Add sweet candy flavoring US Smokeless Tobacco #1 in Spit Project goal was to over come three problems kids have when starting spit tobacco: Normal nicotine level burns tender young mouths. Lower nicotine – “starter” product 2) “Float” – new users do not know how to keep a pinch in one spot Pouch keeps it in place 3) Bad / unfamiliar taste Add sweet candy flavoring This is an actual document from US Tobacco – number one in spit. In this document they were trying to determine how to make the use of spit tobacco easier for “new users” – think kids. There were 3 problems that new users experience that they needed to over come. This is how they overcame those problems. Harshness problem – lower the nicotine levels – the companies always claimed that there was nothing they could do about the nicotine in cigarettes because it was a “naturally occurring” constituent of the tobacco – in reality we know that they manipulate the nicotine levels to achieve exactly the level of nicotine they desire for each product. Eventually as their addiction grows they will follow the “UST Graduation Strategy” and will move on to higher nicotine products like Copenhagen. As their old ad campaign once boasted – “sooner or later, its Copenhagen”. float – the paper is like a tea back that contains the product and keeps it from moving around and getting stuck in the teeth – going down the throat, etc. Once the user has developed the leathery pouch like area in their gums that comes from using spit tobacco, this paper pouch becomes less necessary. Taste – The lower nicotine product may not burn, but it still tastes bad or unfamiliar to a kid – so give it a taste that is familiar to kids – candy.

But the biggest problem to overcome was competition But the biggest problem to overcome was competition. Conwood Tobacco was beating USST to the kids. They sent their researchers into the field to find out why. "The retailers all agree that the majority of Hawken is being used by young kids and young adults. The age of the kids is from 9 years old and up. I believe this to be true because outlets located close to schools (all grades) are definitely the heavier Hawken outlets we visited. Also, the people who knew about mouth tobaccos felt the sweet taste was a definite factor with the kids...It definitely is a fact that Hawken has brought a lot of new consumers into the mouth tobacco market. But the real problem was that the Conwood tobacco company was beating them to the kids. I think this brand has reached kids four or five years earlier than we have contacted them in the past. “ U.S. Smokeless Tobacco Company confidential documents revealed at trial – document itself no longer available at www.TobaccoDocuments.org, but analysis of the document can be found in Anne Landman’s collection. 

This is an excerpt taken from a Brown and Williamson document in 1984 where the author was reporting on the possible uses of a flavored cigarette. Note these were the results of a survey of adults. The adults all thought that the idea of flavored cigs was not something that adults would like. They (the smokers) saw the market as those listed above….

Philip Morris research supports that younger and novice smokers would be more vulnerable to product benefits associated with flavored cigarettes.

International Communications Research (ICR) We are not just guessing that it targets kids. The industry is VERY smart about how they spent their money and they will spend it to have the effect that they want. These results show the desired effect. International Communications Research (ICR) Nationwide survey of teens aged 12-17; Nationwide survey of adults March 2005

The Industry’s Sweet Success 24% of 16-17 year old smokers had tried flavored tobacco 17% of 18-19 year old smokers had tried them 8 % of 20-25 year old smokers had tried flavored tobacco 4% of smokers 45yrs. and older had tried flavored tobacco According to a study of 1600 smokers nationwide by the Roswell Park Cancer Institute. Again – the proof is in the results. The younger people are, the more likely they are to use these products. It is easy to see an age difference here….Regular smokers are not likely to switch their brand to one that has mint or mocha as the industry will suggest.

Big Tobacco’s Sweet Plan Possible Product Benefits of Flavors Aroma of smoke is more socially acceptable Mask harsh flavor of traditional products Increase excitement over new flavors Increase smoking enjoyment “high curiosity to try” factor New product development

15. Skoal man (0) , on 12/21/2005 2:03:00 PM, said: skoal long cut is an amazing product.. i am addicted to this stuff it is so good.. i go through 5 tins a day...i am only 15 years old....i dont have a trace of lip cancer yet... i hope to see more of your products come out.. i like the peach and winter green they are my two favorite kinds.. thank you for inventing this stuff.... 33. Skoal4Pres (0) , on 11/22/2005 9:58:00 PM, said: Skoal Straight Peach and Apple are the greatest. ive been chewing for over 2 years and have went through everthing from skoal mint vanilla berry cherry pouches. i live in canada and was wondering does anyone know when peach is coming for sure? and is this watermelon skoal for real? 34. SkoalFrost1 (0) , on 11/18/2005 6:24:00 AM, said: I am just a Freshman in H.S. and i have been dipping since the end of 8th grade. Is it true they are coming out with watermelon? And does anyone know if Skoal is coming out with Frost Pouches, that would be so awesome because i love frost but i like pouches bc of my braces. These are excerpts from an online product review website that allows consumers to report on brands. Most of the users who mentioned flavors identified themselves as teens. There is a lot of buzz about the possibility of a new watermelon flavor.

How is the flavor added? Sweeteners and flavorings added to the tobacco Flavors added to the cigarette papers Microfiber flavor released when flip box is opened Flavor pellets and rods added to the filter This is a flavor pellet that was found in a Camel flavored cigarette. The pellets, although not visible to the consumer, are placed in the filter. When the company added this to the cigarette they did not tell their customers or get any kind of government approval. They did not have to because they are exempt from any regulation of their product design. What affect will burning this pellet have on the smoker? Know one knows. But when anti-tobacco advocates discover this pellet they had it analyzed. A laboratory burned one of these pellets and the following chemicals were released.

Phillip Morris acquires John Middleton As smoke-free air laws and cigarette advertising marketing restrictions grow throughout the country - the big tobacco companies are expanding into other products by acquiring cigar and smokeless companies. Phillip Morris courts US Tobacco

Reynolds American acquires Conwood Smokeless Tobacco As smoke-free air laws and cigarette advertising marketing restrictions grow throughout the country - the big tobacco companies are expanding into other products by acquiring cigar and smokeless companies.

Flavor and New Product Development Flavor is the future of tobacco. If we stop flavored tobacco now we will put a serious dent in the new product development schemes. These products are not advertised as “safe alternatives” as the industry claims. Instead they are advertised as “bridge products” that are intended for dual use. You do not use these products instead of smoking Camels, you do this when circumstances will not allow you to smoke but you need your nicotine fix.

Flavor and New Product Development Flavor is the future of tobacco. If we stop flavored tobacco now we will put a serious dent in the new product development schemes. These products are not advertised as “safe alternatives” as the industry claims. Instead they are advertised as “bridge products” that are intended for dual use. You do not use these products instead of smoking Camels, you do this when circumstances will not allow you to smoke but you need your nicotine fix.

Call to Action If you are planning a call to action like a petition drive for an ordinance or local resolution this would be the place to talk about it. Flavor is the future of tobacco. If we stop flavored tobacco now we will put a serious dent in the new product development schemes. These products are not advertised as “safe alternatives” as the industry claims. Instead they are advertised as “bridge products” that are intended for dual use. You do not use these products instead of smoking Camels, you do this when circumstances will not allow you to smoke but you need your nicotine fix.