Tobacco: Smokeless 2014

Sales data for chewing tobacco, snus, moist smokeless, loose-leaf tobacco and more

By  Samantha Oller, Senior Editor/Special Projects Coordinator

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Where the Gains Are

C-store sales, 52 weeks ending Dec. 29, 2013

C-store sales of smokeless tobacco rose 7.6% in 2013, with pouch/can sales up 3.8%, according to IRI. This is in line with the rate of growth in 2012, with both chewing and spitless tobacco (snus and other alternatives) seeing gains.

Smokeless typeC-store sales ($ millions)PCYAPouch/can sales (millions)PCYA
Chewing tobacco/snuff$5,004.17.7%1,214.93.8%
Spitless tobacco$181.43.9%52.42.8%
Total all smokeless$5,185.47.6%1,267.33.8%

Source: IRI


Smokeless Sales: 20 Large Chains

C-store sales, 52 weeks ending Dec. 21, 2013

According to a Nielsen sample that tracks sales at 20 large c-store chains representing about 13,000 sites, smokeless sales were generally up across the board in the 52 weeks ending Dec. 21, 2013. This sample reflects actual purchases at these large chains, most of which have 500 stores or greater, as opposed to the national database, which is a projection. Moist snuff posted the biggest gains—unit sales rose more than 7%—with low-price and portion-pouch driving the growth.

Smokeless typeC-store sales ($ millions)PCYAPouch/can sales (millions)PCYA
Moist snuff$470.09.3%131.67.1%
Loose-leaf$14.28.6%2.54.4%
Snus$21.27.2%6.34.8%
Total smokeless$505.49.2%140.47.0%
Moist
smokeless type
C-store sales ($ millions)PCYAPouch/can sales (millions)PCYA
Premium$190.20.7%40.5-0.7%
Mid-tier$15.22.5%4.3-2.0%
Low-price$201.316.1%69.910.7%
Portion-pouch$63.319.1%16.916.5%

Sources: The Nielsen Co., Swedish Match North America


Cross-Category Opportunity

According to research by Management Science Associates that examined two years’ worth of retail point-of-sale data at 200 c-stores, the top 10 categories purchases along with smokeless tobacco included:

1. Salty snacks

2. Packaged beverages

3. Alternative snacks

4. Hot dispensed beverages

5. Publications

6. Candy

7. Foodservice

8. Beer

9. General merchandise

10. HBC


Distributor Data: Smokeless-Tobacco Shipments

Calendar year 2013

McLane shipments of moist smokeless rose more than 5% in 2013, with snus shipments up more than 18%.

SegmentAvg. shipments per store per week (in dollars)Avg. shipments per store per week (dollar growth)PCYA
Moist smokeless$341.90$17.535.4%
Snus/stick/strip/orb$17.19$2.6518.2%
Smokeless alternative$4.86$2.1378.2%
Dry$0.08-$0.02-21.6%

Source: McLane Co.


Market Share by Product: 20 Large Chains

C-store sales, 52 weeks ending Dec. 21, 2013

Ninety-three percent of smokeless-tobacco sales at the 20 large chains tracked in the Nielsen c-store sample came from the moist segment.

SegmentDollar share
Moist smokeless93.0%
Snus4.2%
Loose-leaf2.8%

Sources: The Nielsen Co., Swedish Match North America

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