~3~11_ ~ Brtua~~nl~blao(.~*L$$ T~eWN116GY nareTne SWmunOn WUkP To 55S BnipJtprm Tam IFROM Dr Rh Crrilin Mt, G.k I~e~d A;;~-WICgOl DIYR 21 JanttatY 1993 Proilrt ETEB~STTY ~ban~yw lorywr paarl~auoP ulme 515 blliMenninl e~lldn; t~i pm~eld a ~ical~ pi ideal and views and your eonniburion is ~iatowlcdgtd with pleosan. Thearwcbcd donunent records ajny of the main poim that wen made d~ng the enacie in terms ofconolmct, n~arlcetin% tshnological and searory inputs, A brief note is also made conceming the final section, which considered how we might organise ojfcun Since the meeting, it has bun decided that the fast information gaBrriP~ philseshould be confined to 2 weclrs, ;md that oar nominated individual would b together the information for each of the 3 idcdified strands of the developmcd i, Mceh3nics (Bq Hardin~ 2 Smoothn#s (Robin Crellin) 3. Ime3ct(MikeDixon) These indiviClr will eoal~ m3ny of the members of Ulebraiartalmine tesm in aniring at their considmdjudgrmeoS so pime rxpectto be contacted wilhinthe nut week otJa A second meeb:ng of the full tcun is planned when a draft pmlocol LEIERNIIY has bun prepared, &a~c~a~ R.A. CRELIM \0. · ·"·"I"'"~ I' ~ Clit; PDF -!::!!::!!::!.f3 StlC.i: 0111 R~CI 19rh Janua~ 1993 Ploiect ETERNITY Brainstormino Session · Monday 18th January 1943 Present: Taj Hirji, Rob Ferris, Alan S~ephenson, Mark Magnacca, John Stone, Adrian Barnes, Peter Dobscn, Tony Cousins, Robin Cretin, Colin Ereig, lan Hughes, Rosamarl O'Reiily, Tina Whirton, Mike Dixon, earnl Hardicg~ ~e o~jec;ive cells for ti;e deve!o:~znr, within Is months time Ire;dioesr ic: launcn by ~sa~e~ 3 1341, of a rarisad 5jj ifuil tlavour KSi wnich i,a imoroved sensory ~eliormasca. it is r~coEnisad that the product it periorninp well as a and is cocslcsi!e a goad plodut, and rna; t:e "6:wnside" risle s hich; ne'ier,~elecs:ais is it~e 6Sht point at wnlca to ettemot to build on succes;~ :'3! 5 IliZil·:: S2,9jC:· ::I '5Cg:T:i::i::i Z:2iC4:::f divi~ec: i~:e ~ve :. Plhn ~ine Si sources ci ir,i~:za~i:n do we ne;c; 5, ilc'lv do :ve org;nisa as ~:ajc: ·:"3 nea', :3 get s:cc'J·~' .~i:;li':~~ :::t it2 CoTsS;m?: ·:~212Cfj125eCD Si Zil~C-::~~ GCC:Sii~·~I2~elj ·:"E iC~ES Si ~r~c~e: s~~rc:c~:s:5 ·:-a S2r.S;:'i ',:e'4S :::"E "31'! Z:: t~nc~tr;;rtsi~; :-a i:l~~·.~ice c31;:erS !!C::C ::3 '2.1 :C:C:I ItC?:.;lng;~e Lsiss;::~. : C3nsumer. Mzrke!inc. Teinciccic:i 3n3S2nsorv infarmatian i.T~e ~aic eaafr is Ctisa, wilzl~ Z~Z jer,eiits from a long herirsce, its p:zdamina~:lv 'lir~inia s~yie ;cardt wi:a ite marke! taste preference. its ;~~icls: Flla;lt er are res:Snise~ 25 alisfaefion End smoobness. Reeen: resting in China by STC has demonstrated that "smoorhness wins in China", The brand is also sueeessiul in 12 other markets, but it follows from the facr that 90$ of 555 is UK Expons and 601b of this goes to China, that 555 won't change other than via blind CPt in China. 2, Other volume imponed brands are Marlbnm, Kent and Hilton, There are no significant imported Virginias other than 555, but the market does not think in Virginia ·v· US Blended terms; thus 555 competes on smoothness with Marlboro and the domestic Chinese brands, fne 555 franchise is currently a lot aider than that of Marlboro, but a gap will remain if 555 becomes established as the aspiratianal brand for younger smakers~ 3~ ~here are a number of perceived physical negatives (not consumer C· basedl to 555 which are already being addressed. These include "logs", C CI I:PDF · \:1111::, t3sid~81~3 CD~~DfSTI~l · C~~'rCORY i: >(I~~E50T~ TOB~CCO'UitC.·ITIOS: ... __ high and variable pressure dreD, lease and recessed ends, ash problems and burn characteristics. it is ar;~ed, tnouSn, that physical defects can aifea sensory judgement leg faded die·?rir,~ implies aged product which sets up an expectation of mus;l taste e~a~acarl, It was confirmed that E;3 had a broader st on pressure drop than Marlboro, even though Marlboro carries ventilation. Consumer testing a long time ago (Projeer SCORPION) failed however to es:abiish that a narrow pt rage was a virrue~ $, it was argued that pt reduction carriec the risic of a loss in s~eor~ness. ihis needs to be guarded against, par.aizri~( as the Chinese consumer bec:n;es more s:a~is;icz;e~ in ~esaonse :c:ae rna!lte! SfC3niT;g more cc~petiiiva· 5. F~IEribara uses suz·jier~cr.:c~f c-:;:ic"j ar.e cssincsiiisvocrs to reduce blend v;w;l ~y o a ;2·cz \roicae ~:zr,d, i~e Eaj ascrcac:, as liriilee nss crown ~;s Seer, rr,oie &r;cse i:c:: ~are countries, ane ;rying re fix ol/eriil oler,en/C3;jne ECC SL~SZIS :3 isec vzriaricn sviihir, r33scnabie :o·acs, GcwPre! ES:Oc;ec;e:Zd! ccnzc21,::r "Sa;C~nidt~' ci:na e:si;e is :;r;ic~lzr;l Ec-:l for ,.,:, ...r~ r,~~."~"PO~ :~ .- ·-" n 2; :?~I~: lilC~:SSi:l;'l~ C :6er t::~:~c~es ~c:~ct 3rC:LJ:iG;:5 ···~-·: .? S.~j::: :2 ,~;::T,IOT~, ij6CinS :in81 t::2:tC .c.··e.: -,n*;·· !C*:r ; t·..:·: t-: :!I:·I~P;PC ~r I:::~IC~ aicc:~ ;2·!r·· ,,,..,,.c: 3 :I~·c\··'4 ·'· :;ii' ~~f '. It'lV Ilvas .~:,I:~ :::: 1~ -r;r:·:: ~~;: ~~: :·~----- *~"'""" ::d S~CI:~~ C~E:j:I ~lyas :Ic; cc~s;s;~-r !~C1E~, ~~C:~OI;Ca':~~ :rGc::E; -escze ~~ easier 1:5.I:, ecr~ acis:~t~s py.C 7::3 ~i:~rainass ~~z ::a:;;.e ··crnr :r 3;cdCC; SL?ted~aS t;sE 0'1?125 CC11Sial:·JldiP.2PI. ii nescr rs de :sr~arn~e!t~ ~~;~ C~ieE is ~ ~c~:ns ~jllicz:', t?r: :actorl :i ~irbr; tov,eve!, ~52Ci'cj issue ::n t2 C' s;mii;r ace. :E real ;:r,ce!l S:tsrinS "i~ast' t~f de~eico~i~enis in 3 ~~raE: wr.it~ r~oreiiiy recaivz~ "aEed" prsccc,;~cc~t this :'3ill be r,eclcnt:'l in view Si:1:e ~(OjeC: ii~2 scale, as ~yi;/ 2 liiS; reS3Gr;Sal SVS;?ln ic[ C?CCiT,C C'i:asa 552 consumer reaction :c ceveiocsest p;cc~cs· 7. It is felt that Aginion improves smoothness; smoking straight ASlinion gives a good moistening in the mouth eiiat:, \iVi;hin the European context it was ielt that 555 would be perceived too full, strong and irritating; in China, the Sjj virtues of satisfaction and smoothness may be explained by the low oieainelunder-ripe character of Chinese tobacco and high tar cigarer;e construction leading to lack of satisfaction and high irritation, Scme key Chinese brands ale suhjeered lc brand analysis; this data should be examined more closely, and erpertlpanel smokers should confirm the smoking qualities of these products and provide a bener understanding in blend and taste style terms of the Chinese taste preference. CI I:PCF - ~ ~;·~::: lasl 20:bm0 CO~iiDi~i[~L: C~TEGORY I:'a[l~ZElOf~ TOBCCO iiiiQflOS.