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JOHNSON'S Period III - 9 Baby Powder Ounce Promotion () This promotion offers you and your accounts an outstanding oppor- tunity to generate strong sales volume and profits The JOHNSON'S 12.0 Baby Powder 9 ounce promotion offers lucrative display and advertising allowances 2.3 which reduce the 9 ounce per unit dead net cost to under .78 Promotion Objectives 1 To obtain your individual promotional sales objective 2 To obtain price features at unit in order to stimulate consumer purchases and provide high volume and profits for your accounts To generate price feature advertising support your accounts resulting in increased consumer in 40 of demand To increase 9 ounce distribution levels especially in Mass Merchandiser outlets Key Selling Facts Trade Benefits JOHNSON'S Baby Powder 9 oz is one of the best selling sizes of JOHNSON'S Baby Powder representing 24 of total JOHNSON'S Baby Powder consumer ounce sales year source A. C. Nielsen The 9 oz size of JOHNSON'S Baby Powder outsells any individual competing brand of shaker top powder at retail JOHNSON'S Baby Powder 9 ounce consumer volume year has exceeded the volume of any competing brand source A. C. Nielsen The lucrative allowances totaling 14.3 represent the sole promotional opportunity to the trade in 1977 on this popular put JOHNSON'S Baby Powder advertising monies during the first half of 1976 repre- sented 75 of total category spending outspending the competition 3 to 1 The JOHNSON'S Baby Powder advertising will continue to impact adult females female teens and mothers with infants Volume and profit opportunity via increased inventories and new distribution Volume and profit opportunity via cross merchandising and estab- lished consumer demand Volume and profit opportunity via price feature advertising support Stimulation of consumer demand JNJ0008774 497440004 Sales Opportunity Past JOHNSON'S Baby Powder 9 ounce promotions have proven successful in generating incremental consumer ounce sales and generating incremental sales volume and profits for your accounts Therefore take advantage of the 9 ounce promotion in 1977 by convincing your accounts to 1. Display price features and schedule newspaper advertising in support of the 9 ounce JOHNSON'S Baby Powder at .89 2 Take on JOHNSON'S Baby Powder 9 oz as a new item especially in Mass Merchandisers 3 Generate merchandising of JOHNSON'S Baby Powder 9 ounce in both the baby and adult BA section to maximize sales and profits 4 Help your accounts to build shelf and aisle displays Good Luck . and good selling JNJ00087720987740002 JNJ00087720987740002 AttachCount Author BegAttach Confidentiality Custodian DocumentType EndAttach Prod Replacement Title To JNJ000877441_0001 Metadata 0 Unknown JNJ 000877439 N TJJCIRIM Financial JNJ 000877454 0004 PROD Yes Johnson's Baby Powder Period III - 9 Ounce Promotion Unknown ORIGINAL ORIGINAL ORIGINAL ORIGINAL ORIGINAL ORIGINAL ORIGINAL ORIGINAL ORIGINAL ORIGINAL ORIGINAL Cash on your 9oz Profit Opportunity 1977 DISPLAY ALLOWANCE 15 9 oz $ .50 dozen Ad Coupon 4.6 Plus Handling DESCRIPTION CODE JOHNSON'S * Baby Powder 9 oz 3021 COST UNIT | DOZEN | CASE CASE | CASE | CASE | PACK | LBS | CUBE }| CASE SIZE REGULAR $ LESS DISPLAY .906 | 10.87 43.48 .864 .864 10.37 41.48 |4 doz | 33.5 1.13 20 3/4 x 14 x | 6 3/4 PROM COST ORDER DEADLINE April 1 1977 SHIPPING PERIOD February 21 to PERFORMANCE PERIOD February 28 ONE ORDER ONE SHIPMENT April 8 1977 to May 13 1977 OFFER EXPIRES April 8 1977 DISPLAY ALLOWANCE PAYABLE OFF INVOICE for supplemental shelf display in all retail stores serviced supported by one or more of the following activities 1. promoted at a feature price 2. store's own coupon promotion AD PERFORMANCE REQUIREMENTS The following must appear within the framework