“It reminds of my grandfather” is something we often hear as newcomers to Georgetown Tobacco walk through our doors. Founded in 1964, we began primarily as a pipe shop— It wasn’t until the cigar boom of the 1990s that cigars reached their domination over the beloved pipe and pipe tobaccos.
Many customers, and now retailers too, are wondering who is smoking pipes and if it is something they would enjoy. For those retailers considering adding pipes and pipe tobaccos to their stores, here are several key things to consider:
Brick and mortar availability is limited: This is a space where online retailers dominate, but rather than being driven by price, this trend has been driven by the lack of availability in customers’ local brick and mortar stores. Even more so than cigar smoking, pipe and pipe tobacco selection is a highly tactile experience. Customers want to feel the weight and observe the grain of a pipe. They want to smell the pipe tobacco blends. Being able to offer this in your store provides a much needed and appreciated experience for seasoned pipe smokers and those new to the experience.
Many cigar connoisseurs are “pipe curious”: This is not just your grandfather’s hobby anymore. In a survey we conducted of our own customers, 33% responded that they enjoy both cigar and pipe smoking. Every week, we are helping someone with the purchase of their first pipe and the related tobacco and accessories they’ll need. I liken it to the craft beer and cocktail phenomenon— consumers today are interested in bespoke experiences and finding new ways to relax and unwind from their busy lives.
The pipe smoker is a loyal customer: Just as cigar smokers are grateful for spaces that welcome us, this is even more true for the pipe smoker. We share in the appreciation of the subtle art of tobacco; of the camaraderie forged between those who enjoy a shared passion. The pipe smoker is an exceedingly loyal customer, especially for those who take the time to create house tobacco blends unique to their store.
Knowledge is critical: Like many cigar connoisseurs, pipe smokers love delving into the details. Your staff will need to be trained in all aspects of pipes and tobaccos, especially if they don’t already enjoy pipe smoking themselves. It certainly helps to have a few true pipe enthusiasts on staff, or team members you know will want to take this on. Without their buy-in, your pipe and tobaccos selections may become relegated to a dusty corner of your store.
Local, state and federal impact:Regulations, taxes and corporate consolidation have had even more negative impact on the pipe tobacco industry than the premium cigar industry. The number of manufacturers has been greatly depleted over the years, but those who remain are incredible partners. Before adding pipes and tobaccos to your inventory, it will be important to know your obligation as it relates to these requirements.
Depth and breadth are key: Your first foray into the pipe space need not include very high end pipes before you know you have a real market for them. From the humble corn cob pipe, to basket pipes and handmade briars and meerschaums, there are a great many options available to offer your customers something for every budget. The approach should be the same as how you stock your humidor—variety is essential to success, and your customers will likely teach you what you’ll need. (And don’t forget the accessories–pipe cleaners, tampers and pipe lighters will all be welcome and necessary additions to your inventory.)
Don’t know where to start? Contact Arango and Laudisi. These PCA members offer a wide range of pipes, pipe tobaccos and accessories and like your new pipe customers, will meet you with enthusiasm and encouragement. As your pipe following grows, you may consider expanding from there. With the right product mix and a little time and dedication, this could truly be an enjoyable journey for you and your customers!
– This article first appeared in the 2025 edition of the PCA Almanac. Article contributed by Teresa Alison Wessling, a tobacconist at at Georgetown Tobacco & Pipe Stores Inc. Learn more about her store at https://gttobacco.com.