52 TOBACCO BUSINESS | MARCH / APRIL | 22 Johnston and Arbuckle each brought something unique to the partnership that led to the launch of Blend Bar and filled in where the other may have lacked in terms of knowledge and skill. There were things that had to be learned along the way as well. Johnston admits that over the years he’s learned how to delegate certain tasks and how to look at business from a different angle. Launching a business is one thing, but learning how to grow that business, how to analyze and work with profit and loss, how to create a business for cigar smokers that also appeals to those that don’t smoke—these are all necessary for growth and long-term success in 2022 and beyond. As you’re mapping out the future of your retail outlet, keep service in mind. Blend Bar with Davidoff Cigars was built around the idea of hospitality and experience. Johnston advises retailers to think about the businesses they frequent. Why does that business, restaurant or store appeal to you? Why do you enjoy going into it? Is it clean? How does the staff treat you when you walk in? This simple approach to viewing businesses is oftentimes lost on today’s brick-and-mortars that find themselves competing with the ease of online shopping. It all comes down to treating your customers right, Johnston explains. Make them feel at home, and let customers and guests know you’re happy to have them in store. If you treat your customers right and show them some respect, those customers in turn will become your business’ biggest supporters and promoters. TB Why are your store’s décor and its amenities so important? Your store, bar or lounge’s perceived value to its customers can actually help you sell more high-end products. While the national average MSRP for a cigar may hover around the $10 price point, Blend Bar with Davidoff Cigars’ Corey Johnston reports that his establishment’s average price is at $19. Blend Bar blended a cigar with its partner Davidoff Cigars called Salamones. This is an exclusive to Blend Bar that retails for $95. While that price point may exceed what many would think a consumer would spend on a single cigar, for Blend it’s easily one of its bestsellers. What makes this cigar such a hit among Blend’s customers? Johnston explains it’s many factors relating to features that makes Blend Bar with Davidoff Cigars stand out from the average tobacco retail outlet. “It’s amazing what people will spend on what they may view as their little vacation or luxury,” Johnston explains. “Salamones sells like hotcakes. They look at it as a special treat. At Indy Cigar Bar, customers may have been a little too price conscious; with Blend that’s not the case. It’s the surroundings.” Retailers looking to sell more high-end products may want to take a cue from Blend Bar with Davidoff Cigars. Take a look at how your store’s furniture looks, what colors you use in your décor, how clean the ashtrays are or even consider a dress code. The more high-end the experience you create for your customers, the more you can condition them to spend on perceived high-end products. BE MORE TO SELL MORE Salamones is a Blend Bar exclusive blended by Davidoff Cigars and a bestseller at its various locations.
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