Federal Trade Commission

Smokeless Tobacco Report

for 2022

ISSUED: 2023
 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

I. INTRODUCTION

This report is the latest in a series on smokeless tobacco sales, advertising, and promotion

that the Federal Trade Commission (“Commission”) has prepared since 1987.1

The tables appended to this report provide information on domestic smokeless tobacco

sales and advertising and promotional activities.2 Commission staff prepared these tables using

information collected, pursuant to compulsory process, from the parent companies of the major

manufacturers of smokeless tobacco products sold in the United States: Altria Group, Inc.; North

Atlantic Trading Company, Inc.; Reynolds American, Inc.; Swedish Match North America, Inc.;

and Swisher International Group, Inc.3

The number of pounds of smokeless tobacco sold and marketing expenditures decreased

from 2021 to 2022, but sales revenues increased over that time period. Sales of nicotine

lozenges, pucks, or pouches not containing tobacco more than doubled between 2020 and 2022,

although their dollar sales are only one-fifth the size of dollar sales of smokeless tobacco

products.

II. TOTAL SMOKELESS TOBACCO SALES AND ADVERTISING AND

PROMOTIONAL EXPENDITURES

Tables 1A and 1B show total smokeless tobacco sales and advertising expenditures from

1985 through 2022. Table 1B shows that the total amount of smokeless tobacco sold by

1 Some 1985 data are included. The 1985 data are less detailed than those from 1986 onward

because they were collected retrospectively and were meant to serve as baseline data.

2 The data contained in the tables appended to this report are also in an electronic spreadsheet

available at https://www.ftc.gov/smokelesstobaccodata.

3 Although the identities of the companies reporting smokeless tobacco data have varied during

the more than 30 years that the Commission has issued these reports, these five companies have

been recipients of the Commission’s compulsory process orders since 2010.

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manufacturers to wholesalers and retailers decreased from 122.0 million pounds in 2021 to 113.3

million pounds in 2022. Sales revenues received by the manufacturers from wholesalers and

retailers rose from $4.96 billion in 2021 to $4.98 billion in 2022.4

The manufacturers spent a total of $572.7 million on advertising and promotion in 2022,

a decrease from the $575.5 million spent in 2021.

Tables 2A and 2B show the number of units of smokeless tobacco the companies sold

and gave away from 2002 to 2022 in packages of various sizes (e.g., less than one ounce; one

ounce to less than two ounces; two ounces to less than five ounces). In 2022—as in the previous

years for which these data are available—more packages weighing one ounce to less than two

ounces were sold than any other size package. However, more packages weighing two ounces to

less than five ounces were given away in 2022 than any other size package.

III. SMOKELESS TOBACCO ADVERTISING AND PROMOTIONAL

EXPENDITURES BY CATEGORY

Tables 3A through 3K show the annual expenditures on smokeless tobacco advertising

and promotion for the years 1985 through 2022.5 They list the amounts spent on the different

types of media advertising (e.g., magazines) and sales promotion activities (e.g., distribution of

samples).6 Table 3K shows the companies’ expenditures for 2021 and 2022.

4 The sales revenue and advertising and promotional expenditure figures contained in this report

are in nominal dollars and have not been adjusted for inflation.

5 The reported figures include all advertising and promotional expenditures related to

smokeless tobacco, regardless of whether such expenditures would constitute “commercial

speech” or would be protected from law enforcement action under the First Amendment.

They do not include the costs of employing full-time company employees or any overhead

expenses attributable to the activities of such company employees.

6 Detailed definitions of the 2022 expenditure categories appear in the Appendix to this report.

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The companies reported spending no money on newspaper advertising in 2022. The

Commission did not report the amount spent on newspaper advertising in 2021 because only one

company reported spending in that category.7

Magazine advertising decreased from $8.1 million in 2021 to $4.7 million in 2022.

Spending on outdoor advertising increased from $114,000 to $1.5 million during the same

period.8 Point-of-sale advertising decreased from $18.8 million in 2021 to $14.1 million in 2022.

In 2022, the companies reported spending $3.7 million on direct-mail advertising, up from the

$1.8 million spent in 2021.

In 2022, the companies reported spending $360.5 million on price discounts (payments

made in order to reduce the price of smokeless tobacco to consumers) paid to retailers and $33.8

million on price discounts paid to wholesalers. In 2021, expenditures in those categories were

$308.2 million and $81.3 million, respectively. Retail and wholesale price discounts were the

first and third largest expenditure categories in 2022, representing a combined 68.8 percent of

total expenditures (62.9 percent and 5.9 percent, respectively).

Since 2002, the Commission has permitted the companies to round expenditures to the nearest

thousand dollars, and the Commission is reporting such expenditures accordingly.

7 If only one company reported spending money on a particular type of advertising or promotion

in a year, that category is shown as “N/A” in the table and the expenditures are included in the

“Other” category, to avoid potential disclosure of individual company data.

8 The Commission’s compulsory-process orders for 2002 and the years since have defined

“outdoor” advertising to mean: billboards; signs and placards in arenas, stadiums, and shopping

malls (whether they are open air or enclosed); and any other ads placed outdoors, regardless of

their size, including those on the property of smokeless tobacco retailers. Previously, “outdoor”

advertising was not precisely defined.

Starting with its orders for 2014, the Commission ceased collecting data on transit advertising

(advertising on or in vehicles, bus stops, taxi stands, or transportation facilities) because the

recipients of the orders had never reported expenditures on transit advertising.

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Spending on promotional allowances (intended to facilitate the sale or placement of

smokeless tobacco) paid to smokeless tobacco retailers increased from $21.3 million in 2021 to

$28.2 million in 2022. Spending on promotional allowances paid to smokeless tobacco

wholesalers increased from $43.1 million in 2021 to $44.7 million in 2022. The Commission is

not reporting the amount spent in 2022 on promotional allowances paid to persons other than

retailers because only one company reported spending in that category, as has been the case each

year since 2018.

When promotional allowances and price discounts paid to retailers and wholesalers are

combined, they account for 81.6 percent of total 2022 spending. They represented 78.9 percent

of 2021 spending.

The companies reported spending $220,000 in 2022 to give smokeless tobacco samples

to the public (“sampling”).9 In 2021, spending on sampling was $499,000.

The companies reported spending $16.4 million on non-branded specialty-item

distribution10 in 2022, a decrease from the $17.9 million spent in 2021.

9 The Commission’s definitions of “sampling” and “coupons” provide that when coupons are

distributed for free smokeless tobacco products and no purchase is required to obtain the coupon

or to redeem it for the smokeless tobacco, such activities are to be reported as “sampling.”

The Commission’s compulsory-process orders for 2017 clarified that expenditures associated

with coupons for free smokeless tobacco products distributed during consumer engagement

should be reported as “sampling,” not consumer engagement.

10 This expenditure category covers items (such as T-shirts, caps, key chains, and sporting

goods) distributed through the mail, at promotional events, or by any means other than at the

point of sale with the purchase of smokeless tobacco. Specialty items provided at retail with

smokeless tobacco products (e.g., “buy three, get a free key chain”) are deemed retail-valueadded.

Starting with its orders for 2016, the Commission stopped collecting data on spending on

branded specialty items. The companies have not reported expenditures on branded specialty

items since 2011; regulations promulgated by the Food and Drug Administration pursuant to the

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The Commission is not publishing the amount spent on consumer engagement at retail

locations open to underage individuals (e.g., convenience stores) in 2022, because only one

company reported spending in that category, as has been the case each year since 2019. The

companies reported spending $4.0 million in that category in 2018. The companies reported

spending $4.9 million on consumer engagement in adult-only facilities in 2022. The Commission

did not publish the spending in that category in 2021.

The companies reported that they did not spend on public entertainment in adult-only

facilities (e.g., bar nights) in 2022.11 The Commission did not report the amount spent in that

category in 2021 because only one company reported such spending.

As they have each year since 2011, the companies reported no spending in 2022 on

general-audience public entertainment, endorsements and testimonials, or sponsorships.

The companies reported spending $29.2 million in 2022 on coupons to reduce the retail

cost of smokeless tobacco products, a decrease from the $33.4 million spent in 2021.12

Retail-value-added expenditures are the costs associated with offers such as “buy one, get

one free” and “buy three, get a free T-shirt,” where the bonus is distributed at retail when the

smokeless tobacco is purchased. The retail-value-added category is broken into two

subcategories—one in which the bonus is additional smokeless tobacco and one in which the

bonus is something other than smokeless tobacco. The Commission is not publishing the amount

Family Smoking Prevention and Tobacco Control Act (“Tobacco Control Act”) prohibit the

distribution of branded non-tobacco promotional items. See 21 C.F.R. § 1140.34(a).

11 The Commission’s compulsory-process orders for 2016 clarified that such events must

include actual entertainment, as opposed to simply consumer engagement.

12 The Commission’s compulsory-process orders for 2017 clarified that expenditures associated

with coupons that reduce the retail cost of smokeless tobacco products should be reported in the

“coupon” category, regardless of how the coupons are distributed or redeemed.

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spent on retail-value-added expenditures for promotions involving free smokeless tobacco in

2021 or 2022 because only one company reported spending in that category. The companies

reported spending $347,000 in that category in 2020.

The companies reported spending no money in 2022 on retail-value-added promotions

involving non-smokeless tobacco items, as they had since 2020.13

In 2022, the companies reported spending $4.0 million for advertising on company

websites and $2.8 million on Internet advertising other than on their own websites. In 2021,

those figures were $3.6 million and $4.6 million, respectively.

As they have each year since 2008, the companies reported no spending in 2022 on

telephone advertising14 or audio-visual advertising.

The compulsory-process orders issued by the Commission since 2009 have asked the

companies to report spending on social-media marketing on websites or other online services or

communities, including but not limited to social networking sites, microblogging sites, contentsharing sites, and blogs. The companies reported spending $218,000 on social-media marketing

in 2022, an increase from the $169,000 they spent in 2021.