- ·· 8. Another view is that smokers might be prepared to trade some tar for increased s~ootr.ness~ it war felt very important to emphaJire, though, that what is ragired is ilavollr with smoothness, not;he Rat smoothness which some plodac:s exhibit, 4, Same felt ttir more impact was needed, not neeesrarily by more nie3tine but pe6z?s using pH effects. Others felt that impact could come dawn a bit and dSn~ bring a smoothness bonus. An area to explore might thus be variants which move impae: up and down, against domestic Chinese compe!;;:rs~ 8, Orcanisz:ion as a Tes~ in viel~v 3r :ne f::i!c: tisa oonst:a!nt,the view ci the SrouP 'I~os ;ner me nos; ?!;IC:EPt rC~:! iorw~:i would be to split in;o 3 teams ini;ially.;ilese ~es~n 'ncc:e esz::aice Ics :i;tB cain s;ands ci ~ce develeceee;: a, I~2C~26~C2 :, SteC:::2s9 T?i: I~cica 42ii;E!jT;9 iaS~BC:Zi:': ~3CS~;f,al ic;or,e::~~, cj9;;'ib!li;9 ::a feZ:C:S Of POtePrjii ic:or;8ec?l C4C ding :;ZSC~?C 3:(:?""3':I1 ::~:ent e:C ?evisie; zi;ar I;e ician S;ti,i~:CT I'i d8ve!c~~nir,: ;ime .:~rt:1~"3.;iO~lC :~:CT: CSCS ;~ ;!? aeeis so::;:;~ over,il ~~_Flii :::::::.:'~ :t:t~isec IsZ;e 3eie i!3 erisids!az~2 ~cr'n;isi :~a ::siEs: :~z;r. :2~ be iilEC:3r, 2nd ~ ·.·, ROEIN C~il~~ cc, Those Fleser,: Mr. G.A,Reld CIII:POF - 1:1': 11:I i~jii~~~ CO~iiDEm~l ·.C~TZtORY I: ~a~~E~Df6 TOBSttO EiilChTIOS. ' 2~]AN1993 A16111 Ara~ll ht IP nnn C6kk16nl RFbPttPObl I Interna~onal #~e~a )IP 18791 RURONA Ljmifld Rl~odf~n II5 IU 091 111)) UiCI Il(lol ncr prsn IWE(S/AHI/O~ II~ Ja~IPtatY 1993 kG~A, Reid, Ea~ Te~t~~ Caare, Regents Park Road, So~rtt~mptcn~ Oear Csa~m, ~ ~lpl~asm~~ to neet You again in Scw~apten sd t~a~ks fcr J~ r the ~rt~miry of discussing ~ Fo5sihilitiea for joint dwelcpasms d collab3raticn with m in tile hrhlre~ i ~~a ~ 6ltrcaa Irtwnatic~S L ~n~c~ oraetiva ~n wt~icl~ could be of ~ ~ists~e PB in wl filter kloprents for new lai d ultza ~ ~ poSrcs~ In rc~~ to ~~, If you would like a to atterd enl of ~ Radl neetings to present our 4 of filters Jnicn ~ being used a d Fab~cts amend tne ~~ ~ Please Q rat Li~e ~ centact a. r~8, r will ~ ~ pleased to accept ~ ldrd invltaticn to visit ~ nRj alcpwt facility at ~ aF~soFn~ia ~ in ~1· Planks again for e ~ d I look forward very d to ~eari~ frcI Rest regards, Yours ~irY~erely, lR B,J,f. S1E~EI(D Research 1 Deve~oFmaa Director I ul·l·laluua~llllYII I e, n1~11, lrlll O I I~lmnnrmul ~ I*·~ I~r Irl ~ sull CI~ ruu kC (IL Flu L(*r ~ InIlMl * wilt rlYe : ·~ sl· lc3 ClibPDF - v~~fastio.soni __ British·american Tabaeco Compan)i limited TECHNOLOGY CENtRE PO 80x 90 RsgemJ Pall: Road Soutnamplcn 309 7FS England G~iRlpr filechone: Scuthampron (07031 782111 Td~x: 477/69 pax: (07031 779715 7 Janua~ 1993 MrT, Perein BATCo Li~tcd Staincs DcarTony, As vou art aware it we agreed undctRubieon lar Mr Tony Cousins would join the B~C whilst rcdning his ~urrcli ~ponribili~ics and take on baud additional produrt developrnent dutits In hf oBNtion of the fact tbat'lonv has decided not to proceed wilb thiscPuss of acriw andwili b~ Ihe ~wnpanl, at lie tnd olL\pri], I have gerd the following ecura olaetioa Mr hlan Stcpbcnson who heads our Product Tcchnolo~y Division will Rrato fell mponsibilig icr the BTCr product deveiapmene funetioa I have also a~&d with him that Mt Bany Hatdin& a mrmberof his leam,will 'shadow' To~y Co~sins durhg the period Januar~ through April, $ CPSUIC Ihat we have appropriate cover and contiPui~ in respect oETony's specific mponsibilitn I have ssi(ed Alao Stcpheason to earm~nirale this position to bolTony Cousins and B·ur! Hardiog and to vrork cut the most appropriate meant drachicvinp this objcetive within the tra~sition period Alan Stcphcnson will advir us in due ewne of the most appropriate means or ehYlriPl that the ETC prsvidn BhI~jllEC)E apd the Spa~amptoP Facq with fi~ product development suppon Kth best regards Yalus sincerely, 6.A, Rlad c,e. J,Lord A. Stcpbcason ·r. Kji (for ;o[cnnaban) I~POner MILLLLYX K.YOWG.lm ausO TWIIIOY ' o~ b ~C*R O1'MI BA; kOCIIIIU Grarlufonnlutm II boe No toPt~ Ln 'j Clit; PDF -!::!!::!!::!.f3 StlC.i: 0111 i II; I i i, ga ', BAT : BRITISH~~MERICr\~ TOBACCO CO~IP~;I'F III1ITED 18 Deecmbcr 1992 Tg~ Distribution list E~ lain Hacking USIB STATUS REPORT plesse find attached the second USIB status report which 3ddresses prrformwc: and ad,ities for LUCKY STRIKE, KENT & BARCLAY. ~hert are a number aiprojcctr being worked on which cannot be addressed in ihis public document, Whilst I 992 has been an cxcirinS year for each brand, the volume paformmce against budger has been unsatisfactory, Growth versus 1992 hs been 3ehieved this ynr 3nd denmd For USIB's generally has been buoyant, We must all work better togaher in 1993 to achieve the volume, share and profru budgets, Thir was it tirst year in existence for the USIB Bnnd Group. Mg I thank you for your efforts on behalf of each brand and so for your help and, in some cares shon· term indulgence, of my Bnnd Group. As our knowledge and experience grow, we can add due in a more helpful manner and share ~th you what each brand is achieving on an intemah'ona1 and regional basis, Bton & Wiliiamsan has a right, as Brand Owner, to Inow our plans across the marketing mix of each brand at an early stage of develogmml B&W also wants to know From BATCo Millbank ifa particular initiativeot proposed strategy have our endorsement, The USIB Group in Millbalk is the one voice on strategic USIB issues with B&W, In our fn~menrtd srmcture it is almost impossible to over·communiac. please continue to contact my Band Group on strategic issues and to keep on~ing contact with B&W on tactical and operational issues once the s~tegy is agreed. We would like to wiJh you a terrific Con'stmsJ and pmsperous New Year · particularly ~ Philip Mom's's expense, IG HACKING Enc, n R1vP Ol!lol Mlilslrr lisilu~lGir~~ Inlzti TwlJ Ibl fAl 3;j)lji OJJ IJ hrmost 078~tbOIJU ~ wlulrl PI ~n IO Irrcnlltr elpcr lueolrPmrtn Is Lsuros Su i)li~ Ln C: I i I; PDF -!::!!::!!::!.f3 StlC.i: 0111 USIB SThT1~S.REPOR~ Distribution lilt: B~TCo, Bfillbnnk BDBnmicy IHu#tin RHPilbcun AWHSusrynski ]REmbistcwski ARDnvid PN Adams ilGreen NDlrb TUWiison KS Ount THiji RS Hmley NNiedermann DS Wanedon RPFerris P iM Binphjm P Greens S M Osbame D Ch3knboni IGM Priem BSTCo, Souhmpton GRRc3d B~ICo, Wckln$ RMsumoror ADGPercin RMH Dunwn BAT industries, \Vindsor House A van Wj3)1 E~amPr Fa~btl~us~n~ii~ BAT Nederland J F M Mogjn BAT China FChong BA'F Beneh M Polet BnT Hone Koag R I Miller BAT France M i~laa 82;I~ Hone Kong M Vallon BAT Finhnd M P Fenn BhTUKE, "Itisain T R Ivey BhT Suisse C A Borlot B~TUKE, Siapport F Combl BU Elpml G F C~low 1IIrC, Mll~ysil R S CJmtron B~T Clprul B J Kcmb311 STC, Sing3pon P McP~il \Vilis, kstralln G ~Jnold 8[dca 81\r, Kenya TP CI ~cDoacll BAT, Inlanosi~ FGilla NTC, Nietris limqusii B~T, Zi~nbabwl AS~ UTICO, S. Afdcl SSuthH1Jnd latin AmuiEl Noblm·Pielardo RWJones THS~ Honduru RDanilov Chiletjbacos 1DGriml TnSA, Nian:ul DROj3E Bigog Vlntzuda M Wjrerficld Llonzan, El Sllndol E Bianchi TISL Pnnamn RWanl RTCD, Cort3 Ria I aulirol Campat TNM, Gult~m3la 1MWunnser 8&tvlntemltlanal louitvillr TE Whirclwir Hone Kone MT~ylor 11 Hcndricks Singlpore JMcNiell RJMiller Xlilmi FVLina GKorf~wge bmbq IDhlsc~clwld BruJlllrHCHowcL Jlpm Wl.TelIinl Beracit~ o CnY ISh3nnon BSB london NKennedy REd~d~ BSB ~msttrd3m BScLI~ .Crl Clit; PDF -!::!!::!!::!.f3 StlC.i: 0111 _~CC TOBACCO STRATEGY GROUP B~RCI~Y -- REVIEW TO SEeTESIBER 1992 1, SrnlsrsmY 1992 JAN· I % YAR I % Y~R YEAR lo YbR 1991 SEPT YS V$ E~D YEAR YS, ACTUAL, ACTUAL 1991 BUDGET B1'DGEf BII)CFT Domatic 3141,7 2452.7 '1.2 0,2PI 3329,8 3349,2 0,6 Expert 81.7 PI.I ·11.9 ·9.3 66,4 6Jl9 2,3 TOTIU, 3226,1 2496,8 9,0 0.0 3396.2 3414.1 d.5 a) Overall: BARCLAY s~Ye grew in all markets with the nccption of AsgeaD~Pa. Volume has shown a j,?