of the coupon itself 1. Brand name sizes price reduction reflecting full value of the coupon 2. Coupon expiration date This date must not exceed seven days from the date of publication 3. The Dealer's name 4. Limit one coupon per purchase coupons can be redeemed Refer to Contract 101 specific requirements Completed Contract must with coupons for payment at A. C. Nielsen P. Clinton Iowa 52734 for other be returned O. Box 1369 All promotion orders must be received and approved by your JOHNSON & JOHNSON sales representative by the order deadline Carload allowance % 1,000 cases % 500 assorted with other Baby Products Company discount 2 - 30 days cases May be products Cash Only promotional merchandise received prior to the date of the feature will constitute the quantity against which Johnson Baby Products Co. New Brunswick N.J. 08903 B 1477 H 03-77-010 B P- 3 Trademark of JOHNSON & JOHNSON JNJ0008774 43740004 JoShnAsoVn'Es 15 Reg 0.00 Baby Powder WITH THIS COUPON a Now Limit one coupon per purchase | SIZE only ee ee ee only STORE NAME oo a Johnson's Baby Powder Jefimem Jefimem Jefimem baby | powder Reg 0.00 WITH THIS COUPON Limit one coupon per purchase i only 0.00 0.00 oz SIZE only Coupon good from to ....... I we es ee ee ee STORE NAME om oe ee os oe os a JNJ000874043740002 JNJ000874043740002 AttachCount Author BegAttach Confidentiality Custodian DocumentType EndAttach Prod Replacement Title To JNJ000877443_0001 Metadata 0 Johnson & Johnson Baby Products Co JNJ 000877439_0001 000877439_0001 N TJJCIRIM Marketing JNJ 000877454_0004 000877454_0004 PROD Yes Cash In On Your 9 Oz Profit Opportunity In 1977 Unknown ORIGINAL ORIGINAL ORIGINAL ORIGINAL ORIGINAL ORIGINAL ORIGINAL ORIGINAL ORIGINAL ORIGINAL ORIGINAL Cash on your 9oz Profit Opportunity 1977 DISPLAY ALLOWANCE 9 oz $ .50 dozen DESCRIPTION JOHNSON'S Baby Powder 9 oz CODE CASE PACK AD COUPON 15 Plus Handling DIS ALLOW 1 3021 4 doz $ 50 doz SHIPPING PERIOD February 21 to April 8 1977 PERFORMANCE PERIOD February 28 to May 13 1977 PAYMENT PERIOD ENDS June 24 1977 ONE ORDER ONE SHIPMENT OFFER EXPIRES April 8 1977 DISPLAY ALLOWANCE PAYABLE BY SEPARATE CHECK Payable for supplemental shelf display supported by one or both of the following activities 1. promoted at a feature price 2. store's own coupon promotion To receive pay- ment submit wholesaler's invoice to JOHNSON & JOHNSON Baby Products Co. New Brunswick N.J. AD PERFORMANCE REQUIREMENTS The following must appear within the framework of the coupon itself 1. Brand name sizes price reduction reflecting full value of the coupon 2. Coupon expiration date This date must not exceed seven days from the date of publication 3. The Dealer's name 4. Limit one coupon per purchase Coupon can be run will not exceed promotion period only once during the promotion Payment the promotional order placed during the Refer to Contract 102 for other specific requirements Completed Contract must be returned with coupons for payment to A. C. Nielsen P.O. Box 1369 Clinton Iowa 52734. To obtain a copy of Contract 102 write JOHNSON & JOHNSON Baby Products Company T.C.F. Department New Brunswick N..J 08903 Allowances will be paid on merchandise purchased during the Shipping Period and offered for consumer resale before the end of the Performance Period These allowances are not available to direct buying accounts of the Baby Products Company Display material may be ordered directly from JOHNSON & JOHNSON Advertising Dept. New Brunswick N.J. 08903 WHOLESALERS SALES SHEET Johnson Baby Products Co. New Brunswick N.J. 08903 B 1478 I 03-77-010 B P3 Trademark of JOHNSON & JOHNSON JNJ000874 AttachCount Author BegAttach Confidentiality Custodian DocumentType EndAttach Prod Replacement Title To JNJ000877445_0001 Metadata 0 Johnson & Johnson Baby Products Co JNJ 000877439_0001 