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The TPE24 conference is set to open soon, and 2FIRSTS has dispatched staff to explore the offline e-cigarette market in the United States. As the FDA increases regulation on vaping, how do overseas e-cigarette products enter California? Which e-cigarettes have gained popularity among consumers? What are the unique features of these products?
"Establish Company in the United States"
On January 24th, 2FIRSTS visited a retailer whose store size and e-cigarette product offerings were extensive. The retailer stated that importing e-cigarettes now requires a Tobacco Import License from the United States as well as a U.S. commercial account, otherwise the goods may be seized by customs. He further suggested that in order to continue selling in the U.S. market, the optimal solution for Chinese e-cigarette brands would be to establish a brand company in the U.S., export products from China themselves, and distribute them through these retailers.
According to 2FIRSTS, tobacco business licenses in California are divided into three levels:
- Retail license, $200 per year
- Wholesale license, $260 per year
- Distribution license, $4000 per year
According to the information provided. From observation on-site, it is evident that flavored tobacco products still dominate the market. A retailer was seen buying 6 boxes of FLUM's Pebble series e-cigarettes, 5 boxes of GEEK BAR Pulse e-cigarettes with side screens, some rolling papers, and 16 boxes of zyn flavored nicotine pouches. This purchase highlights the continued demand for flavored products in the market.
The seasoning ban implemented in California caused a 20% decline in his store's sales. When asked if he had tried online channels, the retailer stated that he had not made any attempts.
In another retailer's store, the staff informed 2FIRSTS that the flavor ban has led to a decrease in their sales by around 30%. However, they continue to sell other tobacco-related products, such as hookahs, rolling papers, and lighters.
The dealer pointed out that taste bans are primarily enforced at the retail level and have minimal impact on the wholesale end. Additionally, they do not consider adopting online channels for tobacco product sales due to the significant risks associated with selling tobacco products online.
Bestsellers: FLUM and GEEK BAR
The employees of both stores unanimously stated that FLUM's Pebble series is the best-selling e-cigarette brand of 2023.
The staff of the first store told 2FIRSTS that their selection criteria for products prioritize quality and taste, rather than design, believing that the key to long-lasting sales of e-cigarette products lies in their quality and flavor. They gave an example: FLUM Pebble, a product that lacks curved screens or displays, but became a best-selling product in their store in 2023 due to its excellent quality and flavor.
The employee at the second store believes that while FLUM's Pebble series is still popular, they are also optimistic about the advantages of the GEEK BAR Pulse with its side screen. This product is prominently displayed at the front of the store, and the employee believes it will be the best-selling brand in 2024.
2FIRSTS will continue to explore the offline market in the United States, focusing on new trends and development directions in the American e-cigarette industry. After the end of the exhibition, 2FIRSTS will be hosting a deep sharing event on TPE and the American market on February 6th. During this event, 2FIRSTS' Global Executive Editor-in-Chief, Yuna Hou, and the American team will share the latest discoveries from the exhibition and delve into topics such as product trends and policy direction in the United States. For more information and registration, please scan the QR code below to contact 2FIRSTS staff members.
We welcome news tips, article submissions, interview requests, or comments on this piece.
Please contact us at info@2firsts.com, or reach out to Alan Zhao, CEO of 2Firsts, on LinkedIn
Notice
1. This article is intended solely for professional research purposes related to industry, technology, and policy. Any references to brands or products are made purely for objective description and do not constitute any form of endorsement, recommendation, or promotion by 2Firsts.
2. The use of nicotine-containing products — including, but not limited to, cigarettes, e-cigarettes, nicotine pouchand heated tobacco products — carries significant health risks. Users are responsible for complying with all applicable laws and regulations in their respective jurisdictions.
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