This year’s RTDA exhibit hall seemed downright quiet at times: Such an expansive space for such a focused group of retailers. But sales tell the real story, and the story - for most - was good.

Staff Report

The 68th Annual RTDA Convention and International Trade Show, held in San Antonio, Texas in August, hosted a record number of exhibitor booths (over 900 in all), despite a drop in the number of companies exhibiting - an indication of the fierce competition in the premium cigar segment. Equally as indicative of the state of the industry was a 15% drop in attendee turnout, with little more than 900 retailers having registered for the show - either in advance or onsite, by the close of the show. But while there were certainly fewer buyers this year, those who came were treated to a easy-to-navigate exhibit hall packed with new product introductions. Despite informal polling by the RTDA of its members prior to the show which revealed that most retailers weren’t planning on doing a whole lot of buying at the show, many exhibiting manufacturers and distributors reported sales that exceeded those at last year’s show.

“Those [retailers] who were there were serious, organized, knew what they wanted, and were ready to buy,” explained Bill Fader, executive director of the Retail Tobacco Dealers of America (RTDA).

One growing trend that may have kept attendance down is the practice among manufacturers of offering show specials to their customers weeks before the show. The subject generated much discussion among exhibitors who limited their specials to retailers visiting their booths.

And while Terry Bradshaw kept RTDA members in tearful laughter with his nearly maniacal observations at the association breakfast on August 3rd, at least one prominent California distributor bemoaned the lost opportunity to address crucial industry concerns, such as political party platforms and the upcoming presidential elections.

Regardless, significant business was done, orders written, and fun was had by all in the steamy evenings of San Antonio in summer. From the Altadis U.S.A. cocktail party at the Mariott Rivercenter, to the C.A.O., Tabacalera Perdomo, Colibri, S.T. Dupont party at the Sunset Station and the Mexican Association of Cigar Manufacturer’s “Noche Mexicana-Veraruzana” at the International Center, retailers had the opportunity to get to know manufacturers face-to-face, after hours, perhaps even compare business trends with fellow smoke shops nationwide, but most of all, to sample cigars as their own customers would: with friends, after the end of business.

But since it’s back-to-business now, what follows is a valuable guide to some of the myriad new merchandise seen at the show. Stock up for the holidays!

Continued on next page...

---