The Commission also requires the smokeless tobacco manufacturers to report the total

amount of money they spent on advertising and promotion in connection with sports and sporting

events.15 The Commission is not reporting expenditures in connection with sports and sporting

13 In 2016, the Commission expanded the category to include discounts such as “buy two, save

20 cents per gallon of gasoline.”

14 This expenditure category includes costs associated with telemarketing calls or the operation

of incoming telephone lines for consumers to participate in promotions or hear pre-recorded

product messages.

15 The Commission’s question about “sports and sporting events” has always asked the

companies to report expenditures for: (1) the sponsoring, advertising, or promotion of sports or

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events in 2022 because only one company reported such expenditures. Expenditures in

connection with sports and sporting events, which had been as high as $26.6 million in 1998,

were $21,000 in 2021.

The companies reported spending $1.0 million in 2022 on ads directed to youth or their

parents that were intended to reduce youth use of smokeless tobacco products.16

Smokeless tobacco manufacturers reported that, in 2022, neither they nor anyone

working for them or on their behalf paid money or any other form of compensation in connection

with the production or filming of any motion picture, television show, or video game, or paid

money or any other form of compensation to anyone engaged in product placement in motion

pictures, television shows, or video games. The companies also reported that neither they nor

anyone working for them or on their behalf sought or solicited the appearance of any smokeless

tobacco product or smokeless tobacco brand imagery in any motion picture, television show, or

video game. All companies reported having video advertising on company-operated brand

websites. With respect to social-media marketing, two companies reported having smokeless

tobacco brand Facebook accounts; three reported having brand Instagram accounts; one reported

sporting events; support of an individual, group, or sports team; and purchase of or support for

equipment, uniforms, sports facilities, or training facilities; (2) advertising in the name of the

smokeless tobacco company or any of its brands in a sports facility, on a scoreboard, or in

conjunction with the reporting of sports results; and (3) functional promotional items (clothing,

hats, etc.) connected with a sporting event. The Commission’s compulsory-process orders for

2015 clarified that the companies should report expenditures on smokeless tobacco sampling in

an adult-only facility on the grounds or in the parking lot of a sports facility. The orders for 2016

further clarified that the companies should also report “consumer engagement” on the grounds or

lot of a sports facility. The question about sports and sporting events is separate from, and

duplicative of, the reporting of the individual advertising and promotion categories.

16 These expenditures are not included in the figures reported in Table 3K (advertising and

promotional expenditures by category).

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allowing the posting of user-generated content on company-operated brand websites. One

company reported having video advertising on its brand Instagram account. One company

reported running digital ads on many websites that allowed for such ads. The companies reported

that otherwise, neither they nor anyone working for them or on their behalf sought, solicited,

granted approval, or otherwise gave permission for the appearance of any smokeless tobacco

product or smokeless tobacco brand imagery in any video appearing on the Internet.

IV. SMOKELESS TOBACCO SALES AND ADVERTISING AND PROMOTIONAL

EXPENDITURES BY TOBACCO TYPE

The Commission historically has reported sales and advertising expenditures for several

different types of smokeless tobacco products, including dry snuff, moist snuff, plug/twist, and

loose-leaf chewing tobacco. Since 2008, the Commission also has required the companies to

provide data for snus and dissolvable smokeless tobacco products. Tables 4A through 4F present

details on sales and advertising and promotional expenditures by type of smokeless tobacco.

Between 2021 and 2022, sales of loose-leaf chewing tobacco, plug/twist chewing

tobacco, scotch/dry snuff, moist snuff, and snus decreased in terms of pounds sold. Moist snuff

pounds sold decreased from 105.7 million pounds in 2021 to 99.3 million pounds in 2022 but the

number of pounds of moist snuff sold again exceeded the combined sales of all other kinds of

smokeless tobacco. The companies reported that they had no sales of dissolvable smokeless

tobacco products in 2022.

Moist snuff also continued to generate more revenue than any other type of smokeless

tobacco. In 2022, sales of moist snuff were $4.52 billion, representing 90.7 percent of total

smokeless tobacco sales.

Tables 4A through 4F also indicate that moist snuff continued to receive the greatest

advertising and promotional support. In 2022, the companies spent $540.1 million promoting

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moist snuff, compared to $3.5 million for loose-leaf chewing tobacco, $43,000 for plug/twist

chewing tobacco, $298,000 for scotch/dry snuff, and $13.3 million for snus.17

Tables 5A through 5F present details about the number of units sold in packages of

various sizes for each type of smokeless tobacco product. For scotch/dry snuff and moist snuff,

more packages weighing one ounce to less than two ounces were sold in 2022 than any other

size. For loose-leaf chewing tobacco and plug/twist chewing tobacco, more packages weighing

two ounces to less than five ounces were sold in 2022 than any other size. More packages of snus

weighing less than one ounce were sold in 2022 than any other size.

V. SMOKELESS TOBACCO SALES BY FLAVOR CATEGORY

Tables 6A and 6B present details about smokeless tobacco product flavors. For 2020, the

Commission began asking the companies to report the flavors of their smokeless tobacco

products. In 2022, tobacco flavored (that is, no added flavor) smokeless tobacco products

comprised 44.1% of sales in terms of pounds sold and 42.0% in terms of dollar sales. Menthol

flavored smokeless tobacco products (e.g., mint, spearmint, wintergreen) comprised 51.3% of

sales in terms of pounds sold and 54.6% in terms of dollar sales. Fruit flavored smokeless

tobacco products (e.g., apple, blackberry, cherry, citrus, peach) comprised 2.6% of sales in terms

17 The companies also spend money advertising and promoting smokeless tobacco brands that

encompass more than one type of product (e.g., moist snuff and snus) or on non-brand specific

smokeless tobacco advertising. Such advertising and promotional expenditures are included in

the totals set forth in Tables 1A and 1B, but might not be included in Tables 4A through 4F.

Beginning with the orders for 2015 data, the Commission’s compulsory process orders have

provided that advertising and promotional expenditures for brands having more than one product

type but with a dominant product type representing 95% or more of brand sales should be

reported under the brand’s dominant product type. In earlier years, some companies could have

also reported some of their brands’ advertising and promotional expenditures under those brands’

dominant varieties.

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of pounds sold and 2.7% in terms of dollar sales. Alcohol flavored (e.g., tequila, whiskey)

smokeless tobacco products comprised 0.06% of sales in terms of pounds sold and 0.02% in

terms of dollar sales. Other flavored (e.g., butternut, licorice) smokeless tobacco products

comprised 1.9% of sales in terms of pounds sold and 0.8% in terms of dollar sales.

VI. NICOTINE LOZENGES AND NICOTINE POUCHES

Table 7 presents sales data regarding nicotine lozenges, pucks, or pouches not containing

tobacco. In 2020, the Commission began asking the companies whether they sold such products

and all of the reporting smokeless tobacco manufacturers indicated that they or a related

company sold such products in the United States. Together, the companies and their affiliated

companies sold 5.63 billion nicotine lozenges, pucks, or pouches in 2022 for $1.06 billion. Sales

of such products more than doubled since 2020.

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1985

1990

1995

2000

2005

TABLE 1A

TOTAL SMOKELESS TOBACCO SALES

AND ADVERTISING AND PROMOTIONAL EXPENDITURES

FOR 1985–2008

Year Sales in Pounds Sales in Dollars Advertising and Promotional

Expenditures

121,449,115 $730,618,970 $80,068,229

1986 118,778,334 $797,777,885 $76,676,706

1987 116,540,281 $852,717,347 $67,777,044

1988 114,433,782 $901,654,382 $68,223,671

1989 116,440,365 $981,637,304 $81,200,611

117,415,326 $1,091,170,201 $90,101,327

1991 120,110,686 $1,237,961,670 $104,004,040

1992 118,372,693 $1,361,360,729 $115,346,708

1993 115,888,785 $1,475,460,518 $119,230,826

1994 115,495,201 $1,612,098,989 $125,972,408

116,387,464 $1,735,840,489 $127,323,282

1996 116,404,222 $1,790,406,160 $123,877,458

1997 113,975,148 $1,817,508,055 $150,426,310

1998 110,036,380 $1,886,328,217 $145,486,899

1999 109,401,055 $1,940,736,017 $170,213,761

111,741,335 $1,988,875,535 $224,582,757

2001 112,193,550 $2,127,520,387 $236,676,917

2002 112,148,366 $2,362,166,931 $234,645,000

2003 112,924,505 $2,489,501,857 $242,514,000

2004 116,768,672 $2,617,388,686 $231,084,000

116,197,005 $2,611,292,547 $250,792,000

2006 115,818,739 $2,593,436,592 $354,123,000

2007 118,234,763 $2,695,462,138 $411,239,000

2008 119,915,125 $2,757,087,244 $547,873,000

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TABLE 1B

TOTAL SMOKELESS TOBACCO SALES

AND ADVERTISING AND PROMOTIONAL EXPENDITURES

FOR 2009–2022

Year Sales in Pounds Sales in Dollars

Advertising and Promotional

Expenditures

2009 117,693,273 $2,611,908,686 $493,071,000

2010 120,522,070 $2,780,437,133 $444,494,000

2011 122,735,863 $2,936,852,337 $451,985,000

2012 125,496,642 $3,077,403,248 $435,927,000

2013 128,043,919 $3,263,105,347 $503,161,000

2014 127,810,528 $3,415,702,358 $600,786,000

2015 129,363,158 $3,680,195,446 $684,938,000

2016 131,433,651 $3,981,902,822 $759,348,000

2017 130,910,581 $4,202,999,689 $718,323,000

2018 128,405,325 $4,367,000,467 $658,526,000

2019 125,981,036 $4,531,614,304 $576,054,000

2020 126,828,260 $4,822,273,351 $567,262,000

2021 121,957,877 $4,958,115,650 $575,534,000*

2022 113,297,373 $4,983,707,683 $572,720,000

* Correction.

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TABLE2A 

NUMBER OF UNITS SOLD AND GIVEN A WAY - BY PACKAGE SIZE 

FOR 2002-2012 

Less thanl 

oz. 

