JOHN PLAYER SPECIAL
OVERALL ANALYSIS (millions)
% YT-D
1990 1991 1991 % YTD 1991 vs.
Millions Actual Budue YTD Mar. 1991/90 Budget
Far East 666.1 955:1 247.2 46.4 44.8
Europe 365.5 355.6 47.3 -35.1 -26.1
M. East 2.2 3.8 0.9 +80.0 -
Africa 489.4 566.8 117.9 -1.2 -12.9
W. Hem. 496.3 534.3 114.9 -9.5 14.9
TOTAL 2019.5 2415.6 528.2 8.1 12.1
JPS K.S. VIRGINIA.
About 40.3% of the total JPS famil y is
contributed by this version. The
major growth market for the brand is in South
Africa where the brand
sold 340.6 mn. in 1990 and the current Y`TD
figures show a modest
growth.
JPS U.S. K.S.
About 27.3% of the total JPS sales is contributed
by this version of the
brand. The major markets for this version in 1990
were Japan (226
mn.), Mexico (203 mn.) and Brazil (99 mn.).
JPS LIGHTS/MILDS.
JPS Lights 100's was launched in Turkey and JPS
Lights in K.S. version
was launched in South Korea fourth quarter 1990.
The brand was also launched in Caracas, Venezuela
in April 1990. The
brand is showing a progressive trend.
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BAT Industries document for Province of British
Columbia 25 October 1999


REGIONAL ANALYSIS
Far East Surnmarv:
% ACT % % %
DIFF YTD YTD TOTAL SHARE
1990 1991 VS MAR OVER JPS DOM
ACT BUD IM Ja2l 1= SALES MKT
Malaysia 67.4 282.5 3i9.1 49.6 - 3.3 0.4
Japan 362.6 412.0 13.6 92.2 -7.1 17.9 -
S. Korea 14.3 99.0 592.3 - - 0.7
Australia 159.8 104.8 -34.4 24.0 -33.0 7.9
(a) Malavsia:
JPS KS Virginia has been launched in Malaysia at
below mainstream King
size price. The brand has been supported by
discounted price offers and
TV commercials strengthening the JPS brand name.
(b) Japan:
JPS KS and JPS Mild., both US blended, are
exclusively supported by
distribution effort. The matt black HL design will
be introduced to a test
market during the second half of 1991. The brand
has a modest growth
over last year.
(c) South Korea:
The KS Lights version of the brand was initially
launched with pack shot
support . Image support has just recently been
introduced. The brands
sales performance is -below forecast.
(d) Australia:
The brand has two versions, full flavour and
Special Milds and are sold in
25 and 30 HL pack versions. Three Lights versions
were launched in
April 1991 with encouraging initial results.
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11 C
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BAT Industries document for Province of British
Columbia 25 October 1999


Africa Summarv:
% ACT
DIFF YTD
1990 1991 VS MAR
ACT BUD 1990 1991
% % %
YTD TOTAL SHARE
OVER JPS DOM
1990 SALES MKT
South
Africa 475.1 540.0 13.7 86.3 1.1 23.5 1.1
This market has the JPS KS, 95 mm and Lights, the
Lights version
contributing only 11. 1 million of the 1990 sales.
JPS KS is in its glossy
black pack and is mainly targetted at the same
perceived prestige
segment of the black market as B & H SF.
The support given to the brand was based on pack
and product
advertising only. A new campaign is under
consideration to give a life
style support to the brand.
JPS football sponsorship is another key element of
the communication
mix.
Western HernisDhere Summarv:
% ACT % % %
DIFF YTD YTD TOTAL SHARE
1990 1991 VS MAR OVER JPS DOM
ACT BUD 1990 1991 1990 SALES MKT
Venezuela 25.6 66.0 157.8 10.5 - 1.3 0.5
JPS Lights US type version was launched in April
1990 in Caracas and
distributed nationally in Nov/Dec 1990. Sales have
shown a progressive
trend and the brand currently holds an 0.5% market
share nationally and
1. 1 % in the Caracas area where 50% of all
cigarettes are sold.
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BAT Industries document for Province of British
Columbia 25 October 1999


