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36TOBACCOOUTLETBUSINESSJANUARYFEBRUARY2012whenweopenoneweusuallygiveitayear.Ifitx19snotpro1tablebythenweshutit.x1dRYOispickingupnicelyaccordingtoseveralplayers.ForTROofNorthCarolinasalesareincreasingeveryweekaccordingtoWhitaker.x1cYoucertainlycanx19tjustdependoncigarettesalesanymorex1dhesays.x1cx4epro1tnowliesinthestoreasawhole.WeexpandedourRYOdepartmentalittlebitandthevolumeisgrowing.Wedonx19thavetherollingmachinesbutwemighttrythemthisyear.x1dAtCollettEnterprisesRYOsectionshavebeenexpandedby40to50percentineachstorebasedoncustomerdemandaccordingtoCollett.x1cItwasthebestchangewemadex1dhesays.e-CigsontheriseE-cigsarenowthemostpro1tablecategoryinCoxx19sSmokersOutletstoresaccordingtoGrantzandsothechaincontinuestogrowit.x1cWehaveanadvantageoverourcompetitionespeciallytheconveniencestoresastheywerelategettingintothebusinessandtheirsta6isnoteducatedontheproductx1dhesays.x1cWearealwayslookingtoaddanyproductlinethatrelatesinanywaytoourbasebusiness.x1dPhilMetzingervicepresidentoftobaccooperationforBrookshireBrothersx1941TobaccoBarnsbasedinLufkinTex.atNo.8alsoreportse-cigsasbeingx1chugex1dforus.x1cx4erex19sadoctornearbywhoissendingsmokerstoouroutletsfore-cigswex19reblowingthedoorso6ofthemx1dMetzingersays.x4echainisalsodoingwellwithalternativessuchasSmokeyMountainsnu6.x1cIseethisasapointofresponsibilityforusx14movingtosaferformsoftobaccousex1dheadds.Inventorycontrolandinventorymanagementcanhelpatobaccochainachievenewhighs.JustaskDarrenCollettofCollettEnterpriseswhotellsTOBhehasx1cbuiltabusinessonit.x1dHecreditsinventorycontrolandhandlingforhischainx19srecentcategoryexpansioninRYO.Headdsx1cWemonitoritverycloselynotonlyshrinkbutwecontroltheinventoryx14itx19sthebiggestthingwex19redoingmovingforward.x1dAnupscaleimageisinatleastinpartsayseveraltopchains.x1cWehaveupgradedsomeofourstoreswithremodelstoimprovetheirimagereportsSchmitzfromTobaccoOutletPlus.x1cWiththemixofproductsthatmostofourstoresstockespeciallythestoresthathaveliquorandwinewetrytoportraymoreofanupscalelookx1dagreesGrantzfromCoxx19s.x1cToattractthefemalecustomerespeciallythewinedrinkerswefeelweneedtoportraythatimage.WehaveataglineweuseinourprintandTVadvertisingx14x18Herex19stotheGoodLife.x19Wefeelthattheproductswesellmakepeoplefeelthattheyareenjoyinglife.x1dCollettEnterprisespresentsadiscountimagex1cbutwithaclassy0airx1daccordingtoCollett.x1cx4emajorityofourcustomerbaseisadiscountshopperbutwehaveaclassy0airwithwalk-inhumidorsinhalfofourstoresapremiumcigaro6eringandsomeupscaleitemsaswell.x1dTailoringstoreswithamicro-marketingapproachcandowondersforthebottomlineagreeseveralretailers.x1cIthinkeachofourstorestriestoassimilatetothedemographicsoftheareax1dsaysRandySilvermanpresidentKlaftersInc.NewCastlePa.No.41with14stores.x1cForthemoreaEuentareaswetryforamoreupscaleapproachwithalargerhumidorandacigarloungewhenspaceisavailable.Forsomeofthemoremodestareaswemaynothaveaslargeofaninvestmentinourhumidorortheamountofproductsthatwesell.RYOandgenericcigarettesseemtodomuchbetterinstoreswheretheincomedemographicsarelower.x1dx1cIx19mnotx14andyoucanx19tbex14acookiecutteroperationinthisbusinesstodayx1daddsTapley.x1cYouhavetotailoranddiversifybecauseallthec-storesandyourothercompetitorsaredoingit.Youhavetomixitupinsidedependingonthemarket.x1dCustomerserviceisreallyinandinfactatCoxx19sSmokersOutletx1courstorecustomercounthasremainedthesameorincreasedinourlocationsevenwiththedecreaseinsmokingx1dGrantzproudlyreports.Healsotellsofhisbestcustomeranecdotelastyearx1cIhadacustomerpersonallycallmeandletmeknowhewasgoingtobealifetimecustomerofoursx1dGrantzrelays.x1cHisreasonwasthatoneofourmanagerswentbeyondthecallofdutyto1ndhimahard-to-1ndproductthathewassearchingfor.Itmakesyourealizethatyourconstantremindersaboutcustomerservicetoemployeesdosinkinifyoukeepbeatingthedrum.x1dMovingforwardthisyearthetypicalandnewchallengesstillaboundbutmosttopchainsaretakingitday-by-day.x1cWiththeFDAnowyoujustneverknowwhatx19sgoingtohappenwiththisbusinessx1dsaysWhitaker.x1cItcanchangeeverydaysoyouhavetojustrollwithit.x1dx1cIthinkeverytobaccoretaileriswisetosurveythelandscapeandthecommunitiestheyservebecausetherearestilllotsofopportunitiesouttherefornewlocationsnewlineupsandincreasedvarietyx1daddsMetzingerfromTobaccoBarn.x1cx4erearepeoplethattrulyenjoythiscategoryandtherealwayswillbe.x1dTOBContinuedfrompage33TOBx19sTop