TOB Magazine

YouTube, Facebook, Instagram and Reddit have had on

bringing those in the pipe community together and get-

ting them excited about the hobby. With the pipe busi-

ness being so customer oriented, Morgan says other pipe

makers and manufacturers are missing out if they aren’t

involved in some form of social media.

MORE CHOICES, MORE SALES

For many pipe manufacturers, retailers play an integral

part in promoting and selling pipes and pipe tobacco in

their stores. The relationship retailers have with consum-

ers is a valuable one, especially in helping those new to

pipes get into the hobby. When asked how retailers can

best serve those customers who aren’t familiar with pipes

and pipe smoking, Morgan brought everything back to

the fundamentals of the hobby: the pipes.

“In my opinion, whenever someone comes in and

they’re a new pipe smoker, what retailers should be doing

is helping them pick out a great-smoking pipe that doesn’t

cost a lot of money. This pipe is just for them to get into

the hobby to see if they like it. That’s where our corn-

cob pipes are a big hit,” Morgan explains. “If a new pipe

smoker comes in, most retailers know it’s really not fair

to sell them an expensive pipe as their first one because

they may not like pipe smoking. Sell them a corncob

pipe, which is a great-smoking pipe, and teach them how

to smoke the pipe. Don’t just sell them the pipe and the

tobacco—teach them how to smoke it, how to pack it,

how to light it and how to clean it, and also let them know

that if they’re truly going to try pipe smoking they will

need to have more than one pipe. Pipes must dry out in

between uses. Convince them to buy two or three inex-

pensive pipes. That’s where the corncob pipe fits in per-

fectly. If a retailer isn’t doing that, they really should be.”

In speaking with pipe consumers at trade and pipe

shows, Morgan has found that many retailers aren’t car-

rying enough different styles of corncob pipes. Many

tobacco retailers take on only one or two styles, which

isn’t enough of a selection for consumers, in Morgan’s

opinion. Corncob pipes, like the ones made by Missouri

Meerschaum, sell for as low as $7. When consumers see

the quality and price point of these corncob pipes, they’re

more inclined to buy more than one. Morgan says to be

successful and serve the needs of pipe customers, retailers

should be carrying four or five different styles of corncob

pipes. Missouri Meerschaum can even help retailers fig-

ure out which styles of its pipes will be the most likely to

sell most and quickest using sales data gathered from its

wholesale and direct-to-consumer sales.

Also, educating new pipe smokers on how to cor-

rectly pack a pipe will ensure that new pipe customers

have a good first pipe-smoking experience and that they

become loyal customers who provide repeat business.

While packing a pipe isn’t difficult, many people new

to pipe smoking do it incorrectly. Retailers should teach

and show their customers that they need to pack the

bowl of the pipe loosely on the bottom and a little firm-

er on top—but they should never jam the tobacco down

into the bowl or press it down completely.

MISSOURI MEERSCHAUM—

148 YEARS OF PIPE MAKING

Missouri Meerschaum Co. is the world’s largest and longest-

running manufacturer of corncob pipes. Based in Washington,

Missouri, which is known as “The Corn Cob Pipe Capital of the

World,” Missouri Meerschaum’s history dates back to 1869, when

a Dutch immigrant named Henry Tibbe began making corncob

pipes. A local farmer whittled a pipe out of a corncob and enjoyed

it so much that he asked Tibbe, a woodmaker, to help make more.

The farmer was so pleased with the results that Tibbe made and

sold more corncob pipes from his woodworking shop. These

pipes were so popular that they soon became his top-selling item,

taking over his woodwork. Tibbe made the decision to devote his

business full time to the production of these popular pipes.

The H. Tibbe & Son Co. became known as Missouri Meer-

schaum Co. in 1907. By 1925, there were close to a dozen dif-

ferent companies in the Washington, Missouri, area producing

corncob pipes. Though corncob pipes are often produced in Chi-

na, Missouri Meerschaum’s pipes are viewed as the best quality

and most authentic, continuing the production processes estab-

lished by Tibbe decades ago. It’s an American product that has

gained the attention and following of some historic figures in

American history, including General Douglas MacArthur, Mark

Twain and President Dwight D. Eisenhower.

Today, Missouri Meerschaum is the only company remaining

that produces corncob pipes with worldwide distribution.

If he had to do it all over again, Morgan says he would abso-

lutely get involved in the pipe business and that he still has

enthusiasm for what he does. “It’s not just because of Missouri

Meerschaum,” he quickly points out. “It’s because of the pipe

community. The people that you meet in this community are

really friendly and helpful people. It’s a joy to be a part of the

pipe community.”

Morgan and Missouri Meerschaum remain committed to pro-

viding pipe enthusiasts with great-smoking pipes that are also

affordable. The company also wants to keep things fun and

fresh for its loyal customers, promising that there will be new

styles of its corncob pipes released over time. Stay tuned.

IN THE BUSINESS OF CORN

Missouri Meerschaum Co.’s pipes are only as good as the corn-

cobs used to make them. By growing its own corn, Missouri

Meerschaum is able to make many different styles of pipes from

cobs that are heavy and thick like wood. Once the corncob has

dried completely, it takes around three full days to create a pipe.

To make its pipes, the company grows its own special

hybrid corn comprised of several old varieties of corn that

produce a huge cob. While most farmers aren’t concerned

with the size of the cob, Missouri Meerschaum needs a large

cob for its pipes. The company harvests the corn them-

selves, and after shelling it, the grain is sold and used for

cornmeal or used to make whiskey. Missouri Meerschaum

sells some of its grain to a local distillery that is using it to

produce a new product called Pipe Corn Bourbon that it will

launch soon.

Missouri

Meerschaum

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