000877439_0001 N TJJCIRIM Marketing JNJ 000877454_0004 000877454_0004 PROD Yes Cash In On Your 9 Oz Profit Opportunity In 1977 Unknown ORIGINAL ORIGINAL ORIGINAL ORIGINAL ORIGINAL ORIGINAL ORIGINAL ORIGINAL ORIGINAL ORIGINAL ORIGINAL Cash on your 9oz Profit Opportunity 1977 Johnson's powder Johnson Johnson DISPLAY ALLOWANCE 9 oz 1.30 dozen 12.0 ADVERTISING ALLOWANCE 9 oz $ .25 dozen 2.3 DESCRIPTION CODE JOHNSON'S Baby Powder 9 oz 3021 COST UNIT | | | || || | DOZEN CASE CASE PACK CASE LBS CASE CUBE CASE SIZE REGULAR $ .906 LESS DISPLAY .798 .798 10.87 43.481 4 x 20 3/4 | d^z 33.5 | 6 3/4 9.57 38.28 LESS DISPLAY & ADV .777 9.32 37.28 PROM COST ORDER DEADLINE April 1 1977 SHIPPING PERIOD February 21 to PERFORMANCE PERIOD February 28 ONE ORDER ONE SHIPMENT April 8 1977 to May 13 1977 OFFER EXPIRES April 8 1977 DISPLAY ALLOWANCE PAYABLE OFF INVOICE for supplemental shelf display in all retail stores serviced supported by one or more of the following activities 1. promoted at a feature price 2. store's own coupon pro- motion ADVERTISING ALLOWANCE PAYABLE BY SEPARATE CHECK at National Line Rate or full amount earned with a one 1 column inch ad 70 of the promotional order must be in retail locations in the principal circulation area of the A. B. C. listed newspapers used at the time of the ad Tear sheets required Use computerized certificate of performance All promotion orders must be received and approved by your JOHNSON & JOHNSON sales representative by the order deadline Carload allowance % 1,000 cases assorted with other Baby Products discount % - 30 days % 500 cases May be Company products Cash . Johnson Baby Products Co. New Brunswick N.J. 08903 B 1417 H 03-77-010 A P- 3 Trademark of JOHNSON & JOHNSON JNJ0008774 AttachCount Author BegAttach Confidentiality Custodian DocumentType EndAttach Prod Replacement Title To JNJ000877446_0001 Metadata 0 Johnson & Johnson Baby Products Co JNJ 000877439_0001 000877439_0001 N TJJCIRIM Marketing JNJ 000877454_0004 000877454_0004 PROD Yes Cash In On Your 9 Oz Profit Opportunity In 1977 Unknown ORIGINAL ORIGINAL ORIGINAL ORIGINAL ORIGINAL ORIGINAL ORIGINAL ORIGINAL ORIGINAL ORIGINAL ORIGINAL Cash on your 9oz Profit Opportunity 1977 PROTECTION Johnson DISPLAY ALLOWANCE 9 oz 1.30 dozen ADVERTISING ALLOWANCE 9 oz $ .25 dozen DESCRIPTION JOHNSON'S Baby Powder 9 oz CODE CASE PACK DIS ALLOW 1 ADV ALLOW 2 3021 4 doz | 1.30 doz $ .25 doz SHIPPING PERIOD February 21 to April 8 1977 PERFORMANCE PERIOD February 28 to May 13 1977 PAYMENT PERIOD ENDS June 24 1977 ONE ORDER ONE SHIPMENT OFFER EXPIRES April 8 1977 1 DISPLAY ALLOWANCE PAYABLE BY supplemental shelf display the following activities 1. 2. store's own coupon SEPARATE CHECK Payable for supported by one or both of promoted at a feature price promotion 2 ADVERTISING ALLOWANCE PAYABLE BY SEPARATE CHECK Allow- ances may be earned 1. for Retailer by Wholesaler authorized to perform advertising services or 2. independently by Retailer whereby reimbursement will be made for ad based on the following schedule 1. National Line Rate or 2. full amount earned for minimum one 1 column inch ad in A.B.C. listed newspapers Allowances will be paid on merchandise purchased Shipping Period and offered for consumer resale end of the Performance Period during the before the To receive payment for Display Allowance submit wholesaler's invoice and to receive payment for Advertising Allowance also include invoice for advertising and tear sheets - send to JOHNSON & JOHNSON Baby Products Co. P. P. Dept. New Brunswick N.J. before the end of the Payment Period These allowances are not available to direct buying accounts of the Baby Products Company Display material may be ordered directly from JOHNSON & JOHNSON Advertising Dept. New Brunswick N.J. 08903 WHOLESALERS SALES SHEET Johnson Baby Products