sample="quota" bates="517135523" isource="rjr" decade="1990" class="ui" date="19960000" The BUFFALO Briefs This month, the Region will be saying a fond farewell to Anne McIlroy. Anne has worked for RJR for over 18 years and has been Roger's right hand for the last 13 years. She will be sorely missed! Anne is retiring to spend more time with her husband of 37 years, Ken, her two children, Sandy & Michael, and two grandchildren, Shannon and Courtney! We all wish Anne the best of luck and health in the future! Thank you for all your hard work and dedication. Welcome Aboard to the following new RJR Employees: David Piotter Mia Ruggeri Lenny Miller Karen Sabatini Reminder: Field Sales Employee Handbooks PT RR-E's should have received new Field Sales Employee Handbook, full time should have receive updated sections- however, all employees should be forwarding the Employee Acknowledgement & Receipt form (last section) to the ROU as soon as possible - since only one copy of the signed forms and forward original to W-S & the copy back to you in the field. Any questions, advise Eileen. Sales Rep Comments: "It would be very beneficial if we could show each account what kind of monies have been spent in their store." These dollar amounts are available through Systems Coordinator, Amy. Just voicemail her at SIS#, Account Name, and for what year you would like the dollar amount for. "It would be beneficial for Sales Reps to have the WORD Program added to the Laptop as to have capability to create their own Presentations." Winston-Salem plans on downloading this function into the Laptops in the near future. It will definitely make communications more professional. As a reminder, please be aware that Retail Accounts have NOT been charged on their Retail Accrual statements for the shipment of Partners promotions. Each account will be charged $50 per sku. The number of sku's they receive are based on their volume. Volume grids were provided in the workplan. If you desire a copy, please contact Amy. Keep in mind that Partners Dollar amounts will be deducted from your current Retail Accrual statements. There's a new voice answering the phones at the Buffalo Region!! Her name is Lillian Burrell, and she is Roger's new secretary. Make sure to introduce yourself when you call the office! She is replacing Anne McIlroy. The Buffalo Briefs 2nd Quarter 1996 Promotions (April - June) As previously communicated, the 1st Quarter Preliminary Pay Register is due in the ROU by Thursday, April 25th. Due to the signing of new contracts, we have encountered some problems with the Pay Registers. Many chains are appearing on the Independent Pay Register that should be paid via a Chain Pay Register. The following chains are appearing on Independent Pay Registers and will be automatically removed: Tops Markets Hess Marts Vix Drugs Wilson Farms If you have any questions, please contact Amy. The Lighter Side... The Buffalo Region is GROWING!!! Congratulations to the following parents! Laura & Ed Wallon: Laura gave birth to Connor Thomas (6lb. 1oz) on March 14th! Steve & Jennifer Callaghan have announced the birth of their daughter, Madison Lynn (6lb. 8 oz)! This week, the Buffalo Region will be saying a fond farewell to Key Account Manager Bruce A. Cook. Bruce is heading down to Winston-Salem as National Manager of Public Relations! Winston's gain is our loss! We will miss Bruce very much! Good Luck!!! Earl Kight, Retail Manager of the Albany Division, has transferred to the Springfield Division as Retail Manager. David Keeney, Division Manager of the Springfield Division will be assuming Bruce Cook's position as Syracuse Key Account Manager. Bob Burrows, Account Manager in the New York Chain Division has been named Retail Manager in the Nashua Division. HERB BATTLE? transferred to Steve Callaghan, Retail Manager in Nashua, NH has been promoted to Division Manager in Springfield, MA. Diane Eckardt, Sales Representative in the Syracuse Division has been promoted to Retail Manager in the Albany Division. Jim McLean, Sales Representative in the Syracuse Division, has been promoted to Account Manager in Syracuse Chain Division. The Lighter Side Sales Rep Comments: "I would like to be able to change the VAP