The convenience store industry in the United States is facing a structural adjustment of tobacco products. According to a report in CStore Decisions, two key decisions issued by the FDA on the eve of the Biden administration's departure have had a dual impact on nicotine alternatives and traditional tobacco products.
I. Significant Growth in the Nicotine Pouch Market
On January 16, the FDA approved the sale of 10 flavors of the ZYN brand nicotine pouches for the first time (including two specifications of 3mg/6mg), covering mainstream flavors such as mint, coffee, and cinnamon. The data shows that:
The sales of nicotine pouches skyrocketed by 58.8% year-on-year in 2024, making it the fastest-growing tobacco subcategory.
The Signal chain of convenience stores in the Midwest reported that "sales continue to grow at a high speed, and there are frequent stockouts."
The Duchess chain in Ohio maintained its market-leading position through product innovation.
II. Drastic Fluctuations in Cigarette Regulatory Policies
The FDA proposed to cap the nicotine content in cigarettes at 0.7mg/g. However, after the Trump administration took office:
The new regulations were downgraded to a "long-term action" and are difficult to implement in the short term.
The bans on menthol cigarettes and flavored cigars were revoked.
Cigarette sales declined by 3.8% in 2024, but it remains a core category with $51 billion in sales for convenience stores.
III. The Game Between E-cigarettes and New Products
E-cigarettes face dual pressures: only 34 products have passed the PMTA review, and local flavor bans are expanding (for example, sales declined after the implementation of the ban in Columbus).
The sales of cigar accessories increased by 15% against the trend, exceeding $235 million.
CBD products show extreme differentiation: the sales of pre-mixed alcoholic beverages soared by 2882%, while those of sleep-aid products plummeted by 85%.
IV. Industry Response Strategies
Convenience store operators are adjusting their shelf strategies:
The Signal chain in Missouri plans to reduce the space for slow-moving products and focus on high-growth products.
Plaid Pantry in Oregon is taking a wait-and-see attitude towards herbal cigarettes.
The Duchess in Ohio is strengthening the layout of peripheral products such as smoking accessories and lighters. Industry insiders point out that with the approval of harm reduction products such as nicotine pouches, the market competition between traditional tobacco products and their alternatives will continue to intensify. Convenience stores need to maintain shelf flexibility to meet regulatory requirements while capturing emerging consumer trends. The FDA's risk assessment of the iQOS heated tobacco product may become the next industry focus. Source: https://cstoredecisions.com/balancing-the-backbar/
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