1 oz. to less 

than 2 oz. 

2 oz. to less 

than 5 oz. 

5 oz. to less 

than 10 oz. 

10 oz. to less 

than 15 oz. 

15 oz. or 

more 

2002 sold 25 394,260 887 095,347 216 169,305 6,628,408 15,735 36,200 

given away 915,205 22,123,561 3,792,001 0 0 0 

2003 sold 37,883,014 918,733,530 203,567,697 7 848,051 15,936 353,436 

given away 2,663,753 14,474,790 2,352,034 0 0 0 

2004 sold 42,705,741 959,223,302 191 ,040,358 8,645,329 15,456 2,118,017 

given away 7,422,914 15,859,744 2,247,914 0 0 24 

2005 sold 47,107,372 980,089,404 175,013,057 7,902,121 14,064 2,275,388 

given away 5 952,331 17 059,852 1,983,417 48 0 0 

2006 sold 49,584,382 994,410,045 161 ,133,012 7,136,052 14,575 2,552,377 

given away 4,699,963 19,699,034 9,632,177 0 0 2,280 

2007 sold 63 590,228 1,056 392,109 158,097,486 1,679,601 6,350 2,687,159 

given away 6,746,905 10,922,306 9,489,740 72 0 5,616 

2008 sold 77,241,248 1 072,780,163 138,515,458 5,740 339 53,012 2,826,765 

given away 6,580,518 15,120,663 9,962,337 12 750 5,626 

2009 sold 121 ,886,357 1,098,116,188 125,774,684 4,696,041 511 ,174 2,917,282 

given away 5,670,008 12,050,068 9,903,059 252 9,726 1,012 

2010 sold 165,174,728 1,148,099,256 111 ,399,859 4,791 ,115 1,193,327 3,087,246 

given away 4 195,615 5 991 ,661 9,985,116 144 10 794 246 

2011 sold 167,129,086 1,188,545,083 101,448,909 4,632,388 1,618,546 3,125,666 

given away 1,007,789 753,278 9,243,150 245 1,560 72 

2012 sold 198,158,371 1,219,926,468 93,005,883 4,115,671 2,544,526 3,383,934 

given away 503,943 214,357 8,342,400 48 612 48 

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TABLE2B 

NUMBER OF UNITS SOLD AND GIVEN A WAY - BY PACKAGE SIZE 

FOR 2013-2022 

Less thanl 

oz. 

1 oz. to less 

than 2 oz. 

2 oz. to less 

than 5 oz. 

5 oz. to less 

than 10 oz. 

10 oz. to less 

than 15 oz. 

15 oz. or 

more 

2013 sold 206,426,798 1,239,286,872 88,294,800 4,090,247 3,505,261 3,284,546 

given away 418,302 201 ,641 7,977,717 48 576 158 

2014 sold 224,364,145 1,234,089,681 81 ,688,529 4,025,337 4,077,255 3,304,393 

given away 388,078 192,211 8,459 652 0 864 77 

2015 sold 250,978,524 1,248,306,671 75,439,482 3,896,359 4,443,748 3,275,510 

given away 317,437 177,171 8,319,437 48 852 147 

2016 sold 281 ,224,911 1,266,087,487 71 ,173,377 3,439,501 4,792,078 3,212,926 

given away 441 ,634 99,476 7,578,154 264 912 418 

2017 sold 294,016,949 1,257,596,469 66,182,652 3,107,034 5,173,096 3,346,688 

given away 222,702 75,699 6 604,575 96 840 427 

2018 sold 304,833 ,292 1,226,454,958 62,417,369 2,573,842 5,588,352 3,190,743 

given away 51 ,369 72,578 5,471,422 72 948 566 

2019 sold 312,497,976 1,188,566,482 61,211 ,535 2,147,505 6,449,028 2,998,326 

given away 37,960 84,009 5,981 ,097 0 912 380 

2020 sold 320,362,761 1,181,481,398 60,835,315 2,178,560 7,687,322 3,112,605 

given away 9,128 104,064 3,327,086 6 1,169 458 

2021 sold 308.559,573 1,135.149,877 56,533,608 1,385 536 8,238.260 2,936,894 

given away 7,021 193,631 2,643,177 0 306 548 

2022 sold 288,388,692 1,058,167,346 48 389 731 361 ,066 8,611 ,372 2,578,327 

given away 51 ,750 293 ,667 2,132,502 0 3,948 1,024 

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TABLE 3A

SMOKELESS TOBACCO ADVERTISING

AND PROMOTIONAL EXPENDITURES

BY CATEGORY

FOR 1985

Television & Radio Advertising $26,584,731

Total Print $8,719,379

Other $44,764,119

Total $80,068,229

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TABLE 3B

SMOKELESS TOBACCO ADVERTISING

AND PROMOTIONAL EXPENDITURES

BY CATEGORY

FOR 1986 AND 1987

1986 1987

Newspapers $626,979 $1,452,710

Magazines $6,226,654 $9,237,988

Outdoor $2,722,557 $8,321,315

Transit $0 $0

Television & Radio* $16,067,211 $0

Point-of-Sale $4,234,207 $5,789,436

Direct Mail $20,844 $48,979

Promotional Allowances $8,231,580 $7,554,592

Sampling $13,699,156 $13,877,923

Distribution Bearing Names $2,353,816 $4,312,094

Public Entertainment $13,823,266 $14,844,425

Endorsements $435,710 $245,105

Audio, Visual $2,579,268 $0

Other $5,655,458 $2,092,477

TOTAL $76,676,706 $67,777,044

* Expenditures allocated for television and radio advertising on electronic media subject to Federal Communications

Commission (“FCC”) regulations cover approximately six months of 1986 because the statutory broadcast ban

became effective on August 28, 1986.

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TABLE 3C

SMOKELESS TOBACCO ADVERTISING

AND PROMOTIONAL EXPENDITURES

BY CATEGORY

FOR 1988–1991

1988 1989 1990 1991

Newspapers $940,256 $449,918 $880,629 $1,109,503

Magazines $5,778,582 $6,410,401 $10,214,280 $9,652,958

Outdoor $4,801,955 $2,913,074 $2,650,471 $1,644,287

Transit $0 $0 $0 $0

Point-of-Sale $7,436,270 $9,693,996 $10,320,657 $10,749,602

Direct Mail $623,731 $935,370 $78,000 $893,000

Promotional Allowances $6,360,041 $8,327,225 $9,936,022 $14,771,597

Sampling $12,345,180 $15,019,174 $13,461,932 $13,959,101

Distribution Bearing

Names

$4,055,978 $4,611,457 $2,854,289 $3,866,263

Public Entertainment $17,501,791 $19,638,397 $20,272,355 $21,116,095

Endorsements $260,539 $292,290 $264,484 $344,000

Coupons & Retail-ValueAdded*

$4,655,429 $9,689,049 $16,438,440 $23,306,499

Audio, Visual $0 $0 $0 $0

Other $3,463,919 $3,220,210 $2,729,76 $2,591,135

TOTAL $68,223,671 $81,200,611 $90,101,327 $104,004,040

* One company reported no expenditures for this category because its accounting records were not maintained to allow

calculation of these expenditures. Instead, these expenditures were reported to the Commission in the Point-of-Sale or

Promotional Allowances categories.

17
 

 

 

 

 

 

 

 

 

 

TABLE 3D

SMOKELESS TOBACCO ADVERTISING AND PROMOTIONAL EXPENDITURES

BY CATEGORY

FOR 1992–1995

1992 1993 1994 1995

Newspapers $269,032 $274,738 $128,849 $142,562

Magazines $9,258,297 $8,040,702 $10,261,201 $11,533,093

Outdoor $694,388 $855,643 $1,112,524 $1,474,121

Transit $0 $0 $0 $0

Point-of-Sale $12,133,489 $13,465,302 $13,555,569 $15,170,713

Direct Mail $1,289,000 $1,099,000 $103,000 $253,000

Promotional Allowances $11,397,882 $13,073,381 $10,244,241 $8,304,066

Sampling $15,975,134 $15,794,391 $14,279,127 $15,748,393

Distribution Bearing

Names

$2,609,348 $4,246,353 $10,368,596 $9,915,589

Public Entertainment $21,511,594 $22,912,765 $25,397,969 $26,749,679

Endorsements $155,000 $215,000 $160,000 $160,000

Coupons & Retail-ValueAdded*

$31,524,486 $32,297,431 $36,687,092 $33,701,379

Audio, Visual $0 $0 $0 $0

Other $8,529,058 $6,956,120 $3,674,240 $4,170,687

TOTAL $115,346,708 $119,230,826 $125,972,408 $127,323,282

Sports & Sporting Events $20,970,580 $22,742,986 $24,521,715 $25,863,187

* One company reported no expenditures for this category because its accounting records were not maintained to allow

calculation of these expenditures. Instead, these expenditures were reported to the Commission in the Point-of-Sale or

Promotional Allowances categories.

