TOB_Magazine

[ 4 ] TOBACCO BUSINESS [ MAY / JUNE | 18 ] 58 PAGE 46 PAGE 24 PAGE CONTENT 2 | PUB LETTER Inspiring Inspiration STARTUP 6 | THE PROBLEM SOLVERS Think sales is just about selling a product? Think again. Kristoff Cigars’  Jarrid Trudeau offers his tips for discovering what your customers really want and how you can get the most out of your company’s sales team. 12 | IN THE FIELD: A TRADE APPROACH Altadis U.S.A.’s Oliver Hyams reveals how develop- ing unique trade programs and leveraging new media can give your marketing a much-needed boost. 18 | RETHINKING INNOVATION Before tobacco businesses can claim to be innovative, they must first broaden their definition and understanding of one of the industry’s favorite—and most misunderstood—words. COVER STORY 24 | LIGHTING THE WAY Devoted to making great moments happen for cigar lovers, Scandinavian Tobacco Group CEO Niels Frederiksen shares his approach to driving innovation.  OTP/RYO 32 | FREEDOM FIGHTERS NicoGen Pharma Solutions’ Rogue product line pro- vides consumers with the freedom to enjoy nicotine when and where they want—and gives the tobacco industry an example of how to innovate in a world of regulations and restrictions. PREMIUMCIGARS 40 | CASE STUDY: GREATER EXPECTATIONS Robert Caldwell’s entrepre- neurial drive has taken him from enthusiast to brand owner. Now he’s revealing how ambition, creativity and innovation helped him and his company reach unex- pected levels of success. 46 | WHO’S THE BOSS Davidoff’s Dylan Austin reveals how having a pur- pose can drive innovation and improve leadership 52 | ROYAL AGIO’S PREMIUM FOCUS Panter and Mehari’s premium cigarillos offer consumers and retailers alike a premium tobacco experience. 58 | CELEBRATING DOMINICAN CIGARS The Procigar Festival entered its second decade with a weeklong cigar party. VAPOR 64 | DRIVEN BY INNOVATION Fueled by new offerings, demand for vapor and e-cigarette products continues to grow. ALTERNATIVE 68 | CANNABIS’ CASH CONCERNS Sure, there’s money to be made in the burgeoning marijuana industry. But how will you bank it? RETAIL 72 | LIVING THE DREAM Lots of tobacco shop customers muse about what it would be like to run their favorite cigar haunts. Thirty-eight years ago, Gary and Barbara Kolesaire decided to find out. 78 | THE INS AND OUTS OF INVENTORY MANAGEMENT Discover how better inventory control can improve your profits.  LEGAL 82 | NATO NEWS The FDA’s proposed rule for smokeless tobacco 84 | IPCPR INSIGHTS What do the three proposed rules issued for tobacco products mean for premium cigars and the tobacco in- dustry? The IPCPR explains. 86 | CRA CORNER How the premium cigar industry is working to tell its unique story. 88 | THE FDA VS. INNOVATION It’s a case of the government not only taking on businesses but also attacking the one thing that has united tobacco manufacturers, retailers and consumers: innovation. 90 | MOVING FORWARD WITH THE FDA Gottlieb’s plan on the future regulation of tobacco prod- ucts begins to take shape. 92 | SOUND ADVICE: STORYTELLERS A team of cigar-smoking commercial filmmakers set out to make their first documentary about the cigar industry. Learn how they took on a new genre in hopes of telling a story that hadn’t been told before— and what they discovered along the way.  ON THE COVER: PHOTO BY JUSTIN HUMMERSTON