Altria

PM

100

What is a PSO (Strategic Option)?

What is 

A PSO is the contract level the retailer selects, which determines their requirements and the amount of funds they can earn.

200

What is PMQ and why is it important?

What is 

PMQ (Merchandising qualifier) ensures stores maintain required cigarette display space (PCMA). If they don’t meet it, they lose eligibility for key funds.

300

 What are key requirements to stay compliant?

What is 

• Maintain PCMA width

• Follow pricing requirements

• Execute signage correctly

• Stay aligned to PSO

400

How do you identify if a store is out of compliance?

What is

• Wrong pricing

• Missing/incorrect signage

• Reduced PCMA space

• Not following PSO requirements

500

How do you keep a store in PSO?

What is

• Reinforce value (earnings + simplicity)

• Show what they lose if they drop out

• Tie it to their volume

Helix

100

What are the Helix merchandising levels?

What is

Platinum, Platinum Starter, Gold, Silver, and Bronze. 

200

What is the main goal of the Helix program?

What is

To grow Helix product sales by improving visibility, placement, and distribution in stores.

300

What are key merchandising requirements?

What is

• Linear space (2’–6’+)

• Product position (#1, #2, etc.)

• Helix header/signage

400

How do you upsell a store from Gold → Platinum?

What is

• Show increased earnings per can

• Explain impact of better placement (#1 position)

• Tie to their volume potential

500

How do you handle limited backbar space?

What is 

• Recommend “split” positions

• Reallocate low-performing SKUs

• Focus on highest ROI category space

USTTC

100

What is a USSTC contract?

What is 

A retail agreement where a store agrees to merchandising and pricing requirements for smokeless tobacco products in exchange for promotional payments and allowances.

200

How do retailers earn money in USSTC?

What is

• Multi-Can Offers (MCO)

• Non-Scan Offers (NSO)

• Loyalty Fund Programs (LFP)

• Special Price Promotions (SPP

300

What is MCO?

What is 

A promotion where retailers earn money for selling multiple cans (or rolls) at a discounted price. 

400

What is required for merchandising under USSTC?

What is 

• Dedicated smokeless fixture space

• Minimum width (e.g., ~2 feet)

• Proper signage and headers

500

What is the max share of space USSTC can have?

What is 

Up to 65% of the industry display in shared fixtures.

JMC

100

What products are included in JMC?

What is

Primarily cigars like Black & Mild singles and 5-packs (non-filter tip SKUs are typically included in offers). [2025-04-21...esentation | PDF]

200

What is the goal of the JMC program?

What is 

Drive volume by improving:

• Visibility
• Pricing value (multi-pack deals)
• Consumer purchase frequency

300

What is “Nice Price” / “5 for 4”?

What is

A key price promotion where retailers offer value pricing (e.g., buy 5 for the price of 4) to drive volume.

400

What is most important to check in a JMC store visit?

What is

• Pricing (pass-through)

• Visibility (fixture + placement)

• Distribution (in-stock SKUs)

500

What is one major performance issue in JMC today?

What is 

Incomplete pass-through (stores not fully honoring promotions), which reduces both retailer earnings and product volume.

SCAN

100

What is scan data?

What is 

Electronic transaction-level sales data submitted by retailers showing what products were sold at the store. 

200

What does scan data track?

What is 

• Product sales

• Transactions

• Pricing/promotions

• Loyalty activity

300

Why is scan data important?

What is 

• Validate promotions

• Measure performance

• Pay incentives and allowances

400

What is required in scan data reporting?

What is 

• Transaction-level data

• Proper promotion codes (UPC, loyalty IDs, etc.)

• Accurate pricing/discount info

500

How does scan data support loyalty programs?

What is 

• Loyalty usage (LIDs)

• Multi-unit purchases

• Consumer behavior