sample="quota" bates="518584539" isource="rjr" decade="1990" class="ui" date="19960000" TABLE OF CONTENTS INTRODUCTION WINSTON CUP RACING Account Sponsorships & Special Activities Retail Promotion Opportunities Proven Retail Results 1996 NASCAR Winston Cup Series Schedule Contacts For More Information WINSTON RACING SERIES Account Sponsorship & Special Activities Retail Promotion Opportunities Proven Retail Results 1996 Winston Racing Series Tracks Contacts for More Information WINSTON DRAG RACING Account Sponsorship & Special Activities Retail Promotion Opportunities Proven Retail Results 1996 NHRA Winston Drag Racing National Event Schedule Contacts For More Information SMOKIN' JOE'S HYDROPLANE RACING Account Sponsorships & Special Activities Retail Promotion Opportunities Proven Retail Results 1996 Unlimited Hydroplane Racing Association Schedule Contacts for More Information SMOKIN' JOE'S SUPERBIKE RACING Account Sponsorships & Special Activities Retail Promotion Opportunities Proven Retail Results 1996 AMA Superbike Schedule Contacts For More Information WELCOME TO THE FAST TRACK This is your official guide to blowing the doors off the competition It's an item-by-item overview of the powerful Sports Marketing opportunities available to you and your retail partners. High-profile ways to boost your customer's image in the marketplace - and drive up their sales in-store. Tying-in to RJR Sports Marketing's special events and sponsorships has proved time and again to add value to our retail relationships. If any of these events are in your neighborhood, we urge you to take advantage of them. Now it's all here at your fingertips. The national and local race events, the dates and locations, and the opportunities - from dinner with a well-known NASCAR driver to full-course sponsorship of a Winston race. We're here to answer your questions. Provide details. Explore other promotional ideas (including your own). And help you make everything run smoothly. When you're ready, just strap yourself in and pick up the phone. WINSTON CUP RACING WINSTON CUP RACING The NASCAR Winston Cup Series. Sponsored by RJR via our Winston brand since 1971. Regarded as the fastest growing form of motorpsorts in the world. Current annual attendance: 6 million fans, give or take an RV or two. Current annual Winston Cup point fund (paid to drivers at the end of the season): a tidy $4 million. This series is packed with opportunities to form closer ties with your retail accounts. Ladies and gentlemen, start your imaginations. ACCOUNT & SPECIAL ACTIVITIES 1. Dinner with a Winston Cup Driver It isn't really buttering up. But a couple of hours of all-you-can-ask conversation with Jimmy Spencer or another Winston Cup driver can spread lots of good will among your major-chain execs. 2. Exclusive Saturday Use of VIP Suite Reward a chain or other important account with a day at the track and the best seats in the house - our comfortable VIP skybox. Available at the discretion of Field Sales with prior approval by Sports Marketing Enterprises. 3. Honorary Crew Member of Smokin' Joe's Racing Team This is special. The smell of the grease, the roar of the engines - a working assignment on Smokin' Joe's pit crew. Gas, tires and whole new set of memories in under 30 seconds. 4. Winston Cup Driving School Barreling around a Winston Cup track at speeds up to 150 mph. Even customers who aren't race fans will get a kick out of this. Requirement: nerves of at least aluminum. 5. Special Signage at Race Track A chance to put your account's name in front of everybody and his brother. Involves changing existing Winston signage to the account's name/logo for the duration of the event. 6. Car Sponsorship for an Individual Race Would your customer get a rush seeing his name/logo rocket past the grandstand as part of the actual race? Space is available on second-echelon cars for first-class visibility. Cost involved WINSTON CUP RACING RETAIL PROMOTION OPPORTUNITIES 1. Winston Motorsports Simulator A flat-out traffic builder. Customers experience the nonstop, bat-out-of-you-know-where sensation of Winston racing - all in about 5 minutes. Special paster and newspaper ad slicks are also available to announce the event. 2. Winston or Camel Show Car Park it, and they will come. From the merely curious to the total racing enthusiast. Even standing still, this is promotional horsepower that our cowboy counterparts can't touch. Special paster and newspaper ad slicks can be provided to announce its arrival. 3. Race Driver Appearance Who's the face in the crowd? That's a well-known Winston Cup or Smokin' Joe driver, surrounded by a small army of fans. Appearances, complete with autograph session, can drive stores' customer-counts through the roof. Paster and newspaper ad slicks are available too. 4. Retail Event Set up our special-event tent at a key account's location, add a Show Car and/or Simulator, and rev up your personal selling. (Contact your ROU about event tents and available bulk-pack premiums.) 5. Allocated Retail Premiums To add more impact at retail, use your allocated SME premiums in outlets around the event. Contact your ROU for allocations. 