OTHER TOBACCO PRODUCTS

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David Reeves
6 years ago
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1 OTHER TOBACCO PRODUCTS We re having a great year in OTP strong growth in both dollars and units is an excellent indicator of good things to come. George Main, VP of Merchandising, Eby-Brown OTP Experiencing Impressive Growth Both dollars and unit sales are up versus last YTD. The OTP category is posting impressive numbers - dollars are up +8.4% with units also up +7.5%, according to Nielsen. However, even more substantial is that the Eby-Brown market is actually outpacing those numbers with +2% growth in OTP! The exceptional dollar growth of OTP in the convenience channel is primarily being driven by Cigars and E-Cig/Vape products. When combined, these two product segments comprise only 39% of total OTP dollar sales, but they are responsible for 78% of the OTP dollar growth. Individually, E-Cigs/Vape grew by +45% and Cigars grew +%. On the unit growth side of the equation, we again see powerful growth in Cigars and E-Cigs/Vape an excellent indicator of organic growth and true consumer demand. 24 Weeks Units % Change Total OTP MST E-Cigs Little Cigars Cigars x Littles Snus -.0% 7.5% 0.2% 26.3% 2.7%.6% Chew -4.6% Source: Nielsen Large Convenience Chain Sample (20 chains, ~4,000 stores); 24 weeks ending Category Insights

Today s Consumer Has Lots of Product Choices More nicotine products are available for consumers to choose from: Cigars, Moist Snuff, E-Cigs/ Vape, Little Cigars, Snus, Loose Leaf, RYO/Pipe and others.

2 Today s Consumer Has Lots of Product Choices More nicotine products are available for consumers to choose from: Cigars, Moist Snuff, E-Cigs/ Vape, Little Cigars, Snus, Loose Leaf, RYO/Pipe and others. Many consumers utilize more than one product type, depending on time of day and location. Innovation in pack type and product attributes are driving growth/change in consumer preferences. Growth Drivers: Cigars & E-Cigs/Vape Cigars: Several factors are driving the growth OTP is experiencing in Cigars: Foil pouches this pack type has been a game-changer for cigars. They offer increased shelf life, less waste and enhanced product freshness. Natural leaf demand consumers love the premium aspect of natural leaf cigars. New product launches such as the Optimo from Swisher offer a premium product at a reasonable price. Flavors there are many flavors available, with more being added continuously. In addition, unflavored cigars are growing in popularity. Aggressive, pre-priced offers the 2 for $.99 offer gives the customer 2 cigars in a foil pouch a great price point with a fresh product. The 2-stick, foil packs have really taken off, and the freshness advantages you get from it are great! The retailer enjoys an extended shelf life and less waste, while the consumer enjoys a much fresher product. George Main, VP of Merchandising, Eby-Brown Total Cigars Single Sticks Foil Pouches Packs Cigar Stick & Dollar Sales % Change vs Last Year 8.9% 9.5% 9.7% 9.3% 5.0% 4.0% -9.9% -.7% Dollars Sticks Source: Nielsen Large Convenience Chain Sample (20 chains, ~4,000 stores); 24 weeks ending Market Consolidation 92% of the category is serviced by the Top 5 Vape Companies E-Cigs/Vape: Societal changes support the growth in E-Cigs/Vape: Anti-smoking laws are partly responsible for the growth in E-cigs/Vape many consumers who can t smoke a traditional Cigarette in the workplace will now use these as alternative products. The products are more discreet/less invasive than traditional nicotine products such as Cigarettes or Moist Snuff. New products such as Zyn from Swedish Match offer the nicotine consumers crave, without the tobacco. 6% Altria 35% Vuse 5% JUUL 4% Blu 2% Logic 8% Others Vapor Dollar Share = All 5 Channels week ending 5/20/7. Category Insights 5

3 Other OTP Segments Moist Snuff unit and dollar growth is flat, with Premium Loose MST s declines being a significant drag on the segment. MST Pouches are still growing, and while they account for only 7% of segment volume, they are responsible for 63% of the growth. Filtered Cigars have seen a slight decline of %, but a few national brands such as Cheyenne, Talon and Djarum are bucking that trend. These brands are up a collective +3% and are responsible for 3% of the total segment sales. RYO Tobacco is down -6% overall, but Bugler and Peter Stokkebye are growing at +2.3% and +45%, respectively. Note that Bugler has the bulk of the segment share at 46%, and RYO customers are fiercely loyal if you don t have their preferred brand, they will go somewhere else. Stock what sells! RYO/MYO Accessories are also down slightly, but similar to RYO Tobacco, a couple of brands are growing and outpacing the others. Bugler and Good Times should be part of your offering. Moving the Needle in OTP Technology and changing societal expectations are both affecting the OTP category. It s important to keep an eye on these evolving trends and make adjustments to your offering, as necessary. Also, don t neglect your fixtures and displays! Newer models offer lighting, storage and can truly highlight and sell your products more effectively! By utilizing these merchandising strategies, your OTP category will perform better and bring increased profits to your c-store. 6 Category Insights

3 /4 (W) x 7 /4 (D) x 2 (H) Cigarette Paper Department - Job/Top Cigarette Paper Display 903286 863 625657 8854 8979 509737 8839 6239 ORDER JOB/TOP B5G7 HRZ DIS CONTAINS: JOB CIG PAPER.

0 WHITE GUMMED 66CT TOP CIG PAPER GUMMED 0CT 6-/8 (W) x 5-/4 (D) x 9-7/8 (H) Cigarette Paper Department - Job Organic Hemp Display ITEM # 67544 84630 80992 80984 84622 DESCRIPTION JOB ORGNC HEMP 4BX

4 3 /4 (W) x 7 /4 (D) x 2 (H) Cigarette Paper Department - Job/Top Cigarette Paper Display ORDER JOB/TOP B5G7 HRZ DIS CONTAINS: JOB CIG PAPER.5 WHITE 24CT JOB CIG PAPER SINGLE WD 32/ 24CT JOB CIG PAPER.25 WHITE 24CT JOB FRENGH LIGHT CIG PAPER.25 48CT JOB CIG PAPER.25 SLOW BURN 24CT JOB CIG PAPER.0 WHITE GUMMED 66CT TOP CIG PAPER GUMMED 0CT 6-/8 (W) x 5-/4 (D) x 9-7/8 (H) Cigarette Paper Department - Job Organic Hemp Display ITEM # DESCRIPTION JOB ORGNC HEMP 4BX DS CONTAINS: JOB CIG PAPERS.5HMP JOB CIG PAPER SW HEMP JOB CIG PAPER.25HMP JOB CIG PAPER SLM HMP ORDER JOB is a registered trademark of Republic Technologies L.L.C. OCB is a registered trademarks of DRL Enterprises Inc. TOP, Gambler, Drum, Largo, 4 Aces, High Card, and Tin Star, are registered trademarks of TOP Tobacco L.P. Category Insights 7

5 4ft Non-Self Serve Loose Tobacco Dept TOP HOOK GAMBLER RYO PIPE TOBACCO REGULAR 6Z 7556 GAMBLER RYO PIPE TOBACCO REGULAR 6Z LARGO PIPE TOBACCO REGULAR 5Z LARGO PIPE TOBACCO REG 2Z HIGH CARD PIPE TOBACCO REG 5Z HIGH CARD PIPE TOBACCO REG 2Z SECOND HOOK GAMBLER RYO PIPE TOBACCO MELLOW 6Z 7558 GAMBLER RYO PIPE TOBACCO MELLOW 6Z LARGO PIPE TOBACCO MELLOW 2Z 7979 LARGO PIPE TOBACCO MELLOW 5Z HIGH CARD PIPE TOB GOLD 2Z HIGH CARD PIPE TOBACCO GOLD 5Z THIRD HOOK GAMBLER RYO PIPE TOBACCO SILVER 6Z GAMBLER RYO PIPE TOBACCO SILVER 6Z LARGO PIPE TOBACCO NATURAL 6Z LARGO PIPE TOBACCO NAT 6Z TIN STAR RYO PIPE TOBACCO REGULAR MED TIN STAR RYO PIPE TOBACCO REGULAR LRG FOURTH HOOK GAMBLER PIPE TOBACCO TURKISH 6Z 5206 GAMBLER PIPE TOBACCO TURKISH 6Z GAMBLER RYO PIPE TOB MINT 6Z FIRST SHELF BOTTOM SHELF GAMBLER RYO PIPE TOB MINT 6Z TALON RYO PIPE TOBACCO REG 9Z TALON RYO PIPE TOBACCO REG 3.4Z GAMBLER PIPE TOBACCO REG Z GAMBLER PIPE TOBACCO GOLD Z GAMBLER PIPE TOBACCO MNTHL Z 4ACES PIPE TOB TURKISH BG 0.75Z BUGLER RYO TOBACCO ORIGINL 2CT KITE RYO CIG TOBACCO MENTHOL POUCH 0.65Z TOP RYO CIG TOBACCO POUCH.6Z TOP RYO CIG TOBACCO MNTHL 2CT DRUM TOBACCO HALFZWARE POUCH.4Z AMERICAN SPIRIT TOBACCO ORIG BLU.4Z AMERICAN SPIRIT TOBACCO ORGAN MRN.4Z GAMBLER CIG TUBE REGULAR 200CT GAMBLER CIG TUBE REGULAR 200CT GAMBLER CIG TUBE GOLD 200CT GAMBLER CIG TUBE SILVER KING SIZE 200CT GAMBLER RYO CIG TUBE MENTHOL KS 200CT GAMBLER CIG TUBE FILTER 0MM 200CT GAMBLER CIG TUBE FILTER 0MM GOLD 200CT TOP-O-MATIC CIG ROLLNG MACHINE CT TOP CIGARETTE MACHINE KS 0MM CT 8 Category Insights

