| The Tobacco Reference Guide
|
| by David Moyer, MD. |
| Chapter 17 Smokeless Tobacco |
| tobacco reference guideg (artefact pour |
| Smokeless Tobacco: Low nicotine starter products and |
| "graduated nicotine delivery" |
| globalink (artefact pour saut de ligne) |
| UST distributes free samples of low nicotine-delivery brands of moist snuff and |
| instructs its representatives not to distribute free samples of higher nicotine-delivery |
| brands. The low nicotine-delivery brands account for 47 percent of UST's advertising |
| dollars, but for only 2 percent of the market share. In contrast, Copenhagen, the |
| highest nicotine-delivery brand, had only 1 percent of the advertising expenditures, but |
| 50 percent of the market share. This advertising focus is indicative of UST's |
| "graduation process" of starting new smokeless tobacco product users on low |
| nicotine-delivery brands and having them graduate to higher nicotine-delivery brands |
| as a method for recruiting new, younger users. |
| Federal Register, August 11, 1995, p. 41331 |
| tobacco reference guideg (artefact pour saut |
| "The marketing strategy soon became clear. In 1983, UST concentrated nearly half of |
| its advertising budget on its starter brand of smokeless tobacco, called Skoal, which |
| provided the lowest dose of nicotine to the new, intolerant users. Despite the high |
| level of advertising, Skoal accounted for only 2% of the market share by weight. In |
| contrast, Copenhagen, the UST brand with the highest nicotine content, received only |
| about 1% of the advertising budget but commanded half of the market. UST was |
| seemingly successful in attracting users to Skoal and then, after nicotine tolerance |
| and dependence on smokeless tobacco developed, moving users up to products with |
| the highest nicotine content." |
| Journal of Pediatrics, April 1997, pp. 521-22 (David Kessler) |
| tobacco reference guideg (artefact pour saut |
| "Cherry Skoal is for somebody who likes the taste of candy, if you know what I mean." |
| former US Tobacco sales representative (Tobacco Control, Autumn 1997, p. 249) |
| tobacco reference guideg (artefact pour saut |
| Control of pH is an important means by which manufacturers of smokeless tobacco |
| control the speed of nicotine delivery of their products. |
| Tobacco Control, autumn 1997, p. 224 |
| tobacco reference guideg (artefact pour saut |
| Page 20 of 30 |
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