Heavenly Cigar Company President and CEO Heather Phillips (center) is surrounded by her angels.
WhizBang! Training marketing expert Bob Negen and his whistling balloon helicopter got the convention off to a flying start in his Sunday seminar, “Explode Your Sales!”
General Cigar Company had convention-goers lined up to get their free laminated Punch photo posters.
Del Peterson, director of trade marketing for Smoker Friendly International, explains how his company gives retailers an exclusive advantage.
Northwest Regional Manager Sherry Teeguarden shows off the pure, unadulterated leaf tobacco that goes into Natural American Spirit cigarettes.
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FEATURE STORY
RTDA Wrap-up
After the party’s over, good memories remain
Marketing Manager Tom Irwin calls attention to Lignum-2’s Troya brand. |
By Kathleen Cantwell
Photos by Kathleen Cantwell
This was the Retail Tobacco Dealers Association’s 74th Annual Convention and International Trade Show and my first. Wow! What an event.
Bob Negen of Whiz Bang! Training got it off to a flying start in his Sunday seminar, “Explode Your Sales!” With that kind of promise, he packed them in—and he delivered with lots of laughs and solid, easy-to-follow advice. “It’s not how much you spend that will get returns,” he said. “It’s about how to do more with less.” Negen then went on to give the audience tips that he promised would increase their business by 15 percent, and encouraged them to make an action list.
Villiger-Stokkbye will be offering this new form of pipe tobacco in three flavors, as well as clear plastic cases in which to display it.
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“The first action step is to go home and throw away your coupons,” he said. “Give away gift certificates.”
The expert panel in the second seminar—American Cigar Association President Norman Sharp, Nevada lobbyist Peter Krueger, RTDA retail member Mike Copperman and Legislative Director Chris McCalla—gave the audience more advice on everything from current legislative issues and how to challenge them to how to form an effective political action committee.
One of the important issues that cropped up during the discussion was the importance of the tobacco retail industry separating itself from Big Tobacco, brought up by an audience member from Virginia. Another was the need to stay informed. McCalla said the RTDA is going to start an online database with important information on issues like second-hand smoke, perhaps provide cards for members to put out in their stores so customers can be educated on the issues.
Robert Burton Associates Western Region Sales Manager Richard Wiener cheerfully mans the booth. |
The next morning at the annual meeting, 14 retail members were recognized for their efforts fighting smoking-ban and tax legislation. But probably the most surprising announcement was that the board is proposing a name change for the 74-year-old organization. President David Berkebile noted that the organization’s main focus is on cigars and pipes, which today have a positive, nostalgic appeal for consumers. The words “tobacco” and “dealer,” on the other hand, have a negative connotation, he said.
One name the board has been considering is the Cigar and Pipe Retailers Association, which would have the acronym of CAPRA. Other possibilities are the Premium Cigar and Pipe Merchants Association or the Premium Cigar and Pipe Retailers Association. Berkebile pointed out that, ultimately, members’ votes will determine whether the name changes and what it is.
When the meeting ended, it was on with the show.
The accompanying photos will give you a glimpse of what went on every day on the show floor, but for the full impact, you really had to be there.
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