1. Imperial Tobacco Sales Force Restructure – 2013
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Imperial Tobacco are the UK’s leading tobacco company and the fourth largest tobacco company
in the world, employing over 30,000 staff in over 200 countries and are committed to delivering
excellence to their internal and external customers.
Event: Sales Force Restructure
Location: UK wide
Venues: Multiple
Number of delegates: 2000
Event dates: July- October 2013

2. Imperial Tobacco Sales Force Restructure – 2013
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Brief:
To streamline and modernise its sales function , Imperial Tobacco embarked on a
transformation of its sales force and the way in which it operated.
This involved the recruitment, training and retraining of current and new employees in new
systems, policies and procedures throughout its UK force.
Browns Venues and Events were engaged to provide a series of services over a 5 month
period. These included the following:
• Project Management
• Venue Find and Rate Negotiation
• Delegate Management
• Onsite Event Management
• Team Build and Creative Design
• Budget Management

3. Imperial Tobacco Sales Force Restructure – 2013
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The Venues:
Browns Venues and Events worked closely with their venue partners in particular with Q
Hotels to provide a venue programme designed around inspirational work spaces, value for
money and locations logistically aligned to the UK team.
The key factors in choosing the venues were their ability to deliver multiple work
spaces, conducive to a productive training environment, open and outdoor spaces to
encourage group work and good technical capabilities. The cities chosen were
Edinburgh, Newcastle, Manchester, Birmingham, Peterborough, Stratford, Leeds, Heathro
w, Bristol, Nottingham, Northampton, Reading and Swindon.
The volume of bookings placed ensured Browns were able to negotiate excellent value for
money rates without compromising on the service or product.

4. Imperial Tobacco Sales Force Restructure – 2013
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Project and Event Management:
Browns Venues and Events were chosen for their previous project management work and
ability to demonstrate a history of delivering projects on a large scale. Browns role in
relation to project and event management was as follows:
• Project Planning Meetings
• Script Design and Management in relation to presentations
• Audio Visual Production
• Delegate Registration
• Travel Planning and Logistics
• Design and Layout of graphics and theme of the conference
• Onsite Event Management, Troubleshooting, Supplier Liason

5. Imperial Tobacco Sales Force Restructure – 2013
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Challenges:
With a project of this scale many and regular challenges were presented these included
regular changes in delegates due to the short recruitment lead time and the knock on
effect to course material changes. Finding venues that fitted the criteria and at short
notice. Changes onsite to presentations, redesign of course structure and knock on effect
to timings and location of catering and rooms within the venue.
Execution:
Browns assigned two members of the team to oversee the project exclusively, this meant
communication with the client was consistent and reduced the possibility of errors that
can sometimes arise if team members change on a project. Browns rigorous evaluation
of its third party suppliers and venues ensured key services could be trusted and
delivered. Browns reservation and event management software system means any
changes to programmes are easily achieved and at the touch of a button reporting
available to the client at all times.

6. Imperial Tobacco Sales Force Restructure – 2013
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Feedback from the client:
“Hi Sean,
I made it back safe after our final programme in Nottingham and fell asleep on the sofa!
Thank you for yours and the teams support over the past 5 months, impeccable service as
always. Thanks for all your support, couldn’t have done it without you.
Regards,
Sue”