% year on year gradh and is presently on budget, Blued on the yw·md estinwte, volume is aptdcd to grow 5,3% versus 1991 and end the year O.j% below budget, 1he brand would have performed even better but for the negative impact of the figures ~om Argentina, where support by since been discontinued and from Finlan4 where sales are up 11.0% p on ~L~ but 3.4% below budget. Tne mufi~t in FinlJnd is dwmtndiog atay from premium priced bryldr. Unlike Mha premium pr;d brands the dolll~~ing b only sl~w~d B~RC1Ars grorth. All other local markets are perforrPing ahead of last yeu: in terms of volume sales ad market share. The performance of BARC1AY U1TlU IIG~S is a kcl element for the bnnd', future n~ccar in Eumpe togaher ~ilh s mntinucd consumer relponre orlhe ~r rtclarifiution of BARC1AY parent to Irq, The brand has gown s)wre in all key European markets at the parent's momentum continued in Holland and from LZ'lRA LIGHTS in Ssitterlsnd and Belgium. b) Domestic: Total sales for the first three quarters of 1992 am 2452.7 million, a 7,2% increase over the same period;l year ago and 0.2% above budget, AII markets posted strong volume growth widt the rrcrption of Austnli4 where the product is still in test market and Argenlinl wfirre the bryld hy not performed YWrdi7B to rcpcaJlionr liner its l?uneh i Stprmba 1991. Consumers in Argentihlhsve little J\wnMcss oidelivuitr and BARC1AY wy therefore seen to be addressing a noncxisted problem, As a result of the brand's poor performance in Argcnipr, marketing support has been put on hold. c) ~p~ Gport volumes for the first three qu3dns of 1992 were 44.1 million sticks, This was a 41,90/1 decline over the previous year and 9.3% below budget, BAT Co cannot 4 influence these sales figures as the salts largely consist of contnu manufacture for non·BAT Co O markets (e.g. Italy cspa~ by BAT(Bcoeilll), Total volume for the p is Mti~ltd to be 66,4 O million cignrenes. ?.3O/o above the Ibnu~l budget. C: I i I; PDF -!::!!::!!::!.f3 StlC.i: 0111 M~DR II~Rlgt COII~~TS Hdholr$ 8~1 air ro pp 9.0% ova the J·r pcddlat veer yld ~JX up on budger. ne ada ~+ ~ 6.11'( ol Io blai avkQ xYd ~hn to 6 ox of Id la9 pJid volume gndlLp border 11~~ BddPm and 1Px: bI~d Ib~ d aJ# is $d~~ 105 versus 1901. ne UL~RX LIG~S version a IlaaLPt luPdd i I+pjg of ~I ~ yld eontribuled djdPdg O be ~IK p a Y" ·I~ Id ported h Ce bnh ne ~ apedm~ by II bt3nd ma ~~ adld*b from be Ul'fRA LIG~S version. Sip olbe prat B~C1AY AC~O~ L* bnn d~ dlir ~W, dojl rhe c~ of ~ plod t3rdclivory imm Iq to llb Sdod*~ Wle nlo \vcrc up ~JX I ~ paioa n ·d PIK 3bwe II~, ne UITIU 1IGW version's gro~th cotild LdPIat r~l \vhile the plaat BARCLAY A~OH dcdld di)l~ ae dr 6be b~l ~t a S~dad is ovc~~ ~t b the grou;th a trylsit business g Ihb. ~I M i dd dr8atadg B~CI~I mttd IhA, ~~ch \vould ~t~ss hnve been 16K ·d not the 5.1"/1 qa Rd~ Yltd Sb b;v p to blK indexing ]04 versus 1991 ~1 volume $cJ 1 ion pr on y~ despite the npid B~ of the br pdee ICQt To" IIITRQ llGKTS tar ~aa CaY d IO~lld) RI laUnfhCd i lsl~ 01~~~ tO thC BWd rBR~. 1 Shtp~ alYn Prnieets Stthu Communieation: M ~pJp GREY ~ presented furrber rcvisionrJenb;lneeme p (he 'Cclpaile Never" ap~C, nr Hill be presented nod disUllsed r the Go Cor Prior to eXeeurion d Rd~ Bn nlnterials G~ vvill present proposals for & ~ntd BTl p3dwgt for 1992 i be Dee 21 rnatingar YlbJ, Op Cor to ~. Prepanls 91 bdlL 1) Ombrelln ~ ide3s 1) Cycle 3 nwneri31l 3)M 1) Spcaon~p ClibPDF - v~~fastio.soni __~ tVCKY STRltE lrllTER STdT~ REPOBT REHP1 TO SBHEIIIB 1192 1 SU)lblARY Soles VdoPe 1)911~· In vda In v~n Kv~ 19)1 SEPT YS. ~· PMD YIIR IS AQUU U~I BUDQr EST. BUDGET I ICDCPT DPmcstIe I JZ~1 11333 ~11 Slh~ I#L( ~12 Exp,rt 901.1 91~5 18 13211.1 6922 II TOrU nORI Y~L2 6,6 642 6339.8 72)LI ~20 g P~PIl: It$ Strike Filter shore grew or ained nMe in ~14 pd· colprd ~iY98 wi!h be laqlal cISineepon, Yd~ end hbrah 8111P 6.6"/1 ewnulotiveIy versns yat obo bd ~ IbZ~ bdor Ldbd Baa no the htat Ir end dinfg voIumc is ap~rd to brow 3.1"/1 Ical 1991 Id ad br ~ 12"/, below B~r ~Pmrst~c; Dom#tic volume is 4~ in bdot ac some period p lp ond 1~ bdo~ Bslfa ~e key rmos Ir Lb vay disjppeintinI CbaaP ac due pdldplb a 9~1 (d10 as a budIet)lad ln6oncsia (~50 pt vs 8~~. L ~~ eoIinuiaI Ylh Indl d coatnbond ~Pb ~iadd 1132 Ir on on Ilkcd Lab rco~ for the m~ody of the Ilodg The BCna~ shortfoil is md to the end 1991 ehanSes in adrs dPda wLioh Itasdl aIIcacd paiP ja whita ·d I bPld mb Itdy ~ I~ lh3lel Mrlom. c) ~: elpoa rlna p 81.3"/1 vcMs yev 180 ·d aR rg Bul~ ~t b Idrplg driven by Bop BI Bqod wbieb · 80.3"/( chad ~aa p yo bat ail 7,O9S bdo~ Bldpt De CBPre vcnlu Budget lue ban reduced ipi~b mmpd rib Bit gta Lr*t the yc3r cad diJe oI]OII a rpnab II II Icabn ~·s the bldla t IWOR ~Bm ~QI)lgM~ SPoin; Pc AUglScPl WCca Ihm L at an JI dDI Ylb oil~ i It 21d CLIP~ (indcl I 14 I ycsr aIo) compld 8 a d,ls6e shipment I~~,l~h Volnmc b bl at 1169 ms b 8% below 1991 rd 26,'P/e bdor BIQd This b due nddy C'Ulh i USI ISP contnbond arrentlY ~imtd 131m ya month (132 IIIP~. By ~61C these volumce b3ck i be pal eiY ww]d Ic 04 ~ below Budget re 1~ curnnt ndlte ol 18.8'/1 below BICrt ClibPDF - v~~fastio.soni Indonah: Marker share r 13W is hda4 I versus ~n. Volume Lilt Is tr ~m 31 331 orts is 2,2"/( below the rat p~dod la yer opd ]LIW below BO~ 1SF volume continues r be Id*Bdl Ibd by 1~ I~dP( IL Compared to YIJOP. Recent tPf ·db BBcd to 3chicve a ilidod ioprovemt9t ~ product perform3nee verses Yrboa (DO:60 bit in ovenll pa8ane4, ab klle is being addressed throueh B~O product Developmenr aId in da ila riqoificonlly iIpteve perlormylce is khl plml lepJmteiY B~ hbaah rl be testiop Le 'Sonsr ~tlY al·iaCa prognlnme db (rPate msulls available h December ~1 ~ha q·tllhr by d Is 4uJnu. Chile; Marker share ar 3.3"/1 i indalal lOO vcrmJ Un. Vdae i 218 ~ is 191 ahead ~~~ year go and 2.9"/i dal P1Bdla ne key aeo for the st3ble lhare performance Lt bceo Be move re dge lhe price 18rs8d venus ~Loa which led a same outnow from the bid 1SF is aOr Idc~ 2.1"/1 below Marlboro Jnd I~B i apcld a be aohieved by dpd 1991 Chilet3banoS Plan O a~ our qU3ntitatiVe IdVhd~eb ~lrh reassess the relative Inndb ·d whoo ~n~ Sasl Hth' ald Bad p~~el dcriog first ~a a. ~Ylj~: Bid Ib at ISK 8~ dsa;i9oieting oh~ly 13 versus V~t Volume forthc period of 206 1 is Bdl belcw the lame period br ~92 and gA below Bala lbe bd 3od ddmte oI115 ~ is tlW below Budget. The bmnd is Suiferinl h a weak ptdhl Ph. Plm In in bond to continue improving the product perfonnance and the SBa Nlchts Colmliaia mc~ will he 4rd d mcd fore ~~rd DIICI timing oflecond qUoItel 93, Shaar Bmd ILn at 9,1"/, id~if P7 versus U92 reneots 01~dl market pal Id