Co. New Brunswick N.J. 08903 B 1418 I 03-77-010 A P3 Trademark of JOHNSON & JOHNSON JNJ0008740987740001 JNJ0008740987740001 AttachCount Author BegAttach Confidentiality Custodian DocumentType EndAttach Prod Replacement Title To JNJ000877447_0001 Metadata 0 Johnson & Johnson Baby Products Co JNJ 000877439_0001 000877439_0001 N TJJCIRIM Marketing JNJ 000877454_0004 000877454_0004 PROD Yes Cash In On Your 9 Oz Profit Opportunity In 1977 Unknown ORIGINAL ORIGINAL ORIGINAL ORIGINAL ORIGINAL ORIGINAL ORIGINAL ORIGINAL ORIGINAL ORIGINAL ORIGINAL JNJ000877408740001 The # brand of adult powder The JOHNSON'S Baby Powder 14 oz size outsells any other total brand of adult powder In other words JOHNSON'S Baby Powder 14 oz size outsells all sizes of each of the following brands Cashmere Bouquet Clairol Herbal Essence private label or any other brand of adult powder baby powder powder PUREST PROTECTION NET WT diff retail audit firm unit movement past 12 months Trademark of Johnson & Johnson JNJ0008788744002 JNJ0008788744002 The JOHNSON'S Baby Powder 9 oz size outsells any other total brand of adult powder In other words JOHNSON'S Baby 9 Powder oz size outsells all sizes of each of the following brands Cashmere Bouquet Clairol Herbal Essence private label or any other brand of adult powder In fact JOHNSON'S Baby Powder 14 oz and 9 oz sizes each outsells these other oriented health and beauty aid products Gleem Toothpaste 5 oz Sure Deodorant Spray6 oz Vaseline Petroleum Jelly 1.5 oz Head & Shoulders Shampoo 11 oz Scope Mouthwash 24 oz Colgate Toothpaste 9 oz Listerine Mouthwash 3 oz A leading warehouse movement auditing firm unit movement pas1t2 months JNJ0008774 Why should you think of JOHNSON'S Baby Powder 14 oz and 9 oz sizes is the leading adult powders Because 37% f adult women who use a shaker top owder use JOHNSON'S Baby Powder on nemselves 47 % of all female teenagers who use a shaker top owder use JOHNSON'S Baby Powder on hemselves 38 of all adult males who use a shaker top powder Ise JOHNSON'S Baby Powder on themselves National independent research firm usage and attitude study 1976 JNJ0008774 48740004 How will stocking JOHNSON'S Baby Powder 14 oz and 9 oz sizes in both the baby and adult powder sections increase your sales and profits Like this A recent retail research study showed Total Powder Category Sales Volume 33 % by stocking JOHNSON'S Baby Powder in both the baby and adult powder sections Total JOHNSON'S Baby Powder Sales Volume 49 by stocking JOHNSON'S Baby Powder in both the baby and adult powder sections In other words by stocking JOHNSON'S Baby Powder 14 oz and 9 oz sizes in both your baby and adult powder sections your total powder sales and profits will increase through volume increases on JOHNSON'S Baby Powder and volume increases to other adult powder brands 1974 study conducted by independent retail auditing research firm based on overall volume JNJ0008774 48740005 How is JOHNSON'S Baby Powder supporting your placement of 14 oz and 9 oz sizes in both the baby and adult powder sections Through advertising JOHNSON'S Baby Powder is spending over 4million dollars against the following user groups adult females female teenagers mothers with nfants In these media Network Prime Time television Network Daytime television S" pot television Magazines Utilizing the following highly persuasive advertisements print " Johnson Johnson i, JNJ0008774 AttachCount Author BegAttach Confidentiality Custodian DocumentType EndAttach Prod Replacement Title To JNJ000877448_0001 Metadata 0 Unknown JNJ 000877439 N TJJCIRIM Marketing JNJ 000877454 0004 TALC_PROD_050 Yes Are You Maximizing Your Sales And Profits From The # 1 And # 2 Brands Of Adult Powder Unknown ORIGINAL ORIGINAL ORIGINAL ORIGINAL ORIGINAL ORIGINAL ORIGINAL ORIGINAL ORIGINAL ORIGINAL ORIGINAL