BAT Group Marketffig Information System Requirements Specification Brian Atmore 16th Mlmrcb 1992 Version 2 0 ! LM CD CD -~0 C) ui BATCo document for Legal Services : Health Canada 21 October 1999 BAT Group Nlarketing Information System Requirements Specification INDEX 0. Introc!uction 1. NIan2grement Summary 2 Scope (Project 3. Curmiz System 4. Business Objectives 5. Business Requirements (detailed index overleaf) Z..J Data Requirements 5.1 Information Requirements 6. Systen Requirements 7. Interlices with Other Systems 10. Proiea Phasing 11. Prqjta Plan 12. PrQjt:t Costs APPENDICES A DATA CONVERSION B SWAT AND SWAN CALCULATION C CIGARETTE SALES DATA STRUCTURE AND DATA FLOW D REGIONS AND COUNTRIES Ln CD 2 ON BATCo document for Legal Services : Health Canada 21 October 1999 INDEX continued S. Business Requirements 5.1 Data Requirements 5.1.1 Territory / Region / World Definitions 5.1.2 Duty Category Definitions 5.1.3 Brand fEerarchy Brand House Definitions Brand Family Definitions Brand Version Definitions Brand Style Definitions 5.1.4 Business Information Derinitions 5.1.5 Infornizition Held over Time 5.1.6 Textual laormation 5.2 Information Requirements 5.2.1.1 Territory and Duty Category Segment Orientation Brand Orientation 5.2.1.2 World and Regional Information World Summary Segment Analysis for Total Sales International Brands International Group Segmentation Where a brand is sold in the world 5.2.2 Operational Analysis U1 CD 3 C:) -11 BATCo document for Legal Services : Health Canada 21 October 1999 BAT Group Marketing Information System (GLNIIS) Requirements Specification 0. Introduction This is the working document where agreement is reached for the Information and Data Requirements, as well as, the development phases of the BAT Group Marketing Information System (GMIS). The Steering Group has set the scope of the GMIS project, following a directive from the Tobacco Strategy Review Team (TSRT). It is to be coordinated and developed by BATCo, Millbank. The project is to be developed in phases. The major part being delivered by Ist July 1992. 'Me stage the project has reached is that the data and information requirements, for the BAT Group Marketing System, have been discussed with the Marketing Departments in BATCo, B&W, BATCF, Souza Cruz and BATUKE. A technical review has been carried out. A logical design of the GMIS database has been prepared. The (first cut) physical design is underway. Prototypes to access and analyse the GMIS database; on a worldwide, regional and territorial basis with brand and segment orientation; are being designed and developed. The next stage is for the BAT Operating Groups to agree the revised information and data requirements defined, herein, and contribute, significantly, to the design of the GMIS. User input is essential, at this stage, to allow Operating Groups to see what they are to receive from the new system and comment accordingly. Finally, Board level support, across the BAT Operating Groups, is needed to ensure that the data collection and system design issues, are resolved and implemented. Without this the GMIS is in danger of falling flat on its face. (.31 C:) CD 4 N) -3 -~D C:) co BATCo document for Legal Services : Health Canada 21 October 1999 1. Management Summary Business Objectives The objective of the BAT Group Marketing System is to improve BAT's competitive advantage through consistent, accurate and relevant reporting and analysis of marketing information across all the BAT Operating Groups. Current System Group marketing information is currently generated at Millbank based on data received from die BAT Operating Groups, BATCo's Operating Companies and other sources.The BAT Operating Groups are BATCo (including BATUKE), B&W, BATCF, SOUZA CRUZ and UMASCO. 11,farkecing data is collected by the Operating Groups, for around 40% of the world cigarette market, on a monthly basis and sent to Millbank. Each company can send its marketing data at whichever frequency it chooses. Operating Groups prepare reports to be submitted to management using a different basis and sources of information. BATCo provides reports to the BAT Operating Groups which are either fixed or are based on specific requests, using the current marketing systems (MKIS and EIS). World-wide and regional analysis is achieved by using separate Lotus based systems. Proposed System Group marketing information will be collected more frequently and for more markets. This will enable the BAT group to analyse 50% (100% for BAT business), of the world cigarette market on a monthly basis, from phase one. Each Operating Group has now been charged with collecting all dam for specific countries in a standard format and consistent frequency. This is being coordinated by BATCo. Marketing data will be sent to Millbank and stored in the current systems. In addition, the dam wdl be transferred to the BAT group marketing database. Common, and important, reporting and analysis of information, held in the database, will be readily available, to the Operating Groups. Investigation and analysis would be by segment and brand on a country, regional or world basis. Ad Hoc analysis would be achieved by transferring data from the database to other reporting tools, of each BAT Operating Group's own choice, for individual needs. Cn 5 CD I'D BATCo document for Legal Services : Health Canada 21 October 1999 Key 1ssues Key Management Issues Board level support, across the BAT Operating Groups, is needed to ensure that the data collection and system design issues, are resolved and implemented. Key System Issues Online access to the AS400 (MKIS) systems is limited to the Millbank site; other BAT Operating Groups, requiring specific information, have to make specific requests to Millbank personnel. After phase one, such requests will not be handled by Millbank but will be the responsibility of each Operating Group. Key Information Issues Information needs can be roughly divided into BAT Group Marketing and Operating Group Marketing. The information requirements must clearly define the content of BAT Group and Operational reporting. Key Dam Issues There are gaps in the current marketing database which are currently filled when compiling world and regional analysis, normally using Lotus. This information is transferred to the Marketing portion of BATCo's executive information system (EIS). To improve the reporting accuracy and consistency, more complete infiormation is required. The existing MKIS database has been compromised in the key area of family and version defintion. These definitions will be precisely described and agreed, after phase one. Key Data Collection Issues It is the responsibility of the BAT Operating Groups to organise and manage the collection of information on additional countries. Key Project Development Issues The GNUS project is to be developed in phases. The major part being delivered by Ist July 1992. Key issues are BAT Operating Group agreement of the information and data requirements and Steering Group agreement to the content and timing of the system development phases. Key Technical Issues A technical review has been carried out. The Information Technology Departments in the BAT Operating Groups will be invited to support the approach taken. The hardware and software is proposed based on the requirements of phase one herein. Later phases or additional requirements may lead to changes in equipment specification. Ln CD CD 6 rN J CD BATCo document for Legal Services: