Case Study: Driving OTP Sales with Cheyenne Cigars Core Four
When it comes to driving OTP sales, understanding your customers and stocking the products they are loyal to makes all the difference. For Mohammed Ali, owner of two high-volume smoke shops in Port Charlotte, Florida, the strategy is simple. Carry what customers ask for, keep it in stock, and never disrupt a winning formula.
At Ali’s stores, Fine Tobacco and Harbor Smoke, that formula is Cheyenne Cigars.
The Retailer Perspective: Built on Customer Loyalty
Ali operates two high-traffic retail locations serving a diverse customer base that includes many seasonal shoppers from northern states – in other words, customers who already know what they want and expect to find it on the shelf.
“We get a lot of snowbirds from up north, and they were asking for Cheyenne,” Ali explains.
With limited shelf space already a challenge, Ali had to ask himself – was the demand strong enough to bring the Cheyenne Cigars brand into his OTP assortment? Or would he be left with product sitting on the shelf?
The Solution: Cheyenne Cigars Core Four
Ali initially focused on Cheyenne’s Core Four flavors, the top 4 best-selling SKUs in the category, and also an assortment designed to cover the majority of consumer preferences without unnecessary overlap:
– Full Flavor
– Classic
– Menthol
– Wild Cherry
This approach allowed the store to stock the flavors customers ask for most – without sacrificing space or tying up money in slower-moving SKUs. Ali found the results were almost immediate. Customers weren’t just buying a pack or two – they were buying multiple cartons at a time, often returning specifically for their preferred flavor.
And as loyalty grew, so did the assortment.
“Customers are loyal to their specific Cheyenne flavor,” Ali says. “Now I keep every style of Cheyenne Cigars in stock.”
Why It Worked
1. Flavor Loyalty Drives Volume
Cheyenne customers know what they like and buy accordingly. That loyalty drives carton sales and increases total OTP dollars per transaction.
2. Reliable Velocity Across the Set
What started with the Core Four expanded naturally, because demand wasn’t limited to one or two flavors – performance extended across the brand.
3. No Guesswork on Ordering
Customer-driven demand simplifies inventory decisions. Ali stocks Cheyenne because he knows it will move.
4. Destination-Brand Status
For many shoppers, Cheyenne Cigars are the reason they stop in. Availability reinforces trust and keeps customers coming back to the same stores.
The Final Result: Strong OTP Performance
Today, Cheyenne Cigars are a must-have at both of Ali’s retail locations. By listening to his customers and responding to their loyalty, he’s built an OTP cigar set that delivers:
– Strong, repeat OTP sales,
– High carton velocity
– Minimal risk of missed sales due to flavor gaps
– A cigar set driven by customer demand – not guesswork
Retailer Takeaway
The path to OTP growth doesn’t require overcrowded shelves. It requires the right brand, the right flavors, and consistent availability. Cheyenne Cigars Core Four provides the foundation, and in high-volume environments like Fine Tobacco and Harbor Smoke, expanding the set only ensures every loyal customer is covered.
If your customers are asking for Cheyenne – or buying cigars by the carton – it may be time to rethink your OTP assortment.
