Federal Trade Commission 

Smokeless Tobacco Report 

for 2021 

 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 decreased from 2020 to 2021, but sales 

revenues and marketing expenditures increased over that same time period. Most smokeless 

tobacco sold in 2020 or 2021 was menthol flavored. 

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 2021. Table 1B shows that the total amount of smokeless tobacco sold by 

manufacturers to wholesalers and retailers decreased from 126.8 million pounds in 2020 to 122.0 

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 identity of the companies reporting smokeless tobacco data has 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. 

1 
million pounds in 2021. Sales revenues received by the manufacturers from wholesalers and 

retailers rose from $4.82 billion in 2020 to $4.96 billion in 2021.4 

The manufacturers spent a total of $575.5 million on advertising and promotion in 2021, 

an increase from the $567.3 million spent in 2020. 

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

and gave away from 2002 to 2021 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 2021—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 2021 than any other size package. 

III. SMOKELESS TOBACCO ADVERTISING AND PROMOTIONAL 

EXPENDITURES BY CATEGORY 

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

and promotion for the years 1985 through 2021.5

 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 3J shows the companies’ expenditures for 2018 through 2021. 

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 2021 expenditure categories appear in the Appendix to this report. 

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

thousand dollars, and the Commission is reporting such expenditures rounded to the nearest 

thousand dollars. 

2 
The Commission is not reporting the amount spent on newspaper advertising in 2021 

because only one company reported spending in that category.7

 The companies reported 

spending no money on newspaper advertising in 2020, as they had since 2018. 

Magazine advertising increased from $7.8 million in 2020 to $8.1 million in 2021. 

Spending on outdoor advertising decreased from $186,000 to $114,000 during the same period.8 

Point-of-sale advertising decreased from $18.9 million in 2020 to $18.8 million in 2021. In 2021, 

the companies reported spending $1.8 million on direct-mail advertising, down from the $2.7 

million spent in 2020. 

In 2021, the companies reported spending $308.2 million on price discounts (payments 

made in order to reduce the price of smokeless tobacco to consumers) paid to retailers and $81.3 

million on price discounts paid to wholesalers. In 2020, expenditures in those categories were 

$296.6 million and $85.3 million, respectively. Retail and wholesale price discounts were the 

two largest expenditure categories in 2021, representing a combined 67.7 percent of total 

expenditures (53.6 percent and 14.1 percent, respectively). 

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. 

3 
Spending on promotional allowances (intended to facilitate the sale or placement of 

smokeless tobacco) paid to smokeless tobacco retailers decreased from $21.9 million in 2020 to 

$21.3 million in 2021. Spending on promotional allowances paid to smokeless tobacco 

wholesalers decreased from $43.6 million in 2020 to $43.1 million in 2021. The Commission is 

not reporting the amount spent in 2021 on promotional allowances paid to persons other than 

retailers because each year since 2018 only one company reported spending in that category.

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

combined, they account for 78.9 percent of total 2021 spending, the same as in 2020. 

The companies reported spending $499,000 in 2021 to give smokeless tobacco samples 

to the public (“sampling”).9

 In 2020, they reported spending $210,000 on sampling. 

The companies reported spending $17.9 million on non-branded specialty-item 

distribution10 in 2021, an increase from the $15.2 million spent in 2020. 

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 

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). 

4 
The Commission is not publishing the amount spent on consumer engagement at retail 

locations open to underage individuals (e.g., convenience stores) in 2021 because only one 

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

reported spending $4.0 million in that category in 2018. The Commission is also not publishing 

the amount spent on consumer engagement in adult-only facilities in 2021. The companies 

reported spending $349,000 in that category in 2020. 

The Commission is not reporting the amount spent on public entertainment in adult-only 

facilities (e.g., bar nights) in 2021 because only one company reported spending in that category. 

The companies reported that they did not have such expenditures in 2020. In 2016, the 

Commission clarified that such events must include actual entertainment, as opposed to simply 

consumer engagement. 

As they have each year since 2011, the companies reported no spending in 2021 on 

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

The companies reported spending $33.4 million in 2021 on coupons to reduce the retail 

cost of smokeless tobacco products, a decrease from the $41.1 million spent in 2020.11 

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 

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

11 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. 

5 
2021 because only one company reported spending in that category. The companies reported 

spending $347,000 in that category in 2020. 

Each year from 2011 until 2015, the companies reported spending no money on retailvalue-added promotions involving non-smokeless tobacco items. In 2016, the Commission 

expanded the category to include discounts such as “buy two, save 20 cents per gallon of 

gasoline.” The companies reported no spending in the category in 2020 or 2021. 

In 2021, the companies reported spending $3.6 million for advertising on company 

websites and $4.6 million on Internet advertising other than on their own websites. In 2020, 

those figures were $3.5 million and $4.6 million, respectively. 

As they have each year since 2008, the companies reported no spending in 2021 on 

telephone advertising12 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 $169,000 on social-media marketing 

in 2021, a decrease from the $256,000 they spent in 2020. 

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 

12 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. 

6 
events.13 Expenditures in connection with sports and sporting events, which had been as high as 

$26.6 million in 1998, were $21,000 in 2021, down from $377,000 in 2020. 