Health Canada 21 October 1999 2. Scope of Project The scope of the project is to provide for all of die data requirements of the BAT Operating Groups, relevant to the GMIS. Additionally, to provide common application level access to that information that is impor-=t to the Group (BAT Group reporting). The Operating Groups will be expected to use other access methods to analyse the GMIS database for their own detail needs (BAT Operating Group Reporting). The project is, initially, split into two phases:- Phase 1 is required by July Ist 1992. This will comprise of a cigarette sales database with online, brand and segment, analysis and investigation, by Territory and Ducy Category. Similar analysis and investigation facilities will be available for world and regional reporting of total sales, international brands and international group segmentation. The ability to extract the underlying Wes records for Operating Group specific needs is also included in this phase. Phase 2 will extend the GMIS to cover adhoc reporting, specific printing requirements, possibly more years, brand profitability, quality of share, ad spend, budgets and smoker profiles. These facilities wUl provide a powerfal method of examining the GNHS database. The objective being to provide management with direct and irrimediate access to group marketing dam. As discussed in the section on current system problems, the problems lie in two areas. The issues arising from what data is currently collected and the deficiencies in terms of quantity and quality need to be addressed by the marketing department. The task of improving the data collection forms a major part of the overall project and only when the data collection is improved will the real benefit of the GNUS become apparent. The existing data on the AS400 MKIS system needs manual manipulation to correct inaccuracies and cater for anomalies in the reporting of the data. This task requires in-depth knowledge of the MKIS system. It is recognised that the problems arising from the incompleteness, inaccuracy and representation of the data are key to the successful implementation of a Group Marketing Information System, the task of massaging the existing data on the AS400 and the task of collecting the data in a consistent manner will be dealt with as a separate data conversion exercise in parallel to the systems development. (il CD CD ~1D BATCo document for Legal Services : Health Canada 21 October 1999 3. Current Svstern 3.1 Current Svstern Outline Group marketing information is currently generated at MUlbank based on dam received from the BAT Operating Groups, BATCo's Operating Companies and other sources. The Operating Groups are: BATCO: world-wide brand and territory orientation, focusing on intemational brands. Responsible for the collection of data for a specific number of countries, the compilation of the BAT Group marketing statistics and the supplier of fixed and adhoc information to Operating Groups, Operating Companies and BAT Industries, as appropriate. BATUKE: A BATCo operating company dealing with a smaller number of territories, with a requirement for a greater level of market detail in own markets. B&W: Smaller number of territories and brands, but greater level of detail. Focus on US international brands :- world-wide. Data collection responsibility for a specific number of countries. BATCF: Fewer brands and markets, focusing on own brands and immediate competitors, in Europe. Data collection responsibility for a specific number of countries. SOUZA CRUZ : Currently, only minimal requirements, probably localised to Brazil and surrounding countries. IMASCO: Currently only minimal requirements, probably localised to Canada and surrounding countries. Once received data is verified and agreed by group marketing personnel, it is entered into a database (MKIS and EIS) residing on an E3M AS400 at Millbaak. Paper reports are then generated from the NMS system and are distributed to the Operating Groups and Companies. Reports are either one of several fixed reports or are based on specific requests from the Operating Groups. World wide analysis is achieved by using separate Lotus based systems. Data can also be accessed online at Millbank through terminal based applications MKIS and EIS). These applications give access, fast for BATCo and slow for B&W and BATCF, to a set of pre-defined views on the data. (11 CD C) BATCo document for Legal Services: Health Canada 21 October 1999 3.2 Current Svstem Problems The current system has several problem areas. The problems can be roughly classified into two areas. 3.2.1 Data Issues Problems with the data arise due to the way the data is collected, consolidated and represented within the system. Territories report sales over different time periods, sales for a territory can cover different geographic areas depending on which duty category is being considered (eg Benelux), gaps in data occur. Classification of data across the Operating Groups is inconsistent, making comparative analysis very difficult. There are gaps in the AS400 marketing database which are currently filled when compiling a world and regional analysis, normally using Lotus. This information is transferred to the Marketing portion of BATCo's executive information system (EIS). The problem is the 'source' and frequency of the estimates: source: it would be more accurate for the Operating Groups to provide dam for countries that they know best frequency: there are too many gaps in the data, thereby necessitating reestimaxion of these gaps for each analysis. The strucrure of families and versions has been compromised. 3.2.2 System Issues Online access to the AS400 (MKIS) system is limited to the Millbank site; other Operating Groups requiring specific information not covered in the fixed reports (ie STATS 5&9's) have to make specific requests to Millbank personnel. Online access for RATCo, although fast, gives a limited set of views on the data and does not allow on screen analysis. This applies more so to B&W and BATCF as they rely on paper reports and slow access to the Marketing portion of the EIS. Ile remaining groups have paper reports only. The AS400 system is cumbersome and does not aflow the marketing analyst to work with the dam in an ideal envirortment. I (Si CD CD 9 ~10 BATCo document for Legal Services : Health Canada 21 October 1999 4. Business Objectives The objective of the BAT Group Marketing System (GMIS) is to improve BAT's competitive advantage through consistent, accurate and relevant reporting and analysis of marketing information across all the BAT Operating Groups. 4.1 Consistency To resolve the differences in the way that each BAT Operating Group consolidates information that lead to each one working with different data. 4.2 Accuracy The accuracy and granularity of the data acquisition varies in terms of frequency of collection, measure and scope. A consistent approach to data collection and representation will provide a quicker and easier way to analyse marketing data. 4.3 Relevance Over a period of time the current system has grown in an ad-hoc manner and no longer represents the key marketing information in a concise and clear manner. An objective of the GMIS system is to provide simple and clear data which is required on a regular basis by the BAT Operating Group marketing people. 