 with
sales ahead of the previous year by
12.2% and ahead of budget by 2.9%. Growth occurred
in Sri-Lanka, Bangladesh and
Zaire, but there was a softening of Sales in
Nigeria and a decline in Camaroon. Export
volume was progressive particularly in the Middle
East and Africa. Clear plans for 1992
have been established with regard to a new
advertising campaign, product quality, line
extension pack designs and the extension of the
brand into new markets.
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JPS, although below budget for the year, increased
sales by 5.2%. As a low price brand,
progress was achieved in Malaysia, while sales
also grew in Australia, and Cyprus.
Although export sales of the Virginia version
declined significantly, there was some growth
of the USB version in the Far E=.
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BATCo document for Province of BritiSh Columbia 25
October 1999