2022 Tobacco Retailers Almanac

Outside the humidor the most valuable space in a tobacconist's shop is near the register. It can be a challenge to keep this area neat, clean and stocked with enough product to feed that impulse-buy desire in most customers. “I'm always amazed how many people just pick up some of our inexpensive cutters and torch lighters when they're at the register.” says Saunders. “And most of those items are higher margin, so you don't have to sell that many of them before it really adds up in a hurry over a month.” Retailers should also consider the positioning of their products. Are your bestsellers located where our customers don't have to search for them? Do you have a table or counter in or close to the humidor that neatly displays new releases or sale items? Where do you display your exclusives? Sales reps see so many examples of merchandising, both good and bad, within their sales territory. Talk with them to get some feedback and ideas. If they want to change their displays ask “What would you want to change and why? What is your strategy?” You could learn a lot! Merchandising is not a one-and-done fix for the retailers. Eective merchandising can only happen by trial and error and consistent attention to detail. When is the last time you really looked around your store? What changes could you make in your humidor to put the cigars in the best possible light? How well do you display sale items? Are all your products priced clearly and properly? To get the most out of your merchandising, these are the types of questions that will start you on the path to more sales. store real estate Finnie Helmuth of Humidour Cigar Shoppe in Cockevsville, Maryland., has a center island as a main focal point of her store, and it's where they'll put special promotions to draw the customers eye. Photo courtesy of Fanny Helmuth Showing both the single cigar price and the box price will increase box sales with nearly no cost to you | 13