18
 

 

 

 

 

 

 

 

 

 

 

 

TABLE 3E

SMOKELESS TOBACCO ADVERTISING AND PROMOTIONAL EXPENDITURES

BY CATEGORY FOR 1996–2001

1996 1997 1998 1999 2000 2001

Newspapers $236,765 $1,642,347 $2,807,281 $3,306,548 $2,413,104 $1,825,748

Magazines $13,362,100 $11,874,395 $18,389,758 $18,436,630 $13,890,399 $21,963,961

Outdoor $3,544,994 $4,991,256 $2,228,381 $7,258 $6,987 $10,522

Transit $0 $0 $0 $0 $0 $0

Point-of-Sale $13,568,572 $14,712,560 $25,202,972 $26,092,942 $15,179,555 $17,412,893

Direct Mail $314,599 $808,247 $6,948,300 $5,620,844 $17,015,856 $16,340,203

Promotional

Allowances

$12,722,615 $14,692,865 $14,959,694 $30,756,608 $45,393,210 $60,866,870

Sampling $12,640,816 $11,155,411 $17,439,990 $17,884,888 $15,761,075 $17,888,963

Distribution

Bearing Names

$11,728,976 $17,999,555 $3,768,161 $3,161,884 $347,124 $324,694

Public

Entertainment

$22,736,345 $28,940,337 $25,426,519 $22,136,453 $11,223,945 $18,063,522

Endorsements $162,500 $165,000 $165,000 $130,000 $230,000 $255,000

Coupons $3,446,225* $3,447,124* $10,965,387 $24,221,899 $32,746,769 $31,526,860

Retail-ValueAdded$22,390,838* $34,938,115* $11,204,800* $11,135,604* $64,883,152 $43,235,466

Internet $0 $0 $0 $0 $155,405 $262,296

Audio, Visual $0 $0 $0 $0 $0 $0

Other $4,397,683 $5,059,097 $5,980,656 $7,322,203 $5,336,176 $6,699,919

TOTAL $123,877,458 $150,426,310 $145,486,899 $170,213,761 $224,582,757 $236,676,917

Sports & Sporting

Events

$19,784,813 $25,751,503 $26,620,636 $23,401,714 $11,026,204 $17,866,620

* One company reported no expenditures for this category because its accounting records were not maintained to allow

calculation of these expenditures. Instead, these expenditures were reported to the Commission in the Point-of-Sale or

Promotional Allowances categories.

19
 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

TABLE 3F

SMOKELESS TOBACCO ADVERTISING AND PROMOTIONAL

EXPENDITURES BY CATEGORY FOR 2002–2005

(rounded to the nearest $1,000)

2002 2003 2004 2005

Newspapers $722,000 $262,000 $285,000 $453,000

Magazines $23,142,000 $22,838,000 $25,002,000 $20,996,000

Outdoor $117,000 $101,000 $184,000 $207,000

Transit $0 $0 $0 $0

Point-of-Sale $16,894,000 $20,874,000 $23,120,000 $20,748,000

Direct Mail $7,073,000 $5,982,000 $5,670,000 $8,237,000

Price Discounts $99,000,000 $106,531,000 $86,977,000 $99,699,000

Promotional Allowances ─

Retailers

$3,245,000 $5,103,000 $4,285,000 $3,406,000

Promotional Allowances ─

Wholesalers

$16,755,000 $12,632,000 $11,222,000 $12,550,000

Promotional Allowances ─

Other

$41,000 $29,000 $9,000 $29,000

Sampling $25,754,000 $22,483,000 $25,156,000 $28,180,000

Specialty-Item Distribution ─

Branded

$419,000 $45,000 $22,000 $119,000

Specialty-Item Distribution ─

Non-Branded

$0 $0 $0 $36,000

Public Entertainment ─

Adult-Only

$0 $0 $7,000 $73,000

Public Entertainment ─

General-Audience

$1,453,000 $1,640,000 $1,349,000 $215,000

Sponsorships $8,864,000 $8,170,000 $9,018,000 $4,192,000

Endorsements & Testimonials $130,000 $355,000 $355,000 $355,000

Coupons $12,156,000 $11,524,000 $10,686,000 $28,622,000

Retail-Value-Added ─

Bonus Smokeless Tobacco

$13,686,000 $16,004,000 $14,950,000 $9,310,000

Retail-Value-Added ─

Non-Smokeless Tobacco Bonus

$466,000 $556,000 $2,650,000 $4,430,000

Company Websites $18,000 $15,000 $877,000 $272,000

Internet ─ Other $54,000 $25,000 $16,000 $413,000

Telephone $169,000 $374,000 $231,000 $120,000

Audio-Visual $7,000 $139,000 $7,000 $119,000

Other $4,480,000 $6,832,000 $9,006,000 $8,011,000

TOTAL $234,645,000 $242,514,000 $231,084,000 $250,792,000

Sports & Sporting Events $21,063,000 $16,942,000 $20,649,000 $15,749,000

20
 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

TABLE 3G

SMOKELESS TOBACCO ADVERTISING AND PROMOTIONAL

EXPENDITURES BY CATEGORY FOR 2006–2009*

(rounded to the nearest $1,000)

2006 2007 2008 2009

Newspapers N/A N/A N/A N/A

Magazines $16,591,000 $13,913,000 $17,122,000 $7,866,000

Outdoor $166,000 $334,000 $219,000 $980,000

Transit $0 $0 $0 $0

Point-of-Sale $20,824,000 $29,318,000 $55,295,000 $55,123,000

Direct Mail $9,574,000 $12,205,000 $7,579,000 $9,607,000

Price Discounts $203,692,000 $249,510,000 $324,647,000 $160,256,000

Promotional Allowances ─ Retailers $3,731,000 $5,349,000 $6,416,000 $24,106,000

Promotional Allowances ─

Wholesalers

$9,047,000 $12,383,000 $18,578,000 $40,548,000

Promotional Allowances ─

Other

N/A N/A N/A N/A

Sampling $41,979,000 $35,113,000 $29,936,000 $40,687,000

Specialty-Item Distribution ─

Branded

N/A N/A $509,000 N/A

Specialty-Item Distribution ─

Non-Branded

$34,000 N/A $3,079,000 $13,505,000

Public Entertainment ─

Adult-Only

$0 N/A $14,300,000 $22,263,000

Public Entertainment ─

General-Audience

$144,000 N/A N/A N/A

Sponsorships N/A $10,462,000 $9,319,000 $10,505,000

Endorsements & Testimonials N/A N/A N/A N/A

Coupons $16,133,000 $15,452,000 $29,474,000 $31,222,000

Retail-Value-Added ─

Bonus Smokeless Tobacco

$12,047,000 $8,497,000 $10,464,000 $28,734,000

Retail-Value-Added ─

Non-Smokeless Tobacco Bonus

$1,406,000 $626,000 $4,514,000 $2,504,000

Company Websites $891,000 $3,110,000 $2,085,000 $6,121,000

Internet ─ Other $944,000 $2,050,000 $2,538,000 $2,290,000

Telephone N/A N/A $0 $0

Audio-Visual N/A N/A $0 $0

Social Media ── ── ── $0

Other $16,920,000 $12,917,000 $11,803,000 $36,752,000

TOTAL $354,123,000 $411,239,000 $547,873,000 $493,071,000

Sports & Sporting Events $16,912,000 $17,903,000 $14,648,000 $15,191,000

* Expenditures denoted “N/A” are included in the “Other” category to avoid potential disclosure of individual company data.

21
 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

TABLE 3H

SMOKELESS TOBACCO ADVERTISING AND PROMOTIONAL

EXPENDITURES BY CATEGORY FOR 2010–2013*

(rounded to the nearest $1,000)

2010 2011 2012 2013

Newspapers N/A N/A $229,000 $1,000,000

Magazines $11,110,000 $4,858,000 $11,533,000 $7,748,000

Outdoor $386,000 $545,000 $624,000 $590,000

Transit $0 $0 $0 $0

Point-of-Sale $45,548,000 $32,313,000 $31,711,000 $32,272,000

Direct Mail $8,892,000 $7,536,000 $8,596,000 $9,114,000

Price Discounts $94,994,000 $168,832,000 $212,058,000 $282,678,000

Promotional Allowances ─ Retailers $41,488,000 $33,229,000 $22,334,000 $29,852,000

Promotional Allowances ─

Wholesalers

$51,252,000 $50,469,000 $41,493,000 $44,330,000

Promotional Allowances ─ Other $55,000 $675,000 $69,000 $51,000

Sampling $21,288,000 $7,610,000 $9,553,000 $6,369,000

Specialty-Item Distribution ─ Branded N/A N/A $0 $0

Specialty-Item Distribution─

Non-Branded

$6,062,000 $25,796,000 $7,746,000 $11,981,000

Public Entertainment ─

Adult-Only

$32,432,000 $38,242,000 $21,959,000 $13,447,000

Public Entertainment ─

General-Audience

N/A $0 $0 $0

Sponsorships N/A $0 $0 $0

Endorsements & Testimonials $0 $0 $0 $0

Coupons $34,491,000 $37,547,000 $36,969,000 $32,192,000

Retail-Value-Added ─

Bonus Smokeless Tobacco

$44,144,000 $8,614,000 $7,645,000 $5,920,000

Retail-Value-Added ─

Non-Smokeless Tobacco Bonus

$4,116,000 $0 $0 $0

Company Websites $8,524,000 $3,247,000 $3,320,000 $5,964,000

Internet ─ Other $1,344,000 $2,415,000 $669,000 $1,761,000

Telephone $0 $0 $0 $0

Audio-Visual $0 $0 $0 $0

Social Media $0 $0 N/A N/A

Other $38,367,000 $30,058,000 $19,420,000 $17,892,000

TOTAL $444,494,000 $451,985,000 $435,927,000 $503,161,000

Sports & Sporting Events $9,030,000 $3,443,000 $1,829,000 $2,077,000

* Expenditures denoted “N/A” are included in the “Other” category to avoid potential disclosure of individual company data.