higher priced premium L~ Volumes ct 111 a re 2,1"/1 above the lame period ~92 d ellab oo b~ Bosa ii ya ad volume ofl29 mrs i ap~d a be 3,0"/1 below Budeet, P~dl~ Bold shire at P~ o~~pn O show positive b~h edail 129 versus 1991 Volume to date is II~ ahead *~ the sarne period last la ad 16~ ahead of BI~~ Ya end volume of 144 PO is expected I be g3K lad of Budpet. Nctherlntlds: BPd d~Q llas CI h~ Lg in 1991 I Lm to dare. Itr volume i stn ahad ofrhe ppe period lnst ya J is expected to end tbo ya Qtn over 8~~ ClibPDF - v~~fastio.soni _·~ ~L_ Bclrirdux: Band Jh3~e at 0,4% is indexing 133 versus 1992 although cumulative volumes at 50,1 mns am 16.5% 3bC3d Of1992 but 313% below Bud~ct~ A key reason for this perfornance relative to other'Sonst Nick' markets are the severe communication restrictioor which make it difficult to sommuniate the bands core values, ~lilt~Y: luclrl Stike Filter was launched in Hungary in luly Npponed by B Hungarian ~otoreycling GP, The launch was positively rccliad by both the consumers and tnde and good levels of trial, brand and advertising awawarcnws have been achieved to date HoneKoneExaort: share cfle import rgnep~ is estimated a ].5% year to date.. Cwnul3tive volnrnes to d3te at 155 mns bye ~Dwa gg.jo,b versus 1992. Performance versus Budget he improved as the Budget pb3sinC pioblm~s continue to be worked Ihrough but LSF remsinr'l,Ol below Budget. The y~y end estimate is for volume of 1055 mns, 8.2% below Budget, Status of key orairds Projld New L·aun6s: I ISf h3E been launched in the following markets: · Huagyy · July 92 .Venwth · Odober 92 · Argentina · Oaober 92 .Honduns · July 92 Pricing: Price parity bar been achieved in Swihd3ad. It ir planned to continue to priceup in all key markets where the band is below parity with Marlboro, Product: I Product improvement programmes continue in Spain, indonesia Malaysia Bel~ium! Netherlands and Parwma Communications: '8iker' campaign.: A new pool of three commercials is being produced by B&w during, NovemberlPccember for distribution to user markets by mid·Jwnwry 93, PI~I~ to undettake a limited print shoot have been delayed to 1993, in place of this B~W ph to produce a pool of mnemonic image visuals wpable for use in outdoor, These will include 1 colabi~jtion ofl, Timm and the Bullseye 'Sonn NicK Testing is now underway in indonesia and Maiaysiaamd will soon commence in Venezuela and Chile, 1131~FllP O Clit; PDF -!::!!::!!::!.f3 StlC.i: 0111 KE~iT~ ST~TI]S.REPORT REVTEW TO SEPTOIBER loot I, SOXW~RY 1992 J~L~i· I O/IVhR I K V~R YEAR O/,VhR 1991 SEPT VS~ VS, END YEAR YS, ~Cnthl ~BUIL 1991 BUDGET EST, BUDGET 1 BUDGET Domestic 187Jd 13QO ·3.1 ·1,1 182U 20Si] ·12,6 hport 6516.2 4517,1 ~5.0 ·3,2 6715.6 6861.1 ·1,3 TOT~U. 8450.6 6223,1 ~3.9 J.I 8597.6 8941.2 ·3,9 3) a~nu KENTI cumulative bnnd volume pew by 3,9% over the same period of 1991 but vns 4.1% below budget The latest ya end estimate is 8S97,6Mn units, indexing 102 vs, 1991 and 96 vs, budget, nbir is the fin period whue KE~TT hu shown growth over 1991. b) Pnmer~i~ Domestic valwne iorrhe period w1E 1,IX down an budget and 3.1K below rm 1991, The major variances were Hong Kong (12,6% below budget) and ~hllysia (8,4% below budget). The postponed launch of KMT in Agdi03, planned for September, will account for 150,1Mn. ofthe 263,SMn unit ya end shortfall ~i~it budget, I) E;ipnb; m, elpon volume v;a~ 3.m doua on budget due to a lower than forecast performance of the Hong Kong Expom business. However, the brand is now showing J 6.0% grooth over the sane period of 1991, 2, bllWQR hURKET CDhBIE~TS HoneKane: KENT performance in Hang Kong is not progressive, MD market share declined to 10.70/0 SOM, indexing 96 vs 1991YIP. Sales volumes fprthe period were 116% below budget affected by high levels of DNP entering the country, Hone Kooe Exaods: KENT achieved at estimated S.S% share of imports forthe period to date of 12.S% for Marlboro, KENT is the leading imported bnnd in Shlnghi with an estimated 40% shueafimponr(sourcc:CM~I) Cumubive export volume was 4125.9 ~a unit 2,1"/1 below budget bur 8.4% ahead bfl3Elyar, The shortfall IpiNt budget iS the result ofa careful matching of supply to the m3rks demand to mliein 3113blC in·markel price, 1~ Clit; PDF -!::!!::!!::!.f3 StlC.i: 0111 ~f~ys~s; hlJrl~d share far the period wu unclwn~td ~L 1991 a 2.10/a sales volume ry 52~ ahead ot1991 TT~ but 9.~0!0 below budget due to the underperformylee of KEKT 104, S~in~an~ ~Jlketshre remained static at 3,5%, Ww volume was 4,6% above budget and 3,5% ahead oflhe same period of1992, stimuhed by upmdin~ which resulted from the stroag 19931 economy and the 3brencr of3 prier incrrue this yur, I~bile; KM benefited hom the general upmdiq trend in the market, thieving 1,7% SOM ct I.Ld/a in 199 1, Volume was 16~3O~ above budget and 11.9"la abwd pilut ye~i. Stallls of Key Proi~ ~j~-,bunches f KDlf v;3s relaunched in Indonsia into 300 Key US[B aulla inNovember ProduK A produn improvement prognmme is proceeding in the fcliowing markets: · Malaysia · new blend to be introduced in QI '93. · Chile · new blend to be tested in Q1 '93, Commdcsticor Films ·8&w will pmduce hvo new TV Conuneri~is in QI 93. Thne will be based on the same concept as the current pool, namely "thet~3nform3lionn from the mundane daily routine to reb~ion and enjoyment", Print · New creative is currently under development, The target issue date L the new print pool manual is 92'93, TMD · KENT Irinut Holidays advertising will be broadcast throughout the Far East On the STI1R TV satellite network from lnnnaly'93, lrentstat.upepl Clit; PDF -!::!!::!!::!.f3 StlC.i: 0111 Briiish-Americnn Tabsceo Complay limi~d Millbank, KnowkGRm, SoriaesTWiB ]DY NOTBTO: RPab G,RuB FROM: 1INovcmbul992 DATE: Catdnn· ~E~1KDsty SITBJE~ XlvcyoobKasucnsfuiior~mvll~hcadxm~'oIICigyC~LS"b$P~M Ca~arina? Uro, we an duly doe thir me. A~,,~ifa~.o~yaushaaldbPldmilS i~m~st6epsiConb molv(d, Ibu~JfaTistwee. d· v~eui~,~e ~LB~4~ 4i~h· e~~"D1 ~oe. ,·····-· ..--t ,, ,,...·. ··--··--··· :·r. · '·· ~-·; ···: ~cuJI · ····'· ., ,... ...... iC; ····'·- ~~ ··--·- · ·'~ ·· ""' ······~ ·-·· .....,::. ··· ·· ··· "' "' "' ""' "' 1··' ~ ··· ··~;·· ~·~ '~':' ' ,,. XI l· -·······r.·:: '·3 ... ~.. -.. .- l"'` ·- ·· ·· ..... ··~-r:·':' ....,,, ···, -····* *· ·.· ·-1. ··· ~5' , ·· ····"·:' ~·' ·-· ·· -·~·~" ' r, .... ,..,; ,... ~··. ·,- : ~·.'" ".L ~ ""'".' ·': -··.~ ···~:.E':C~; t.;: ' "" ` I··~· " · ·· · I " --·· · ""'~ ~~~ ;· , . i, c, u- ;:· .,··; :.... ·~ ·-····· ·-r ,......,·;\·,~~· "'"" "" "" .... i .". :·t _. ·i ··:v·'r~L ~ ~ .... ._~..... : 'tt *~··· Ir -· ·-··· I1-··f ·.r k:: ···· , ··· ·~r ·· · ·, "' """ "' ·- · ·· ······I -- ·~· ·'~''"" i.. ".' ·.... .,.. ). .,I ·T·~F *f~' *i-···I· ·*1· · ' ··· I ii -·. -··~ ··I ... ct ·····-r ··-·· .~·-IAgiJ :~:I i·::.~ · ;:·*:" .'.... ..: .: . L ·.·:: .- · b:E?:~·:~ I"CI: :i'.. '~.~t~i· ~s·· ,;· ''"' L·~;:-·- r·r · ·· -·I··.. !'··I ·'· ·r··· ······ -·5:.· :· ·'"·"'- '· . ·1····- ·'C.·. .