supplier in the Poqet and eliminate the paperwork being sent to the office." Judy's Response: I would like you to be able to do these updates too!! "AIM Date gives us a very strong analytical tool. It would be a major benefit for us if additional AIM data could be displayed on our Poqet computers while we are in a call." As with all aspects of our business, the organization continually looks at improving work efficiencies. The AIM information has continued to grow from the beginning. We will continue to improve the information and it's applications. "It became evident while working the store sales during PM recall that Personal Selling is extremely important to our Company's future. I believe the key to switching competitive smokers is to break purchasing habits and P. Selling does that. Nothing can replace the human element in sales & Personal Selling addresses this." You are right on target! Personal Selling is extremely important! The key is quality conversions and not quantity! Happy Birthday!!! Peter Beard Joe Paulson Anthony Cowart Ed Economides Bahir Haamid Robert Washington Jennifer Burke Ted Pollock George Buchas Congratulations to Jennifer Burke, #1642's secretary! Earlier this month she gave birth to a baby boy, Neil Patrick! Thanks to Ken Przybyla, Ron Carr, Scott Yudess, and Scott Wilson for all their efforts during the Allentown Art Festival. CORRECTION: In one week's time, Buffalo Division Rep's Jeff Jensen, Bill Prior, Mark Morris, Howard Levenstein and Barry Davignon pre-booked in excess of 700 (listed 200 in last month's brief) cases of Winston Select, and Camel for the Cigarette Outlet Gap Promotion. Nice Work! Quote of the Month: "Do as I say, not as I do." RJR Monthly Promotions (October through December) All VAP Winston Select B2G2F - Brand Styles: Full Flavor & Lights 20 offers per retail account October 10/2/95 Camel Buy 3 Get a free Twill Cap Brand styles: Filter Box & Light Box 20 offers per retail account November 10/30/95 Doral B2G21F (with calendar offer) - Brand Styles: Full flavor, Light, Light 100's, Full Flavor 100's 40 offers per retail account December 11/27/95 Camel B2G2F -Brand Styles: Filter, Filter Box, Light, Light Box December 12/11/95 20 offers per retail account Lower Volume Account Program DPC Sept. Camel 30¢ off 1 Pack Oct. Winston Select 30¢ off 1 Pack Nov. Doral 25¢ off 1 Pack What's Hot!! Poqet Enhancements Goal Tracking RJR Volume, AIM Industry Volume, AIM RJR Volume Contract & Compliance View Notes section for Non-Compliance POS Quantities stores on the Poqet SIS Account # printing on VPR's Tax ID Flag Inability to write Drafts -Camel, Select - Doral, Salem - Winston Base - GS/CN outlets utilizing Gap Strategy - PT Holiday Reporting of Hours - April, May June Reports Suggestions / Comments / ROU Responses "Our new Monarch guns do not work well. The labels are too small for the gun and bind when in use. The label retainers do not hold back labels. We need to have retainers for the rear of the gun to hold back side of labels." Darren's Response: I agree that there are indeed problems with the new guns. I am currently in contact with Winston-Salem to rectify these problems. "It would be very helpful if promotional UPC #'s (Case/Ctn/Pk) were included in promotion details sent with Workplan communications. Apparently, if unique codes do not apply, this should be stated as well." Judy's Response: I agree, and will try to include as much info as possible with Workplan and hopefully Winston-Salem will begin including this info to us with preliminary info. "The new ROU Info Sheet is a great idea, as noted but would be even better laminated." Stephen's Response: A Good Idea, but not cost effective, as the information on the Easy Reference Guide continually changes. "I would like to see our Camel & Winston Racing Banners become available to be placed in the retail trade and not only at race tracks!" Darren's Response: Due to PDI budget constraints, we cannot possibly target all desired accounts. If any excess racing PDi is leftover, it can definitely be used at appropriate retail locations. A Look Ahead -PSS Training in Syracuse, May 15-18 & in Ohio, June 12-15. - New Storage Facilities - New Contracts are needed in the