BARCLAY
    REVISED
    1989 -1990 --- VARIANCE
    VOLUME
    (MM UNITS) 1520 1271 (249)
    SHARE (%) .29 .24 (.05)
    0
    cz
    I.-,
    BAT Industries document for Legal Services : Health Canada 22 October 1999

    




    BARCLAY
    1990 PLAN
    PROMOTION
    PROVIDE PROMOTION SUPPORT DURING FIRST
    QUARTER TO MEET CHAIN COMMITMENTS.
    $2.00 CARTON INCENTIVES
    INITIATE BARCLAY Y1 TEST MARKET IN
    OCTOBER, 1990.
    0
    N-:1
    BAT Industries document for Legal Services : Health Canada 22 October 1999

    




    BARCLAY
    Y-1 TEST MARKET
    OBJECTIVE
    TEST MARKET FOUR NEW BARCLAY STYLES (NON-
    MENTHOL LIGHTS AND ULTRA, KS AND 1OO'S)
    INCORPORATING Y-1 TOBACCOS AT LOW PRICE
    BRANDED PRICING.
    MAINTAIN CURRENT PARENT STYLES FEATURING
    THE ACTRON FILTER REDUCING PRICE TO THE
    LPB PRICE POINT.
    TIMING
    START TEST MARKET IN OCTOBER, 1990
    TEST MARKET RECOMMENDATION
    DES MOINES (TA 37): .844% CSP
    VOLUME/SHARE OBJECTIVES
    NATIONAL THEORETICAL YEAR I SHARE: 0.65%
    r"o
    CD
    BAT Industries document for Legal Services : Health Canada 22 October 1999

    




    BARCLAY SPEND
    (SMM)
    ORIGINAL REVISED
    -1989 1990 1990 VARIAN
    ADVERTISING S .5 --  --
    PROMOTION S 6.4 S 2.2 S .5  (1.7)
    TEST MARKET S 2.8 S 2.8
    TOTAL S 6.9 S 5.0 $ 3.3  (1.7)
    VOLUME (B UNITS) 1.5 1.4 1.3  (.1)
    SON (0-1) .29 .27 .24  (.03)
    PROMOTION SPEND
    PER CASE $50.53 $18.99 S 4.32  ($14.67)
    PER CARTON $ .84 $ .31 $ .07 (S.24)
    0
    BAT Industries document for Legal Services : Health Canada 22 October 1999