22
TABLE 3I 

SMOKELESS TOBACCO ADVERTISING AND PROMOTIONAL 

EXPENDITURES BY CATEGORY FOR 2014-2017* 

(rounded to the nea1·est $1,000) 

2014 2015 2016 2017 

Newspapers NIA NIA IA NIA 

Magazines $18,884,000 $23,116,000 $20,601 000 $19,543 ,000 

Outdoor $1102,000 $641 ,000 $497,000 $145 000 

Point-of-Sale $32,963,000 $33,363 ,000 $24,777,000 $24,321 ,000 

Direct Mail $6,656,000 $7,259,000 $11 ,272,000 $6,557,000 

Price Discounts - Retailers $257,338,000 $349,964,000 $382 336,000 $347 104,000 

P1~ce Discounts - Wholesalers $99 825,000 $78,872,000 $85,473 ,000 $91,416,000 

Promotional Allowances - Retailers $33,840,000 $26,272,000 $28 687,000 $31,387,000 

Promotional Allowances - $44 061,000 $46,486,000 $47,469,000 $46,512,000 Wholesalers 

Promotional Allowances - Other $27,000 $16,000 $6,000 $17,000 

Sampling $8,030,000 $8 228 000 $7,388,000 $615 ,000 

Specialty-Item Distribution - $0 $0 Branded 

Specialty-Item Distribution - $17,848,000 $25,962,000 

Non-Branded 

Consumer Engagement - Retail $1.800 000 NIA 

Consumer Engagement - Adult-Only $15,657,000 $15,637 000 

Public Entertainment - Adult-Only $8 ,481 ,000 $6,872,000 NIA NIA 

Public Entertainment - General $0 $0 $0 $0 Audience 

Sponsorships $0 $0 $0 $0

Endorsements & Testimonials $0 $0 $0 $0 

Coupons $40,737,000 $41 ,528,000 $56,245,000 $76,853,000 

Retail-Value-Added - NIA NIA $6,451,000 $4,553,000 

Bonus Smokeless Tobacco 

Retail-Value-Added - $0 $0 $168,000 NIA 

Non-Smokeless Tobacco Bonus 

Company Websites $6,408,000 $8,444,000 $10,440,000 $10,471 ,000 

Intemet - Other $259,000 $1 265,000 $93LO00 $523 ,000 

Telephone $0 $0 $0 $0 

Audio-Visual $0 $0 $0 $0

Social Media NIA NIA IA $785 ,000 

Other 124.327.000 126,628.000 126.1 90.000 125.603.000 

TOTAL $600,786,000 $684,938,000 $759,348,000 $718,323,000 

S 0 S 01 ing v nts , 8 , 00 3 49 , 00 $4 64 000 3 ,0 0 

• Expenditures denoted ''NI A" are included in the "Other" category to avoid potential disclosure of individual company data. 

23 
 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

TABLE 3J

SMOKELESS TOBACCO ADVERTISING AND PROMOTIONAL

EXPENDITURES BY CATEGORY FOR 2018-2020*

(rounded to the nearest $1,000)

2018 2019 2020

Newspapers $0 $0 $0

Magazines $13,621,000 $6,124,000 $7,754,000

Outdoor $153,000 $438,000 $186,000

Point-of-Sale $25,265,000 $19,316,000 $18,851,000

Direct Mail $5,193,000 $3,290,000 $2,719,000

Price Discounts ─ Retailers $312,150,000 $285,604,000 $296,588,000

Price Discounts ─ Wholesalers $101,087,000 $90,427,000 $85,323,000

Promotional Allowances ─ Retailers $33,240,000 $23,083,000 $21,895,000

Promotional Allowances ─

Wholesalers $47,120,000 $49,569,000 $43,634,000

Promotional Allowances ─ Other N/A N/A N/A

Sampling $761,000 $720,000 $210,000

Specialty-Item Distribution ─

Non-Branded $12,682,000 $13,630,000 $15,159,000

Consumer Engagement ─ Retail $4,025,000 N/A N/A

Consumer Engagement ─ Adult-Only $5,928,000 $5,032,000 $349,000

Public Entertainment ─ Adult-Only N/A N/A $0

Public Entertainment ─ General

Audience $0 $0 $0

Sponsorships $0 $0 $0

Endorsements & Testimonials $0 $0 $0

Coupons $57,080,000 $39,743,000 $41,108,000

Retail-Value-Added ─ Bonus

Smokeless Tobacco $5,028,000 N/A $347,000

Retail-Value-Added ─

Non-Smokeless Tobacco Bonus

N/A N/A $0

Company Websites $7,970,000 $4,990,000 $3,456,000

Internet ─ Other $778,000 $1,698,000 $4,585,000

Telephone $0 $0 $0

Audio-Visual $0 $0 $0

Social Media $609,000 $316,000 $256,000

Other $25,834,000 $32,074,000 $24,840,000

TOTAL $658,526,000 $576,054,000 $567,262,000

Sports & Sporting Events $2,015,000 $943,000 $377,000

* Expenditures denoted “N/A” are included in the “Other” category to avoid potential disclosure of individual company data.

24
 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

TABLE 3K

SMOKELESS TOBACCO ADVERTISING AND PROMOTIONAL

EXPENDITURES BY CATEGORY FOR 2021-2022*

(rounded to the nearest $1,000)

2021 2022

Newspapers N/A $0

Magazines $8,067,000 $4,746,000

Outdoor $114,000 $1,528,000

Point-of-Sale $18,832,000 $14,085,000

Direct Mail $1,794,000 $3,693,000

Price Discounts ─ Retailers $308,240,000 $360,472,000

Price Discounts ─ Wholesalers $81,250,000 $33,832,000

Promotional Allowances ─ Retailers $21,272,000 $28,167,000

Promotional Allowances ─

Wholesalers $43,131,000 $44,725,000

Promotional Allowances ─ Other N/A N/A

Sampling $499,000 $220,000

Specialty-Item Distribution ─

Non-Branded $17,914,000 $16,404,000

Consumer Engagement ─ Retail N/A N/A

Consumer Engagement ─ Adult-Only N/A $4,941,000

Public Entertainment ─ Adult-Only N/A $0

Public Entertainment ─ General

Audience $0 $0

Sponsorships $0 $0

Endorsements & Testimonials $0 $0

Coupons $33,403,000 $29,921,000

Retail-Value-Added ─ Bonus

Smokeless Tobacco N/A N/A

Retail-Value-Added ─

Non-Smokeless Tobacco Bonus

$0 $0

Company Websites $3,604,000 $3,979,000

Internet ─ Other $4,552,000 $2,772,000

Telephone $0 $0

Audio-Visual $0 N/A

Social Media $169,000 $218,000

Other $32,692,000** $23,025,000

TOTAL $575,534,000** $572,720,000

Sports & Sporting Events $21,000 N/A

* Expenditures denoted “N/A” are included in the “Other” category to avoid potential disclosure of individual company data. ** Correction.

25
 

 

 

 

 

 

 

 

TABLE 4A-1

SMOKELESS TOBACCO SALES AND ADVERTISING AND PROMOTIONAL EXPENDITURES

BY TOBACCO TYPE FOR 1986–2015

LOOSE-LEAF CHEWING TOBACCO

Pounds Sold Dollar Sales

Advertising and

Promotional Expenditures*

1986 65,697,634 $255,668,419 $32,249,750

1987 64,634,524 $267,766,776 $28,403,536

1988 60,648,126 $264,298,268 $26,198,078

1989 61,869,625 $281,701,402 $34,057,050

1990 60,896,991 $295,462,446 $35,194,561

1991 62,177,203 $321,458,416 $38,190,095

1992 58,850,933 $320,085,975 $42,820,544

1993 55,912,562 $319,672,867 $46,032,905

1994 54,242,322 $316,888,405 $44,807,716

1995 54,605,149 $323,156,639 $43,842,237

1996 54,204,655 $325,533,391 $36,387,774

1997 51,831,834 $330,903,053 $45,573,616

1998 46,887,918 $317,087,609 $26,780,236

1999 44,531,612 $278,670,311 $21,219,600

2000 44,077,019 $275,356,571 $15,592,978

2001 42,396,301 $278,982,298 $16,659,755

2002 40,703,148 $288,895,090 $17,211,000

2003 39,105,547 $294,705,352 $17,476,000

2004 39,183,779 $310,329,793 $18,218,000

2005 36,410,287 $307,026,071 $16,746,000

2006 34,692,990 $310,525,106 $18,910,000

2007 32,600,747 $310,662,579 $21,009,000

2008 30,128,176 $298,082,506 $24,024,000

2009 26,951,575 $298,444,031 $22,529,000

2010 24,700,060 $285,192,598 $21,425,000

2011 22,938,455 $278,921,115 $15,387,000

2012 21,545,211 $270,922,520 $13,115,000

2013 20,570,760 $271,491,004 $11,758,000

2014 19,273,865 $265,783,828 $11,315,000

2015 18,081,707 $261,476,302 $10,509,000

* Advertising and promotional expenditures since 2002 are rounded to the nearest $1,000.

26
 

 

 

 

 

TABLE 4A-2

SMOKELESS TOBACCO SALES AND ADVERTISING AND PROMOTIONAL EXPENDITURES

BY TOBACCO TYPE FOR 2016–2022

LOOSE-LEAF CHEWING TOBACCO

Pounds Sold Dollar Sales Advertising and

Promotional Expenditures*

2016 17,069,432 $253,905,080 $10,216,000

2017 16,165,560 $244,957,513 $9,040,000

2018 15,293,967 $235,779,995 $7,388,000

2019 14,718,674 $230,813,895 $5,722,000

2020 14,718,790 $229,025,002 $5,275,000

2021 13,789,478 $222,679,034 $5,825,000

2022 11,714,616 $204,220,791 $3,500,000

* Advertising and promotional expenditures since 2002 are rounded to the nearest $1,000.

27
 

 

 

 

 

 

TABLE 4B-1

SMOKELESS TOBACCO SALES AND ADVERTISING AND PROMOTIONAL EXPENDITURES

BY TOBACCO TYPE FOR 1986–2015

PLUG/TWIST CHEWING TOBACCO

Pounds Sold Dollar Sales

Advertising and

Promotional Expenditures

1986 8,835,200 $44,870,900 $896,821

1987 8,351,803 $44,267,561 $559,597

1988 7,282,206 $40,429,972 $868,954

1989 6,308,415 $35,132,105 $1,787,775

1990 6,557,216 $41,316,133 $1,655,886

1991 5,913,172 $42,379,173 $1,326,216

1992 5,389,336 $42,625,799 $1,722,361

1993 4,778,107 $40,702,849 $1,367,877

1994 4,410,333 $39,102,541 $936,993

1995 4,156,158 $37,996,428 $1,032,856

1996 3,096,708 $29,469,575 $653,511

1997 2,800,859 $27,434,794 $682,887

1998 3,180,093 $33,610,369 $1,216,474

1999 2,824,198 $30,733,775 $1,583,271

2000 2,718,653 $26,905,139 $1,164,235

2001 2,543,800 $26,775,821 $1,284,627

2002 2,191,910 $28,178,852 $1,159,000

2003 2,023,068 $27,044,811 $179,000

2004 1,876,461 $27,059,654 $121,000

2005 1,712,921 $25,970,711 $72,000

2006 1,488,380 $24,830,985 $4,000

2007 1,371,114 $24,352,589 $8,000

2008 1,322,324 $24,122,598 $2,000

2009 1,037,946 $22,435,650 $516,000

2010 912,443 $20,978,572 $501,000

2011 821,222 $20,082,358 $474,000

2012 725,112 $18,846,534 $292,000

2013 659,542 $18,434,750 $234,000

2014 579,205 $17,476,141 $219,000

2015 512,930 $16,633,660 $195,000

* Advertising and promotional expenditures since 2002 are rounded to the nearest $1,000.