ROU, along with notification of when you are leaving your old unit. - DPC Deadline for SAM's (April 15th) - Doral displays are coming in 2 week waves. Not all requests can be processed immediately. - SIS Reporting survey results will be mailed this month. Buffalo Briefs 3/95 What's Hot!!! -New Doral Counter Display! Available 3/6 -Contract Addendums/Deletions -New Vehicles -EPR Direct Deposit -Timely reporting of PT hours -PSS Training for FT Employees What's Not!!! -Exact Cigarettes -Poqet Problems -Baseball Congratulations to #1624's Bobbi Ahearn on the birth of Mariena Elizabeth, 6lbs. 13oz. Quote of the Month: There is no "I" in the word "TEAM." As information: - Old Monarch guns can be returned to the following address: RJRT c/o GATX Logistics 5900 Grassy Creek Blvd. Winston-Salem, NC 27105-1205 Return Code: #44-36401 Local Performance Award Winner: Ken Przybyla -Upon delivery of any new vehicle When your new vehicle arrives, please contact Darren with the following information: VIN#, License Plate #, & State of Licence Plate, for your EPR to be processed. - New vehicle agreements will be sent out shortly. Please complete and return immediately to Darren. - As of 3/1, EPR will be directly deposited. Any questions, notify Amy. -It is not necessary to attach a 7101 to a contract addendum & deletion form as all information is provided on the addendum/deletion form. -New 1995 Doral POS order forms are due to Darren by 3/24/95. A Look Ahead 2nd Quarter Workplan will be forthcoming 1st Quarter Pay Register Reps can no longer enter drafts into the Poqet for accounts with incorrect Tax information Suggestions/Comments/Responses This is a new section of the Buffalo Briefs. Listed is the ROU's response to some of your comments & suggestions sent to the office and is being shared as information only... COMMENT: We need Camel Cash Catalogs available on our vehicles vs. ordering over the phone-This would be more effective & efficient. For those of you not aware, the Camel Catalogs are available. 75 catalogs per sku. Item #487301 COMMENT: Several comments concerning the new evaluation process have been definitely positive. All performance levels expressed their appreciation for being included in the creation of their final performance document. Good Comment! We hope everyone appreciates the new process. COMMENT: I feel we are losing valuable market share with Salem - B&W with Kool B1G1F promotion & up to 40¢ cpns and VPR promotion and Lorillard with $4 off ctn. promotion are taking Salem business away - I understand the importance of both Camel & Select for our future, but can we afford to lose market share on Salem? We understand this situation and appreciate what is happening in your marketplace. Keep in mind that on a national basis, Salem is holding it's own. As stated, the Company priority is on Select & Camel. We, as a Region realize this situation and are working with Winston-Salem in the hope of coming up with a strategic (not Region wide) program to address this menthol situation. COMMENT: Sometimes I receive mail from the ROU With only one or two pieces of paper in it (i.e. Activity Summ). I think to cut costs we could have this information sent all together. These reports are sent to each Rep's home directly from Winston. Before the availability to send these reports directly to you was created, Winston would send all Region reports to the ROU for sorting and re-mail to you. Also, a survey on the reports you receive has been mailed the week of 2/28. COMMENT: I think there should be a better system of feedback on our comment section. This section of the Buffalo Briefs should address this comment. COMMENT: Once again, POS kits have come in with the # of ad copies short of what we are supposed to have. The ROU has addressed this with the appropriate Winston-Salem personnel. They are investigating the situation & working towards getting it corrected. Congratulations to #1632's Susan Woolson on her promotion from SRT to Retail Rep! Happy March Birthdays!!! Jack Hannan, Sharon Schwalm, Bob Laboda, Cheryl Alessandra, Greg Ugino, Tim Thompson, Barb Kara, Tom Romah, Judy Stewart, Ron Odum, John DeRose, & Jean Mayerski Congratulations to Amy McPartlan on her engagement!