The companies reported spending $489,000 in 2021 on ads directed to youth or their 

parents that were intended to reduce youth use of smokeless tobacco products.14 

Smokeless tobacco manufacturers reported that, in 2021, 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 

13 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 

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. 

14 These expenditures are not included in the figures reported in Table 3J (advertising and 

promotional expenditures by category). 

7 
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 having video advertising on YouTube. 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 2020 and 2021, sales of loose-leaf chewing tobacco, plug/twist chewing 

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

decreased from 109.5 million pounds in 2020 to 105.7 million pounds in 2021. 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 2021. 

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

tobacco. In 2021, sales of moist snuff were $4.49 billion, representing 90.5 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 2021, the companies spent $538.1 million promoting 

8 
 

moist snuff, compared to $5.8 million for loose-leaf chewing tobacco, $174,000 for plug/twist 

chewing tobacco, $569,000 for scotch/dry snuff, and $12.5 million for snus.15 

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 plug/twist chewing tobacco, 

scotch/dry snuff, and moist snuff, more packages weighing one ounce to less than two ounces 

were sold in 2021 than any other size. For loose-leaf chewing tobacco, more packages weighing 

two ounces to less than five ounces were sold in 2021 than any other size. More packages of snus 

weighing less than one ounce were sold in 2021 than any other size. 

V. SMOKELESS TOBACCO SALES BY FLAVOR CATEGORY 

Tables 6A and 6B present details about the flavors of smokeless tobacco products sold. 

For 2020, the Commission began asking the companies to report the flavors of their smokeless 

tobacco products. In 2021, tobacco flavored (that is, no added flavor) smokeless tobacco 

products comprised 46.5% of sales in terms of pounds sold and 43.2% in terms of dollar sales. 

Menthol flavored smokeless tobacco products (e.g., mint, spearmint, wintergreen) comprised 

50.7% of sales in terms of pounds sold and 54.1% in terms of dollar sales. Fruit flavored 

smokeless tobacco products (e.g., apple, blackberry, cherry, citrus, peach) comprised 2.7% of 

15 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. 

9 
 

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

flavored (e.g., butternut, licorice) smokeless tobacco products comprised 0.06% of sales in terms 

of pounds sold and 0.02% in terms of dollar sales. 

VI. NICOTINE LOZENGES AND NICOTINE POUCHES 

In 2020, the Commission began asking the companies whether they sold nicotine 

lozenges or nicotine pouches not containing tobacco. All of the smokeless tobacco manufacturers 

indicated that they or a related company sold nicotine lozenges or nicotine pouches not 

containing tobacco in the United States in 2020 and 2021. Together, they sold $422.7 million of 

such products in 2020 and $804.8 million in 2021. 

10 
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 

11 
 

TABLE 1B 

TOTAL SMOKELESS TOBACCO SALES 

AND ADVERTISING AND PROMOTIONAL EXPENDITURES 

FOR 2009–2021 

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 $575,534,283 

12 
TABLE 2A 

NUMBER OF UNITS SOLD AND GIVEN AWAY – BY PACKAGE SIZE 

FOR 2002–2012 

Less than1 

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 

13 
TABLE 2B 

NUMBER OF UNITS SOLD AND GIVEN AWAY – BY PACKAGE SIZE 

FOR 2013–2021 

Less than1 

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 

14 
 

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 

15 
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. 

16 
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 nearest $1,000) 

2014 2015 2016 2017 

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

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

Outdoor $1,102,000 $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 

Price 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 ─

Wholesalers $44,061,000 $46,486,000 $47,469,000 $46,512,000 

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 ─

Branded $0 $0 

Specialty-Item Distribution ─

Non-Branded $17,848,000 $25,962,000 $32,962,000 $16,282,000 

Consumer Engagement ─ Retail $1,800,000 N/A 

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

Public Entertainment ─ Adult-Only $8,481,000 $6,872,000 N/A N/A 

Public Entertainment ─ General 

Audience $0 $0 $0 $0 

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 ─

Bonus Smokeless Tobacco 

N/A N/A $6,451,000 $4,553,000 

Retail-Value-Added ─

Non-Smokeless Tobacco Bonus 

$0 $0 $168,000 N/A 

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

Internet ─ Other $259,000 $1,265,000 $931,000 $523,000 

Telephone $0 $0 $0 $0 

Audio-Visual $0 $0 $0 $0 

Social Media N/A N/A N/A $785,000 

Other $24,327,000 $26,628,000 $26,190,000 $25,603,000 

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

Sports & Sporting Events $1,182,000 $3,496,000 $4,646,000 $3,823,000 

*

 Expenditures denoted “N/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 2018-2021* 

(rounded to the nearest $1000) 

2018 2019 2020 2021 

Newspapers $0 $0 $0 N/A 

Magazines $13,621,000 $6,124,000 $7,754,000 $8,067,000 

Outdoor $153,000 $438,000 $186,000 $114,000 

Point-of-Sale $25,265,000 $19,316,000 $18,851,000 $18,832,000 

Direct Mail $5,193,000 $3,290,000 $2,719,000 $1,794,000 

Price Discounts ─ Retailers $312,150,000 $285,604,000 $296,588,000 $308,240,000 

Price Discounts ─ Wholesalers $101,087,000 $90,427,000 $85,323,000 $81,250,000 

Promotional Allowances ─ Retailers $33,240,000 $23,083,000 $21,895,000 $21,272,000 

