The tobacco-free and nicotine-free segment is growing among tobacco consumers as factors such as health and inventory influence customer purchasing trends.
Movement Fuels, with 14 locations across Texas and plans to expand, noticed customer interest grow significantly.
“We had a customer who wanted to stop using nicotine at home because of his kids,” said Munira Mirmamadova, regional store manager at the chain. “He started with one of our herbal pouches and stuck with it. A couple months later, he came back and told us he’d completely quit nicotine. That kind of feedback reminds us why offering these products really matters.”
Movement Fuels offers a mix of tobacco-free and nicotine-free products, including ZYN and Velo nicotine pouches, herbal options such as Rogue and Grinds nicotine-free coffee pouches, zero-nicotine disposable vapes, and cannabidiol (CBD) items like gummies and roll-ons.
The base selection remains consistent across the chain’s footprint, although it can adjust based on customer demand.
“For example, ZYN might be the top seller in our Killeen location, while CBD or caffeine pouches perform better in another. We stay flexible and pay attention to what our customers are asking for,” said Mirmamadova.
Movement Fuels offers a mix of tobacco-free and nicotine-free products, including ZYN and Velo nicotine pouches, herbal options such as Rogue and Grinds nicotine-free coffee pouches, zero-nicotine disposable vapes, and cannabidiol items like gummies and roll-ons.
At 85-store c-store chain Weigel’s in Tennessee, Black Buffalo has performed well, with the Wintergreen Pouch standing out as the top performer and long-cut Wintergreen in the second spot.
“This does line up for us because our No. 1 snuff item is a long-cut Wintergreen,” said Jessica Starnes, director of loyalty and tobacco category manager for Weigel’s.
Right now, Weigel’s is looking to expand its tobacco-free and nicotine-free section, adding additional synthetic nicotine pouch items.
Origin Of Interest
Starnes primarily sees millennials growing the alternatives category, with no specific gender showing a greater interest than others, which is in line with Mirmamadova’s observations. Mirmamadova specified the majority of consumers for this category for Movement Fuels are those between the ages of 21 and 35.
“Some are transitioning away from traditional tobacco, while others are exploring these products for the first time. We’ve also noticed interest from customers who are into fitness or wellness and want options that align with their lifestyle,” she continued.
Indeed, those trying to quit or reduce tobacco use are actively searching for nicotine-free alternatives, and Mirmamadova sees the trend continuing as a focus on healthier habits and wellness is more prevalent.
“What was once a small section is now a regular part of our inventory,” she said.
In addition to lifestyle changes — “People are more aware of what they’re putting in their bodies,” Mirmamadova noted — packaging, flavor variety and recommendations from friends are also influential in introducing customers to the segment.
“The opportunity,” Mirmamadova elaborated, “is to connect with a new type of customer — people looking for cleaner alternatives or who may have never purchased tobacco before. It also gives us a chance to be more than just a retailer; we can be a trusted source for healthier product options.”
Starnes believes the category is an opportunity to lean into price tiering and customer education.
Education and awareness are also on Mirmamadova’s mind.
“Many customers still don’t fully understand the difference between nicotine-free and reduced-risk products. It’s important that we help them make informed choices by having trained staff and clear product displays,” she said.
The MRTP designation
The Food and Drug Administration (FDA) can grant a premarket authorization for a modified risk tobacco product (MRTP) after an application process.
“Under the law, certain claims can render a tobacco product an MRTP requiring premarket authorization; these claims include, for example, statements that a product reduces the risk of tobacco-related disease relative to other products or that the product contains less of a substance than other commercially marketed tobacco products,” said David Spross, executive director of the National Association of Tobacco Outlets.
Sixteen tobacco products have received an MRTP order at press time.
Starnes recognizes further regulation may come down the line for the MRTP segment, concerned with how this may play out as well as navigating a growing segment with the same amount of space.
Mirmamadova, less worried about hard regulation and more wary of inconsistencies, knows that the rules can change and what’s accepted in one place might not be accepted in another.
“We do our best to stay informed and adjust accordingly, but it definitely adds an extra layer to how we manage this category,” she said.
Spross noted some states have recognized the MRTP designation in their approach to state excise tax policy, with eight states at press time providing an excise tax reduction if the tobacco product had an MRTP order.
Connecticut, for example, provides a 50% reduction in the state excise tax for an authorized MRTP.
“While the potential commercial benefits of having an MRTP order remain uncertain, however, this process and the FDA’s orders to date represent acknowledgements of tobacco harm reduction principles, which the industry has been communicating to regulators and policymakers for many years,” Spross said.