6. Interior/Exterior Signage Put together a high-powered presence for your event with a tailored combination of in-store and exterior signage: Winston Cup Pasters, Pennant Ropes and/or Banners Smokin' Joe Racing Danglers, Pennant Ropes and/or Banners Joe Camel Standee WINSTON DRAG RACING NHRA Winston Drag Racing. Sponsored by Winston since 1975. And now including the "Winston Select 10" bonus points program. Winston Drag Racing is a lot like Winston Cup racing in terms of point structure, cash awards - and ultra-loyal following. From Seattle to Rockingham, fans flock to the strip. Tying-in to one of these events is an excellent path to stronger account relationships. In fact, it's a quarter-mile that screams opportunity. 1. Customer Races at Designated Events Early in the race week, your customers can go head-to-head on the quarter-mile in courtesy street cars. No kidding. Up to 24 people can compete. Maybe invite several accounts to compete against each other. The top performers get prizes. Photos are also snapped, and "Winston Select Racing Team" certificates are handed out to participants. At selected events. 2. Dinners with Smokin' Joe's Drivers A great way to reward good accounts. Give us the green light, and we'll arrange for a big meal and small talk with Jim Head and White Bazemore, the Smokin' Joe's drivers. 3. Exclusive Use of VIP Suite Roll out the red carpet, the food and the drink for a topnotch chain or other account. They'll appreciate a laid-back day at trackside in luxury digs. Available on Friday or Saturday of race weekend, at the discretion of Field Sales with Sports Marketing Enterprises' approval. 4. Giant Monitor Display of Customer's Logo or Commercial Your customer gets to watch his message go from zero to thousands of race fans. Instantly. Courtesy of our Winston Vision giant-screen monitor. Periodically during the event. 5. Golf Tournament Foursome Show an account he's at the fore. Several events have pre-race tournaments involving drivers, crew members and the media-plus one foursome that Field Sales invites. Or, we can stage a special "tournament." 6. Honorary Crew Member of Smokin' Joe's Racing Team You can feel the vibrations from head to toe. Or is that the adrenaline? If your customer is really into racing, this is THE close-up experience. and a thank-you, loud and clear. 7. Signage at Tracks Your customer's name/logo emblazoned on specially prepared, highly visible signs and banners. A simple and effective way to fuel fan awareness and good PR. 8. Sponsor Identification on Participating Car The entire grandstand is focused on two cars, engines revving. And your account's name/logo is right there on one of 'em's sheet metal. Not a bad way to rivet consumer attention. Cost involved. WINSTON DRAG RACING RETAIL PROMOTION OPPORTUNITIES 1. Winston Motorsports Simulator This alone is a special event. It can dominate a local retail setting with its unique presence and pedal-to-the-metal simulation of stock car, dragster, hydroplane and motorbike racing. Special paster and newspaper ad slick are also available to build wider awareness. 2. Smokin' Joe's Top Fuel and/or Funny Car Dragster A show-stopping sales vehicle - and the driver is included! Add an Event Tent (described below), and you've got a sure fire environment for personal selling and sampling. 3. Race Driver appearance The chance to go one-on-one with a Smokin' Joe's driver - in terms of conversation and autograph. Especially effective near the site of a Winston Drag Racing event. 4. Retail Event For a key account: set up our special-event tent, summon a Show Car and/or Simulator, and crank up your personal selling. (Contact your Regional Manager for available bulk-pack premiums.) 5. Allocated Retail Premiums High-octane fuel for your next promotion. Use your Sports Marketing retail premiums to put the pedal to store sales. 6. Interior/Exterior Signage Create visual excitement and brand presence with a versatile array of in-store attention-getters: Winston Drag Racing Pasters, Pennant Ropes and/or Banners Smokin' Joe Drag Racing Pasters, Pennant Ropes and/or Banners Joe Camel Standee Contact your ROU to order your presence kit. 7. Inflatable Winston/Camel Cigarette Pack The ultimate in high visibility. As in 15 feet high. Stands gracefully at your retailer's location and commands everyone's attention, including the competition's. Says "EVENT" in capital letters. 8. Direct Mail Incentives Push the envelope of promotional awareness. Have a qualifying retailer tie-in with RJR to deliver event announcements and special offers - directly to local consumers. Can add dramatically to a promotion's response and sales. Cost involved. ACCOUNT SPONSORSHIP & SPECIAL ACTIVITIES 1. Dinner with a Smokin' Joe's Rider Straddle a comfortable restaurant chair, kick-start the conversation, and settle back for a smooth evening with a favorite customer - and one or both of Camel's talented riders. 2. Golf Outings with Smokin' Joe's Riders A chance to negotiate a quieter course with your customer and our Smokin' Joe's riders. We'll help you put together a memorable round of golf in terms of the foursome. The score, we can't control. 3. Hospitality at the Track Cater to one (or several) of your best retailers with a day at the track, good eats and great competition. They'll appreciate the fact that you throw a part as aggressively as you pitch our brands. 