- -1 ··**r~1~1·1 I~yl "' ·I·" ~·'·''· '·* ,·...,. ,-....... ...uL\I It '.C · ..., .,,.-... --" ""' "'T~"- "'·' ~' " ~''~"---- -~ "" ' "" ~ ~"~ "--~"I ···-'C ::: ""' -' '" .. _........~~ ~~~·~·-r· ...,, I """" :u .., .. .....·l········--··s .-·-r·.-.:-- - - ,. · ·,....., fi:7 ··· · ··-··- ····-·--··' '-"-~~"""':'~" .. - ·· ·, -+···--···- · 1····· r: ,...,, ;;.. .-~ ·. ~ ds~ :~s ·-···:.,, "" · " ·· '.." ··*B1CI ''1' ,· ·~I `"' ...,.,.··-··~ ·-·· ~.:' .:··· ·t·· -··''·· : r "' "'.: , -..·· ` ~~ "'""""''~" ---' ' "` `~"' "" " ·· ·······- ' " "'` ... ~·. ,,......- .I·c.;-·.·· j~~·..'.I-'"'1 .....,.1..,.. .*~-., Ic~- ,~t=31. ··. ····· ··.·''-. :·e .~'' "-*- " '':'' .)" ·"- ~"' u·r r~.'·.l·~·_C~·l Ih·r·* ""~ ·~ ·· ·~· . ··. ·· ::d. ,. "' : I.Y. """""'""""" "" ;" "' ·' " "'~^"'~' ·· -·:I·:~·' ··~· · · ,,,. :·:1~~ ·91 IPc~· f P65 SEECO's Clit; PDF -!::!!::!!::!.f3 StlC.i: 0111 L f i t ": r ciuf B t J 1 o 3 ~ 4 1i )· C 1 h .i \ 2, ,I L .D 1 L f I, I: rr Z ~ 3 T T L L~ U t I h Z u t Y 5 o Ii ~ ·r~ 'J D rl Y 3 o~ rJ i u n I J 'I i \I r II " ~ F I! ' 1 II u P"L Q u U 't 4u C 3 C \It bI t ,1 u BL~\ t b o v ra u 4 a 1 1 P YU ~1 c t \I E :~ \I u 9 h 1 \I \I \1 r i ~J a s i o L " 5 \h r L c ·I i s \i b I O r 5 ·C' ii c i s i .:,.·· "i ·i~ ··. ~~'·~'·:' ·" ~. ·-· ":' j i c d" I ....,.. -.r~ ~IX :"" ' "' ··I··.·5'-:-:.Cf- r- *..1. .41 ;l~~·;~;~·i· I~~*-~~rT·~=·5r--~T :...c~~Y~r: :I:-. r~i*·~L~I i~E~·:i3~i3~.~"cl'~"~i f S61;9S~EOOP Clit; PDF -!::!!::!!::!.f3 StlC.i: 0111 FDClpr 21 October 1992 Mt Pard Clarl~ Filtrona limited, ~Edesway, Jarrow, Tyoe & Wear, LE313EG. Dear Paul, 'Iba~cyou very much laryour kttcr of 5,10.92, epnecmhg our paper samples I can ePafmnwe wish to proend aodwe require 1 tray of each Idn ~pc, f~e dimeasiolu are as follows; 1) 24.5SmmOD 2) NonpomuJplgwrap 3) Icnpth·120mm 4) P~nd~re dmp noBe [for 120 ann kngtb) eaee· (a) cr (b) 120 150 240 300 480 1 Si Ilm~p~odlo~~n~aidclthb stage, prqvided the samples come in the range of75·90"la I1 ~PP~ 4 bobbins of the CTt sampk fint a S10 mo width M1 a 76 mm ID core sad with an OD of- 6~70 cm, dueccurrc. Willyw : plwa m. Wcdpllhcrtbnn traasport SI `~t· ·::: 96S?IEOOP Clit; PDF -!::!!::!!::!.f3 StlC.i: 0111 I j 'L 'b ,: ,., Y ~~I~·~ ·2· f~~l~pL~·l~~pi~·L ~ryud~ h~C, crPaa Gh ~~ bG Ilepka~o~ tC Y( I C i · '"' I 1 · ·. ·-. · · · · .. " " -I "'~ ~C'~z· : -· ~I ·,, "".. ~f Cr;~ ~L~·u~~,t 't··~ · -· · urut ·,~ I ' "' 1 b·, ?·, 16~91100P ClibPDF - v~~fastio.soni _~1_C~ ~aa~aJ1 in, i-·~~~~~ I 's·--i~~Y~U3 ~Jb~L iji ~Y~4)~ RcvimsLthe Euroncln OMEG~ Workrhea C~ RI~n~mi~qvuhldhFabolduring the week 19 · 23 October The 1 ,,i*w~hi~~.l~ruc~.~ih~U~s~hi~n;~ managemnS analysis, interpretation amd presentation. The ntiwak being : 3 Klgb hupova and limited continuity in handwer far the panel leader mi b) ~dicionr through company audits that basic disciplines olplnel teding are lapsipg~ The course was structured to cover the following lcey elements: 3 A cfreaher on b O~Cd terminology, conductui by both prwnla(ic~ and delegate smoldng of the OMEGA IFfehnte eigarst~ ·. -b) PrescPta~ian~ on the use of~du~b di8rtnee tests ~d sensory pahtd comparisons c) Pmsentations on the OMEOA n: tlavoul profiling Icehni~e together with delegate smoking of cigarettes spiked wit the OME:GA n sfmnes flavourr 6) Presenhtions on the OMEGA Ill product space mapping tecbaigue, e) PrcsFoklios on panel training, testing facilities, test selection and results · interpretation and hpodwriring. f) Picmtarioas of OMEGA IV Menthol attribute pmoiling. · The prc~ntalion material war also sJppor&d by sjndicate workon OMEGA Il taste and Bavoul recognition, and OMEGA m studieswhich included sa~k Irking to obtain data data analysis, data interpdarion and presentations of the results Delegates ylete also requested to bring care dL @I~Trio tests OMEGA IrlI or Menthol products) fmm their respective territories The objective of the ease Jludies was to reiafoce the points raised in the presentations ie brielsetting, test el~ioq test application data analysis and htcrpreUioa olnruIts ia light oIthe bi~land adsttional product data i AM1110nBg~5WC~ g~locmrrsu mllr nu~wuuy ulrluuug. ~i; C· a) Consumer reswrch · Presentation of the interaction betweenpaDel asse;sment and consumer tcstiog. Presentations on tctbniqucsdd~~Pedt~extrac~ information fiom consunm on product Cahrj isPrer A presentation ofb resplts and irt~icalion~ from a stody designed to determine the optimal method of product dlsrcmmt in a .I . coasum;p~cI~ence sr~ Qtojcd C~pr~na), b) Ademonstratioa ota my soRware poc~ge designed fotp~odur~space napping ~~ ~ ;. Whg ;ensorj ~d a~ceblabili~'h fromeonjumet shldic~ ~atmap), c) A short presentation of the PQRS sjstem d) A short ~rc~en16on on tbcMASP Fjdem ~ a p~t~oa on tbe ci~e~E of~urrjdi~ and lunpcra~e wtir snsorj pmeplion ofcigarette products~ f)Anarmtedplsssnbtionaf Ihc"BMdpPnlity and Consumer GwdwF tall: ... or;g;nalyprescaleaby~~Bramley, ""~ j~l~;'" Lj PL:X;: *·· -· ·· --. .... 86g9EEOOP Clit; PDF -!::!!::!!::!.f3 StlC.i: 0111 ~C~ I i In my opinion Ihr aims c14 IVorlcshop were comet and the rrpleriJ1 taken to the Workshop was rtssdnably well selected to re3lise these aims The ancillary material (i.e not directly related to the OMEW\ system) should have provided the delegates an interesting an irlomwlive insight into how OMEGA relates to the coanum Fcrc~e~ion ortbe product and its performance, The performance ofboth Barrj Hardjng and Debh;e Moody in both the handling ofthe presentation material and Be delegate smoking Sessions was very goad It is diflicutl for me to comment on my own pcrformanrg Bany and DFbb;e fan no doubt provide thei'vicws from the wings' on my performance. Fmm Day I there was the impression of a good team spirit within the delegates and a good rapport between the delegates and presenters, I have been informed by Rob Fert;s Barry Harding and Ricardo Oberlander that sinitlarWorkshops held in Hang Kong and Chile ran smoothly and were well received by the delegates at those venues. lo spite o[JI these positive points, towards the end of the Workshop it became apparent that the European delegates were vefj unhappy with the Workshop and felt that they should have gained more from the Workshop. Ibelieve we should attempt to analyse why the delegates felt that the Workshop was less than sltbfictorj, team hum the cxecricnce and take steps to prevent the oaurence dr similar situation I do not see any point m adopting a Zvilch hunt' in this process as we are all(presenrtts, Workshop planners and delegates) aeeountabk for this rin~a~i I would like to start by providing an account of how the issue of delegate dissatisfaction initially Yee. It occumd at the evening meal on the 4th day ofthe Workshop. During this evening Debbie and myxlfwss with the majon~j ofthe tlegates, Barry had decided to take an early night as I believe he wanted to give Dcbbic and myself the opportunity to spend the evening with the delegates to see bow we coped without him This war, a sensible dceidoo as it would provide some additional training for the two of us Is preparation for the African Wolbhop Consaluently, 1 think that some of the delegates saw this as an opportunity to raise some points of eritisism with 1& 'new boys' without running the risk of offending anyone, The dixusionswne initially opened by Rami Rsmpersand (BAT Maur;thn) and Marle Thacse Cirilli (BAT Suisszr Both of these delegates were ill at ease when raisig points of Etitisisn and both Debbie and I appreciated tbeircoPrage in te$g so open and frank ARcrswn: tim we decided to seek out the views oltbe other delegates present on the $sues raised by Rami and Uuie ThcseP, The following pints oiviev were shared by the delegates present at that evening. I must stress that ed the niilsisms were given $Ipositive and eonstructive manner J cannot he dismissed as negative whingeing by Lhe delegates. 