Last month, B&W launched Kool Natural, containing 100 percent natural menthol and other natural flavors. "We believe that Kool Natural meets the taste preferences of consumers who are seeking natural flavors in their cigarettes," said Bob Bexon, senior vice president of marketing for the company, which accounts for about 16 percent of the U.S. cigarette market with its GPC, Misty, Capri, Carlton, Lucky Strike and Viceroy brands. Kool Natural will be available in Kings, l00s, Light Kings and Light 100s. B&W controls about 26 percent of the U.S. menthol market, according to company reports. Kool Natural will be supported with magazine, newspaper and billboard advertising, as well as in-store promotions. &W is also planning to re-position its Canton brand, which has 1.2 percent of the market, and up the profile of GPC, the best-selling discount brand with 6 percent of share.Lightening upEven the "microsmokes" are going light, as Santa Fe Natural Tobacco Co. extended its Natural American Spirit line this January with a light cigarette, which has already captured 80 percent of the company''s sales, and in August with a menthol light. An ultra-light is slated for launch next January, according to Ron Tully, vice president for public affairs, who explained, "There is a large segment of consumers who prefer lights, and we will have both."

Cigarette makers also invested in the desires of current smokers. According to the Attitudes and Behaviors Related to Smoking Cessation survey, conducted by SmithKline Beecham Consumer Healthcare, 53 percent of smokers are puffing non-regular cigarettes, hoping these light, low-tar and ultra-light varieties will satisfy their desire to smoke while doing less physical damage.Last year, R.J. Reynolds, which controls about one-quarter of the U.S. cigarette market, with its Winston, Camel, Salem, Doral, Monarch and Best brands, released the Eclipse reduced-smoke cigarette to select markets in Georgia, Nebraska and Tennessee, hoping to generate excitement for an as-yet untapped niche. The product, which took 10 years and about a billion dollars to develop, has not lived up to expectations, though, representatives said. Eclipse features a carbon tip, which produces less-lingering, lower-tar smoke, but consumers have found it difficult to light and puff despite instructions printed on the packaging. In addition, marketers have faced the difficulty of pitching the product without badmouthing its core commodity-regular cigarettes.

If retailers are feeling the heat from tobacco companies, the reasons are pretty clear. Trying to compensate for huge MSA-dictated payments and a steady decline in cigarette consumption--analysts are projecting another 2% drop in 2001--manufacturers have introduced five price hikes in the last two years. As a result, average wholesale prices are up 74% in the $50 billion U.S. tobacco industry. Each price increase opened the door a little wider for discount cigarette brands, whose market share crept up to 3.7% last year, according to the Maxwell Report.With the renewed pricing pressures, even category leader Marlboro is resorting to repeated discounts. "Marlboro never used to be on a reduced price for two months in a row," said one Midwest wholesaler." Now it''s on two months, off one, on two months and off ... I don''t think that hurts the strength of the brand because they can''t advertise like they could before, and the only way to grab market share is with price." Yet there''s an even more intense battle taking place: on the shelves. In the aftermath of the MSA, Philip Morris and RJR have increased cash rewards to retailers who give top shelf placement and prominent signage to their brands. Contracts often include extra "buydowns," cash manufacturers pay retailers for passing reduced prices on to consumers.

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