Promotional Allowances ─

Wholesalers $47,120,000 $49,569,000 $43,634,000 $43,131,000 

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

Sampling $761,000 $720,000 $210,000 $499,000 

Specialty-Item Distribution ─

Non-Branded $12,682,000 $13,630,000 $15,159,000 $17,914,000 

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

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

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

Public Entertainment ─ General 

Audience $0 $0 $0 $0 

Sponsorships $0 $0 $0 $0 

Endorsements & Testimonials $0 $0 $0 $0 

Coupons $57,080,000 $39,743,000 $41,108,000 $33,403,000 

Retail-Value-Added ─ Bonus 

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

Retail-Value-Added ─

 Non-Smokeless Tobacco Bonus 

N/A N/A $0 $0 

Company Websites $7,970,000 $4,990,000 $3,456,000 $3,604,000 

Internet ─ Other $778,000 $1,698,000 $4,585,000 $4,552,000 

Telephone $0 $0 $0 $0 

Audio-Visual $0 $0 $0 $0 

Social Media $609,000 $316,000 $256,000 $169,000 

Other $25,834,000 $32,074,000 $24,840,000 $32,168,000 

TOTAL $658,526,000 $576,054,000 $567,262,000 $575,010,000 

Sports & Sporting Events $2,015,000 $943,000 $377,000 $21,000 

*

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

24 
 

 

 

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. 

25 
TABLE 4A-2 

SMOKELESS TOBACCO SALES AND ADVERTISING AND PROMOTIONAL EXPENDITURES 

BY TOBACCO TYPE FOR 2016–2021 

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 

*

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

26 
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. 

27 
TABLE 4B-2 

SMOKELESS TOBACCO SALES AND ADVERTISING AND PROMOTIONAL EXPENDITURES 

BY TOBACCO TYPE FOR 2016–2021 

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 

*

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

28 
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. 

29 
TABLE 4C-2 

SMOKELESS TOBACCO SALES AND ADVERTISING AND PROMOTIONAL EXPENDITURES 

BY TOBACCO TYPE FOR 2016-2021 

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 

*

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

30 
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. 

31 
TABLE 4D-2 

SMOKELESS TOBACCO SALES AND ADVERTISING AND PROMOTIONAL EXPENDITURES 

BY TOBACCO TYPE FOR 2016–2021 

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 

*

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

32 
TABLE 4E 

SMOKELESS TOBACCO SALES AND ADVERTISING AND PROMOTIONAL EXPENDITURES 

BY TOBACCO TYPE FOR 2008–2021 

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 

*

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

33 
TABLE 4F 

SMOKELESS TOBACCO SALES AND ADVERTISING AND PROMOTIONAL EXPENDITURES 

BY TOBACCO TYPE FOR 2011–2021 

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 

*

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

34 
TABLE 5A 

NUMBER OF UNITS SOLD ─ BY PACKAGE SIZE 

FOR 2002–2021 

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 

35 
 

 

TABLE 5B 

NUMBER OF UNITS SOLD ─ BY PACKAGE SIZE 

FOR 2002–2021 

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 

36 
 

 

TABLE 5C 

NUMBER OF UNITS SOLD ─ BY PACKAGE SIZE 

FOR 2002–2021 

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 

37 
 

TABLE 5D 

NUMBER OF UNITS SOLD ─ BY PACKAGE SIZE 

FOR 2002–2021 

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 

38 
TABLE 5E 

NUMBER OF UNITS SOLD ─ BY PACKAGE SIZE 

FOR 2008–2021 

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 

39 
TABLE 5F 

NUMBER OF UNITS SOLD ─ BY PACKAGE SIZE 

FOR 2011–2021 

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 

40 
 

 

 

 

 

TABLES 6A AND 6B 

SALES BY FLAVORING 

FOR 2020-2021 

TABLE 6A - POUNDS SOLD AND PERCENTAGES 

 Tobacco flavored Menthol Fruit Alcohol Other* 

2020 58,776,845 64,374,304 3,566,044 90,963 20,105 

% 46.3% 50.8% 2.8% 0.1% 0.0% 

2021 56,674,971 61,827,554 3,335,729 79,151 40,472 

% 46.5% 50.7% 2.7% 0.1% 0.0% 

TABLE 6B - DOLLARS SOLD AND PERCENTAGES 

 Tobacco flavored Menthol Fruit Alcohol Other* 

2020 $2,090,637,071 $2,611,456,068 $118,924,160 $974,018 $282,035 

% 43.4% 54.2% 2.5% 0% 0% 

2021 $2,143,844,646 $2,681,220,158 $131,731,614 $868,929 $450,303 

% 43.2% 54.1% 2.7% 0.0% 0.0% 

* 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. 

41 
APPENDIX 

2021 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. 

42 
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 

43 
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, 

44 
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. 

45