6 4ft Non-Self Serve LooseTobacco Dept RACK4 48 (W) x 2 (D) x 84 (H) NOTE: This POG contains cigarette tobacco that cannot be self-serve. JOB is a registered trademark of Republic Technologies L.L.C. OCB is a registered trademarks of DRL Enterprises Inc. TOP, Gambler, Drum, Largo, 4 Aces, High Card, and Tin Star, are registered trademarks of TOP Tobacco L.P. Category Insights 9

2ft Self Serve Loose Tobacco Department ITEM # DESCRIPTION FIRST HOOK 755082 GAMBLER REGULAR PIPE TOB 6 OZ 7558 GAMBLER GOLD PIPE TOB 6 OZ 707455 GAMBLER SILVER PIPE TOB 6 OZ 5206 GAMBLER TURKISH

7 2ft Self Serve Loose Tobacco Department ITEM # DESCRIPTION FIRST HOOK GAMBLER REGULAR PIPE TOB 6 OZ 7558 GAMBLER GOLD PIPE TOB 6 OZ GAMBLER SILVER PIPE TOB 6 OZ 5206 GAMBLER TURKISH PIPE TOB 6 OZ SECOND HOOK LARGO REGULAR PIPE TOBACCO 6 OZ 7979 LARGO GOLD PIPE TOBACCO 6 OZ LARGO SUN GROWN NATURAL PIPE TOBACCO BAG 6 OZ GAMBLER MENTHOL PIPE TOBACCO BAG 6 OZ THIRD HOOK TIN STAR REGULAR PIPE BAG 3 OZ TIN STAR GOLD PIPE BAG 3 OZ HIGH CARD REGULAR PIPE TOB 5 OZ HIGH CARD GOLD PIPE TOBACCO 5 OZ FIRST SHELF GAMBLER REG PIPE MINI BAG OZ GAMBLER GOLD PIPE MINI BAG OZ 2048 GAMBLER MNTHL PIPE MINI BAG OZ ACES TURKISH PIPE TOBACCO POUCH BG BOTTOM SHELF GAMBLER REGULAR KING TUBES GAMBLER GOLD KING TUBES GAMBLER SILVER KING TUBES GAMBLER MENTHOL KING TUBES GAMBLER REGULAR 0MM TUBES GAMBLER GOLD 0MM TUBES RACK2 24 (W) x 5 (D) x 68 (H) JOB is a registered trademark of Republic Technologies L.L.C. OCB is a registered trademarks of DRL Enterprises Inc. TOP, Gambler, Drum, Largo, 4 Aces, High Card, and Tin Star, are registered trademarks of TOP Tobacco L.P. Category Insights

2ft Non-Self Serve Lockable Loose Tobacco Department ITEM # DESCRIPTION FIRST SHELF 20475 GAMBLER PIPE TOBACCO REG Z 20400 GAMBLER PIPE TOBACCO GOLD Z 932509 4ACES PIPE TOB TURKISH BG 0.

8 2ft Non-Self Serve Lockable Loose Tobacco Department ITEM # DESCRIPTION FIRST SHELF GAMBLER PIPE TOBACCO REG Z GAMBLER PIPE TOBACCO GOLD Z ACES PIPE TOB TURKISH BG 0.75Z BUGLER RYO TOBACCO ORIGINL 2CT 2996 AMERICAN SPIRIT TOB ORIG BLU.4Z FIRST HOOK GAMBLER RYO PIPE TOBACCO REGULAR 6Z 7558 GAMBLER RYO PIPE TOBACCO MELLOW 6Z GAMBLER RYO PIPE TOB SILVER 6Z SECOND HOOK 5206 GAMBLER PIPE TOBACCO TURKISH 6Z GAMBLER RYO PIPE TOBACCO MINT 6Z TIN STAR RYO PIPE TOBACCO REGULAR MED THIRD HOOK HIGH CARD PIPE TOBACCO REG 5Z HIGH CARD PIPE TOBACCO GOLD 5Z HIGH CARD PIPE TOBACCO MNTHL 5Z BOTTOM SHELF GAMBLER CIG TUBE REGULAR 200CT GAMBLER CIG TUBE GOLD 200CT GAMBLER CIG TUBE SILVER KING SIZE 200CT GAMBLER RYO CIG TUBE MENTHOL KS 200CT GAMBLER CIG TUBE FILTER 0MM 200CT GAMBLER CIG TUBE FILTER 0MM GOLD 200CT NOTE: This POG contains cigarette tobacco that cannot be self-serve. RSD24 24 (W) x 2 (D) x 58 (H) JOB is a registered trademark of Republic Technologies L.L.C. OCB is a registered trademarks of DRL Enterprises Inc. TOP, Gambler, Drum, Largo, 4 Aces, High Card, and Tin Star, are registered trademarks of TOP Tobacco L.P. Category Insights