28
 

 

 

 

 

 

TABLE 4B-2

SMOKELESS TOBACCO SALES AND ADVERTISING AND PROMOTIONAL EXPENDITURES

BY TOBACCO TYPE FOR 2016–2022

PLUG/TWIST CHEWING TOBACCO

Pounds Sold Dollar Sales

Advertising and

Promotional Expenditures*

2016 470,319 $16,159,907 $190,000

2017 426,424 $15,622,855 $183,000

2018 374,686 $14,851,887 $292,000

2019 296,759 $13,595,900 $181,000

2020 344,279 $15,543,091 $183,000

2021 227,531 $13,204,915 $174,000

2022 191,799 $12,416,121 $43,000

* Advertising and promotional expenditures since 2002 are rounded to the nearest $1,000.

29
 

 

 

 

 

 

TABLE 4C-1

SMOKELESS TOBACCO SALES AND ADVERTISING AND PROMOTIONAL EXPENDITURES

BY TOBACCO TYPE FOR 1986–2015

SCOTCH/DRY SNUFF

Pounds Sold Dollar Sales Advertising and Promotional

Expenditures*

1986 8,110,168 $58,951,001 $181,977

1987 7,255,296 $56,709,742 $263,482

1988 7,069,754 $57,221,662 $501,543

1989 7,244,911 $62,155,826 $654,591

1990 6,185,410 $56,601,390 $472,404

1991 5,833,210 $56,881,288 $517,145

1992 5,623,404 $57,657,911 $354,774

1993 4,996,957 $54,302,829 $313,659

1994 4,814,130 $55,574,320 $272,038

1995 4,490,094 $53,885,040 $486,280

1996 4,218,705 $53,858,106 $437,339

1997 4,063,630 $54,725,929 $522,260

1998 3,781,891 $53,292,750 $155,484

1999 3,572,339 $53,229,345 $61,516

2000 3,463,705 $54,205,273 $54,878

2001 3,364,601 $56,339,020 $68,552

2002 3,077,100 $56,344,777 $79,000

2003 2,853,516 $56,087,685 $69,000

2004 2,656,336 $54,672,024 $125,000

2005 2,402,904 $52,986,545 $103,000

2006 2,170,341 $51,895,254 $191,000

2007 2,003,974 $50,423,814 $174,000

2008 4,280,152 $48,712,026 $179,000

2009 1,635,448 $48,481,932 $977,000

2010 1,498,125 $47,588,846 $1,000,000

2011 1,367,000 $46,480,123 $954,000

2012 1,222,041 $43,624,856 $610,000

2013 1,137,567 $43,807,928 $485,000

2014 1,045,169 $43,349,669 $492,000

2015 949,469 $42,353,993 $216,000

* Advertising and promotional expenditures since 2002 are rounded to the nearest $1,000.

30
 

 

 

 

 

 

TABLE 4C-2

SMOKELESS TOBACCO SALES AND ADVERTISING AND PROMOTIONAL EXPENDITURES

BY TOBACCO TYPE FOR 2016-2022

SCOTCH/DRY SNUFF

Pounds Sold Dollar Sales Advertising and Promotional

Expenditures*

2016 868,874 $42,165,065 $249,000

2017 784,647 $42,223,383 $466,000

2018 710,026 $41,533,878 $442,000

2019 775,274 $50,630,121 $502,000

2020 598,580 $45,177,064 $526,000

2021 567,269 $48,310,169 $569,000

2022 467,464 $48,869,269 $298,000

* Advertising and promotional expenditures since 2002 are rounded to the nearest $1,000.

31
 

 

 

 

 

 

TABLE 4D-1

SMOKELESS TOBACCO SALES AND ADVERTISING AND PROMOTIONAL EXPENDITURES

BY TOBACCO TYPE FOR 1986–2015

MOIST SNUFF

Pounds Sold Dollar Sales Advertising and

Promotional Expenditures*

1986 36,135,332 $438,287,565 $43,348,158

1987 36,298,658 $483,973,268 $38,550,429

1988 39,433,696 $539,704,480 $40,655,096

1989 41,017,414 $602,647,971 $44,701,195

1990 43,775,709 $697,790,232 $52,778,476

1991 46,187,101 $817,242,793 $63,970,584

1992 48,509,020 $940,991,044 $70,449,029

1993 50,201,159 $1,060,781,973 $71,516,385

1994 52,028,416 $1,200,533,723 $79,955,661

1995 53,136,063 $1,320,802,382 $81,961,909

1996 54,884,154 $1,381,544,888 $86,398,835

1997 55,278,825 $1,404,444,279 $103,647,547

1998 56,186,478 $1,482,337,489 $117,334,705

1999 58,472,906 $1,578,102,586 $147,349,374

2000 61,481,958 $1,632,408,551 $207,770,666

2001 63,888,848 $1,765,423,249 $218,663,983

2002 66,176,208 $1,988,748,212 $209,278,000

2003 68,942,374 $2,111,664,009 $211,070,000

2004 73,052,096 $2,225,327,215 $194,396,000

2005 75,670,894 $2,225,309,220 $210,430,000

2006 77,437,057 $2,206,085,179 $308,456,000

2007 82,236,628 $2,306,606,093 $350,621,000

2008 84,014,810 $2,377,001,759 $287,315,000

2009 87,582,722 $2,192,418,669 $313,711,000

2010 92,591,210 $2,344,536,640 $257,872,000

2011 96,555,072 $2,513,178,807 $305,791,000

2012 100,711,669 $2,644,719,348 $345,420,000

2013 104,483,081 $2,844,764,226 $410,895,000

2014 105,681,317 $2,996,051,491 $497,143,000

2015 108,443,334 $3,252,841,636 $605,886,000

* Advertising and promotional expenditures since 2002 are rounded to the nearest $1,000.

32
 

 

 

 

 

 

TABLE 4D-2

SMOKELESS TOBACCO SALES AND ADVERTISING AND PROMOTIONAL EXPENDITURES

BY TOBACCO TYPE FOR 2016–2022

MOIST SNUFF

Pounds Sold Dollar Sales Advertising and

Promotional Expenditures*

2016 111,504,328 $3,545,006,638 $678,662,000

2017 111,922,862 $3,760,123,055 $662,471,000

2018 110,314,593 $3,919,724,350 $615,674,000

2019 108,459,069 $4,067,123,585 $539,160,000

2020 109,462,140 $4,353,435,257 $533,056,000

2021 105,733,097 $4,486,792,750 $538,065,000

2022 99,321,915 $4,518,227,865 $540,114,000

* Advertising and promotional expenditures since 2002 are rounded to the nearest $1,000.

33
 

 

 

 

 

TABLE 4E

SMOKELESS TOBACCO SALES AND ADVERTISING AND PROMOTIONAL EXPENDITURES

BY TOBACCO TYPE FOR 2008–2022

SNUS

Pounds Sold Dollar Sales Advertising and Promotional

Expenditures*

2008 170,527 $9,148,659 $58,763,000

2009 482,909 $49,807,528 $106,415,000

2010 818,913 $81,786,519 $57,394,000

2011 1,052,675 $77,999,446 $13,703,000

2012 1,291,182 $99,104,325 $55,593,000

2013 1,192,881 $84,594,698 $51,163,000

2014 1,230,967 $93,040,562 $47,392,000

2015 1,375,678 $106,883,288 $40,812,000

2016 1,520,576 $124,657,085 $39,530,000

2017 1,611,087 $140,072,884 $33,008,000

2018 1,712,052 $155,110,378 $24,759,000

2019 1,731,258 $169,450,822 $17,378,000

2020 1,704,471 $179,092,938 $15,459,000

2021 1,640,503 $187,128,785 $12,533,000

2022 1,601,579 $199,973,637 $13,335,000

* Advertising and promotional expenditures since 2002 are rounded to the nearest $1,000.

34
 

 

 

 

 

TABLE 4F

SMOKELESS TOBACCO SALES AND ADVERTISING AND PROMOTIONAL EXPENDITURES

BY TOBACCO TYPE FOR 2011–2022

DISSOLVABLE

Pounds Sold Dollar Sales Advertising and Promotional

Expenditures*

2011 1,439 $190,489 $0

2012 1,427 $185,665 $0

2013 89 $12,741 $0

2014 N/A N/A N/A

2015 N/A N/A N/A

2016 N/A N/A $0

2017 0 $0 $0

2018 0 N/A N/A

2019 0 N/A $0

2020 0 $0 $0

2021 0 N/A $0

2022 0 0 $0

* Advertising and promotional expenditures since 2002 are rounded to the nearest $1,000.

35
 

 

 

 

 

 

 

 

 

 

 

 

TABLE 5A

NUMBER OF UNITS SOLD ─ BY PACKAGE SIZE

FOR 2002–2022

LOOSE-LEAF CHEWING TOBACCO

Less than 1

oz.

1 oz. to less

than 2 oz.

2 oz. to less

than 5 oz.

5 oz. to less

than 10 oz.

10 oz. to less

than 15 oz.