4. Honorary Crew Member of Smokin' Joe's Racing Team Save it for somebody special. Because this is up-close racing with earplugs and no training wheels. Down-in-the-trenches team support for our Smokin' Joe's superbike. Who'll do the honors? 5. Signage at the Track High-visibility banners bearing your account's name/logo. In strategic positions around the racetrack. Great advertising for the customer. Lots of points for you. SMOKIN' JOE'S SUPERBIKE RACING RETAIL PROMOTION OPPORTUNITIES 1. Camel Motorsports Simulator Suddenly, your retailer's parking lot is a superspeedway, a short track, a drag strip, a lake and a motorbike course. And customers are lining up for a five-minute, flat-out ride on all of the above. A special paster and newspaper ad slick are also available. 2. Superbike Rider Appearance An on-side autograph session featuring one of our Smokin' Joe's riders. It's a crowd-drawing opportunity to conduct personal selling - and sign up new converts to the RJR brand franchise. Paster and newspaper ad slick are also ready for action. 3. Retail Event Set up our special-event tent alongside the Simulator - plus your personal selling. Key accounts will be thrilled. (Contact your Regional Manager for availability of bulk-pack premiums.) 4. Allocated Retail Premiums Your allocated Sports Marketing premiums are a powerful way to drive up store volume. And ride roughshod over competitors. In selected retail accounts. 5. Interior/Exterior Signage Crank up the awareness and presence of your event by creating visual excitement in-store and our, courtesy of the following: Smokin' Joe's Racing Danglers, Pennant Ropes and/or Banners Joe Camel Standee Contact your ROU to order your presence kit. 6. Inflatable Camel Pack No, that's not a new building. It's the gigantic, inflatable Camel pack. As in 15 feet tall. Designed to stand out from the competition and help your account's sales hit new heights. 7. Direct Mail Incentives Have your retailer tie-in with RJR to communicate your event/offer via mailbox. This approach not only boosts traffic, but also allows your retailer to direct the traffic to specific stores. $ Cost involved. SMOKIN' JOE'S SUPERBIKE RACING PROVEN RETAIL RESULTS Here's the proof. The reward for all the effort. Actual examples of how Smokin' Joe's Super Bike Racing sponsorships, activities and promotions can strengthen your retail relationship and dramatically accelerate RJR brand sales. Laguna Seca Raceway Greg Swierczek, Special Accounts Mgr. SME called the San Francisco Region and asked if they could assist us by providing a Camel Super Bike race sponsorship to a key player in our market. Rotten Robbie was the first account that came to mind. Rotten Robbie is a dominant player in the region's critical convenience/gas segment. Their support of our retail programs is critical because many of their competitors view them as a bellwether operation. After some discussion, SME's Mark Reaves put together a schedule of events that was unbelievable. Golf outing with key Rotten Robbie personnel, team rider Miquel Duhamel, team owner Martin Adams and RJR personnel. Dinner with key Rotten Robbie management, team riders Miquel Duhameland Mike Hale, team owner Martin Adams and RJR peronnel. Autograph session with Miquel Duhamel and Mike Hale at a Rotten Robbie location. VIP treatment for all Rotten Robbie personnel at Laguna Seca Raceway during the two-day event. In return, RJR received the following benefits: Rotten Robbie's refusal of PM's exclusive contract. Rotten Robbie's funding RJR's price gap strategy prior to the event, developing POS that advertised the race, and retaining RJR's private label Focus brand as their EDLP. Rotten Robbie's management was so impressed with the quality and quantity of exposure this event provided, they asked to be part of any future RJR SME events. 1996 AMA SUPERBIKE SCHEDULE Date Race Location Mar. 7-10 Camel Motorcycle Week Daytona Beach, FL Apr. 19-21 LA Superbike Challenge Pomona, CA Apr. 26-28 Toyota Grand Prix of Laguna Seca Monterey, CA May 17-19 Miami Motorcycle Grand Prix Miami FL May 31-June 2 Honda Supercycle Weekend Lexington, OH June 7-9 Coca-Cola Classic Elkhart Lake, WI June 14-16 Loudon Camel Classic Loudon, NH July 12-14 Suzuki Classic Brainerd, MN July 19-21 World Superbike Championship-USA Round Monterey, CA Sept. 20-22 McGraw Insurance Challenge Sonoma, CA Sept. 27-29 Firebird Superbike Grand Prix Phoenix, AZ Oct. 4-6 Las Vegas Superbike Championship Las Vegas, NV Schedule subject to change. SMOKIN' JOE'S SUPERBIKE RACING CONTACTS FOR MORE INFORMATION Sponsorships & Special Activities at the Track Larry Prillaman (910) 741-2907 Driver Dinners and Appearances at Retail Mary Reynolds (910) 741-4957 Special Signage at the Track Larry Haney (910) 741-6672 Race Schedule and Track Information Mark Reaves (910) 741-6489 Simulator Schedule Jim Foreman (910) 741-6482 Retail Event Steven O'Leary (910) 741-3466 Allocated Retail Premiums Steven O'Leary (910) 741-3466 Interior/Exterior Signage Steven O'Leary (910) 741-3466 Inflatable Winston and Camel Pack Schedule Steven O'Leary (910) 741-3466 Direct Mail Incentives K. Wadia (910) 741-7004 Jacquie McLaurin (910) 741-4382 Please Note: If any of your proposals require funding, please contact your sales area office.