% ACT % % %
DIFF YTD YTD TOTAL SHARE
1990 1991 VS MAR OVER JPS DOM
EUROPE ACT BUD 1990 1991 1990 SALES MKT
Turkey 9.6 20.0 108.3 5.3 0.5
The brand was launched in a Lights 100 mm version
in the last quarter of
the year and distribution was restricted to the
two major cities (Istanbul
and Ankara) only. The brand was supported during
the launch period
and will be promoted again in the second half of
1991. Sales volumes
are above budgetted figures.
NJ
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BAT Industries document for Province of British
ColUmbia 25 October 1999


PLAYERS GOLD LFAF
1 Overall Analvsis (Mns.)
1990 1991 1991 % YTD % YTD
ACTUAL BUDGFT YTD 1991190 vs. BUD.
Far East 4995.7 5490.4 1214.1 -2.8 -8.9
M. East 1691.6 1358.9 543.2 +28.3 +42.7
Africa 1194.2 1654.4 260.3 -17.8 -30.1
W. Hem. 53.5 46.2 13.8 +12.2 +22.1
TOTAL *7935.5 8549.9 0*2039.8 +1.9 -2.8
Players Gold Leaf volume has increased by 33%
since 1986. A
continuation of this positive trend is expected in
the foreseeable future.
Despite drop in Middle East volume (on account of
price increase) PGL is
still projected to grow by 7.7% in 1991.
PGL sales in the first quarter 1991 are 1.9%
higher than the same period
last year. However, they are 2.8% lower than
budget. Indications are
that in the coming months sales will pick-up and
budgetted sales 1991
can be achieved.
Its main consumption centres include Indian
sub-continent, Saudi Arabia
in Asia and Nigeria and Cameroon in Africa.
Following TSRT decision to reclassify PGL as a
Category I brand, a
detailed plan has been prepared to up-grade the
brand.
PGL brand potential in China is being checked and
depending upon
research results, decision regarding its launch in
mainland China will be
taken by year end.
* Includes 0.5 mn. sales in Europe.
-Includes 8.4 mn. sales in Europe.
NJ
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BAT Industries document for Province of British
ColUmbia 25 October 1999


7. REGIONAL ANALYSIS
Act. YTD %
1990 1991 % diff. YTD Over TOT % Share
Actual Budaet vs. 90 Mar.91 Last % P_QL Dom. Mrkt.
ASIA
(a) Pakistan:
PGL 2157.0 '2286.0 +6.0 519.0 -12.5 27.1 6.8
The brand received a set back in 1990 as a result
of massive price
increase, which has effectively placed the brand
at price parity with
International smuggled brands - PGL sold above SE
555 and Dunhill and
marginally below Benson & Hedges and Marlboro. As
a result of extra
support provided to the brand in the second half
of 1990, the brand
stabilised in IV quarter 1990. Until international
smuggled brand prices
rise, PGL price cannot be increased, otherwise the
brand will again start
sliding.
To capitalise on small but growing "Lights"
segment, "Gold Leaf Lights"
test market commenced from April 1991.
In an effort to further improve its packaging
presentation/printing better
quality board will be used by year end.
(b) Bangladesh: 1280.0 1490.0 +16.4 335.0 +17.0
16.1 9.5
The brand is growing rapidly and its growth is
likely to continue. The
1991 sales are anticipated to be 38% higher than
1989 sales. Its sales
in first quarter 1991 are 17.0% higher than the
same period last year.
While retaining its domination of the Premium
Price segment, PGL has
now become the second largest seller of the market
also.
In the second half of 1991, PGL packaging material
will be printed on
gravure process instead of offset which will
further improve pack/carton
presentation.
The need for a Lights/Mild variant in this market
is currently being
studied.
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BAT Industries document for Province of British
Columbia 25 October 1999


