CAGNY 2021 Investor Presentation
Flexible IQOS Purchasing Bundles Driving
Trial & Purchase
IQOS % of Bundle Purchases by Channel
First 6 months in market
June 2020
introduction
■Lending
■Deluxe Bundle
■5-Pack Bundle
■10-Pack Bundle
or Device Kit
Atlanta
61%
Atlanta
IQOS Device Penetration %
Charlotte
Charlotte
Device
Penetration
% nearly 3x
Atlanta
1
6
Charlotte
Awareness
Engagement
Source: AVI Strategy, Consumer & Marketplace Insights: GMR Sales Extract through 01.02.2021"
26 | For Investor Presentation ONLY | CAGNY 2021 | 2.17.2021
Trial
11
16
Weeks
Purchase
Conversion
Device Penetration = Number of devices sold as a percentage of adult smoker population
Source: AVI Strategy, Consumer & Marketplace Insights Estimates
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