1) The delegates felt that the wc~~ was less of aworkrhop and more of seminar. We were aitisiu;d as lecturing too much and not allowing enough debate and dirusion by the delegates. 2) The delegates would have liked an oWomrnity in the wEl stags of the wbrlrshop to spend some time discussing their own personal hadvemclwiL the OMEGA system bhS9EEOOk Clit; PDF -!::!!::!!::!.f3 StlC.i: Dill I _~I~C ;e asa panel leader or an OMEGA customer. This would have given dsem an oppormnity to identify their problem areas such as paneladrninistration data analysis and raults in&rprclation. Armed with this information they felt that we as course prescnh could have used our nwltri~l mole effectively by paying special attention to the problem areas, 3) They felt that when they attempted to discuss their own problems we were somewhat dismissive of their comments and pushed them to oneside, 4) All oElhe delegates felt that chcre was far too much mwldng in the workhop. This gave them the irFpresrion that they were being tninrd as panellids rather than using the practical exercises to demonstrate the use oTC OMEGA system i,e panel training, test selection data collection, data analysis and interpretation of the results 5) The delegates were not happy with the syndicate wtio~s [pri~Farily the ka OMEGA m exercises) and the case studier They would have liked to have been presented with a detailed brief followed by a discussion on the merits ofthe various test approaches F~ving selected an approach and understanding why it was selected, they would have been happy to act as a panel to obtain data for Nbscquelll analysis and interpretation. Some of the delegates had the impression that the ear studies were used simply as an opportunity to generate results for the 'ownf~ of the cast study, rather than using a ease study to focus on aspects oip~ei administration and das interpretation etc, 6) They kit that s~dng the cigarettes in the two OMEGA m studies used too much Worlcshop lune. They bcliVCd that the ~ain objective ofl6e OMEGA m BGISiXS was to ensure that data was correctly handled and that the ouput from the principal torFponed analysiswas fully understood and correctly interpreted 1 war,Nggestcd Ct we could have provided briefs, cigarette details and raw results from a series of previously conducted OMEGA Ill studies. The dtlegts could then have analysed the ' data and p[OdPPd interpretations based on the information provided This approach (I would not have involved extensive smoking sessions and thus would have provided more time to be devottd to aspects such as data intcrpre~jtion 1) There war a lot of cotisism of the OMEGA software. Ilwas felt to be vely user unfriendly and a producer of poor ~uali~y visual output S) Many delegates felt that the data analysis package should include a method of analysing studies which fall midiw~ bc~ccn a paired eo~pclrison and a full OMEGA m monadic evaluation For example the Evaluation of a set of four samples on typically 7 to 8 attributes would result in an unbalanced rmcrbe iftbe principal component leehnigue was used Thus this would break ons olthe 1Pllesl of the principal component arslysis Evaluating the ~ar~s in a series of pairtd comparisons would be very time consuming as would including additional samples as an attempt to balance the product x attribute IMhiX in the OMEGA m analysis This additional time burden is often not acaptable in an operating company cnvimnmnt 9) Som: delegates apstcd an analysis paelgge which would provide indicatiorr of the statistical significance of de differences in amibule scores obtained from menadie testing of more than two samples ,, 0099EEOOP Clit; PDF -!::!!::!!::!.f3 StlC.i: Dill ~ 10) T~ issue of a 'paper free' sensory data collection system was mid by some of the dcleg*r These dclegaa were awu~ aflhe aaer~ to generate 3lrh a Nrtm but were in the dark as to the current status of this development Most delegates expressed a desire for a paper fret sjstem 11) Som of the delegates claimed that in the past they have iofonmd us of problems experienced during their applications of the OE~J~GA sjstcr,;nd in many instances we have failed to respond to their probkms Nde · These last five points are not comments specihe to the running of the Worlcshop but an: areas for potential further development of the OMEGA analysis package and eoPsegntly need to be addmscd My own personal view ofthe paints raised by the delegates is that these points am valid and can be used to improve future Worlcshops Many of these ctitisisrrs can be easily overcome without radically changing the content ofthe Workshop or drifting away from the original objective ofthe Workshop. Iwould now like to give nrj views on these points and propose sam: changes which could he incorporated in the African regional Wor~thop. Point 1 · We need to encwrage mote delegate participation during the presentation phases of the Workshop, Father than ploughing through slide alter slide we should periodically pause and ask for the comments of the delegates at key stages during the presentations. Point 2 · This is one of the most pertinent comments raised by the delegates, We have a trouble shooting slot at the end of the Workshop which is useful. Howevcrwe need a session at the start ofthe Workshop during which the delegates are encouraged to discuss their own personal use afthe OMEGA system i.e as a panel leader or as a receiver of panel informatioa Delegates current problems should become apparent during this session and the presenters will obtain an indication of problem areas which coaid be addressed during the Workshop It is likely that many problem areas can be resolved using the course material simply by er~hasing those sections which are relevant to the delegates problems. Point 3 · The allegation of ignoring delegates when they attempted to misc spefif~e problems probably arises from a misunderstanding. We did not deliberatcIv dismiss ctnnnmts, but we were under the ir~rasien tbnt these pain8 would be ~sa~ved