ANDS’ alternative nicotine one-stop offer
Arnaud Piorkowski, Managing Director MEA & Global Travel Retail, ANDS
Middle East-based ANDS – a specialist in alternative nicotine delivery systems – aims to place the most credible products and technologically advanced alternatives within reach of the one billion adult smokers in the Middle East, Africa and the world. The company’s Managing Director MEA & Global Travel Retail Arnaud Piorkowski details the brand’s progress and plans.
Global Travel Retail Magazine: Following recent expansions of ANDS into new markets, what strategies are you employing to cater to diverse consumer needs across different regions? Do you find much difference from region to region?
Arnaud Piorkowski: Based on the market insights, we customize our product offerings. This can include adjusting flavor profiles and product formats to align with local tastes and requirements. Navigating the regulatory landscape is crucial. We work closely with local authorities to ensure our products meet all regional regulations and standards, from labeling to advertising.
Yes, there are notable differences across regions. For example, flavor preferences can vary significantly, with some regions favoring robust, traditional flavors while others prefer lighter, fruitier options. Economic factors also play a role, affecting price sensitivity and purchasing power.
GTR Magazine: ANDS has emphasized innovation in its product line. Could you discuss the research and development process? How do you balance innovation with consumer safety and regulatory compliance?
Piorkowski: Let’s consider research and development first. At ANDS, innovation is driven by a robust research and development (R&D) process. Our multidisciplinary team of experts in chemistry, engineering and consumer behavior focuses on identifying consumer needs and market trends. We follow a structured innovation pipeline that includes idea generation, feasibility studies, prototype development, pilot production and full-scale production.
Balancing innovation with consumer safety and regulatory compliance plays a key role in our strategy. Ensuring consumer safety and regulatory compliance is paramount in our innovation process. We achieve this balance through rigorous testing, extensive safety, quality and performance tests, collaboration with global regulatory bodies, incorporation of user feedback and engagement with third-party auditors to verify standards.
ANDS has a strong focus on the travel retail industry which the company claims to be the one stop shop of the Alternative Nicotine
GTR Magazine: Looking ahead, what are ANDS’ long-term goals in the travel retail channel? Are there new markets or product categories you are aiming to explore?
Piorkowski: ANDS definitely has a strong focus on the travel retail industry for which we claim to be the one stop shop of alternative nicotine. We are proud members of TFWA and MEADFA and we are building with operators the future of the industry in front of the growing consumer demand.
We are looking to increase our presence in existing markets and explore new geographical areas where travel retail is growing. This includes expanding further into Europe, Africa as well as LATAM as our focus markets.
We also aim to introduce new product categories that cater to evolving consumer preferences and trends. This includes products with innovative formats that enhance convenience and user experience. We have just launched a range in Zero Nicotine, as well as in 50mg in response to customer demand in specific segments and we are set to introduce pouches as well.
GTR Magazine: In terms of corporate social responsibility (CSR), what are some of the challenges ANDS faces, and how do you address them to ensure alignment with your core values?
Piorkowski: The e-cigarette and vaping industry faces significant challenges, particularly concerning youth vaping and environmental impact. Addressing these issues is crucial to maintaining our commitment to CSR.
Preventing underage use of our products is a top priority. We implement strict age verification and advocate for clear regulations. Reducing our environmental footprint by focusing on sustainable practices in manufacturing and product lifecycle is another major challenge. Ensuring sustainable and ethical sourcing of materials is crucial as is building trust and positive relationships with the communities we operate in.
ANDS is committed to energy efficient manufacturing, using recyclable materials and minimizing waste. We promote responsible use with clear labeling and support cessation programs. We implement strict guidelines for suppliers and conduct regular audits. Engaging in educational programs, sponsorships, and volunteer efforts helps us build stronger community ties.
By addressing these challenges, ANDS ensures that our R&D and CSR efforts align with our core values and contribute positively to society and the environment.
ANDS aims to introduce new product categories that cater to evolving consumer preferences and trends
GTR Magazine: How does ANDS engage with and educate consumers about the benefits of your products, especially in the context of travel retail environments? Could you share insights into how you get customer feedback and how it influences your product development and marketing strategies?
Piorkowski: We engage and educate consumers through visual displays and trained brand ambassadors who can provide detailed product information. We also utilize social media platforms to offer educational content for our customers.
We actively seek and analyze feedback received from consumers through social media and their direct interactions with our brand ambassadors. This feedback helps us continuously improve our products and strategies to better meet the needs of our customers.
GTR Magazine: What trends does ANDS foresee as transformative for the duty free market in the next few years?
Piorkowski: We envisage innovations in vape technology, such as more efficient batteries, improved e-liquid formulations and advanced flavor options, along with exclusive or limited-edition vape products that are not available in regular retail outlets.
We are also looking at newly introduced categories that are gaining popularity among adult smokers like oral tobacco products and nicotine pouches, these are gaining a lot of attention among adult smokers and travel retail operators as well. And we are working with our manufacturing partners to provide these products as part of our portfolio to domestic markets and travel retail too.
We are looking to increase our presence in existing markets and explore new geographical areas where travel retail is growing. This includes expanding further into Europe, Africa as well as LATAM as our focus markets.
We also aim to introduce new product categories that cater to evolving consumer preferences and trends. This includes products with innovative formats that enhance convenience and user experience. We have just launched a range in Zero Nicotine, as well as in 50mg in response to customer demand in specific segments and we are set to introduce pouches as well.
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