4.4 Flexibility ne GMIS system should allow the marketing analyst to view the dam in any way. most common requirements should be available from a quick easy to use interface, but the system should be flexible and accommodate all the possible group marketing data requirements at a base level. It is envisaged that each BAT Operating Group will have specific operating level requirements that fall outside of the GMIS. The system should have the flexibility to allow the extraction of base level data for further analysis. Each BAT Operating Group must be able to compile its own analysis using the GMIS database, as well as, access the fixed GMIS (EIS style) reporting. Future changes in current definition (eg expanding pack groups) can be catered for by modification to the AS400 data conversion rules. New data fields(eg vending machine marker) or new data types (eg carbon readings) should not impact significantly on the database. The addition of a new database (eg shipments) would entail a significant development and may require changes to the phase one user interface. Ln CD CD 10 r%J q ~1D BATCo document for Legal Services : Health Canada 21 October 1999 5. Business Requirements The requirements for GMIS can be considered in terms of raw dam requirements and information ' requirements. An understanding of raw data requirements is needed to ensure that the information (analysed daEa) requirements of the Operating Groups can be met by GMIS. Information requirements for the GNflS system will form the basis of the physical design and will define the requirements for the interfaces. The technical environment chosen for the project is PC server running OS/2 with the SQL Server relational database management system accessed from PCs running Microsoft Windows 3. These platforms allow great choice in user interface and reporting tools. After significant evaluation work, the user interface chosen for the majority of the online data is a product called Lightship (technical specification is available in ...). Lightship is a fast efficient tool that makes full use of the database technology and performs well in the Windows 3 environment. The choice of further reporting tools for use by the operating groups has not been fixed. It is envisaged that they will wish to choose an appropriate package that best suits their individual requirements. The GMS project will endeavour to provide a comparative report on several of these tools. 01 (il CD CD ~10 BATCo document for Legal Services : Health Canada 21 October 1999 5.1 DATA REQ=MENTS (Phase one) 5. 1.1 Territory/RggionfWorld Derinitions GIMIS will have geographic views of the dam based on territories. A territory is the smallest geographical area for which data will be defined. Each territory will consist of three 0 markets or duty categories. Namely, Duty Paid, Duty Free Specified and Duty Free Unspecified. Definitions Territories are grouped into regions (see Appendix Q. Within GMIS, the territories within a, region will be fixed and defined (see Appendix Q. A region consists of territories. One territory cannot belong to more than one region. Territories do not overlap. ie One territory cannot contain a country which belongs to another territory. All data coming into the GMIS must be at the Territory and Duty Category level- Ile World consists of all the different regions. There is a requirement for a geographical definition which considers Duty Categories across several territories (eg. EEC). This is considered to be an 'operational' issue and will be the responsibility of the Operating Groups concerned to extract the data from the GNUS for this style of adhoc analysis. A territory will normally equate to a single country. However, there are some exceptions (see Appendix C for list of countries). Germany and Austria Duty Free data is received combined, under Germany Duty Free Specified. For GMIS these data should ideally be supplied seperately. East Germany and Germany will be included on GMIS, East Germany will have sales up to reunification and Germany would exclude sales in East Germany for this period. Following reunification, Germany would contain the sales of the former East and West Germany. Ln C) CD 12 ~1D BATCo document for Legal Services : Health Canada 21 October 1999 5.1.2 Duty Catggorv Definitions There is a requirement to took at sales information within a territory in three categories based on whether or not tax has been levied. Total Duty Category is only used for world- wide and regional analysis. The three duty categories are exclusive of each other. DefiWtions The Duty Categories are Du~v Paid = DP DuEy Free Specified = DF Dury Free Unspecified = DU Tot~ Duty Category = DP+DF+DU Detailed Market data (eg Duty Free Forces) will not form part of the GMIS. There are some territories in the MKIS system that show sales in different Duty Categories in differenc ways. (eg Domestic Sundry (DOS) codes, which may be Duty Paid or Other depending :m territory.) These problems wfll be solved at the coaversion stage. - 0 (il CD CD 13 r-0 -1-J BATCo document for Legal Services : Health Canada 21 October 1999 5.1.3 Brand lUerarchv Definitions 5.1.3.1 Brand Hierarchy (Worldwide) Definitions The product structure is defined as a hierarchy with four levels. Namely, Brand House, Brand Family, Brand Version and Brand Style. The whole product hierarchy acts on a worldwide basis. The highest level of product grouping is the brand house (eg Benson & Hedges). The brand house defines a set of brand families (eg Special Filter, Mild) that from a marketing point of view need to be grouped together and analysed as a single entity. A brand farnily would further define a product in terms of how the customer perceives it. An example of a brand family in the Benson & Hedges house would be the Special Filter family. A brand family will have a number of associated brand versions. Each brand version is sold in many different styles of pack. The brand style level defines information relating to the packaging of the product :- how many cigarettes are in a pack and what type of packet it is sold in. The brand hierarchy information is required on a worldwide basis 'Me brand hierarchy is required to have four levels, brand house, brand family, brand version and brand,styie. The existing Brand Family structure has been compromised (ie. Length variations can occur within family. Light, Menthol, Plain and International should define a new family. Kim families are called four different things depending on the market it is sold in). The brand families and versions will be precisely defined and standardised. after phase one. 5.1.3.2 Brand lEerarchy (Territory and Duty Category) A marker is held at the brand family level, by Territory and Duty Category, to indicate whether or not that brand family is classified as a US or UK Intemational Brand. Additionally, a second marker will allow an international brand to be classified by perceived tar group. Namely, Full Ravvur, Mild and b7tra. A brand version contains information that relates to the actual cigarette, as sold in a Territory and Duty Category. The brand version of a cigarette defines its length class (eg King ), length group, whether or not it has a filter tip and if so of what type and the flavour of the cigarette, if any. A brand style contains information that relates to the packaging of cigarettes as well as their blend and actual dimensions in terms of length and circumference, as sold in the territory and duty category. Additionally, the International (trademark) Group Owner (eg BAT) of the brand style and, for BAT brands, the Operating Group (BATCO, B&W etc) that owns that brand style, will be included. The Trademark Owner and BAT Operating Group can change over time. A brand style can be owned by more than one owner at the same time. C:) CD 14 1\) --j co BATCo document for Legal Services : Health, Canada 21 October 1999 5.1.3.3 Information assodated with a Brand House at Territory and Dujj Catggorv level: House name Information associated with a Brand Family at Territoa and Duty CatggoEy level: Marker for whether the brand is US or UK International or not. Perceived tar group (ie Full Flavour, Mild and Ultra only) The international brand segment is made up of US and UK International brands sold throughout the world, but always excluding the home base of the brand. ie. US International brands are classified as local brands when the territory/duty category United States / Duty Paid. UK international brands are classified as local brands when the territory / duty category United Kingdom / Duty Paid or Ireland / Duty Paid. The homebase is excluded at all levels (teff itory, region, world). For International Brands, the perceived tar group will be held at brand family level, within a Territory and Duty Category. Ln CD CD -10 BATCo document for Legal Services : Health Canada 21 October 1999 ~ 5.1.3.5 Information associated with a Brand Version Tar Readings (variable over time) Nicotine Readings (variable over time) Tar Grouping (variable over time) - see appendix A Nicotine Grouping (variable over time) - see appendix A Filter Tip Type see Appendix A Length Class Filter Type (Filter or Plain marker) Flavour - see appendix A Retail price, price class and number in pack of the leading brand style (variable over time) Definitions Tar Readings will be held, over time, at brand version level within a Territory and Duty Category, where available. A worldwide Tar Group will also be held, on the same basis Nicotine Readings will be held, over time, at brand version level within a Territory and Duty Category, where available. A worldwide Nicotine Group will also be held, on the same basis. The Length Class (eg R for Regular, K for King) equates to an actual length range, not necessarily the length class printed on the packet (see appendix A). The rilter type classifies a brand as Filter, Plain or Unclassified. The filter tip types will be limited to Cork, White, None, Other and UncWsified (see Appendix A). The flayour of the cigarette will be denoted bY a marker. Namely, Menthol, No Flavour, Other flavour and Unclassified. Retail price, local price class and number in pack of the biggest selling brand style for this brand version (variable over time) (-n CD CD 16 %~0 BATCo document for Legal Services '. Health Canada 21 October 1999 5.1.3.6 Information associated th a Brand Styl Characteristics: Pack Group (see Appendix A) Number in pack Actual length (in mm) Actual circumference (in mm) Blend - see appendix A Pack Groups will be restricted to 5 alinged Lid, Shell Slide, Soft Cup, Other and Unclassified see Appendix A), in the GIvUS. The pack groups will be shown Cie HL, SC etc) with the ability to expand into the various number in pack combinations (eg HL20, HI-19) The number or rows in a pack will wr be available in the GNUS. The current Actual Length and Circumference readings wfll be held for a brand style within a Territory and Duty Category. Blends will be restricted to (13) in the GMIS (see appendix A). 0, ui (Z) C:) 17 --10- BATCo document for Legal Services : Health Canada 21 October 1999 5.1.4 Business Information associated with Brand Sty[ Business information associated with the 'sale' of a brand style in a territory and duty category is classified by trade mark owner, BAT Operating Group owner, manufacturer, another claiming group and a financially interested group. Additionally, each 'sale' to be classified as imported, local manufacture or local licence manufacture. Business details associated with the sale of a brand style in a Territory and Duty Category: International (Trade Mark) Owning Group (eg BAT, PHM) BAT Operating Group Owner (eg BATCO, B&W, BATCF, Souza Cruz) Manufacturing Company (eg BATHK) Manufacturing International Group (eg BAT~ Manufacturer's Territory Manufactured under Licence Another International Group Claiming this Business Another International Group with a Financial interest in this Business Marker to indicate whether Imported or Local Manufacture Def initions International Trademark Owning Group is the international group (BAT, PHK that owns the trademark for the brand style within the Territory within the Duty Category. The trademark owner of a Brand Style, within Territory and Duty Category, can change over time and can have more than one trademark owner at the same time. BAT Operating Group Owner is when the owning International (Trademark) Group Owner is BAT then the BAT Operating Group (eg B&W) that owns the trademark is also specified. Ile BAT Operating Group owner of a Brand Style, within Territory and Duty Category, can change over time and can have more than one BAT Operating Group owner at the same time. The Manufacturer is the company that made the brand style sold within a Territory and Duty Category. The territory of the manufacturer and the Manufacturer's owning International Group (eg BAT) are held in the GMIS. The Manufactured Under Licence marker is true where the 'Manufacturer's Owning International Group' is NOT equal to the 'International (Trademark) Group Owner'. Another International Group may 'claim' the sale for a brand style in a Territory and Duty Category, because although it does not manufacture this brand style it is sold by the international group concerned. Another International Group with a rinancial interest in the manufacturing or selling company of this brand style, within this Territory and Duty Category. Imported sales of a brand style within a Territory is where the Duty Category is "duty paid" and the territory of the sale differs from the territory of the manufacturer. If the duty category is not "duty paid" then all sales are classified as imports. In all other cases the brand style sale is classified as local. c::) 18 BATCo document for Legal Services: Health Canada 21 October 1999 5.1.5 Information Held over Time Frequency Wormation will be recorded for up to 71 months, 23 full quarters and 5 full years. The desired frequency of sales, price, tar and nic information is monthly for all BAT brands by Terntcry and Duty Category. Total market data is required at least annually (preferably quarterly or monthly). All International Brands are required at least annually (preferably quarterly or monthly). Local competition brands to be reported where available (monthly, quarterly or annually). A cut off date when all data should be transferred to the GMIS database will be established (as a guideline monthly dam to be complete by the end of the succeeding month). Tar Information Actual = readings will be held in milligrams, to two decimal places, for brand versions within dury categories within territories. A tar g7--uo classification will be held for each tar reading (see above). A worldwide classific=-on will be used unless a local one has been specified. Nicotine Information Actual n~catine readings will be held in milligrams, to one decimal place, for brand versions within duty categories within territories. A nico6ne group classification will be held for each nic reading (see above). A worldwide classifiezzion will be used unless a local one has been specified. 