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30TOBACCOOUTLETBUSINESSMARCHAPRIL2009cabinetsx1dx3lledwithmiscellaneousitemsromvariouscompanies.x1cWex19vemadeaconsciousex2orttohaveouraccessoriesreallycatchourcustomersx19eyesastheyx19rewalkingtothehumidorandagainastheyx19rewalkingbacktotheregisterareax1dhesays.x1cTeyarereallypassingalloouraccessoriestwicex14andthatisonpurpose.x1dUsetheaccessoriesyousell.x1cOneothethingsthattraditionalsmokeshopsdox14thatmoretobaccooutletsshoulddox14isoutx3ttheirstax2withthecigaraccessoriessoldinthestorex1dsaysArronSissompresidentoMusicCityMarketingapremierdistributorotobaccoitems.x1cItx19stoughwhenyouhaveanassortmentohigher-endlightersinadisplaycaseanditcatchesacustomerx19seyex14butyoudonx19thavesomeoneinthestorewhocantalkintelligentlyaboutit.Itx19shardoraclerkmaking8to10dollarsanhourtoax2ordanitemlikethat.Sowealwaysencourageshopownerstobuysomeorthestoreandletthemanagerandclerkshaveaccesstothem.Itx19sevenbetterwhensomebodycomesinaskingaboutthedix2erencebetweentwonicelightersandtheclerkcanpulloneoutohispocketandexplainthathex19shaditortwoyearsanditx19sneverneededrepair.x1dx1cTereal-worlduseoaproductlikethatisinvaluabletosellingitx1dagreesBradEmerysalesexecutiveatMusicCity.x1cEmployeeshavetobeexcitedaboutaccessoriestosellthem.Itheyx19vebeenusingalighterorsixmonthsormoreitx19sawholeloteasiertopassthatuseontothecustomer.x1dPartridgealsosubscribestothattheory.x1cMysalespersonnelalwayshavelightersintheirpockets.Itreallymeansalottocustomerswhenanemployeepullsitoutohispocketandsayssomethinglikex18Iusemineallthetime.x19x1dAnaccessoryinthecustomerx19shandisworth10onashelf.Asanextensionothex1cLetstorepersonneluseitx1dphilosophytobaccooutletsshouldconsiderputtingmorecigaraccessoriesdirectlyintothehandsocustomers.x1cItx19saknownsalestacticthatwhenacustomertouchesanitemx14orevenbetterholdsitinhishandsx14thechancesothatcustomermakingapurchasegoesupx1dstatesSissom.Hethereorerecommendsthatretailersbemoreopentoallowingcustomersandstax2tohandlealbeitsupervisedthevastmajorityocigaraccessoriesinthestore.x1cSittingandcollectingdustonasheldoesnogood.x1dLinkcigarnightswithaccessories.CigarnightsarenotonlyaboutcigarsasPartridgecanattest.AtUPtownx19sSmokeShopaccessoriesaretiedtospecix3cevents.x1cForexamplewhenCAOcomesinwithcigarswepulloutallCAOashtraysandCAOlightersandtheyhavealsosomenicebrandedhumidorsx1dsaysPartridge.x1cSowex19llcertainlyeaturethewholebrandorthatevent.x1dEspeciallyduringcigarnightsorspecialeventsPartridgewillalsomakeaconsciousex2orttox1cdispersealotoitemsateyelevelaroundthestorewheretheycanbeseenwhenjustsittingintheloungeareax14andotentheseitemsareaccessoryitems.x1dKnowhowtomakeagooddeal.x1cImanuacturerscometouswithapromotionoraspecialweturnaroundandpassthatontotheretailersx14andwehighlyencouragethemtopassitontotheircustomersx1dstatesSissom.Hesaysthatbecauseotheeconomicdownturnevenhigher-endcustomersarelookingorsomekindodealtoday.x1cx1bakingapercentageox2isverypopularnowx1dherelays.x1cAnditcanbeaslittleas10percentx1daddsChrisFeltssalesmanageratMusicCityMarketing.x1cItdoesnx19thavetobe30or40percentx14even10percentcanmakeaworldodix2erenceingettingthesale.x1dDonx19tbeoblivioustostyletrends.x1cBlacksilverandgoldaretoughtobeatx1dasarascigaraccessoryx3nishesgoaccordingtoSissom.Hesaysthatsomecigarcustomersareconsciousomatchingwhathecallstheirx1cpocketjewelryx1dsuchasmatchingalightertoawatchorbeltbuckleotheday.x1cItx19snotabadsalestacticatalltopointoutthataparticularlightermatcheswellwithacustomerx19swatchorbeltbucklex1dhemaintains.Hethinksitx19salsoagoodideaorretailerstox3ndoutthedcoroacustomerx19shomeorofceorthepurposeorecommendingtherighthumidor.WhileSissomandhissalesteamrecognizethatcolorandstyletrendscanvarygreatlyaccordingtoaparticularregionothecountrytheydoseesomegeneraltrendslatelytowardx1cboldgraphicsx1dandx1cbrightvividcolors.x1dTeyalsomentionedwitnessinganincreaseinAmericanathemesperhapsbecauseoincreasedpatriotismandtheelectionoPresidentObama.TOBPositioningcigaraccessorydisplayswherecustomerspassbytoreachthestorex19shumidorcanboostsales.