9 4ft High Profile OTP Planogram TOP SHELF 5959 COPENHAGEN SNUFF ORG FC 6562 COPENHAGEN SNUFF LONG CUT COPENHAGEN SNUFF WNTRGRN LC COPENHAGEN SNUFF WINTERGREEN POUCH COPENHAGEN SNUFF MINT LC 5642 COPENHAGEN SNUFF MINT POUCH COPENHAGEN SNUFF STHRN BLEND LONG CUT COPENHAGEN SNUFF POUCH COPENHAGEN SNUFF EXTRA LC COPENHAGEN SNUFF STRAIGHT LC SKOAL SNUS SNUFF MINT POUCH SKOAL SNUS SNUFF SMTH MNT PCH SECOND SHELF 603 SKOAL SNUFF WINTERGREEN FC 580 SKOAL SNUFF WINTERGREEN LC 6049 SKOAL SNUFF STRAIGHT LONG CUT 6858 SKOAL SNUFF MINT-BLU LC SKOAL SNUFF APPLE LONG CUT SKOAL SNUFF BERRY LONG CUT SKOAL SNUFF PEACH LONG CUT SKOAL SNUFF CITRUS LONG CUT 2543 SKOAL SNUFF CHERRY LONG CUT SKOAL SNUFF WINTERGREEN PCH SKOAL SNUFF MINT POUCH SKOAL SNUFF STRAIGHT POUCH SKOAL SNUFF XTRA WNTRGRN LC SKOAL SNUFF XTRA MINT LC SKOAL SNUFF XTRA WNTRGRN PCH SKOAL SNUFF XTRA MINT POUCH THIRD SHELF GRIZZLY SNUFF DARK WNTGRN LC GRIZZLY SNUFF DARK WNTGRN PCH GRIZZLY SNUFF WINTERGREEN WC GRIZZLY SNUFF STRAIGHT LC GRIZZLY SNUFF STRAIGHT POUCH GRIZZLY SNUFF NATURAL EX LC GRIZZLY SNUFF NATURAL FINE CUT GRIZZLY SNUFF NATURAL GRIZZLY SNUFF WINTERGREEN FC 5884 KODIAK SNUFF WINTERGREEN 485 RED SEAL SNUFF NATURAL LC 6730 RED SEAL SNUFF NATURAL FC 4598 RED SEAL WINTERGREEN FINE CUT 6748 RED SEAL SNUFF WNTRGRN LC PROMO MOIST STORE CHOICE PROMO MOIST STORE CHOICE 2 Category Insights FOURTH SHELF PROMOS/NEW ITEMS/E-CIGARETTES OPTIONAL FIFTH SHELF W/PREMIUM CIGARS SIXTH SHELF GRIZZLY SNUFF WNTRGRN LC GRIZZLY SNUFF WNTRGRN POUCH GRIZZLY SNUFF MINT LONG CUT GRIZZLY SNUFF MINT POUCH LONGHORN SNUFF NATURAL FC LONGHORN SNUFF WNTRGRN LC LONGHORN SNUFF STRAIGHT LC LONGHORN SNUFF MINT LC LONGHORN SNUFF STRAIGHT PCH LONGHORN SNUFF WNTRGRN PCH TIMBER WOLF SNUFF WINTERGREEN POUCH TIMBER WOLF WNTRGRN LC TIMBER WOLF SNUFF STRAIGHT LC TIMBER WOLF NATURAL FINE CUT MACANUDO ROTHSCHILD CIGARS PUNCH ROBUSTO CIGARS PARTAGAS ROTHSCHILD CIGARS EXCALIBUR ROBST CIGAR ACID G-FRESH KUBA KUBA CIGARS ACID G-FRESH CIGARS BLNDE MORADO DS CT ACID G-FRESH CGRS BLONDIE RED ACID G-FRESH CGRS BLONDIE BLUE SW/SWEETS CIGARILLOS 2F.99 SW/SWEETS CGRLL DIAMOND 2F.99 SW/SWEETS CGRLL BLUEBRY 2F.99 SW/SWEETS CGRLL GRN SWTS 2F.99 SW/SWEETS CGRLL MANGO 2F.99 SW/SWEETS CIGARILLOS TROP FUSN 2F.99 SW/SWEETS CIGARILLOS STRAWBRY 2F.99 SW/SWEETS CGRLL GRAPE 2F.99 SW/SWEETS CGRLL PEACH 2F.99 SW/SWEETS CIGARILLOS WLD RUSH 2F.99 SW/SWEETS CIGARILLOS WHT GRPE 2F.99 SW/SWEETS BLK CIGARILLOS CHRY TIP 2F.99 SW/SWTS BK CGRLL SMTH TIP 2F.99 SW/SWTS BLK CGRLL BLK BRY 2F.99 SW/SWEETS CIGARILLOS MINI 3F2 SW/SWEETS MIN CGRS DIMND 3F2 SW/SWTS MINI CGRLL ISLAND 3F2 SEVENTH SHELF EIGHTH SHELF NINTH SHELF OPTIMO CIGARILLOS SWEET 2F.99 OPTIMO CIGARILLOS SILVER 2F.99 OPTIMO CIGARILLOS GREEN 2F.99 OPTIMO CIGARILLOS MANGO 2F.99 OPTIMO CIGARILLOS BLUE 2F.99 OPTIMO CGRL GRAPE 2F99 GYV GAME CIGARS SWT AROMATIC 2F.99 GYV GAME CIGARS WILD BERRY 2F.99 GYV GAME CIGARS LEAF NAT 2F.99 GYV GAME CGRLL PINEAPPLE 2F.99 GYV GAME CIGARILLOS MANGO 2F.99 GYV GAME CGRLL WHT GRAPE 2F.99 GYV GAME CIGARILLOS GRAPE 2F.99 GAME CGRL DMND UP2F99 GYV GAME CIGARILLOS BLUE 2F.99 GYV GAME CIGARILLOS SILVER 2F.99 GYV GAME CIGARILLOS GREEN 2F.99 GYV GAME CIGARILLOS RED 2F.99 BACKWOODS WILD/MILD CIGARS ORIGINAL 5 BACKWOODS WILD/MILD CIGARS HONEY BRY 5 BACKWOODS WILD/MILD CIGARS SWT AROM 5 D MSTRS CIGARILLOS BERRY 2F.99 D MSTRS CIGARILLOS JAVA 2F.99 D MSTRS CIGARILLOS FSN HNY 2F.99 D MSTRS CGRLL F/FRESH PALMA 3F2 GYV CGRL GREEN 2F.29 W/OWL CIGARILLOS PINEAPPL 2F.99 W/OWL CIGARILLOS MANGO 2F.99 2CT W/OWL CGRL WPEACH2F99 W/OWL CIGARILLOS WHT GRAPE 2F99 W/OWL CIGARILLOS GRAPE 2F.99 W/OWL CIGARILLOS SILVR RG 2F.99 W/OWL CIGARILLOS EMERALD 2F.99 W/OWL CIGARILLOS PLATINUM 2F.99 W/OWL CIGARILLOS GREEN 2F.99 WHITE OWL CIGARILLOS SWEETS 2F.99 SW/SWEETS CIGARILLOS SWEET 5F3 SW/SWEETS CIGARILLOS TIP 5FOR3 SW/SWEETS CGRLL WD TIP 5FOR3 BLACKSTONE CGRLL CHERRY TIP 5 BLACK & MILD CIGARS PT 25S BLACK & MILD CIGARS WINE 25S BLK & MLD CIGARS UPRGHT WD TIP 25S BLK & MLD CIGARS WINE WD TIP 25S

957936 BLK & MLD CIGARS CASINO PT PP.79 25S 957969 BLACK & MILD CIGARS CASINO WT 25S 9503 BLACK & MILD JAZZ CIGARS PT.79 25S 9552 BLK & MLD JAZZ CIGARS WD TP UP 25S 2508 BLK & MLD CGRILL SWEET UP.

MILD FILTER TIPS MM 5 BOTTOM SHELF 842 SW/SWEETS CIGARS LITTLE 20 896506 TALON CIGARS REG FILTERED 20/ 896522 TALON CIGARS MNTHL FILTERED 20/ 869685 TALON CIGARS SWEET ORIG FILTERD 869693 TALON

868562 CHEYENNE LC VNLLA 0 775585 DJARUM CIGARS BLACK CLOVE 2CT 924829 AL CAPONE SWEETS CIGARILLOS CGNC FLT 2 203257 AL CAPONE SWEETS FLTR CGRL COGNAC S 970509 BUGLER RYO TOBACCO ORIGINL 2CT 7468 RED

10 BLK & MLD CIGARS CASINO PT PP.79 25S BLACK & MILD CIGARS CASINO WT 25S 9503 BLACK & MILD JAZZ CIGARS PT.79 25S 9552 BLK & MLD JAZZ CIGARS WD TP UP 25S 2508 BLK & MLD CGRILL SWEET UP.79 25S 8223 BLACK & MILD CIGARS ORIGINAL BLACK & MILD CIGARS WINE BLACK & MILD CIGARS WOOD TIP BLK & MLD CIGARS WINE WD TIP BLACK & MILD CIGARS / BLACK & MILD FILTER TIPS MM 5 BOTTOM SHELF 842 SW/SWEETS CIGARS LITTLE TALON CIGARS REG FILTERED 20/ TALON CIGARS MNTHL FILTERED 20/ TALON CIGARS SWEET ORIG FILTERD TALON CIGARS GRAPE FILTERED CHEY CIGARS 0 FULL FLVR FILTERED CHEY CIGARS 0 MNTHL FILTERD CHEY CIGARS 0 CLASSIC FILTERD CHEY CIGARS 0 WILD CHERRY FLT CHEYENNE LC PEACH CHEYENNE LC VNLLA DJARUM CIGARS BLACK CLOVE 2CT AL CAPONE SWEETS CIGARILLOS CGNC FLT AL CAPONE SWEETS FLTR CGRL COGNAC S BUGLER RYO TOBACCO ORIGINL 2CT 7468 RED MAN CHEW TOB GLDN BLEND 3Z 72 RED MAN CHEWING TOBACCO 3Z ALTERNATIVE BOTTOM SHELF FOR ILLINOIS 842 SW/SWEETS CIGARS LITTLE SMOKERS CHC MX CIGARS RED FLTRD SMOKERS CHC MX CIGARS BLUE FLTRD SMOKERS CHC MX CIGARS GREEN FLT CHEYENNE CIGARS FL FLAVOR HW CHEYENNE CIGARS MENTHOL HW CHEYENNE CIGARS CLASSIC HW CHEY CIGARS WILD CHERRY HW CHEYENNE CIGARS 0 PEACH CHEYENNE CIGARS VANILLA HW DJARUM CIGARS BLACK CLOVE 2CT AL CAPONE SWEETS CGRLL CGNC FLT AL CAPONE SWTS FLTR CGRL COGNAC S BUGLER RYO TOBACCO ORIGINL 2CT 7468 RED MAN CHEWING TOB GLDN BLEND 3Z 72 RED MAN CHEWING TOBACCO 3Z OPTIONAL FIFTH SHELF WITH PREMIUM CIGARS ALTERNATIVE BOTTOM SHELF FOR ILLINOIS (EXCEPT COOK CO.) Due to varying state OTP taxes, please review available price points on prepriced OTP materials to ensure the listed price is intended for your market. Category Insights 3

