MARKETTNG STRATEGY MEETrNG
Obiectives for Tuesday, 10th Mav 1994
Inttrnational and Rty-ional Bminds
The purpose of the session on Intenmional Brands is to agree:
- the marketing strategies for each brand.
- which brands should be the pnonties in witch regions.
In advance of the meeting. brand plans should be prepared (if not already available), covering:
- Concept (including target consumer geography and segment),
- Communications-.
Outline product specifi=ion. line extensions:
- Packaging-,
- Pricing strategy (including current selling prices per mille in major markets),
- Priority and level of support:
- Potential outside existing markets;
- volume. market share. advertising/selfing costs per rru gross contribution per miUe, in major
mark-m as on the attached schedules.
The brand plans and schedules should be sent to Mary Barron by Thursday 28th April. so that they
can be distributed on Friday 29th April,
The presentation of each brand in the meeting should take no longer than 10 minutes and should
concentrate on showing advertisements. posters. sponsors-lip. etc. which form part of the basic
concept. and providing examples of packaginS. 10 minutes will then be available for discussion of
any major issues or points of disagreement for each brand.
If we adhere to this time scale, we should be able to present and discuss the twelve International
Brands in four hours during the morning. We could then take two hours at the beginning of the
afternoon to debate International Brand priorities both globally and by region, leaving the rest of the
afternoon to present the Regional brands, in the same way as the International Brands, and to agree
their priorities within their region.
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BAT Industries document for Province of British Columbia 23 April 1999

MARKETING STRATEGY MEETING
Mik Market Strateries
The purpose of the session on major market strate-mes is to:
- raise the level of undemanding of all the participants concerning the most important markets in
which we compete
- ensure that lessons &orn one market are transferred to other markets;
- agree the GrouVs pnonty markets for future support and development.
In advance of the meeting, brief summaries of each domestic market should be prepared, covering:
- Market characteristics (including size, major types of cigarettes. price and other segments.
advertising restrictions. border trade, etc.),
- Competitive position (market sharm brands. spend. competitors factories in the market)-.
- Market profitabifity. potential and priority for BAT.
- Proposed marketing strategy.
The market summaries should also be sent to Hfiary Barton by Thursday 28th ApriL so that they can
be distributed on Friday 29th April. Competitor reports for the major export markets are already
being prepared in the Operating Groups for the annual Group competitor study being coordinated
by the BATCo market intelligence department. and will also be circulated to the participants on 29th
.,kpril.
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BAT Industries document for Province of British Columbia 23 April 1999

MARKE17NG STRATEGY MEETING
Agenda for Tugdav. I Oth May 1994
Internationni Brand Presentations
9.00 (i) Lucky Strike jW
(ii) State Express -455 JR
(iii) Kooi AV
10.00 (iv) Kent JW
(V) Benson &- Hedees JR
(Vi) Viceroy , -.* Jw
11.00 (Vii) John Player Gold Leaf V L/ JR
(Viii) Pall Mail a 1W
OX) Capri , jW
11-00 (X) Barclay t JR
(xi) Kim j GD,
(Xii) Hollywood FA
13.00-14.00 Lunch
International Brand Priorities
14.00 Global brand priorities
15.00 Regional brand priorities
Re--ional Brand Presentations and Priorities
16.00 Far East
(i) Hilton- JR
C, i) 3W
Me-gional priorities
16.40 Latin America
(iii) Belmont io@' JR
(iv) Derby v. JR/FA
(v) Continental FA
(Vi) Free FA
(vii) Minister FA
Regional priorities
tS.20 Europe
(Viii) HB 6/l/ GD
Regional priorities
13.40 Canada
OX) Players BB
Regional priorities
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19.00 Depart Windsor House for dinner in Savoy Hotel C:)
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BAT Industries document for Province of British Columbia 23 April 1999

M.ARKXTTNG STRATEGN'WETTNG
Agenda for Wednesday. I 1 th Mav 1994
Maior Market Strategies
9.00 G) USA TES
(ii) Canada DB
c1ii) Japan / South Korea TES
(iv) Combined F-N-ports PA
10.00 (V) India ND
(vi) Italy / France HAVIR
(Vii) Germany BS
(viii) CIS / Balkans / E-Europe C.Europe HATIJR
11.00 (ix) Brazil AMC
(ix) Argentina/Chile/Venezuela KD
(x) Internationa3 Duty Free FA/BB/1Rfi-1AT/J`W
Ma *or Market Priorities
11.45 Discussion cAf which markets should be the Group's top priorities for finure
support and development.
Meeting ends with Lunch 13.00-14.00
To be Followed at 14.00 by Tobacr-o Strategy Group Meeting for members only
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BAT Industries document for Province of British Columbia 23 April 1999

MARKETTNG STRATEGY XEET7NG
Attendees
BATCo Jimnii Rembiszewski
Norman Davis
Tonv Johnston
Pauf Adams
Keith Dunt
B&W Tommv Sandefur
John %Winebrenner
BATCF Bernd Schweitzer
Hans-.Adolf Tomat
Georg Domiz1aff
Souza Cruz Antonio Castro
Flavio Andrade
Imperial Tobacco Don Brown
Bob Bexon
B.A.T Industries Uirich Hener
David.-Ulvey
Edouard Etted
Sul
Nick Brookes
Hilarv Barton
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BAT Industrift doCUrnent for Province of BritiSh COIUMbla 23 April 1999