11ricing Informaition Retail prices will be stored in local currency with a local price class, for brand styles within Territory and Duty Category. Price information at Brand Version level will be the price, local price class and number in pack of the largest seller, within Territory and Duty Categor-.. Frice Segment (ie value for money) wfll be excluded from the GMS. CD CD 19 BATCo document for Legal Services : Health Canada 21 October 1999 Sales Information As a principle, the system should consistently aim to report sales as close to the consumer as possible. Where in-market sales are not available, then shipments data would be used to fill gaps. Where 'actual' dam is not available to meet expected reporting deadlines, good estimates will be required. It is important therefore to classify sales data as much as is possible to avoid the ongoing task of analysing these gaps. Sales will be classified as either ACTUALS or ESTMATES only. An actual being the 'best' source of data (eg in-market sales or shipments). Whereas, for an estimate a better figure is expected at a later stage. Ms classification of sales data ~qll proWde a means of enhancing the data to differentiate between acruals and esnmates. Sales data will be recorded, in the GNUS, in an inconsistent manner. In some cases monthly data whilst others wilt be quarterly and yet other annually. The opportunity to automatically build world or regional figures will be restricted to the segments fully reported on a quarterly and monthly basis (eg. BAT brands will be completed monthly on a worldwide basis). Sales information will be held, in thousands of cigarettes, for each brand style within a Territory and Duty Category. 5.1.6 Textual Information A textual facility is required to make available (free form) descriptions which relate to the nature and source of the sales data held within a Territory and Duty Category. This facility to be available when looking at sales information to help the user interpret the data. The primary purpose of the text facility to provide for the following Although the aim is to quantify sales as near to the consumer as possible, the use of the 'best available' data will result in some differences in definition (eg retail sales, distributor issues, shipments). The Operating Groups need to specify the deflr~tion on a market by market basis so that BATCo can enter it, into the GNUS, using the text facility. VI CD CD 20 N) _11~ ~1D r~J BATCo document for Legal Services : Health Canada 21 October 1999 5.2 INFORMATION REOUIRENICEN7S (Phase one unless specified otherwise) As a principle, all reporting will be screen based with an option to print from the screen. Traditional batch printing will not be provided by the GMIS. However, there will be an opportunity to review printing requirements, during phase two. The implication being that there will be no STATS 5,&9 batch printing in phase one. Information requirements can be classified in two ways: Fixed (GMIS) common reporting and analysis 'Operational' analysis of the GNUS database 5.2.1 GMLIS (common) Rgportii]g and Analysis There are two key ways of looking at GIMIS (common) information: Territory and Duty Category World and Regional Information A significant amount of analysis of data takes place at the Territory level. A marketing analyst will be interested in dam for a given Duty Category within a Territory. Information required will be at a detailed level and most analysis will be trend analysis within the Territory/Duty Category or comparative analysis by brand or segment. Another significant portion of reporting is done on a world-wide basis, such as geographical break down, International/All brands break down, breakdown by company and/or segments. Both sales and share information is required within the above portions. Analysis of data by regions, key markets or the whole world, supported by access to territorial dam, is required. is Ln 21 %10 BATCo document for Legal Services : Health Canada 21 October 1999 5.2.1.1 Territorv and Duty Category 5.2.1.1.1 Sea-ment orienw!ion The requirements are to show segment performance in logical or alphabetical sequence or ranked by volume / segment share, within Territory and Duty Category, and to investigate each segment by brand hierarchy. Ile information shown will consist of sales, BAT share of segment and segment share of the total volume for a Territory and Duty Category, on a monthly, quarterly or annual basis. Totals for the segment under review should also be shown. The ability to select and graph the information shown and compare with the trend for the Territory and Duty Category is also required. Se,ament Information Definitions: Territory and Duty Category total sales volume is the sum of all the Brand House sales for the Territory and Duty Category. BAT Share of Segment is the sum of BAT's brands as a percentage of the corresponding segment (eg Hinged Lid), for the Territory and Duty Category. Segment Share is the sum of the brands for a segment (eg. King size) as a percentage of the corresponding Territory and Duty Category total. In principle, brand and segment information will be displayed in alphabetic (brands), sales volume or logical grouping sequence (length class, length group, tar group, Ric group, pack group and tip types -see Appendix A). Seaments: Total Trade Mark Business by International Group (and Op Group for BAT) Total Business by International Group Total 'Managed' Business by International Group Details of Manufacture: Imported / Local licence manufacture Local manufacture UK and US International brands by Filter and Plain Tar Groups and Nicotine Groups Price Class Length Groups and Classes Packing information Filter/Plain Tip Types Blend Flavour SWAT and SWAN NB. For each International Group segmentadon the big 4 worldwide, (BAT, PHM, REY, R07), will be shown with the nunaining Groups combined as others. C:) CZ) 22 %10 1`10 (31% BATCo document for Legal Services : Health Canada 21 October 1999 Segment Definitions International (trademark) Group breakdown, for a Territory and Duty Category, is the sum of all the brand sales for each International (trademark) Group owner. For BAT, the ability to view information by Operating Group is also required. Double counting will not occur here because only one Group can be the trademark owner. Total Business for an International Group (XX) is made up of sales for any brand that is either owned by the IG (XX), manufactured by a company that is part of the IG (CYQ, claimed by the IG (XX) or where the IG CVQ has Financial Interests. Total Business for an International Group (XX) is defined as: TM OWNER MANUFACTURE CLAIMED BY FINANCIAL IG (XX) Anything Anything Anything IG (not XX) IG ffX) Anything Anything IG (not XX) IG (not XX) IG CXX) Anything IG (not XYQ IG (not XX) IG (not XX) IG (XX) This approach will include an element of double counting eg. in South Africa Winston is owned by Reynolds and manufactured by BAT, Winston sales will therefore be included in the Total Business figures of both International Groups. Man2ged by International Group breakdown reflects accurately BAT's involvement in a market, without double counting, i.e.brands which BAT manages, regardless of ownership and manufacture, will not be included in any competitor Group figures. Brands are "managed" by the International Group "BAT" in the following cases TM OWNER MANUFACTURER CLAIMED BY (a) BAT Anything Anything (b) riot BAT BAT BAT (0 not BAT BAT