11 4ft Low Profile OTP Planogram TOP SHELF 5959 COPENHAGEN SNUFF ORIG FN CUT 6562 COPENHAGEN SNUFF LONG CUT COPENHAGEN SNUFF WINTERGREEN LONG CUT COPENHAGEN SNUFF WINTERGREEN POUCH COPENHAGEN SNUFF MINT LG CUT 5642 COPENHAGEN SNUFF MINT POUCH COPENHAGEN SNUFF STHRN BLEND LONG CUT COPENHAGEN SNUFF POUCH COPENHAGEN SNUFF EXTRA LG CUT COPENHAGEN SNUFF STRAIGHT LC 6858 SKOAL SNUFF MINT-BLU LONG CUT SKOAL SNUFF APPLE LONG CUT 2543 SKOAL SNUFF CHERRY LONG CUT SKOAL SNUS SNUFF MINT POUCH SKOAL SNUS SNUFF SMOOTH MINT POUCH SECOND SHELF 603 SKOAL SNUFF WINTERGREEN FC 580 SKOAL SNUFF WINTERGREEN LC 6049 SKOAL SNUFF STRAIGHT LONG CUT SKOAL SNUFF WINTERGREEN PCH SKOAL SNUFF MINT POUCH SKOAL SNUFF XTRA WNTGRN LC SKOAL SNUFF XTRA MINT LG CUT SKOAL SNUFF XTRA WNTGRN PCH SKOAL SNUFF XTRA MINT POUCH 485 RED SEAL SNUFF NATURAL LG CUT 6730 RED SEAL SNUFF NATURAL FINE CT 6748 RED SEAL SNUFF WINTERGREEN LONG CUT 5884 KODIAK SNUFF WINTERGREEN LONGHORN SNUFF NATURAL FN CT LONGHORN SNUFF WINTERGREEN LONG CUT LONGHORN SNUFF STRAIGHT LG CT THIRD SHELF GRIZZLY SNUFF WNTGRN LG CUT GRIZZLY SNUFF WINTERGREEN PCH GRIZZLY SNUFF DARK WNTGRN LONG CUT GRIZZLY SNUFF DARK WNTGRN POUCH GRIZZLY SNUFF WNTGRN WIDE CUT FOURTH SHELF FIFTH SHELF GRIZZLY SNUFF STRAIGHT LG CUT GRIZZLY SNUFF STRAIGHT POUCH GRIZZLY SNUFF MINT LONG CUT GRIZZLY SNUFF MINT POUCH GRIZZLY SNUFF NATURAL EX LC GRIZZLY SNUFF NAT FINE CUT GRIZZLY SNUFF NATURAL LONGHORN SNUFF STRAIGHT PCH LONGHORN SNUFF WNTGRN PCH TIMBER WOLF SNUFF STRAIGHT LONG CUT TIMBER WOLF WNTGRN LONG CUT SW/SWEETS CIGARILLOS 2F.99 SW/SWEETS CIGARILLOS DIAMOND 2F.99 SW/SWEETS CIGARILLOS BLUEBRY 2F.99 SW/SWEETS CIGARILLOS GRN SWTS 2F.99 SW/SWEETS CGRLLS MANGO 2F.99 SW/SWEETS CIGARILLOS TROP FUSN 2F.99 SW/SWEETS CIGARILLOS STRAWBRY 2F.99 SW/SWEETS CGARILLOS GRP 2F.99 SW/SWEETS CIGARILLOS WLD RUSH 2F.99 OPTIMO CIGARILLOS SWEET 2F.99 OPTIMO CIGARILLOS SILVER 2F.99 OPTIMO CIGARILLOS GREEN 2F.99 OPTIMO CIGARILLOS BLUE 2F.99 GAME CGRL DMND UP2F99 GYV GAME CIGARILLOS BLUE 2F.99 GYV GAME CIGARILLOS SLVR 2F.99 GYV GAME CGRILLOS GREEN 2F.99 GYV GAME CIGARILLOS RED 2F.99 SW/SWEETS CIGARILLOS MINI 3F2 SW/SWEETS CIGARILLOS SWT 5F3 BLACK & MILD CIGARS PT 25S BLACK & MILD CIGARS WINE 25S BLACK & MILD CIGARS UPRGHT WOOD TIP 25S BLACK & MILD CIGARS WINE WOOD TIP 25S BCKWDS WLD/MLD CGRS SWT ARM DUTCH MSTRS CIGARILLOS F/FRESH PALMA 3F DUTCH MSTRS CIGARILLOS JAVA 2F DMSTRS CIGARILLOS BERRY 2F W/OWL CGRILLOS PINEAPPL 2F W/OWL CGRILLOS MANGO 2F.99 2CT W/OWL CGRL WPEACH2F W/OWL CIGARILLOS WHT GRP 2F W/OWL CIGARILLOS EMERALD 2F W/OWL CIGARILLOS SILVR RG 2F W/OWL CIGARILLOS GREEN 2F W/OWL CIGARILLOS SWEETS 2F GYV GAME CGRILLOS PNAPPLE 2F.99 BOTTOM SHELF BLK & MLD CGRS CASINO PT PP.79 25S BLK & MLD CIGARS CASINO WT 25S 9503 BLK & MLD JAZZ CIGARS PT.79 25S 9552 BLK & MLD JAZZ CGRS WD TP UP 25S 8223 BLK & MLD CIGARS ORIGINAL BLK & MLD CIGARS WINE BLK & MLD CIGARS WOOD TIP BLK & MLD CIGARS WINE WD TIP BLK & MLD FILTER TIPS MM SW/SWEETS CIGARS LITTLE TALON CIGARS REG FILTERED 20/ TALON CIGARS GRAPE FILTERED TALON CIGARS SWEET ORG FILTERD CHYN CIGARS 0 FULL FLVR FLTRD CHYN CIGARS 0 MENTHOL FILTERD CHYN CIGARS 0 CLASSIC FILTERD CHYN CIGARS 0 WILD CHERRY FLT AL CAPONE SWEETS CIGARILLOS CGNC FLT 2 72 RED MAN CHEWING TOBACCO 3Z ALTERNATIVE BOTTOM SHELF FOR ILLINOIS SW/SWEETS CIGARS LITTLE 20 SMOKERS CHC MX CIGARS RED FLTRD SMOKERS CHC MX CIGARS BL FLTRD SMOKERS CHC MX CIGARS GREEN FLT CHYN CIGARS FULL FLAVOR HW 0 CHYN CIGARS MENTHOL HW 0 CHYN CIGARS CLASSIC HW 0 CHYN CIGARS WILD CHERRY HW 0 AL CAPONE SWEETS CIGARILLOS CGNC FLT 2 RED MAN CHEWING TOBACCO 3Z 4 Category Insights

) Due to varying state OTP taxes, please review available price

12 4ft Low Profile OTP Planogram ALTERNATIVE BOTTOM SHELF FOR ILLINOIS (EXCEPT COOK CO.) Due to varying state OTP taxes, please review available price points on pre-priced OTP materials to ensure the listed price is intended for your market. Category Insights 5

13 3ft High Profile OTP Planogram TOP SHELF 5959 COPENHAGEN SNUFF ORIG FC 6562 COPENHAGEN SNUFF LONG CUT COPENHAGEN SNUFF WNTRGRN LC COPENHAGEN SNUFF WINTERGREEN POUCH COPENHAGEN SNUFF MINT LC 5642 COPENHAGEN SNUFF MINT PCH COPENHAGEN SNUFF POUCH COPENHAGEN SNUFF EXTRA LC COPENHAGEN SNUFF STRAIGHT LONG CUT SKOAL SNUS SNUFF SMOOTH MINT POUCH SKOAL SNUS SNUFF MINT PCH SECOND SHELF 603 SKOAL SNUFF WNTRGRN FC 580 SKOAL SNUFF WNTRGRN LC 6049 SKOAL SNUFF STRAIGHT LC 6858 SKOAL SNUFF MINT-BLU LC SKOAL SNUFF APPLE LONG CUT 2543 SKOAL SNUFF CHERRY LC SKOAL SNUFF WNTRGRN POUCH SKOAL SNUFF MINT POUCH SKOAL SNUFF XTRA WNTRGRN LC SKOAL SNUFF XTRA MINT LC SKOAL SNUFF XTRA WNTRGRN PCH SKOAL SNUFF XTRA MINT POUCH THIRD SHELF GRIZZLY SNUFF DARK WNTGRN LC GRIZZLY SNUFF DRK WNTGRN PCH GRIZZLY SNUFF WINTERGREEN WC GRIZZLY SNUFF STRAIGHT LC GRIZZLY SNUFF STRAIGHT POUCH GRIZZLY SNUFF NAT EXTRA LC GRIZZLY SNUFF NATURAL FC 5884 KODIAK SNUFF WINTERGREEN 485 RED SEAL SNUFF NATURAL LC 6730 RED SEAL SNUFF NATURAL FC 4598 RED SEAL WINTERGREEN FC 6748 RED SEAL SNUFF WNTRGRN LC FOURTH SHELF GRIZZLY SNUFF WNTRGRN LC GRIZZLY SNUFF WNTRGRN PCH GRIZZLY SNUFF MINT LONG CUT GRIZZLY SNUFF MINT POUCH 6 Category Insights FIFTH SHELF SMTH TIP 2F.99 SIXTH SHELF GRIZZLY SNUFF NATURAL LONGHORN SNUFF NATURAL FC LONGHORN SNUFF WNTRGRN LC LONGHORN SNUFF STRAIGHT LC LONGHORN SNUFF STRAIGHT POUCH LONGHORN SNUFF WNTRGRN PCH TIMBER WOLF SNFF STRAIGHT LC TIMBER WOLF WNTRGRN LC SW/SWEETS CIGARILLOS 2F.99 SW/SWEETS CIGARILLOS DIAMOND 2F.99 SW/SWEETS CIGARILLOS GRN SWTS 2F.99 SW/SWEETS CIGARILLOS MANGO 2F.99 SW/SWEETS CIGARILLOS GRAPE 2F.99 SW/SWEETS CIGARILLOS TROP FUSN 2F.99 SW/SWEETS CIGARILLOS BLUEBRY 2F.99 SW/SWEETS CIGARILLOS STRAWBRY 2F.99 SW/SWEETS CIGARILLOS PEACH 2F.99 SW/SWEETS CIGARILLOS WHT GRPE 2F.99 SW/SWEETS CIGARILLOS WLD RUSH 2F.99 SW/SWEETS BLK CIGARILLOS CHRY TIP 2F.99 SW/SWEETS BLK CIGARILLOS OPTIMO CIGARILLOS SWEET 2F.99 OPTIMO CIGARILLOS SILVER 2F.99 OPTIMO CIGARILLOS GREEN 2F.99 OPTIMO CIGARILLOS MANGO 2F.99 OPTIMO CIGARILLOS BLUE 2F.99 SW/SWEETS CIGARILLOS MINI 3F2 SW/SWTS MIN CGRS DIMND 3F2 SW/SWEETS MINI CIGARILLOS ISLAND 3F2 GYV GAME CIGARILLOS BLUE 2F GAME CGRL DMND UP2F GYV GAME CIGARILLOS WHT GRAPE 2F GYV GAME CIGARILLOS SILVER 2F GYV GAME CIGARILLOS GREEN 2F GYV GAME CIGARILLOS RED 2F.99 SEVENTH SHELF SW/SWEETS CIGARILLOS TIP 5FOR SW/SWEETS CIGARILLOS SWEET 5F W/OWL CIGARILLOS SWEETS 2F W/OWL CIGARILLOS GREEN 2F W/OWL CIGARILLOS SILVR RG 2F W/OWL CIGARILLOS EMERALD 2F W/OWL CIGARILLOS PLATINUM 2F W/OWL CIGARILLOS WHT GRP 2F W/OWL CGRL WPEACH2F W/OWL CIGARILLOS MANGO 2F.99 2CT 9740 W/OWL CIGARILLOS PINEAPPL 2F GYV CGRL GREEN 2F GYV GAME CIGARILLOS PINEAPPLE 2F GYV GAME CIGARILLOS MANGO 2F.99 EIGHTH SHELF BLACK & MILD CIGARS PT 25S BLACK & MILD CIGARS WINE 25S BLACK & MILD CIGARS UPRGHT WOOD TIP 25S BLACK & MILD CIGARS WINE WOOD TIP 25S BLACK & MILD CIGARS CASINO PT PP.79 25S BLK & MLD CIGARS CASINO WT 25S 9503 BLK & MLD JAZZ CIGARS PT.79 25S 9552 BLACK & MILD JAZZ CIGARS WD TP UP 25S 2508 BLACK & MILD CIGARILLOS SWEET UP.79 25S 8223 BLK & MLD CIGARS ORIGINAL BLACK & MILD CIGARS WINE BLK & MLD CIGARS WOOD TIP BLK & MLD CIGARS WINE WD TIP BLACK & MILD CIGARS /5 NINTH SHELF GYV GAME CIGARS SWT AROM 2F GYV GAME CIGARS WILD BERRY 2F.99