during the various sessions of the Workshop Consequently, we did not deal with all the problems as they were raid and may well have overlooked some of them However, the delegates perception orour approach is worrying and we need to consider this perception By introducing an early problem daising session de delegates will be aware that their pmblerrm have been aid and recorded If we then refer baclc to these problems at the relevant points during the pmsentations, case studies etc we can obtain feedback from the delegates to dcCmJne whether these problems have been solved If not we must attempt to solve the problems or state that we will consider them further on am return from the Workshop, Point 4 · We must cmpharise that the refresher sessions with OMEGA standards is not an attempt to train tbs delegates Is ~anellis$ but is a hminder of the comtl Ipproach 1099EEOOP Clit; PDF -!::!!::!!::!.f3 StlC.i: Dill ~ in panellist training, For those delegates who art non panel lenders this can also providt them with mt insight into the basics of panel formation and retraining, This session in Helsinki was extremely long and did involve a lot ofsmoking, I believe we can cut down on the number of standards used in this session without distorting the nwllge we are trying to convey. Point 5 · The case studies used in Helsinki were not good The delegates brought cigarette samples but did not bring t& relevant material to present a true case study, The delegates claimed that the i$ot~~ion provided prior to their attendance at the Workshop failed to stress both che purpose ofthe east studies and tbC type oiancilkrl information required, As case studies me idea vehicles forhikhlighting Iq aspects of ansocy evaluation I have sent out more specific details to IL delegates of the African Worlrshop (see enclosed copy) in an attempt to prevent the occurence ofa similar problem in Zimbsbwl Phl good ease study material we will be able to provide the type olbrief normally received by a panel administrator. Alter presenting the brief we must encourage the delegates to discuss the various approachts that may be adopted to answer the questions raised in the brief Having discussed the relative nrrits and demerits of the approaches offend we can then agree on the correct approach and run the test Depending on the specific case stu~j this could involve using the delegates as a panel or we may use hwhiFb is alrtady available, Delegates should be involved in the data analysis and interpretatioa of the results, Initial case $Jdies should highlight pmblcm areas in the selection of dr test, analysis of the data and iote~Ip~tltion of multi These pmblenu will be discussed and subsequent ease s~dics will provide an indication Of how effective we me in molving these problems it is possible that the delegates may not mise any problem in the initial problem discussion session In this event the ease studies will either confirm that the delegates are using the OMEGA system correctly or that problems are them but the delegates are unaware of them or have failed to mention them Point 6 OMEGA m syndicate exercises are essential for the Workshop, The design and interpretation of OMEGA m studies is in ng view the most lilaiy scwrce of prabkroP I obtained the impression from Finland ths~ none orthe delegates could correctly interpret the large amounts of data obtained from the technique and consequently could ~ce ermnrous decisions on basically so~md data Even at the end of the Wo~shop this li~Jati~n still prcvaikd It is easy to claim that the delegates do not have the intellectual abil$ to understand the technique orthat they adopted an ani~Jde of rtsistanec to Iwning, I would dismiss these masons and claim that the we have failed to w;plain the system in a clear and concise manner, We need to concentrate on OMEGA m interpretation and ensure that a clear understanding is detained OM]EGA m test cases are useful for this purpose, Test eases do not have to involve long smoking scssionswitb the dckgatcs. We have many examples of the use of OMEGA m methodology in ETC project worlr Chris Jen~ias has several projects which have good briefs, full cigarette data, panel results zd interpretations. Tnc~ ewld be used as qdcate AcaiscJ kmed at data evaluation, and interpretation of the results in cmilupaion wiS the brief It would dill be useful to am one DMEGA m study from start to end includig delegate smoking to obtain da14 and possibly SILK or APPLE could be used Z099EEOOQ Clit; PDF -!::!!::!!::!.f3 StlC.i: Dill The various comments relating to data analysis need to be attended to. The OMEGA soRwarr: package was written ntmy years ago and conridcnble improvements in PC lechndogy and JolhvYe acltlgff have been rade in ¢ years CoPscqucntly, the OMEGA package i wtdated, ~IUIMY in us and do~lprodu~e poor quPli$ visual output Som operating comp;mies have iolmducrd their own improvements to the system but these am not available to all opnalig comparucs We should review the soRware and rstruetue it to make use oClht hecg technology developments and ulC~u~ee produce a much better par~cage. we may possibly he able to adapt the BARdAP pacbge to aehicve this aim The analysis olda~ Ilom moaadic studies aing more than hwo samples is a simple procedure. The best approach is a 1 way Analysis of Variance [ANDVA) or for acm normally distributed data Ihe nan pammetrie equivalent oltht bay Anovq b FricdrPan test W~Cn ETC several individuals already us there techniques, notably GcoBHwls Dertk irwin and myself i have pmmised to provide details oEtbjs appmacb togethe~with examples oria use to the delegates at the Eoropean Work60p Ideally it would be urlul to introduce this method as anaplion in the hvrpd OMEGA sofhvare. The desire to introduce a'paper free' sensory data eolketion system is understandable Manual entry of data is atrenuly tim: eonsumhl and may bad to tranreripiaroa Debbie is ccdahly an advoeat far the in~oduelion olsueha sptem An attempt has previously been made to develop aryslem TEs attempt did wt result in the introhrtiao of a paper frre system we hid review the previous anempt and determine the feasibility of sbully producing aworking system Reviwr probb ma! be SUIIMUFbblC using recent developments in PC based technology. The allegations from some delegates that their requests Lhclp onsensorj Ir;lalcd problems have fallen on deafears k di~Jipk The allegations may be geniune oxmsl be an overstatement of rcali~, I do not see any point in holding an iaquirj into historical Events, but we must ensure that in the Lturt any queries from panel leaders : etc me dealt with to the best of our abil$. We must also epcoutage OMEGA uoriadmin;stntors in the operating eompanics to inform us of any problems as they arise rather thunwaiting for a Wohhop to disnw them I have so far &seussed probletn arear a~d by the delegates at the Wdrshap.'lhcre ~ however, rany pleasing comments made by most