null (d) not BAT not BAT BAT For all brands not managed by 'BAT' the International (managed) Group will be defined as the trademark owner. Imported/Local Licence manufacture and Locall manufacture. Imported sales of a brand style within a Territory is where the Duty Category is "duty paid" and the territory of the sale differs from the territory of the manufacturer. If the duty category is not *duty paid" then all sales are classified as imports. In all other cases the brand style sale is classified as local. Local licence manufacture is where the 'Manufacturer's Owning International Group' is NOT equal to the 'International (Trademark) Group Owner' and the sale is classified as local.. The ability to show the imported and local licence manufacture separately is also required, US International Filter and Plain segments / LJK International Filter and Plain segments. Sales volume is the sum of all the Brand Family sales for the corresponding Un segment. CD C:) 23 N) --4 BATCo document for Legal Services: Health Canada 21 October 1999 Tar and Nicotine groups. Sales volume is the sum of all the Brand Version sales for the corresponding car and nicotine groups. Price Class. Sales volume is the sum of all the Brand Style sales for the corresponding price class. Length Groups and Classes. Sales volume is the sum of all the Brand Version sales for the corresponding Length Group and Class. Packing information consists of pack ( group and number in pack. Sales volume is the sum of all the Brand Style sales for the corresponding pack group (ie HL, SC etc). The option to view and manipulate the pack types (ie HL20, HL19 etc) which make up a pack group, is also required. Similarly, sales volume by number in pack with the ability to view the corresponding pack groups is a requirement. Filter/ PWril Undassiried segments. Sales volume is the sum of all the Brand Version sales for the corresponding segment. Tip T~ypes. Sales volume is the sum of all the sales for each Brand Version for the corresponding Cip type (ie C Cork, W White etc) Blend Group segment. Sales volume is the sum of all the Brand Style sales. for the corresponding blend group. Flayour. Sales volume is the sum of all the Brand Version sales for the corresponding flavour. SWAT and SWAN. The average tar and nicotine readings (in mg) for BAT brands, Competition brands and Total are calculated, as per Appendix D. 5.2.1.1.2 Brand o entation The requirements are to show brand performance in alphabetical sequence or ranked by volume / market share / tar / nicotine readings, within Territory and Duty Category, and to investigate the market by brand (trademark) ownership and brand hierarchy. The information shown will consist of tar and nicotine readings, price, sales and brand share of the total volume for a Territory and Duty Category, on a monthly, quarterly or annual basis. (Sales volumes to be shown in millions for house and family levels and in thousands for version and style levels.) The abilit:v to see all the Brand Houses, Brand Families, Brand Versions or Brand Styles, for a Territory and Duty Category, is required. The abflity to select Brand Measures, singly (eg sales) or mixed (from share, retail price, tar and nic), and graph them, is required. (Trade Mark Owner to be shown at each brand level. House name to be shown at house level. Family name to be shown at family level. Family name and version to be shown at brand version level. Family name, version and brand style to be shown at brand style level.) Definitions The brand hierarchy consists of house, family, version and style. U1 CD 24 Nj ---4 I'D rQ co BATCo document for Legal Services: Health Canada 21 October 1999 5.2.1.2 NVorld d Rggional Information It is acknowledged that not all the detail data at brand style level will be available. However, BAT's Operating Groups will supply sufficient detail, in an agreed frequency to fill any gaps, depending on the importance of the Territory and Duty Category. The GMIS user will analyse the world wide cigarette business to look for trends and new opportunities. Key world, regional and territorial segments need to be under immediate review with the ability to examine the brands which comprise the segment. Particular attention is focused on international brand and international group segments and therefore merit special analytical facilities (see below). There are five types of world and regional analysis, which are: World summary for total sales Segment analysis for total sales Segment analysis for international brands International Group Segmentation Where a brand is sold in the world 5.2.1.2.1 World Sununaa The requirement is to show a world surnmary, by region (eg Europe), giving total sales volume for the total market and BAT's share for each region and the world. The ability to split total duty category sales by duty category is also required. The regions to be shown alphabetically or ranked by sales volume/ BAT's share of geographical segment. Sales volume to be shown in billions, millions at the territorial level, and BAT's share of geographical segment to one decimal place. Re.-ional segments to be farther analysed by territory. NB. To further analyse the selected Territory and Duty Category, the ability to enter the Brand or Segment Orientation analysis is also required. Definitions World sales is the sum of all the regional sales. Regional sales is the sum of aR the territories. Total market is total sales (total duty category) for the world, region or territory. The split by duty category allows the user to, optionally, analyse the duty paid, duty free specified and duty free unspecified markets. (-n CD CD 25 1~0 BATCo document for Legal Services : Health Canada 21 October 1999 5.2.1.2.2 SsZment Analysis for Total Sales The requirement is to analyse total sales by segment by world and region in a similar way to the territorial equivalent. (see segment orientation by territory and duty category). S2gments: Ile regional and world segments are the same as for the Territory and Duty Category requirement, with the following exceptions: Price Class information to be excluded. Tar and nicotine group sales information to be based on the local group classification, regardless of actual (local) reading. Additionally, sales information based on a worldwide set of tar and nicotine reading ranges, into which all local readings must be grouped, is required. 0 (-n CD CD 26 CD BATCo document for Legal Services : Health Canada 21 October 1999 5.2.1.2.3 For all International Brand sales The requirement is to show the key segments for all international brands on a world, regional (eg Europe) and territorial (eg Switzerland) basis, giving total sales volume for the total market and BAT's share for the corresponding geographical segment. The ability to split total duty category sales by duty category is also required. The international brands to be shown alphabetically or ranked by sales volume/ BAT's share of geographical segment. Sales volume to be shown in billions, millions at the territorial level, and BAT's share of geographical segment to one decimal place. Key Segments for International Brands,, The key segments, listed below, are the same as those for the territory and duty category segment analysis, with one exception (perceived car group) UK and US International filter, plain and total segments International Brands Perceived Tar Groups International (trademark) Group Owners (additionally, for BAT, by Op Group) Pack Group Tip Types Flavour DefiWtions International Brands Perceived Tar Group. Each International brand, within Territory and Duty Category, is classified by perceived tar group. The sales for each international brand family is added to it's corresponding international perceived car group segment. The perceived tar groups arefull, mild and ultra. 