992792 GYV GAME CIGARS LEAF NATRL 2F.99 74745 BCKWDS WLD/MLD CIGARS SWT AROM 5 747428 BACKWOODS WILD/MILD CIGARS HONEY BRY 5 7474 BCKWDS WILD/MILD CIGARS ORG 5 97662 DMSTRS CIGARILLOS BERRY 2F.

99 82099 DMSTRS CGRILLOS F/FRSH PALMA 3F2 796334 DM CGRL FF PALMA3FOR2 589580 BLK & MLD FILTER TIPS MM 5 970509 BUGLER RYO TOBACCO ORIGINL 2CT BOTTOM SHELF 842 SW/SWEETS CIGARS LITTLE 20 896506 TALON

14 GYV GAME CIGARS LEAF NATRL 2F BCKWDS WLD/MLD CIGARS SWT AROM BACKWOODS WILD/MILD CIGARS HONEY BRY BCKWDS WILD/MILD CIGARS ORG DMSTRS CIGARILLOS BERRY 2F DMSTRS CIGARILLOS FSN HNY 2F DMSTRS CGRILLOS F/FRSH PALMA 3F DM CGRL FF PALMA3FOR BLK & MLD FILTER TIPS MM BUGLER RYO TOBACCO ORIGINL 2CT BOTTOM SHELF 842 SW/SWEETS CIGARS LITTLE TALON CIGARS REG FILTERED 20/ TALON CIGARS MNTHL FILTERED 20/ TALON CIGARS SWEET ORIG FILTERD TALON CIGARS GRAPE FILTERED CHYN CIGARS 0 FL FLAVOR FLTRD CHYN CIGARS 0 MENTHOL FILTERD CHYN CIGARS 0 CLASSIC FILTERD CHYN CIGARS 0 WILD CHERRY FLT DJARUM CIGARS BLACK CLOVE 2CT AL CAPONE SWEETS CIGARILLOS CGNC FLT 2 72 RED MAN CHEWING TOBACCO 3Z 7468 RED MAN CHEW TOB GLDN BLEND 3Z ALTERNATIVE BOTTOM SHELF FOR ILLINOIS 842 SW/SWEETS CIGARS LITTLE SMOKERS CHC MX CIGARS RED FLTRD SMOKERS CHC MX CIGARS BLUE FLTRD FLTRD MAX CIGARS GREEN FLT CHYN CIGARS FULL FLAVOR HW CHEYENNE CIGARS MENTHOL HW CHEYENNE CIGARS CLASSIC HW CHYN CIGARS WILD CHERRY HW DJARUM CIGARS BLACK CLOVE 2CT AL CAPONE SWEETS CIGARILLOS CGNC FLT 2 72 RED MAN CHEWING TOBACCO 3Z 7468 RED MAN CHEWING TOBACCO GOLDEN BLEND 3Z Due to varying state OTP taxes, please review available price points on prepriced OTP materials to ensure the listed price is intended for your market. ALTERNATIVE BOTTOM SHELF FOR ILLINOIS (EXCEPT COOK CO.) Category Insights 7

15 WARNING: This product contains nicotine. Nicotine is an addictive chemical. only $ To learn more visit logicvapes.us or speak to us at (844)

16 DESCRIPTION 3ft High Profile + 2ft E-Cig Image Works Planogram The OTP planogram you are viewing has been developed based on syndicated data top performers and is not inclusive of retailer programs. Please consult with your OTP vendors to determine if adjustments are needed. A FULL LINE OF IMAGE WORKS RACKS ARE AVAILABLE TO MERCHANDISE YOUR CIGARETTES AND OTHER TOBACCO PRODUCTS. Planogram listings are on pages 20-2 JOB is a registered trademark of Republic Technologies L.L.C. OCB is a registered trademarks of DRL Enterprises Inc. TOP, Gambler, Drum, Largo, 4 Aces, High Card, and Tin Star, are registered trademarks of TOP Tobacco L.P. Category Insights 9

