U.S. sales of electronic cigarettes are expected to jump past $1 billion this year, and where there's growth like that you can bet someone is making money – whether it'll be new companies or Big Tobacco remains to be seen.
While still a tiny fraction of total tobacco sales, the market is already a lucrative one for some fledgling e-cigarette firms, though companies that promote and advertise the products are receiving much of the benefits, not manufacturers themselves. Longer term, the burning question is: Who is best positioned when government regulators take control of a market that's so unfettered it can legally target adolescents with candy-flavored smokes.
Nationwide, e-cigarettes are sold with little restrictions except for one big one – they cannot claim to be a cure for habitual smoking or they risk U.S. Food and Drug Administration sanctions (several states also restrict sales to minors). Instead, sales have grown slowly in a curious niche – a hybrid of traditional smokers and those trying to quit. The battery-operated smokes heat nicotine-infused vapors that can be inhaled like a regular cigarette, making them safer than carcinogenic tobacco, but not necessarily risk-free, according to the FDA. Studies about their safety or effectiveness in quitting tobacco are not conclusive, and health officials say more research is needed.
In economic terms, e-cigarettes hit a classic inflection point last year when, after years of gradual sales growth, they became too big for the $100 billion tobacco business to ignore. Suddenly, celebrities like Leonardo DiCaprio are puffing on black-tube, blue-tipped e-cigarettes and touting them on commercials on MTV. E-cigarettes are becoming cool, and marketers have taken notice.
E-cigarette maker NJOY, with about 40 percent of the market, isn't selling itself based on its hipness factor. It's positioning itself as the choice of Main Street smokers who just want to quit tobacco, says S&P Capital IQ equity analyst Esther Kwon, who covers the tobacco industry. Targeting "smoke-quitters" makes business sense, she says. The Centers for Disease Control and Prevention says about 70 percent of smokers want to quit. To reach that group, Kwon says NJOY tries to duplicate the look and feel of a real cigarette.
Still, if its mainstream focus lacks downtown hipness, NJOY has generated buzz with its high-profile investors and anti-smoking "cred." NJOY's roster of supporters include billionaire Sean Parker, of Facebook and Napster fame, and former U.S. Surgeon General Richard Carmona, who will head a NJOY research committee that will study the e-cigarettes. The company is positioned for a possible takeover by one of the major tobacco players or a possible initial public offering, analysts say, though that could be some time into the future.
"Some smaller players will be taken over by Big Tobacco, and NJOY could eventually go public," says Adriana de Lozada, an analyst for private company research firm PrivCo. "NJOY has done a great job of positioning itself, but it's not ready to do an IPO, not yet. Growth is important, but so is size to be able to go public and to compete in this market."
Lorillard, the scrappy No. 3 cigarette maker behind giants Altria and Reynolds American, has moved aggressively with its blu brand, says Kwon, adding that the company has "always been an innovator." It's trying to bring a touch of Mad Men-style glamour to cigarettes, and bringing smokes back to the tube for the first time in four decades with ads featuring television celebrity Jenny McCarthy puffing up the benefits of e-cigarettes by saying "it's not sexy" to smell like an ashtray and pointing out she doesn't have to freeze outside to smoke a cigarette.