5.2.1.2.4 Interrmtional Group Segmentation The requirement is to show international group business for total sales on a world, regional (eg Europe) and territorial (eg Switzerland) basis, giving total sales volume for the total market and the international group's share for the corresponding geographical segment. The ability to split total duty category sales by duty category is also required. For each international group segmentation, the big 4 (BAT, PW REY, ROT) will be shown with the remaining groups combined as others. Sales volume to be shown in billions, millions at the territorial level, and international group share of geographical segment to one decimal place. Xgy Segmgnts for Internatignal GrounS: The key segments, listed below, are the same as those for the territory and duty category segment analysis: Total Trade Mark Business by International Group (arid Op Group for BAT) Total Business by International Group Total 'Managed' Business by International Group 27 N) ---j BATCo document for Legal Services: Health Canada 21 October 1999 5.2.1.2.5 Where a Brand is Sold in the World The requirement is for the user to be able to establish where a brand is sold in the world. Accordingly, a list of territories and duty categories for a brand house or family, with options to view by brand version. The user should be able to see the trade mari owner and manufacturer of the brands under review. 5.2.2 Operational Analysis of GNUS Database (Phase 2 unless otherwise stated) Operational analysis will be required in addition to the 'fixed' style reporting and analysis, described earlier. Ile ability to analyse, in detaii, any marketing segment will form part of the overall adhoc requirement. However, the ability to extract information for use by a reporting tool of one's own choice will form part of phase one. Key brand reporting (B&W) and BATUKE business are seen as operational reqWrements and as such will not form part of the GINJIS database structure. However, 10 own reporting tools or Lightship can be used by the Operating Groups to develop such facilities themselves. For example, key brands could be extracted from the GNMIS database on a regular basis, by the Operating Group concerned. The Op Group user could also develop his own user interface say, using Lightship, and investigate key brands in this way. A similar procedure could be developed for BATUKE business. Other operational information, again seen as an Operating Group development, is in terms of- Exception Reporting Comparative Reporting Alternative approaches to analysis could be from an exception or comparative point of view. Exceptions, such as listing only brands whose sales or market share have decreased or increased by user defined percentages would be a route into ftirther detailed analysis. An advantage of this approach would be to highlight only those items which have undergone significant changes, eliminating clutter of information- The comparative approach could be one in which differing brands are showing differing sales trends, one going up and another going down. Detailed analysis could then be carried out as to where one brand is increasing sales and another decreasing in sales. The above two approaches highlight the need to reduce clutter of information and concentrate only on items of importance for a quick and easy access route to detailed information. un CD CD 28 --j ~10 BATCo document for Legal Services : Health Canada 21 October 1999 6. System Requirements 6.1 Technical Environment The selection of the hardware and software has been based on performance, reliability, flexibility, as well as, ease of development, use and support. The Group Marketing System as a result of a technical appraisal and selection process is to be based on the following :- A PC networked solution using an industry standard relational database management system to manage the Group Marketing Information. Ile database system chosen is the Microsoft SQL Server for OS/2 which is based on the Sybase RDBMS, To view and anaiyse the database, in the WINDOWS environment, using an EIS product called Lightship. Transfer of data to other (windows based) products, eg LOTUS 123 will be possible. Further reporting tools (still under evaluation), will be recornmeaded for more detailed analysis and reporting. 6.2 Data Input The data for the GMIS will be received at Millbank from two sources. The major source of data will be the monthly data feed from the AS400 MKIS system. A small amount of textual data will be input directly into GMIS on an ad-hoc basis, by BATCo. It is not envisaged that this dam will be changed frequently and thus the input/update volume will be very low. Each month all the data that makes up the GMIS system will be transferred from the AS400 and any calculated dam will be recalculated. This will allow changes to historical data to be made Ln the AS400 MKIS without affecting the current status of the GMIS database. Once all the dam is consolidated at Millbank a read only version of the core database (without any calculated data) will be transferred to the operating groups via one of several mechanisms (DHL tape, cassette, network...). A program to generate the GMIS database from the core database will be supplied, by BATCo, and activated by each Operating Group. (-n CD CD 29 BATCo document for Legal Services : Health Canada 21 October 1999 6.3 Data Export A mechanism (or mechanisms) will be made available, in phase one, to transfer data from GMIS to another application for further analysis. The Operating Groups would be expected to develop their own specific user interface to data supplied in this way. The project team will recommend an approach and packages for such developments during phase rwo as part of the overall adhoc facility. 6.4 Data Access Daily online, and immediate, access to the GMIS database will be made via a LIGHTSHIP application. For more detailed operational level reports, the operational groups may wish to consider further reporting tools. However, during phase two, the project team will seek to provide a recommended product. 6.5 Performance Access to group level information that is frequently accessed by all users of te 0GS system will be optimised to give a response that is within the acceptable parameters for online access. The performance requirements for online information outside of the above group will be somewhat relaxed but performance should still fall within acceptable parameters for the request made. Performance of external reporting tools is not considered as the performance requirements depend very much on the complexity of the information being requested. 6.6 Operational The procedures for loading the monthly data and monitoring the database have not yet been defined. 