17 3ft High Profile + 2ft E-Cig Image Works Planogram LEFT SECTION BLU TANK CLASSIC 2.4% 3ML 3CT TOP SHELF BLU TANK CAROLINA BOLD 2.0% MRKTN XL E-VAP KT CLSC 2.4% 0.8ML MRKTN XL E-VP KT MNTHL 3.5% 0.8ML ML 3CT BLU TANK GLCR MNT 2.4% 3ML 3CT MRKTN XL CRTRDGS CLSC 2.4%.6ML FOURTH SHELF MRKTN XL CRTRDGS MNTHL 3.5%.6ML LOGIC PRO DEVICE 7984 MRKTN XL CRTRDGS WNTR MNT 3.5%0.8ML LOGIC PRO CPSL TOB 20MG/ML 3ML LOGIC PRO CPSL MN 20MG/ML 3ML MARKTEN XL CRTRDGS SMR FUSION 2.5%0.8ML LOGIC PRO CPSL CH 8MG/ML 3ML LOGIC PRO CPSL BRY 8MG/ML 3ML VUSE VIBE VAPE TANK KIT ORG 2ML VUSE VB VAPE TNK RF MNTHL 3%2ML VUSE VB VAPE TNK REF ORG 3% 2ML VUSE VB VAPE TNK REF MNT 3% 2ML VUSE VIBE VAPE TANK REF NECTAR 3% 2ML LOGIC PWR TOB KT 27MG/ML.2ML LOGIC PWR MN KT 27MG/ML.2ML LOGIC PWR CHRY KT 27MG/ML.2ML LOGIC PWR TOB CART 27MG/ML 2.4ML LOGIC PWR MN CART 27MG/ML VUSE VB VAPE TNK REF MLN 3% 2ML 2.4ML SECOND SHELF 6624 LOGIC PWR CHRY CART 27MG/ML JUUL VAPE STARTER KIT CT JUUL ECIG CRTRDGS TABAAC RFL 5% 2.4ML FIFTH SHELF JUUL ECIG CRTRDGS MNT RFL 5% JUUL ECIG CRTRDGS BRUULE RFL 5% JUUL ECIG CRTRDGS FRUIT RFL 5% VUSE SOLO ORIGINAL CT VUSE CARTRIDGES ORIGINAL 2CT VUSE CARTRIDGES MENTHOL 2CT VUSE CARTRIDGES BERRY 2CT VUSE CARTRIDGES CREMA 2CT GAMBLER PIPE TOBACCO REG Z GAMBLER PIPE TOBACCO GOLD Z GAMBLER PIPE TOBACCO MNTHL Z 4ACES PIPE TOBACCO TURKISH BG 0.75Z BUGLER RYO TOBACCO ORG 2CT AMERICAN SPIRIT TOBACCO ORIG BLU.4Z VUSE CARTRIDGES CHAI 2CT SIXTH SHELF VUSE CARTRIDGES MINT 2CT GAMBLER RYO PIPE TOB REG 6Z THIRD SHELF 7558 GAMBLER RYO PIPE TOB MLLW 6Z BLU PLUS+ XPRESS KIT 2.4% ML CT GAMBLER RYO PIPE TOBACCO BLU DISPOSABLE CLSC 2.4% ML CT BLU DISPOSABLE CAROLINA BOLD 2.0% ML C 5970 BLU DISPSBL VVD VAN 2.4% ML C BLU DISPOSABLE CHERRY CRUSH 2.4% ML CT BLU DISPOSABLE MENTHOL 2.4% ML CT BLU TANK GLCR MNT 2.4% 3ML 3CT BLU TANK VVD VAN 2.4% 3ML 3CT BLU TANK CHERRY CRUSH 2.4% 3ML 3CT BLU TANK MENTHOL 2.4% 3ML 3CT SILVER 6Z SEVENTH SHELF 5206 GAMBLER PIPE TOB TURKISH 6Z GAMBLER RYO PIPE TOB MINT 6Z HIGH CARD PIPE TOBACCO REG 5Z EIGHTH SHELF 863 JOB CIG PAPER.5 WHITE 24CT 8854 JOB CIG PAPER.25 WHITE 24CT 8839 JOB CIG PAPER.0 WHITE GUMMED 66CT JOB CIG PAPER.25 SLOW BURN 24CT JOB CIG PPR SNGL WD 32/ 24CT 6239 TOP CIG PAPER GUMMED 0CT JOB CIG PAPERS.5HMP OCB ORGANIC HEMP PAPERS -/4 32LF 24CT JOB CIG PAPER SW HEMP JOB CIG PAPER SLM HMP BOTTOM SHELF RIGHT SECTION TOP SHELF GAMBLER CIG TUBE REGULAR 200CT GAMBLER CIG TUBE GOLD 200CT GAMBLER RYO CIG TUBE MENTHOL KS 200CT GAMBLER CIG TB FLTR 0MM 200CT GAMBLER CIG TUBE FILTER 0MM GOLD 200CT 5959 COPENHAGEN SNUFF ORIGINAL FC 6562 COPENHAGEN SNUFF LONG CUT COPENHAGEN SNUFF WNTRGRN LC COPENHAGEN SNUFF WNTRGRN PCH COPENHAGEN SNUFF MINT LC 5642 COPENHAGEN SNUFF MINT POUCH COPENHAGEN SNUFF POUCH COPENHAGEN SNUFF EXTRA LC COPENHAGEN SNUFF STRAIGHT LC SKOAL SNUS SNUFF SMTH MINT PCH SKOAL SNUS SNUFF MINT POUCH SECOND SHELF 603 SKOAL SNUFF WINTERGREEN FC 580 SKOAL SNUFF WINTERGREEN LC 6049 SKOAL SNUFF STRAIGHT LONG CUT 6858 SKOAL SNUFF MINT-BLU LONG CUT SKOAL SNUFF APPLE LONG CUT 2543 SKOAL SNUFF CHERRY LONG CUT SKOAL SNUFF WINTERGREEN POUCH SKOAL SNUFF MINT POUCH SKOAL SNUFF XTRA WNTRGRN LC SKOAL SNUFF XTRA MINT LONG CUT SKOAL SNUFF XTRA WNTRGRN PC SKOAL SNUFF XTRA MINT POUCH THIRD SHELF GRIZZLY SNUFF DARK WNTGRN LC GRIZZLY SNUFF DARK WNTGRN PCH GRIZZLY SNUFF WINTERGREEN WC 20 Category Insights

18 3ft High Profile + 2ft E-Cig Image Works Planogram continued GRIZZLY SNUFF STRAIGHT LC GRIZZLY SNUFF STRAIGHT POUCH GRIZZLY SNUFF NATURAL EXTRA LC GRIZZLY SNUFF NATURAL FINE CUT 5884 KODIAK SNUFF WINTERGREEN 485 RED SEAL SNUFF NATURAL LC 6730 RED SEAL SNUFF NATURAL FC 4598 RED SEAL WINTERGREEN FINE CUT 6748 RED SEAL SNUFF WNTGRN LC FOURTH SHELF GRIZZLY SNUFF WNTGRN LC GRIZZLY SNUFF WNTGRN POUCH GRIZZLY SNUFF MINT LONG CUT GRIZZLY SNUFF MINT POUCH GRIZZLY SNUFF NATURAL LONGHORN SNUFF NATURAL FC LONGHORN SNUFF WNTGRN LC LONGHORN SNUFF STRAIGHT LC LONGHORN SNUFF STRAIGHT PCH LONGHORN SNUFF WNTGRN PCH 064 TIMBER WOLF SNUFF STRAIGHT LC 8003 TIMBER WOLF WNTGRN LONG CUT FIFTH SHELF 965 SW/SWEETS CIGARILLOS 2F SW/SWTS CIGARILLOS DIAMOND 2F SW/SWEETS CIGARILLOS GRN SWTS 2F SW/SWTS CIGARILLOS MANGO 2F SW/SWTS CIGARILLOS GRAPE 2F SW/SWEETS CIGARILLOS TROP FUSN 2F SW/SWTS CIGARILLOS BLUEBRY 2F SW/SWTS CIGARILLOS STRWBRY 2F SW/SWEETS CIGARILLOS PCH 2F SW/SWTS CGARLLOS WHT GRPE 2F SW/SWEETS CIGARILLOS WLD RUSH 2F SW/SWEETS BLK CIGARILLOS CHRY TIP 2F SW/SWEETS BLK CIGARILLOS SMTH TIP 2F.99 SIXTH SHELF OPTIMO CIGARILLOS SWEET 2F OPTIMO CIGARILLOS SILVER 2F ISLAND 3F GYV GAME CIGARILLOS BLUE 2F GAME CGRL DMND UP2F GYV GAME CGRLLOS WHT GRPE 2F GYV GAME CIGARILLOS SLVR 2F GYV GAME CIGARILLOS GRN 2F GYV GAME CIGARILLOS RED 2F.99 SEVENTH SHELF F W/OWL CIGARILLOS PLATNM 2F W/OWL CIGARILLOS WHT GRP 2F W/OWL CGRL WPEACH2F W/OWL CGRL MANGO 2F.99 2CT 9740 W/OWL CGRL PINEAPPL 2F GYV CGRL GREEN 2F GYV GAME CGRL PINEAPPLE 2F GYV GAME CGRL MANGO 2F.99 EIGHTH SHELF OPTIMO CIGARILLOS GREEN 2F.99 OPTIMO CIGARILLOS MANGO 2F.99 OPTIMO CIGARILLOS BLUE 2F.99 SW/SWEETS CIGARILLOS MINI 3F2 SW/SWTS MIN CIGARS DIMND 3F2 SW/SWEETS MINI CIGARILLOS SW/SWEETS CIGARILLOS TIP 5FOR3 SW/SWTS CIGARILLOS SWEET 5F3 W/OWL CIGARILLOS SWEETS 2F.99 W/OWL CIGARILLOS GREEN 2F.99 W/OWL CIGARILLOS SILVR RG 2F.99 W/OWL CIGARILLOS EMERALD BLACK & MILD CIGARS PT 25S BLACK & MILD CIGARS WINE 25S BLACK & MILD CIGARS UPRGHT WOOD TIP 25S BLK & MLD CIGARS WINE WD TIP 25S BLACK & MILD CIGARS CASINO PT PP.79 25S BLK & MLD CIGARS CASINO WT 25S BLK & MLD JAZZ CIGARS PT.79 25S BLK & MLD JAZZ CGRS WD TP UP 25S BLK & MLD CGRL SWEET UP.79 25S BLK & MLD CIGARS ORIGINAL 5 BLACK & MILD CIGARS WINE 5 BLK & MLD CIGARS WOOD TIP 5 BLK & MLD CIGRS WINE WD TIP BLACK & MILD CIGARS /5 NINTH SHELF BOTTOM SHELF GYV GAME CIGRS SWT AROMATIC 2F.99 GYV GAME CIGARS WILD BERRY 2F.99 GYV GAME CIGARS LEAF NATRL 2F.99 BACKWOODS WILD/MILD CIGARS SWT AROM 5 BACKWOODS WILD/MILD CIGARS HONEY BRY 5 BACKWOODS WILD/MILD CIGARS ORIGINAL 5 D MSTRS CIGARILLOS BERRY 2F.99 DUTCH MSTRS CIGARILLOS JAVA 2F.99 D MSTRS CIGARILLOS FSN HNY 2F.99 D MSTRS CGRL F/FRESH PALMA 3F2 BLK & MLD FILTER TIPS MM 5 BUGLER RYO TOBACCO ORIGINL 2CT SW/SWEETS CIGARS LITTLE 20 TALON CIGARS REG FILTERED 20/ TALON CIGARS MENTHOL FILTERED 20/ TALON CIGARS SWEET ORIG FILTERD TALON CIGARS GRAPE FILTERED CHEYENNE CIGARS 0 FULL FLAVOR FILTERED CHEYENNE CIGARS 0 MENTHOL FILTERED CHEYENNE CIGARS 0 CLASSIC FILTERED CHEYENNE CIGARS 0 WILD CHERRY FILTERED DJARUM CIGARS BLACK CLOVE 2CT AL CAPONE SWEETS CIGARILLOS CGNC FLT 2 RED MAN CHEWING TOBACCO 3Z RED MAN CHEWING TOBACCO GOLDEN BLEND 3Z Planogram photo is on page 9 Category Insights 2