15 oz. or more

2002 0 699,115 203,476,178 5,426,568 0 2,800

2003 0 658,495 191,761,704 6,750,937 0 286,274

2004 0 542,335 180,401,587 7,586,542 0 2,002,084

2005 0 448,644 165,667,992 6,859,556 0 2,157,700

2006 0 376,297 156,832,421 6,163,226 684 2,507,750

2007 365,706 317,120 150,399,964 5,039,908 164 2,615,539

2008 265,853 259,488 134,883,519 4,896,761 (1,440) 2,783,493

2009 0 237,408 119,369,974 3,967,490 0 2,884,625

2010 0 229,811 105,990,232 4,161,772 0 3,073,317

2011 0 206,628 96,674,759 4,073,250 0 3,125,682

2012 0 171,483 88,422,555 3,868,324 0 3,383,938

2013 0 160,992 84,014,098 3,612,208 0 3,284,546

2014 0 147,600 77,905,391 3,382,547 0 3,304,393

2015 360 131,436 72,272,672 3,029,598 0 3,275,510

2016 0 118,368 75,525,669 2,759,408 0 3,207,272

2017 0 103,806 69,676,377 2,546,595 0 3,276,987

2018 0 99,026 65,569,010 2,149,368 0 3,116,172

2019 0 82,224 64,848,027 1,767,919 0 2,931,050

2020 0 540,636 58,672,491 1,513,069 0 3,048,285

2021 0 62,928 54,905,117 1,219,683 0 2,880,686

2022 0 1,473,599 46,918,660 356,812 0 2,578,327

36
 

 

 

 

 

 

 

 

 

 

 

 

TABLE 5B

NUMBER OF UNITS SOLD ─ BY PACKAGE SIZE

FOR 2002–2022

PLUG/TWIST CHEWING TOBACCO

Less than 1

oz.

1 oz. to less

than 2 oz.

2 oz. to less

than 5 oz.

5 oz. to less

than 10 oz.

10 oz. to less

than 15 oz.

15 oz. or more

2002 0 9,789,738 8,013,482 0 0 0

2003 3,960 9,057,230 7,417,331 0 0 1,184

2004 172,596 8,121,211 6,825,354 0 0 7,591

2005 229,638 7,388,766 6,041,214 0 0 7,848

2006 219,732 6,382,398 1,275,303 0 0 1,518

2007 0 6,113,798 1,107,983 0 0 3,991

2008 (2,976) 5,723,997 1,093,135 0 0 3,353

2009 170,808 4,623,964 3,599,939 0 0 2,001

2010 37,932 4,080,855 3,150,940 0 0 616

2011 0 3,652,275 2,847,632 0 0 0

2012 0 3,303,543 2,461,582 0 0 0

2013 0 3,042,595 2,226,817 0 0 0

2014 0 2,637,007 1,954,549 0 0 0

2015 0 2,482,787 1,609,244 0 0 0

2016 0 2,140,596 1,590,848 0 0 0

2017 0 1,878,031 1,486,017 0 0 0

2018 0 1,738,129 1,238,407 0 0 0

2019 41,176 1,307,674 1,047,137 0 0 0

2020 25,126 1,384,284 1,222,385 0 0 0

2021 (269) 1,041,028 778,367 0 0 0

2022 0 741,386 768,751 0 0 0

37
 

 

 

 

 

 

 

 

 

 

 

 

 

TABLE 5C

NUMBER OF UNITS SOLD ─ BY PACKAGE SIZE

FOR 2002–2022

SCOTCH/DRY SNUFF

Less than 1

oz.

1 oz. to less

than 2 oz.

2 oz. to less

than 5 oz.

5 oz. to less

than 10 oz.

10 oz. to less

than 15 oz.

15 oz. or more

2002 833,184 17,320,899 4,679,645 1,201,840 15,735 33,400

2003 800,640 16,092,214 4,388,662 1,097,114 15,936 34,994

2004 764,064 15,023,756 3,813,417 1,058,787 15,456 49,512

2005 734,976 13,637,790 3,303,851 1,042,565 14,064 47,134

2006 655,712 12,376,413 3,025,288 972,826 13,891 16,356

2007 1,676,174 10,804,273 2,531,367 697,253 0 23,213

2008 598,464 10,557,468 2,538,033 844,505 0 21,147

2009 535,212 9,470,599 2,254,555 728,551 (1) 18,411

2010 245,548 8,927,259 2,116,879 629,343 0 9,955

2011 (799) 8,400,578 1,964,342 559,138 0 (16)

2012 0 7,919,271 1,958,110 247,347 0 (4)

2013 0 7,438,306 1,899,643 152,538 0 0

2014 0 6,922,729 1,721,405 141,020 0 0

2015 0 6,355,018 1,548,028 127,868 0 0

2016 0 5,861,197 1,408,764 114,298 0 0

2017 0 5,368,265 1,260,834 97,605 0 0

2018 0 4,896,491 1,140,331 82,297 0 0

2019 0 5,281,025 1,278,986 72,172 0 0

2020 0 4,454,511 925,577 27,956 0 0

2021 0 4,440,430 838,152 9,896 0 0

2022 0 3,616,781 702,320 6,727 0 0

38
 

 

 

 

 

 

 

 

 

 

 

 

 

TABLE 5D

NUMBER OF UNITS SOLD ─ BY PACKAGE SIZE

FOR 2002–2022

MOIST SNUFF

Less than 1

oz.

1 oz. to less

than 2 oz.

2 oz. to less

than 5 oz.

5 oz. to less

than 10 oz.

10 oz. to less

than 15 oz.

15 oz. or more

2002 24,561,076 859,285,595 0 0 0 0

2003 37,078,414 892,925,591 0 0 0 30,984

2004 41,769,081 935,536,000 0 0 0 58,830

2005 46,142,758 958,614,204 0 0 0 62,706

2006 48,576,464 975,274,937 0 0 0 26,753

2007 60,274,128 1,039,156,919 612 0 6,186 44,416

2008 71,986,220 1,056,217,422 771 0 54,452 18,772

2009 89,001,023 1,083,725,965 550,216 0 511,175 12,245

2010 103,531,063 1,134,785,681 141,808 0 1,193,327 3,358

2011 121,589,821 1,176,205,839 (37,824) 0 1,618,546 0

2012 140,723,199 1,208,434,824 163,636 0 2,544,526 0

2013 162,500,285 1,228,602,023 154,242 325,501 3,505,261 0

2014 181,561,165 1,224,327,539 107,184 501,770 4,077,255 0

2015 204,008,337 1,239,287,768 9,538 738,893 4,443,748 0

2016 230,557,286 1,258,020,977 226,250 566,059 4,792,990 6,072

2017 240,404,414 1,250,319,743 363,999 462,930 5,173,936 70,128

2018 248,503,857 1,219,800,593 (58,957) 342,249 5,589,300 75,137

2019 255,592,446 1,181,992,893 18,482 307,458 6,449,940 67,656

2020 261,308,375 1,175,116,052 14,862 637,535 7,687,322 64,320

2021 251,183,088 1,129,617,283 11,972 155,957 8,238,260 56,208

2022 236,152,326 1,052,348,375 0 (2,473) 8,611,372 0

39
 

 

 

 

 

 

 

 

 

 

 

 

TABLE 5E

NUMBER OF UNITS SOLD ─ BY PACKAGE SIZE

FOR 2008–2022

SNUS

Less than 1

oz.

1 oz. to less than

2 oz.

2 oz. to less

than 5 oz.

5 oz. to less

than 10 oz.

10 oz. to less

than 15 oz.

15 oz. or more

2008 4,385,317 21,788 0 0 0 0

2009 31,838,153 58,252 0 0 0 0

2010 61,204,305 75,650 0 0 0 0

2011 45,384,110 79,763 0 0 0 0

2012 57,288,162 97,347 0 0 0 0

2013 43,916,293 42,956 0 0 0 0

2014 42,802,484 54,806 0 0 0 0

2015 46,965,737 49,662 0 0 0 0

2016 51,105,870 45,826 0 0 0 0

2017 53,835,237 2,323 0 0 0 0

2018 56,380,814 (6,703) 0 0 0 0

2019 56,902,054 (13,325) 0 0 0 0

2020 59,029,260 (14,085) 0 0 0 0

2021 57,376,764 (11,792) 0 0 0 0

2022 52,236,366 (12,795) 0 0 0 0

40
 

 

 

 

 

 

 

 

 

 

 

 

TABLE 5F

NUMBER OF UNITS SOLD ─ BY PACKAGE SIZE

FOR 2011–2022

DISSOLVABLE

Less than 1

oz.

1 oz. to less than

2 oz.

2 oz. to less

than 5 oz.

5 oz. to less

than 10 oz.

10 oz. to less

than 15 oz.

15 oz. or more

2011 155,964 0 0 0 0 0

2012 143,224 0 0 0 0 0

2013 10,220 0 0 0 0 0

2014 N/A 0 0 0 0 0

2015 N/A 0 0 0 0 0

2016 N/A 0 0 0 0 0

2017 0 0 0 0 0 0

2018 N/A 0 0 0 0 0

2019 N/A 0 0 0 0 0

2020 N/A 0 0 0 0 0

2021 N/A 0 0 0 0 0

2022 0 0 0 0 0 0

41
 

 

 

 

 

 

 

 

 

 

TABLES 6A AND 6B

SALES BY FLAVORING

FOR 2020-2022

TABLE 6A - POUNDS SOLD AND PERCENTAGES

Tobacco flavored Menthol Fruit Alcohol Other*

2020 56,843,535† 64,374,304 3,566,044 90,963 1,953,415†

% 44.8%† 50.8% 2.8% 0.1% 1.5%†

2021 54,623,104† 61,827,554 3,335,729 79,151 20,092,339†

% 44.8%† 50.7% 2.7% 0.1% 1.7%†

2022 50,013,901 58,134,112 2,951,688 66,383 2,131,289

% 44.1% 51.3% 2.6% 0.1% 1.9%

TABLE 6B - DOLLARS SOLD AND PERCENTAGES

Tobacco flavored Menthol Fruit Alcohol Other*

2020 $2,062,082,436† $2,611,456,068 $118,924,160 $974,018 $28,836,670†

% 42.8%† 54.2% 2.5% 0% 0.6%

2021 $2,110,832,603† $2,681,220,158 $131,731,614 $868,929 $33,462,346†

% 42.6%† 54.1% 2.7% 0.0% 0.7%†

2022 $2,092,745,655 $2,719,221,888 $133,044,477 $752,001 $37,943,661

% 42.0% 54.6% 2.7% 0.0% 0.8%

* Other flavored products include products that do not fit in one of the other flavor categories and combination products that

fit in more than one of the other flavor categories.

