Feet on the street. - Territory Sales Manager Reynolds American Employee Review

Trade Marketing (the feet on the street) is about to be dismantled. We are no more than an exorbitant expense to the bottom line for BAT. They hate us and the cost that comes with a field trade sales force. Let me repeat that. They HATE US and the cost of field trade marketing. Propel 2.0 , as they call it , is the field trade restructure that changes everything. The field force will be cut by 35 to 40% with alternative coverage (3rd party) calling on low volume independents. A lot cheaper for BAT to pay a 3rd party to service low opportunity outlets. Not to mention they know these retailers are clueless and will be in violation of contracts (unbenounced to them) and they won't pay the discounting or pep funding associated with the programs signed. At the end of the day RAI TMS is the next cost cut. Massjve program resources are going to the chain stores that allow scan data information to go directly to the wolf. Big tobacco is driving consumers to the compliant complicit (or not - but who's looking) chain stores further pressuring the under funded independent stores to close their doors or sell out. It's a smart play on big tobacco's part. Just not how I thought it would play out when I started my career 25 yrs ago.