7. NMS Interface &gdfication Conversion The conversion rules are being specified separately. Data conversion, where it has an impact on the data or information requirements, is shown in Appendix A. Un CD 30 L "0 (JNi -P- BATCo document for Legal Services : Health Canada 21 October 1999 10. '"tasirm Phase I s required by July Ist 1992. This will comprise of a cigarette sales database with online, :rand and segment, analysis and investigation, by Territory and Duty Category. Similar malysis and investigation facilities will be available for world and regional report= for total sales, international brands and international group segmentation. Phase : vill extend the GMIS to cover adhoc reporting, specific printing requirements, possibiv more years, brand profitability, quality of share, ad spend, budgets and smoker profilM. 11. Pro~,-tct Plan 1%ase I : _!Lgree Information Requirements Agree Data Requirements ~,gree Requirements Specification gree Functional Specification, including: Logical and Physical design User Interface 7achnical Review 3evelop Cigarette sales database Online access by Territory and Duty Category Brand orientation Segment orientation Online access to world-wide information World Summary Segment orientation for total sales International Brands segmentation International Groups Data Export 7ext Facility ?hased introduction to BATCo, B&W, and BATCF. Phase 2 ?tased introduction to Souza Cruz, BATUKE and Imasco Ad Hoc Reporting 'Review of Printing Requirements possibly) more years Stand Profitability Nality of Share 3udgets Ad Spend :,Moker Profile ?hased introduction, to BATCo, B&W, BATCF, Souza Cruz, BATUKE md Imasco. CD CD 31 I'D BATCo document for Legal Services : Health Canada 21 October 1999 12. Cao;s (UNDER REVIEW) E000's Cost Elements BAT Group IN11arketing Database: i) Phase I (pre Ist July 1992) Cigarette sales database 540 -) Phase 2a (by end 1992): Additional information 160' b) Phase 2b (by end 1992): Extend to SC/Imasco 15 a) Phase 2c (by end 1993): New data collection system 50* 765 Equipment cost for B&W, BATCF, Souza Cruz & Imacso 200 TOTAL PROJECT COST 965 to be reviewed after phase 1 Division of Costs by Phases BAT Group Database (Phase 1) 640 (Phases 2) 325 965 Division of Costs amonList 02grating Grou BATCo Equipment (phase 1) 200 Development proportion (phase 1) 68 Development proportion (phase 2) 225 Additional Marketing Staff pa B&W Equipment (phase 1) 50 Development proportion (phase 1) 68 Additional Marketing Staff ?? pa BATCF Equipment (phase 1) 50 Development proportion (phase 1) 68 Additional Marketing Staff ?? pa Souza Cruz Equipment (part of phase 2) 50 Development proportion (phase 1) 68 AdditionalMarketing Staff ?? pa Imasco, Equipment (part of phase 2) 50 Development proportion (phase 1) 68 Additional Marketing Staff -2-pa 965 Ln CD CD 32 .110 U4 (7% BATCo document for Legal Services : Health Canada 21 October 1999 APPF-NDIX A TAR & NICOTE',TE GROUPS AZND PERCEIVED TAR GROUPS Existing Tar Ranges Existiniz Micotine Ranzes New Grogo (Worldwide) 0.0001 - 5.4999 mg 0.000 1 - 0.5499 mg UL- Ultra Low 5.5000 - 9.4999 mg 0.5500 - 0.9499 mg LW Low 9.5000 - 15.4999 mg 0.9500 - 1.5499 mg MD Middle 15.5000 - 20.4999 mg t.5500 - 2.0499 ing HG High 20.5000 - 99.9999 Mg 2.0500 - 99.9999 ing VH - Very High 0.0 mg 0.0 mg UN - Unclassified Perceived Tar GrouW F Full Flavour M Mild U Ultra TAR AND ATC GROUPS TO BE SEQUENCED BASED ON MINLVUV READLYGS. ~_n CD 33 L NJ BATCo document for Legal Services : Health Canada 21 October 1999 PACK GROU'PS (TO BE SEQUENCED AS LISTED BELOW) Existing Pack ]~y~e New vack tyDe (=Pack Group) BE Bevelled-edge Hinge Lid H Hinge Lid HL Hinge Lid H Hinge Lid TH Twin (2 * 20) Hinge Lid H Hinge Lid SS Shell & Slide S Shell & Slide SC Soft Cup C Soft Cup AT Air Tight Tin 0 Other BG Bag 0 Other BP Board Packet 0 Other BX Box 0 Other BU Bundles 0 Other CA Cabinet 0 Other CB Cardboard Box 0 Other CT Carton 0 Other CG Cigars 0 Other DM Drum 0 Oth~er GP Gold Packet 0 Other HC Hard Cup 0 Other HS Hing Slide 0 Other HP Hurniflex Pack 0 Other LG Lamigrip Pack 0 Other LP Latin Pack 0 Other MB Metal Box 0 Other NV Nuvac Tin 0 Other OP One Piece Pack 0 Other OT Open Top Box 0 Other PC Paper Cylinder 0 Other PB Plastic Box 0 Other PD Plastic Drum 0 Other RE Rectangular Tin 0 Other RT Round Tin 0 Other SA Sachet 0 Other SP Sample Pack 0 Other SK Skruseal Tin 0 Other ST Slide Top 0 Other SH Sliding Hinged Lid 0 Other SL Slip Lid Tin 0 Other SN Snapvac Tin 0 Other SB Square Box 0 Other TP Thermoplastic Pack 0 Other TT Trigger Top 0 Other VA Vacuamttn 0 Other WP Wallet Pack 0 Other WB Wooden Box 0 Other *2 No pack U Unclassified Ln XX Unclassified U Unclassified C:) C:) 34 N10 co BATCo document for Legal Services : Health Canada 21 October 1999 BLENDS Existing Blend New Blend BUS Brazilian US Type US US Blend USB US Blend US US Blend ENG English Virginia VA Virginia MOD Modified Virginia VA Virginia LAC Light Air Cured LC Light Air Cured MAC Medium Air Cured MC Medium Air Cured DAC Dark Air Cured DC Dark Air Cured BLK Black BK Black GRK Greek Blend GK Greek ORT Oriental OR Oriental GER German Blend GE German Blend BZB Braxilian Blend BZ Brazilian Blend BZM Brazilian Modified BZ Brazilian Blend BZT Brazilian Type BZ Brazilian Blend JAP Japanese Blend JP Japanese Blend KTK Kretek KT Kretek No Blend MS Miscellaneous MSC Miscellaneous MS Miscellaneous NTO Non-Tobacco MS Miscellaneous UNC Unclassified UN Unclassified N.B. No Blend may be a dummy. BLENDS TO BE SEQUFNCED ALPHABE77CALLY. Ln CD C> 35 %~D BATCo document for Legal Services : Health Canada 21 October 1999 FILTER TIF TYPES Existing Filter TiR Tvue New Filter Tip ly C Cork C Cork W White W White None None B Brown 0 Other G Gold 0 Other M Mouthpiece 0 Other 0 Other Colours 0 Other P Pee-oral 0 Other R Recessed 0 Other T Tobacco 0 Other ,40 y Wax 0 Other x Unclassified U Unclassified 17? TYPES TO BE SEQUENCED AS LIS7ED ABOVE. 40 un CD 36 %~0 4~>- - CD BATCo document for Legal Services : Health Canada 21 October 1999 LENGTHS Length Class Length GrouR S Small S Small R Pegular S Small F Full S Small L Long K King K King Size K King I Imperial E Extra Q Luxury E Extra E Super E Extra U Ultra E Extra Unknown U Unclassified X Unclassified U Unclassified N.B. **" = Unknown may be a dummy. LENGTH CL4,SSES AND GROUPS TO BE SEQUENCED BASE ON MIMMUM ACTUAL LENGM. Ln CD CD 37 BATCo document for Legal Services : Health Canada 21 October 1999 FLAVOUR Existinz Flavours New Flavours No Flavour No Flavour M Menthol M Menthol 0 Other 0 Other x Unclassified U Unclassified FLA VO LW TO RE SEQ UENCED ALPHABE77CALL Y. 0 1 40' Ln CD CD 38 r\j -J BATCo document for Legal Services : Health Canada 21 October 1999 FILTER or PLAIN Existine Marker New Marke F Filter F Filter P Rain P Plain Unknown U Unclassified x Unclassified U Unclassified N. B - * " = Unknown maybe a dummy. FM TERIPLALIV TO BE SEQ UENCED ALPHABE 77CALL Y. la 0 (JI CD CD 39 BATCo document for Legal Services : Health Canada 21 October 1999 DUTY CATEGORY CONVERSION The rules for converting MKIS markets to duty categories are: Duty Paid = DP (DOM in MKIS) Duty Free Specified = DF (FST, FFR, FFZ in MIGS) Duty Free Unspecified = DU (UNC, ULM, DOS in MKIS) 0 is CD CD 40 BATCo document for Legal Services : Health Canada 21 October 1999 APPENDIX B CALCULATING SWAT AND SWAN Calculating SWAT/SWAN for a segment (World, Region, Territory by Duty Category), in all time periods. For all brand versions, with sales in the segment and a tar/nic reading, during the time periods: (i) Multiply sales by reading for each brand version (ii) Add results from (i) (iii) Divide (ii) by sum of all brand versions with a tar/nic reading during the selected time period. i.e. exclude brands that are unclassified (have no readings). (iv) Express result (SWAT, SWAN) in mg. 0 ui CD ZD 41 BATCo document for Legal Services : Health Canada 21 October 1999