† Corrections.

42
 

 

 

 

 

TABLE 7

SALES OF NICOTINE LOZENGES, PUCKS, OR POUCHES

NOT CONTAINING TOBACCO

FOR 2020-2022

Year Sales in Units* Sales in Dollars

2020 2,253,713,911 $452,759,554

2021 4,227,454,923 $772,554,298

2022 5,633,451,578 $1,057,428,696

* The units reported are individual lozenges, pucks, or pouches and not packages of such items.

43
 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

APPENDIX

2022 Advertising and Promotional Expenditure Categories

Newspapers: Newspaper advertising; but excluding expenditures in connection with sampling, consumer

engagement, specialty item distribution, public entertainment, endorsements, sponsorships, coupons, and

retail-value-added.

Magazines: Magazine advertising; but excluding expenditures in connection with sampling, consumer

engagement, specialty item distribution, public entertainment, endorsements, sponsorships, coupons, and

retail-value-added.

Outdoor: Billboards; signs and placards in arenas, stadiums, and shopping malls, whether they are open

air or enclosed; and any other advertisements placed outdoors, regardless of their size, including those on

smokeless tobacco retailer property; but excluding expenditures in connection with sampling, consumer

engagement, specialty item distribution, public entertainment, endorsements, sponsorships, coupons, and

retail-value-added.

Point-of-Sale: Point-of-sale advertisements, that is, materials displayed or distributed at a retail location;

but excluding expenditures in connection with outdoor advertising, sampling, consumer engagement,

specialty item distribution, public entertainment, endorsements, sponsorships, coupons, and retail-valueadded.

Direct Mail: Direct-mail advertising; but excluding expenditures in connection with sampling, consumer

engagement, specialty item distribution, public entertainment, endorsements, sponsorships, coupons,

retail-value-added, and Internet advertising not on the company website.

Price Discounts – Retail: Price discounts paid to smokeless tobacco retailers in order to reduce the price

of smokeless tobacco to consumers, including off-invoice discounts, buy-downs, voluntary price

reductions, and trade programs; but excluding retail-value-added expenditures for promotions involving

free smokeless tobacco and expenditures involving coupons.

Price Discounts – Wholesale: Price discounts paid to smokeless tobacco wholesalers in order to reduce

the price of smokeless tobacco to consumers, including off-invoice discounts, buy-downs, voluntary price

reductions, and trade programs; but excluding retail-value-added expenditures for promotions involving

free smokeless tobacco and expenditures involving coupons.

Promotional Allowances – Retail: Promotional allowances paid to smokeless tobacco retailers in order

to facilitate the sale or placement of any smokeless tobacco product, including payments for stocking,

shelving, displaying, and merchandising brands; volume rebates; incentive payments; and the cost of

smokeless tobacco product given for free to retailers for subsequent sale to consumers; but excluding

expenditures in connection with newspapers, magazines, outdoor, audio-visual, direct mail, point-of-sale,

and price discounts.

Promotional Allowances – Wholesale: Promotional allowances paid to smokeless tobacco wholesalers

in order to facilitate the sale or placement of any smokeless tobacco product, including payments for

volume rebates, incentive payments, value added services, promotional execution and satisfaction of

reporting requirements; but excluding expenditures in connection with newspapers, magazines, outdoor,

audio-visual, direct mail, point-of-sale, and price discounts.

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Promotional Allowances – Other: Promotional allowances paid to any persons other than retailers,

wholesalers, and full-time company employees who are involved in the smokeless tobacco distribution

and sales process in order to facilitate the sale or placement of any smokeless tobacco product; but

excluding expenditures in connection with newspapers, magazines, outdoor, audio-visual, direct mail,

point-of-sale, and price discounts.

Sampling: Sampling of smokeless tobacco products, including the cost of the smokeless tobacco, all

associated excise taxes, and the costs of organizing, promoting, and conducting sampling. Sampling

includes the distribution of smokeless tobacco products for consumer testing or evaluation when

consumers are able to use the smokeless tobacco outside of a facility owned or operated by the company,

but not the cost of actual clinical testing or market research associated with such smokeless tobacco

distributions. Sampling also includes the distribution of coupons for free smokeless tobacco, when no

purchase or payment is required to obtain the coupons or the smokeless tobacco product.

Specialty Item Distribution – Non-Branded: All costs of distributing any items (other than smokeless

tobacco products, items the sole function of which is to advertise or promote smokeless tobacco products,

or written or electronic publications), whether distributed by sale, redemption of coupons, or otherwise,

that do not bear the name, logo, or an image of any portion of the package of any brand or variety of

smokeless tobacco product, including the cost of the items distributed but subtracting any payments

received for the item. The costs associated with distributing non-smokeless tobacco items in connection

with sampling or retail-value-added programs are reported in those categories, not as specialty item

distribution.

Consumer Engagement – Retail: All costs of consumer engagement at smokeless tobacco-product retail

locations open to underage individuals, including any third-party agency fees, but excluding the cost of

coupons distributed in the course of consumer engagement activities.

Consumer Engagement – Adult-Only: All costs of consumer engagement of smokers in adult-only

facilities, including any third-party agency fees, but excluding the cost of coupons distributed in the

course of consumer engagement activities.

Public Entertainment – Adult-Only: Public entertainment events bearing or otherwise displaying the

name or logo or an image of any portion of the package of any of the company’s smokeless tobacco

products or otherwise referring or relating to smokeless tobacco, which take place in an adult-only

facility, including all expenditures made by the company in promoting or sponsoring such events; but

excluding expenditures in connection with adult-only consumer engagement. Such events must include

entertainment, as opposed to simply consumer engagement.

Public Entertainment – General-Audience: Public entertainment events bearing or otherwise

displaying the name or logo or an image of any portion of the package of any of a company’s smokeless

tobacco products or otherwise referring or relating to smokeless tobacco, which do not take place in an

adult-only facility, including all expenditures made by the company in promoting or sponsoring such

events. Such events must include entertainment, as opposed to simply consumer engagement.

Sponsorships: Sponsorships of sports teams or individual athletes, but excluding endorsements.

Endorsements & Testimonials: Endorsements, testimonials, and product placement.

Coupons: All costs associated with coupons for the reduction of the retail cost of smokeless tobacco

products, regardless of how they are distributed or redeemed, including all costs associated with

45
 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

advertising or promotion, design, printing, distribution, and redemption. However, when coupons are

distributed for free smokeless tobacco and no purchase or payment is required to obtain the coupons or

the smokeless tobacco, these activities are considered to be sampling and not couponing.

Retail-value-added – Bonus Smokeless Tobacco: Retail-value-added expenditures for promotions

involving free smokeless tobacco products (e.g., buy two, get one free), whether or not the free smokeless

tobacco products are physically bundled together with the purchased smokeless tobacco products,

including all expenditures and costs associated with the value added to the purchase of smokeless tobacco

products (e.g., excise taxes paid for the free smokeless tobacco product).

Retail-value-added – Non-Smokeless Tobacco Bonus: Retail-value-added expenditures for promotions

involving free or discounted non-smokeless tobacco product (e.g., buy two packs, get a free key chain or

buy two, save 20 cents per gallon of gasoline), including all expenditures and costs associated with the

value added to the purchase of smokeless tobacco products.

Company Website: All expenditures associated with advertising on any company Internet website that

can be accessed by computers located in the United States.

Internet – Other: Internet advertising other than on the company’s own Internet website, including on

the World Wide Web, on commercial on-line services, and through electronic mail messages; but

excluding social-media marketing.

Telephone: Telephone advertising, including costs associated with the placement of telemarketing calls

or the operation of incoming telephone lines that allow consumers to participate in any promotion or hear

pre-recorded product messages; but excluding costs associated with having customer-service

representatives available for responding to consumer complaints or questions.

Social Media Marketing: All expenditures for social media marketing on websites or other online

services or communities, including but not limited to social networking sites, microblogging sites,

content-sharing sites, and blogs.

Audio-visual: Audio-visual or video advertising on any medium of electronic communication not subject

to the Federal Communications Commission’s jurisdiction, including screens at motion picture theaters,

video cassettes or DVDs, and monitors in stores; but excluding expenditures in connection with Internet

advertising.

Other: Advertising and promotional expenditures not covered by another category. To the extent that

third-party agency fees relating to smokeless tobacco advertising, merchandising, or promotion cannot be

divided based on the materials to which they relate, they should be reported in this category.

Sports and Sporting Events: All advertising and promotional expenditures connected with or related to

sports or sporting events, including, but not limited to: (i) the sponsoring, advertising, or promotion of

sports or sporting events; support of an individual, group, or sports team; and purchase of or support for

sports equipment, uniforms, sports facilities, or training facilities; (ii) all expenditures for advertising in

the name of the company or any of its smokeless tobacco product brands in a sports facility, on a

scoreboard or in conjunction with the reporting of sports results; (iii) all expenditures connected with

functional promotional items (e.g., hats or posters) provided at or in connection with a sporting event; and

(iv) all expenditures associated with smokeless tobacco product sampling or consumer engagement in

connection with a sporting event, including sampling or consumer engagement in an adult-only facility in

the grounds or parking lot of a sports facility. “Sports and sporting events” includes, but is not limited to,

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football, basketball, baseball, hockey, tennis, wrestling, karate, judo, weight lifting, volleyball, skiing,

skating, sailing, boating, equestrian, rodeo, automobile, race car, funny car, motorcycle, bicycle, truck,

monster truck, tractor-pull, fishing, and hunting events, competitions, tournaments, and races. This

category is duplicative of expenditures for other categories.

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