19 3ft Low Profile OTP Planogram TOP SHELF 5959 COPENHAGEN SNUFF ORIG FC 6562 COPENHAGEN SNUFF LONG CUT COPENHAGEN SNUFF WINTERGREEN LONG CUT COPENHAGEN SNUFF WINTERGREEN POUCH COPENHAGEN SNUFF MINT LC 5642 COPENHAGEN SNUFF MINT POUCH COPENHAGEN SNUFF POUCH COPENHAGEN SNUFF EXTRA LC COPENHAGEN SNUFF STRAIGHT LC SKOAL SNUFF XTRA WINTERGREEN POUCH SKOAL SNUFF XTRA MINT POUCH SECOND SHELF 603 SKOAL SNUFF WINTERGREEN FC 580 SKOAL SNUFF WINTERGREEN LC 6049 SKOAL SNUFF STRAIGHT LONG CUT 6858 SKOAL SNUFF MINT-BLU LC SKOAL SNUFF WINTERGREEN PCH SKOAL SNUFF MINT POUCH SKOAL SNUFF XTRA WNTRGRN LC SKOAL SNUFF XTRA MINT LC 6730 RED SEAL SNUFF NATURAL FC 6748 RED SEAL SNUFF WNTRGRN LC 5884 KODIAK SNUFF WINTERGREEN 8003 TIMBER WOLF WINTERGREEN LC THIRD SHELF GRIZZLY SNUFF DARK WNTGRN LC GRIZZLY SNUFF DARK WNTGRN PCH GRIZZLY SNUFF STRAIGHT LC GRIZZLY SNUFF WINTERGREEN LC GRIZZLY SNUFF WNTERGRN PCH FOURTH SHELF RUSH 2F OPTIMO CIGARILLOS SWEET 2F OPTIMO CIGARILLOS SILVER 2F OPTIMO CIGARILLOS BLUE 2F SW/SWEETS CIGARILLOS MINI 3F SW/SWEETS CGRL SWEET 5F3 FIFTH SHELF GRIZZLY SNUFF MINT LONG CUT GRIZZLY SNUFF NATURAL FINE CUT LONGHORN SNUFF NATURAL FC LONGHORN SNUFF WNTRGRN LC LONGHORN SNUFF STRAIGHT LC LONGHORN SNUFF WNTRGRN PCH LONGHORN SNUFF STRAIGHT PCH SW/SWEETS CIGARILLOS 2F.99 SW/SWEETS CGRL DIAMOND 2F.99 SW/SWEETS CGRL GRN SWTS 2F.99 SW/SWEETS CGRL MANGO 2F.99 SW/SWEETS CIGARILLOS TROP FUSN 2F.99 SW/SWEETS CGRL BLUEBRY 2F.99 SW/SWEETS CIGARILLOS STRAWBRY 2F.99 SW/SWEETS CGRL GRAPE 2F.99 SW/SWEETS CIGARILLOS WLD W/OWL CIGARILLOS SWEETS 2F.99 W/OWL CIGARILLOS GREEN 2F.99 W/OWL CIGARILLOS SILVR RG 2F.99 W/OWL CIGARILLOS EMERALD 2F.99 W/OWL CIGARILLOS WHT GRP 2F99 W/OWL CGRL WPEACH2F99 W/OWL CGRL MANGO 2F.99 2CT W/OWL CGRL PINEAPPL 2F BOTTOM SHELF 72 RED MAN CHEWING TOBACCO 3Z CGNC FLT 2 ALTERNATIVE BOTTOM SHELF FOR ILLINOIS GYV GAME CIGARILLOS RED 2F.99 GYV GAME CGRL SILVER 2F.99 GYV GAME CGRL GREEN 2F.99 GYV GAME CIGARILLOS BLUE 2F.99 GYV GAME CGRL WHT GRAPE 2F.99 GYV GAME CGRL MANGO 2F.99 BACKWOODS WILD/MILD CIGARS HONEY BRY 5 BLACK & MILD CIGARS PT 25S BLACK & MILD CIGARS WINE 25S BLACK & MILD CIGARS CASINO PT PP.79 25S BLK & MLD JAZZ CIGARS PT.79 25S BLK & MLD JAZZ CGRS WD TP UP 25S BLK & MLD CIGARS ORIGINAL 5 BLACK & MILD CIGARS WINE 5 BLK & ILD FILTER TIPS MM 5 CHEYENNE CIGARS 0 FULL FLAVOR FILTERED CHEYENNE CIGARS 0 MENTHOL FILTERED CHEYENNE CIGARS 0 CLASSIC FILTERED AL CAPONE SWEETS CIGARILLOS CHEYENNE CIGARS FULL FLAVOR HW 0 CHEYENNE CIGARS MENTHOL HW 0 CHEYENNE CIGARS CLASSIC HW 0 22 Category Insights

20 3ft Low Profile OTP Planogram ALTERNATIVE BOTTOM SHELF FOR ILLINOIS (EXCEPT COOK CO.) Due to varying state OTP taxes, please review available price points on pre-priced OTP materials to ensure the listed price is intended for your market. Category Insights 23

21 2ft High Profile OTP Planogram TOP SHELF 5959 COPENHAGEN SNUFF ORIGINAL FC COPENHAGEN SNUFF WINTERGREEN LONG CUT COPENHAGEN SNUFF WINTERGREEN POUCH COPENHAGEN SNUFF MINT LC 5642 COPENHAGEN SNUFF MINT POUCH COPENHAGEN SNUFF POUCH COPENHAGEN SNUFF EXTRA LC COPENHAGEN SNUFF STRAIGHT LC SECOND SHELF 6562 COPENHAGEN SNUFF LONG CUT 603 SKOAL SNUFF WINTERGREEN FC 580 SKOAL SNUFF WINTERGREEN LC 6049 SKOAL SNUFF STRAIGHT LONG CUT 6858 SKOAL SNUFF MINT-BLU LC SKOAL SNUFF WINTERGREEN PCH SKOAL SNUFF MINT POUCH SKOAL SNUFF XTRA WINTERGRN LONG CUT THIRD SHELF GRIZZLY SNUFF NATURAL FINE CUT GRIZZLY SNUFF MINT LONG CUT GRIZZLY SNUFF STRAIGHT LC 6730 RED SEAL SNUFF NATURAL FC 6748 RED SEAL SNUFF WNTRGRN LC SKOAL SNUFF XTRA MINT LC SKOAL SNUFF XTRA MINT POUCH SKOAL SNUFF XTRA WINTERGREEN POUCH FOURTH SHELF GRIZZLY SNUFF WINTERGREEN LC GRIZZLY SNUFF WNTRGRN PCH GRIZZLY SNUFF DARK WNTGRN LC GRIZZLY SNUFF DARK WNTGRN PCH 5884 KODIAK SNUFF WINTERGREEN LONGHORN SNUFF NATURAL FC LONGHORN SNUFF WNTRGRN LC LONGHORN SNUFF STRAIGHT LC FIFTH SHELF 965 SW/SWEETS CIGARILLOS 2F SW/SWEETS CGRL DIAMOND 2F SW/SWEETS CGRL GRN SWTS 2F SW/SWEETS CGRL MANGO 2F SIXTH SHELF SEVENTH SHELF EIGHTH SHELF SW/SWEETS CIGARILLOS TROP FUSN 2F.99 SW/SWEETS CGRL BLUEBRY 2F.99 SW/SWEETS CIGARILLOS STRAWBRY 2F.99 SW/SWEETS CGRL GRAPE 2F.99 SW/SWEETS CIGARILLOS WLD RUSH 2F.99 OPTIMO CIGARILLOS SWEET 2F.99 OPTIMO CIGARILLOS SILVER 2F.99 OPTIMO CIGARILLOS BLUE 2F.99 SW/SWEETS CIGARILLOS MINI 3F2 SW/SWEETS CIGARILLOS SWT 5F3 W/OWL CGRL WHITE GRAPE 2F99 W/OWL CGRL SILVR RG 2F.99 W/OWL CIGARILLOS GREEN 2F.99 W/OWL CIGARILLOS SWEETS 2F.99 GYV GAME CIGARILLOS RED 2F.99 GYV GAME CGRL GREEN 2F.99 GYV GAME CGRL SILVER 2F.99 GYV GAME CIGARILLOS BLUE 2F.99 GYV GAME CGRL WHT GRAPE 2F.99 W/OWL CGRL PINEAPPL 2F.99 GYV GAME CGRL MANGO 2F.99 W/OWL CGRL MANGO 2F.99 2CT W/OWL CGRL WPEACH2F99 BLACK & MILD CIGARS PT 25S BLACK & MILD CIGARS WINE 25S BLACK & MILD CIGARS UPRGHT WOOD TIP 25S BLACK & MILD CIGARS WINE WOOD TIP 25S BLACK & MILD CIGARS CASINO PT PP.79 25S BLACK & MILD CIGARS CASINO WT 25S BLK & MLD JAZZ CIGARS PT.79 25S BLACK & MILD JAZZ CIGARS WD TP UP 25S BLK & MLD FILTER TIPS MM 5 NINTH SHELF 8223 BLACK & MILD CIGARS ORIGINAL BLACK & MILD CIGARS WINE BLACK & MILD CIGARS WOOD TIP BLACK & MILD CIGARS WINE WOOD TIP BACKWOODS WILD/MILD CIGARS SWT AROM BACKWOODS WILD/MILD CIGARS HONEY BRY DUTCH MSTRS CIGARILLOS F/FRESH PALMA 3F D MSTRS CIGARILLOS BERRY 2F D MSTRS CIGARILLOS JAVA 2F.99 BOTTOM SHELF 842 SW/SWEETS CIGARS LITTLE TALON CIGARS REG FILTERED 20/ TALON CIGARS GRAPE FILTERED TALON CIGARS SWEET ORIG FILTERD CHEYENNE CIGARS 0 FULL FLAVOR FILTERED CHEYENNE CIGARS 0 MENTHOL FILTERD CHEYENNE CIGARS 0 CLASSIC FILTERD CHEYENNE CIGARS 0 WILD CHERRY FLT 72 RED MAN CHEWING TOBACCO 3Z ALTERNATIVE BOTTOM SHELF FOR ILLINOIS SW/SWEETS CIGARS LITTLE 20 SMOKERS CHOICE MAX CIGARS RED FILTERED SMOKERS CHOICE MAX CIGARS BLUE FILTERD SMOKERS CHOICE MAX CIGARS GREEN FLT CHEYENNE CIGARS FULL FLAVOR HW 0 CHEYENNE CIGARS MNTHL HW 0 CHEYENNE CIGARS CLASSIC HW 0 CHEYENNE CIGARS 0 WILD CHERRY FLT RED MAN CHEWING TOBACCO 3Z 24 Category Insights

