From: anne@tobaccodocuments.org
Date: Tue, 05/22/07
Anne LandmanProject Partner Implementation Plan
Company/Source Collection: Brown & Williamson
Document Date: 1996 (estimated)
Length: 5 pages
Bates No. 621960034/0038
URL of this Posting: http://tobaccodocuments.org/landman/621960034-0038.html
Document Images: http://legacy.library.ucsf.edu/tid/ctb20f00
This document describes a project by Brown & Williamson to utilize its sales
staff to create a grassroots strike force to "slow enactment of legislative
restrictions on tobacco especially at the state and local levels of government."
B&W launched the project in 1996 and it became operational in
1997.(http://legacy.library.ucsf.edu/tid/eig12d00)
B&W designed the program to "permit the company to compete not only against
anti-tobacco zealots but also with competitors who seek to use government
regulations as marketing tools." (It is likely that the primary "other
competitor" to which B&W refers is Philip Morris.) Partners in B&W's program
include property rights groups, retail associations, hospitality businesses,
bowling, bingo and anti-tax groups. The implementation plan anticipates that
the newly-created grassroots network will bring attention to legislative issues
that are important to the company and that "On some occasions, such attention
will allow B&W positions to be written into law."
A report dated after the launch of Project Partner reveals that in a single year
(1999), B&W used Project Partner to organize "grassroots" opposition to
cigarette tax increases in Nebraska, New Hampshire, Oklahoma and West Virginia;
to organize opposition to a Nevada bill to repeal statewide preemption, and
oppose a ban on self-service cigarette displays in Maine.(
http://legacy.library.ucsf.edu/tid/ano11c00 ) While the self-service display
ban passed in Maine, B&W's report boasts about how it was able to shape the
legislation to benefit the company.
An undated report shows B&W activating Project Partner to fight self-service
display bans in multiple states: http://legacy.library.ucsf.edu/tid/yvh40f00
A 1998 memo shows B&W instructing its sales force to stay "attuned to relevant
anti-tobacco activities" in their regions and report such activity to an 800
number so B&W can activate Project Partner in that area:
http://legacy.library.ucsf.edu/tid/gql91d00
Another report describes Project Partner as "a national grassroots effort
designed to protect our livelihoods against unfair attacks from over-zealous
anti-tobacco forces."(http://legacy.library.ucsf.edu/tid/tqz10f00 )
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Quotes
PROJECT PARTNER IMPLEMENTATION PLAN
The objective of Project Partner is to implement an expanded grassroots
political action program that will slow enactment of legislative restrictions on
tobacco especially at the state and local levels of government. Activities will
be targeted first to proposals that have a disproportionate effect on B&W. There
will be a sharp focus on competitors who seek to use government restrictions as
marketing tools. The plan will be directed by B&W government affairs in
cooperation with selected members of the B&W sales force involving a variety of
allies including national and state trade associations, wholesalers, retailers
and consumers. Project Partner will be fully operational by January 1997 which
will be at the beginning of the new Presidential term, the new Congress, and at
the beginning of the legislative sessions of the legislatures in all 50
states...
PROJECT PARTNER PROGRAM ELEMENTS
Assemble a team of three to six experts in government affairs with a
professional knowledge of tobacco, government, communications and political
grassroots to implement "Project Partner." Develop capacity for an increased
level of political action by involving selected members of the sales force and
their networks through a grassroots political action program. Sales force
involvement will be limited primarily to local and state legislative issues in
their home territories and should take minimum time on an infrequent basis. The
primary request will be to ask sales reps to activate their established contacts
and to upstream legislative information as it occurs. B&W government affairs
staff will professionally support the sales force, third party individuals,
organizations, wholesalers, retailers, consumers, trade groups or others who
wish to express opposition or support to legislative issues. The team will have
the capacity to direct attention from issue to issue and from region to region,
issuing guidance and directions to generate action on a particular issue in a
particular region. Issues that have a disproportionate effect on B&W will be of
primary concern...On some occasions, such attention will allow B&W positions to
be written into law. At other times such activity can mediate more stringent
rules or defeat more adverse legislation. These efforts will make B&W a stronger
force to compete against anti-tobacco zealots or competitors who seek to use
government regulations to enhance their marketing positions.
STATE & LOCAL GRASSROOTS NETWORK
Constituencies: • Individual Smokers • Smokers' Rights Groups • Retailers •
Wholesalers//Distributors/Jobbers • Growers • Warehousemen • Suppliers • Vending
Machine Operators • Employees//Retirees • Sports Marketing
Partners: • Convenience Store Association • Grocers Association • Restaurant
Association • Bar & Tavern Association • Hotel//Motel Association • Convention
&Tourism Association • Outdoor Advertising • Truck Stop Owners • Bowling Alleys
• Bingo Parlors • Farm Bureaus • Veterans • Small Businesses • Various Good
Government Groups • Anti-Tax Groups • Free-Speech Groups • Property Rights
Groups • Special Markets
THREE CASEWORK EXAMPLES
A Local Issue.
A newsclip from Memphis reports an unusually strong comprehensive no-smoking
ordinance introduced in the city council. A management decision is made at 8:30
a.m. to lobby the issue. Information is exchanged with sales representatives. A
database search is made. Fifty-two Memphis supporters are located. The media
list shows two daily newspapers, seven local talk shows. A decision is reached
by 10:30 a.m. that the following will take place that day: 1)Two letters to
editors of local newspapers will be sent; 2)Six phone calls will be made to
local talk radio programs; 3)A wholesaler will call the sponsor of the ordinance
in protest, another will visit to oppose the legislation; 4)A search will be
made to locate a member of the council who will publicly oppose the proposal;
5)A petition opposing the ordinance will be drafted; and 6)A committee will be
asked to form and meet to implement further strategies.
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Company
Brown & Williamson
Author
Presumed corporate author, Brown & Williamson
Recipient
Presumed corporate recipient, Brown & Williamson
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Anne Landman
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