ofthe delegates. All of the delegates wee apponive of the basie philosophy ofthe OMEGA ne~wc~lr Tbcyali ~cdtbltlbwo~done by Rob ferrbond8any Hardhg hcstablisbiogl~ standards and methodology of the OMEtA ntovorlr war diffieult and worthwhile. They ore committed to the system and no.one wishes to se standards deeline or the system Icplaccb The majority oldekgalcs possibly all ofthem, found the xsdons on consumer research, PPRS, MASQ, and consumer goo~Jlill interesting, informative and slimJWink These scaions produced a large unount oldillFjion, p~ieululy P9RS, andthus tt~ aspect olthe Worluhop was highly suceesrfal, Mmy delekJes stated that these sessions enabled them to understand how sensory panel r6pg b i to the E099FEOOQ Clit; PDF -!::!!::!!::!.f3 StlC.i: 0111 ~2~ overall approach to Mpmving ecnsunrr pereeption of cur pmducta This Ichfareed their views on the value of hish quality sensory evallatioas in this pmeess. In conclusion, I believe we muJ act on Ibe points njstd by the EuroFan delegates as they are valid and constructive. It is II Jo~Mvhd ofa nyslcry why the European delegatrs responded in a different IPBIVICTIO the delegates from the Far E~d or C~atrallSdulbcmAmriea It i quite pssible ~ the AFrieao dekgalcswii[ respond to the Worhshop in a similar manner to the Far Eld and CcnlraVSout~m American dcicpdcr However ilwe adopt the taeties outlined in Po$ts 1· 6 above we should mmnutuzs the type of problem cncwtcred with the European dekgatn Mi~l~t Dixon ·-·--·-··- -- -· .. P Clit; PDF -!::!!::!!::!.f3 StlC.i: 0111 BAT OMFCb TASTE ANO nAYOlm WORKSHOP · Z~BABIVE 1991 ADOmOPIAL WFORMATION TO DELEG~TES CASE SnrmES Ourprime objective ofthe workshop is to enable you a a panel kadcroras a 'custod receiving O~E(j~ information to obtain the maximum benefit fromthe OMEGA system We believe tha~ group discussions locuxd on d cast studies will help to achieve CdbjffliVC. CPaJepuerdy each company represented at the Workshop have been wperled to bring to the Workshop 2 such care shdics ideally these ease studies will be formulated from product testing cxcrcjscse~icd out $ your own company. We would likeyou to bring to the Workshop the following items for each case s~y: 1) Sufficient rrwsked and coded cigarettes to cover 25 delegates 1) The shlbi brief given to you! OMECIA panelle3der, ie the origiaal request bm tbe custonrr which enabled the panel leader to determine the type of sensory test required 31 Any relevant pmduel hlorrmdon such arbknd details, blend chemistry, smoke chemistry and product design sFeclllioas This information may have been provided by the client or alternatively the paml leader may Lave epuMtcd C infDlmation in order to obtain a fulkt interpretation of the OMEGA results, 4) If the products h the ease study have hnealuakd by your own panel, pleau: bring the both the panel seem and your interpretation of the results to the Workshop. Kth 1 the above information we will be in a position to obtain group discussions on the types of briefs given to the panel leaders and also the rttoonaes used to select the most appropriate tests We have asked for ease Studies to include OMEGA I, II, Menthol or DUDr~O fEStS. : C Thsctca can PormPily be EO~klCd in a shed time and the Workshop delegates can net as a panel to obtain the sensory data in order to iuusbate the process from start to end Howwer you ma:, hat some interesting ee $dies ring the OMEGA Ill product spaFe nnpd~s Icebni~rs Obviously, to wlfull OMEGh m s~dy and obtain sensory scores from the delegates will be rctm~b tinu eonsoming and involve a large amount danoking. If you have conducted your own OMEGA m data eolkction study and have the original taults it total or mean pens foreach product on eacb sensory ~ibule please bring them along with t& briefs and relevant product infamdioa This would provide 1 meaningful OMEGA m Ease stu$, primarily c6ncen!nliag on ~ interpretation olbe pmdnct space nwpf without ~ing to spend delegates time on data gncdioll If you k any ~hncr regarding the ease studies please contact me prier to the Wor~hop and I will attempt to answerywr qwnts PROBLE~S las ·····-· In' Clit; PDF -!::!!::!!::!.f3 StlC.i: 0111 Asyou have ken nominated as a delegate Inr dr OMEGA workshop you will have been using the OMEGA system as a a administrator or as a client I am slue that you ~ many points you w$h to mise about the system Thc~8e may include the following 1) Test ~d~Fiaistrotion details rg Panel Sckction Panel Tr&ning Panel Motiva~ion t) Selection orthe mad appropriate test 3) Interpretation of test results, particularly OMECIA m pmdurt space maps 4) Additional techniques Mt eowed by existing OMEGA methods. 5) Problems with the OMEGA robare package. ~br Workshop isjn ideal forum for the delrgatesta discuss indivaPnlpmbkms and hopefully obtain answers to the problems. It wiilalso help the course prerenters to concentrate on those issues which require further clariheliba during the Wor~hop. I would k grateful ilyou can give some thought to yourpmbkm areas and come to Ihe Wodtshop with a lid of those areas of concern We will hold mt open forum in the cady stages oEthe Wolhbop to identify problem areas and thus be able focus on these areas during the wctt Debbie Moody and myselfuc Ipokipg forward to mating you in Zimbabwe for what we hope will be a productive and enjoyable workshop Pest Regards Mike Dixon ·: io\ Jo Clit; PDF -!::!!::!!::!.f3 StlC.i: 0111 s~ av; 2·tl·92: W:09: B.I. T. ST~I~ES· 0;03 119113;: I1 3 BrISJh·Amerien Tobacco Company Limited Millbanli Kncwlt Green, Staints TW18 IDY Facsimile Cover Sheet To: Beverly HanfcI~1 Colnpaoy: B.T~C. Phone: · Fauimoe Nulabcr: 0103 119115 From; Nadine~WiHiams rbDPL 0184448239 huimilr 0184448595 Date: 02111192 Paen Indudine Uis cou: 3 Comments: ... Dc~tBlvody, k per our diertel eoa, please find atbched coW fax for Messa, DixoP d fTudin~ ~b~yw, , hb3~h ~diP~ I~ ,O 10 IC~ IG~ _rs~~ i 0\0\ Clit; PDF -!::!!::!!::!.f3 StlC.i: 0111 0786655000 0703 779715;: 21 3 2-11-92 : 15:09 : B.$.T. Sul;lEE s~r aul FACSIMIII( MESSAGE ZpdNovrmbcr 1992 To: ~.Morgan·BATBcnrby r~ ~hif slBA~MppbSu U Arppli · BAT Suisse OMEG~TAm ~UVD FLI1VO~R OP~U~NS. As you will be a~n, Ihr 1991 mlmd of OMEGA Reioazl wod3hop we Becm]y condPctrd in Fin~nb Ailbough I not ao hgoiopodble ~ opaJlioml ~p~6 i rddn aoulili~ $pOh and amduds lot OMEGh ndww~ Bving dc·brifl~ 160 pRJadiPC 111m I am db~edabo~t s9nm arpect~ o[deiegate ~apoPse in this region. h objrrd~ ~e~ lor 1992 wm a dJibc~sla nhnn to II ofp~n~ mamsMam, ~ly~b and prsscatation Rstiorullcforthi~ w;u: IgbSYPOW~tndlinM eoolyi6l~dova$Bp~bd I~dP3md; Iadiationt~t basis disciplines of owl testing are iepelng, 1 Mdartaol that some dacbe~ rvcn ottbe opinion U the wmlohPp didpot oflerlkm sI~tbinlne~ Ibis il~c~ndpe~eeptia~ Tbn role of OMEGb is ootto prouida for wmtimnu C~Bl~leWIU60D o[mah~ds, but to crmm contim3i~ oIltznda~d~ is rminlbine~ in I6rarFPa. 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