Act. YTD %
1990 1991 % diff. YTD Over TOT % Share
Actual Budget v9. 90 Mar.91 Last % Dom. Mrkt.
(c) Sri Lanka
PGL 1167.0 1361.0 +16.7 292.0 +10.7 14.7
In Sri Lanka as well, PGL corltinues to grow
significantly. Its 1991 sales
are likely to be 80% higher than 1989 sales.
PGL distribution is being further improved
(especially rural areas) and
current trends indicate that PGL current year
forecast will be exceeded.
PGL Lights is not performing well in this market
and corrective measures
are under consideration.
(d) Middle East
Saudi Arabia 1095.0 930.0 -15.1 330.4 +37.6 13.8
Oman 192.0 188.0 -2.0 46.2 +11.0 2.4
Kuwait 150.0 - - - - -
Dubai 88.0 90.0 +2.3 22.3 -8.2 1.1
Lower budgeted Saudi Arabia sales in 1991 are on
account of the
proposed price increase which will force the end
price to cross 20 riyal a
carton barrier and consequent volume drop. Initial
indications are that
the brand has absorbed the March 1991 price
increase quite well.
However, the position will become clearer by
mid-year.
With the liberation of Kuwait supplies will resume
shortly.
(e) Africa
Nioeria
PGL
22.2
6.4
8.0
-
9.3
917.0 1260.0 +37.3 196.1 -29.1 11.6 12.7
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BAT Industries document for Province of British
Columbia 25 October 1999


JOHN PLAYER SPECIAL - SUMMARY
MAJOR MARKETS
1990 1991 % DIFF
ACTUAL BUDGET VS BUDGET
FAR EAST
Australia 159.8 104.8 -34.4
Malaysia 67.4 282.5 319.1
New Zealand 2.5 2.3 -8.0
Japan 362.6 412.0 13.6
South Korea 14.3 99.0 592.3
EUROPE
Canary Islands 20.6 18.9 -8.3
Finland 17.9 22.1 23.5
Turkey 9.6 20.0 108.3
SOUTH AFRICA
South Africa 475.1 540.0 13.7
WESTERN HEMISPHERE
Canada 129.0 131.1 1.6
Brazil 96.5 90.0 -6.7
Chile 3.3 -- -100.0
Panarna 1.5 2.0 33.3
Venezuela 25.6 66.0 157.8
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BAT Industries document for Province of British
Columbia 25 October 1999


PLAYERS GOLD LEAF - SUMMARY
1990 1991 1991 % YTD % YTD'91
REGION ACTUAL BUDGET YTD 91190 Vs.BUDGET
Far East:
Pakistan 2157.0 2286.0 519 -12.5
Bangiadesh 1280.0 1490.0 335 +17.0
Sri Lanka 1167.0 1361.0 292 +10.7
TOTAL REGION 4995.7 5490.4 1214.1 -2.8
Middle East:
Saudi Arabia 1095.0 930.0 330.4 +37.6
Oman 192.0 188.0 46.2 +1.0
Kuwait 150.0 - -
Dubai 88.0 90.0 22.3 -8.2
TOTAL REGION 1691.6 1358.9 543.2 +28.3
Africa:
Nigeria 917.0 1260.0 196.1 -29.1
Cameroon 138.0 162.0 30.5 -17.1
TOTALREGION 1194.2 1654.4 260.3 -17.8
Western Hemisohere;
Argentina 53.5 46.2 13.8 +12.2
TOTAL REGION 53.5 46.2 13.8 +12.2
PGLTOTAL 7935.5 8549.9 2039.8 +1.9
-4.5
-12.0
-9.7
-8.9
+16.7
+2.6
+2.7
+42.7
-30.5
-24.7
-30.1
+22.1
+7-2.1
-2.8
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BAT Industries document for Province of British
Columbia 25 October 1999


Though sales forecast 1991 is 37.3% higher than
actual sales 1990,
actual current year sales are lower on account of
mid-1 990 massive
price increase; the brand has already stabilised
at a smaller volume base
from where it is expected to grow in 1991. There
is a definite need to
improve the "quality" of the brand and corrective
measures are in hand.
Act. YTD, %
1990 1991 % diff. YTD Over TOT % Share
Actual Budaet vs. 90 Mar.91 Last % PQL Dom.
f'Arkt.
Cameroon
PGL 138.0 162.0 +17.2 31.0 -17.1 1.7 4.5
The brand is under pressure from Menthol brands in
Cameroon. To take
advantage of the rapidly growing menthol segment
in the country, PGL
Menthol is being progressed for launch in October
1991.
NJ
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N)
r\-)
N)
BAT Industries document for Province of British
COIUMbia 25 October 1999