Tobacco Business

[ 96 ] TOBACCO BUSINESS [ MAY / JUNE | 21 ] What are the different types of pipes available? The three main types of pipes—in descending order of popularity— are briar, meerschaum and corncob. There are also novelty pipes made of gourds, and “pocket pipes” that fold into a compact size, among other unique features. Churchwarden pipes, with long stems, become popular when Lord of The Rings movies are playing, so there are also trends to be followed. Some of the most popular shapes are apple, billiard, bulldog, Dublin, poker and pot—and these can come in varying sizes with different shank shapes and different stem materials. You can get a strong fundamental education on pipes in TU’s Accoutrements College. Once you have learned the fundamentals, it’s a good idea to ask your vendor questions about what sells and their unique product features. Most of these pipes are handcrafted by artisans around the world. How can retailers find actual pipes to bring into their store? One of the most efficient ways to get started in the pipe business is to order from a reputable distributor who has multiple lines of pipes and tobaccos. A company like Laudisi Distributors has excellent briar pipe brands like Peterson and Savinelli. These “old-world” or more established brands will cover the middle to high ground and offer a great variety of quality and price. They also offer pipe tobaccos like Cornell & Diehl, G.L. Pease and Gawith Hogarth & Co., which make great boutique pipe blends, many of which come in tins or individually packaged bags. The folks at Laudisi are knowledgeable and can help answer any questions you have about the brands. They are committed to the pipe and tobacco industry. If you are interested in selling bulk tobaccos and packaging smaller bags in your store, you can look to a company like Phillips & King, who has an extensive selection of bulk tobaccos covering the quality and price spectrum. Keep in mind, if you are packaging and selling bulk tobaccos, you will need a scale, and your state or municipality will probably require it to be registered and tested. You will also need smaller bags, labels and jars to house the tobacco. This is enough to get you started, but if you want to get into meerschaum pipes, you may want to find a specialist like Paykoc Imports. They import a tremendous amount of meerschaum pipes in every imaginable size, shape, carving and so on. The best way to buy meerschaums, or any pipe for that matter, is to hand-select what you want at a trade show, but in lieu of that, all pipe vendors will work with you over the phone. Pipe makers, vendors and importers tend to be very passionate and committed to their products, so developing a good relationship goes a long way. I would say that you also must have a robust selection of “basket” pipes. These are lower-grade pipes that get the job done at a lower cost. Most importantly, you can squeeze out a little extra margin on basket pipes, and they make a great first sale to a curious cigar smoker who wants to give a pipe a try. Lastly, don’t forget to stock tampers, knockers, ashtrays, pipe stands and the other assorted accoutrements. The best part of these items is that they are relatively inexpensive, and you can make a little extra margin on them. Over time, once you have your core brands and inventory established, you can venture out, study other pipe makers and brands, ask companies to send you tobacco samples, and round out and evolve your inventory as you please. Starting with a strong and credible inventory will create opportunities for dialogue with knowledgeable customers who will also teach you about the products and compel you to bring in new items. How does one properly take care of or maintain a pipe? What added pipe cleaning or maintenance services might a retailer offer their pipe customers? Every new customer will have much to learn about keeping their pipe in optimal condition—everything from cake development to stem and shank cleaning will take time to learn. Again, there is an excellent education available in TU’s Accoutrements College, but many of these skills take time to learn, so every shop should have at least one tobacconist on staff that is experienced and can share their knowledge with customers. Every pipe smoker will need pipe cleaners and a tamper and poker to get started and keep the Tobacconists who are looking to bring in more pipes and pipe tobacco to their stores must be able to answer several key questions. Are you passionate about pipes or do you simply want to offer your customers a variety of pipes and pipe tobaccos at a reasonable price? How many customers will you be able to draw in with your store’s current or new pipe inventory? What price and quality range will resonate best with your customers? Tobacconist University’s (TU) Jorge Armenteros offers the following easy three-step plan to help you build your store’s pipe and pipe tobacco business. Hire or designate a pipe and pipe tobacco specialist. Empower this special employee to curate the inventory and be your in-house expert. Having a go-to person to focus on the inventory will be very helpful for the business, staff training and customers alike. Know the basics. Study the online TU academic curriculum on pipes, tobacco and pipe accoutrements. For those that are already certified, Armenteros recommends reviewing this material as pipe customers can be a very demanding and knowledgeable clientele. Use your vendors. They will be your greatest source of product info, so find experts and pick their brains until yours is full! Getting Started with Pipes 1. 2. 3.