22 2ft High Profile OTP Planogram ALTERNATIVE BOTTOM SHELF FOR ILLINOIS (EXCEPT COOK CO.) Due to varying state OTP taxes, please review available price points on pre-priced OTP materials to ensure the listed price is intended for your market. Category Insights 25

24 OTHER TOBACCO PRODUCTS Republic Tobacco ITEM # UPC DESCRIPTION SZ OI Allowance SRP GAMBLER PIPE TOBACCO TURKISH 6Z GAMBLER PIPE TOBACCO TURKISH 6Z TOP-O-MATIC CIG ROLLNG MACHINE CT GAMBLER RYO PIPE TOBACCO SILVER 6Z GAMBLER RYO PIPE TOBACCO SILVER 6Z GAMBLER RYO PIPE TOBACCO REGULAR 6Z GAMBLER RYO PIPE TOBACCO MINT 6Z GAMBLER RYO PIPE TOBACCO MELLOW 6Z GAMBLER RYO PIPE TOBACCO REGULAR 6Z GAMBLER RYO PIPE TOBACCO MINT 6Z GAMBLER RYO PIPE TOBACCO MELLOW 6Z 6 OZ 6 OZ CT 6 OZ 6 OZ 6 OZ 6 OZ 6 OZ 6 OZ 6 OZ 6 OZ $0. $0.25 $.50 $0.25 $0. $0. $0. $0. $0.25 $0.25 $0.25 $4.99 $.89 $45.79 $5.29 $5.9 $5.9 $5.9 $5.9 $2.9 $2.9 $ JOB/TOP B5G7 HRZ DIS CONTAINS: TOP CIG PAPER GUMMED 0CT JOB CIG PAPER.5 WHITE 24CT JOB CIG PAPER.0 WHITE GUMMED 66CT JOB CIG PAPER.25 WHITE 24CT JOB FRENGH LIGHT CIG PAPER.25 48CT JOB CIG PAPER.25 SLOW BURN 24CT JOB CIG PAPER SINGLE WD 32/ 24CT DS $ JOB ORGNC HEMP 4BX DS CONTAINS: JOB CIG PAPERS.5HMP JOB CIG PAPER SW HEMP JOB CIG PAPER.25HMP JOB CIG PAPER SLM HMP DS $9.04 Dates - Booking Items Order dates: 9/25/7 - /20/7 Return order to Eby-Brown by: /20/7 Ship date: 2/4/7 Date for in-store promotion: 2/4/7 Category Insights 27

26 OTHER TOBACCO PRODUCTS Cheyenne ITEM # UPC DESCRIPTION SZ OI Allowance SRP CHEYENNE CIGARS STRAWBERRY 0 FLT CHEYENNE CIGARS STRAWBERRY HW CHEYENNE CIGARS TROPICAL HW CHEYENNE CIGARS 0 TROPICAL FILTERED CHEYENNE CIGARS 0 FULL FLAVOR FILTERED CHEYENNE CIGARS 0 CLASSIC FILTERD CHEYENNE CIGARS 0 MENTHOL FILTERD CHEYENNE CIGARS 0 WILD CHERRY FLT CHEYENNE CIGARS 0 PEACH FILTERED CHEYENNE CIGARS 0 VANILLA FILTERD CHEYENNE CIGARS 0 XOTIC BERRY FLT CHEYENNE CIGARS 0 GRAPE FILTERED CHEYENNE CIGARS 0 XTRME MENTHOL FILTER CHEYENNE CIGARS SWEET TIP FILTERED CHEYENNE CIGARS MENTHOL HW 0 CHEYENNE CIGARS VANILLA HW 0 CHEYENNE CIGARS CLASSIC HW 0 CHEYENNE CIGARS WILD CHERRY HW 0 CHEYENNE CIGARS FULL FLAVOR HW 0 CHEYENNE GRP HW CGR CHEYENNE CIGARS 0 PEACH $.59 $.69 $.69 $.49 $.79 $.79 $.79 $.79 $.79 $.79 $.79 $.79 $.79 $.79 $.99 $.99 $.99 $.99 $.99 $.99 $.99 Dates - Open Buy Window Order dates: 9/25/7 - /20/7 Date for in-store promotion: 9/25/7 - /20/7 Category Insights 29

28 OTHER TOBACCO PRODUCTS Scandinavian Tobacco ITEM # UPC DESCRIPTION SZ OI Allowance SRP TALON CIGARS CHERRY FILTERED 20/ TALON CIGARS VANILLA FILTERED TALON CIGARS SWEET ORIGINAL FILTERD TALON CIGARS GRAPE FILTERED TALON CIGARS REGULAR FILTERED 20/ TALON CIGARS SILVER FILTERED 20/ TALON CIGARS MENTHOL FILTERED 20/ $0.75 $0.75 $0.75 $0.75 $0.75 $0.75 $0.75 $.29 $.49 $.49 $.49 $.49 $.49 $.49 Dates - Booking Items Order dates: 9/25/7 - /20/7 Return order to Eby-Brown by: /20/7 Ship date: 2/4/7 Date for in-store promotion: 2/4/7 Category Insights 3

30 OTHER TOBACCO PRODUCTS Swedish Match ITEM # 72 UPC DESCRIPTION SZ OI Allowance RED MAN CHEWING TOBACCO 3Z 2 3 OZ SRP $7.59 Dates - Open Buy Window Order dates: 9/25/7 - /20/7 Date for in-store promotion: 9/25/7 - /20/7 Category Insights 33

32 OTHER TOBACCO PRODUCTS Logic ITEM # UPC DESCRIPTION SZ OI Allowance SRP LOGIC PRO DEVICE LOGIC PRO CPSL TOB 20MG/ML 3ML LOGIC PRO CPSL MN 20MG/ML 3ML LOGIC PRO CPSL CH 8MG/ML 3ML LOGIC PRO CPSL BRY 8MG/ML 3ML 5 3 ML 3 ML 3 ML 3 ML $2.50 $3.25 $3.25 $3.25 $3.25 $9.99 $7.99 $7.99 $7.99 $7.99 Dates - Booking Items Order dates: 9/25/7 - /20/7 Return order to Eby-Brown by: /20/7 Ship date: 2/4/7 Date for in-store promotion: 2/4/7 Category Insights 35

CIGAR PROMOTIONS 7/19/2018 NEW CIGAR ITEMS ITEM # ITEM DESCRIPTION PACK SIZE ZZ 'RILLO GRAPE 4/$1.49 WRAPS 15 4's ZZ 'RILLO BLUEBERRY

CIGAR PROMOTIONS 7/19/2018 NEW CIGAR ITEMS ITEM # ITEM DESCRIPTION PACK SIZE 311000 ZZ 'RILLO GRAPE 4/$1.49 WRAPS 15 4's 311002 ZZ 'RILLO BLUEBERRY 4/$1.49 WRAPS 15 4's 311004 ZZ 'RILLO STRAIGHT UP 4/$1.49