Lessons In Cannabis Sales & Distribution From 20 Years In The Game, Part 1

rsz jared smile back cover

Jared Kesselman is a Los Angeles native who has earned his living professionally in the cannabis industry since 2000. In 2021, he wrote the critically acclaimed book “The Business of Cannabis: A Blueprint to a High Income.” He has been on the front lines as a sales rep visiting ten or more dispensaries each day pitching products. As a director of sales and distribution, Jared devised and implemented successful sales and marketing strategies while partnering with cultivations, manufacturing facilities, and distribution outfits. He’s built cannabis brands from the ground up as well as the distribution systems and networks needed for success. Jared has consulted for many brands to help with product development, pricing, sales, distribution, marketing, retail support, and sourcing raw materials. He has sold thousands of pounds of flower and kilos of cannabis extracts while closing countless branded, white label, and bulk deals.

Here are a couple of his best practices/insights.

Quality not quantity:

It goes without saying that getting your brands inside retail stores is critical to your success. But just as critical is getting into the right stores. Don’t focus on getting into all the stores, rather use your resources to get into the high volume stores that support your brand. The logistics, time, effort, and money involved in properly supporting the retail stores sales efforts can become very demanding. It is much more effective to focus your efforts and promotions to increase the volume at your best performing stores than to spread yourself too thin trying to hold on to underperforming stores.

Also, look for stores that have a vibe and clientele that resonates with your brand, products, price points, and story. Not everything that glitters is gold. A famous, brand name retail store might look appealing, but it also might be focused on selling its own products over yours and its location’s demographics might not fit yours. A small mom and pop store in a rough area with a loyal customer base and a staff who loves your products is much more valuable than a large, well known retail store in a high end location whose staff is focused on selling their own brands and whose customers come their specifically for their in-house brands.

Know your demographics and focus on stores that cater to them. Also always get the staff on your side and make sure they try your products and get some branded merch.

There’s too many Brands:

If you walk into your local dispensary you will notice there are hundreds of different brands.

One dispensary in the valley has a huge billboard claiming they have the biggest selection in L.A. with “over 1,500 different products.” Is that supposed to be a good thing? My “quality not quantity” principle definitely applies here. People want simplicity. They don’t want to have to make difficult decisions. That’s why In-N-Out is so successful. Good quality food and an incredibly simple menu. Burgers, fries, sodas, and milkshakes. That’s it. Do one thing and do it better than everyone else.

The cannabis industry is at a similar stage to the American car industry in the early 1900’s. Back then, there were almost 2,000 different car companies producing over 3,000 car models. How many are there now?

Most of these brands will go under or be acquired and/or merged with other companies. In order to be one of the companies remaining after the dust settles, you have to run an operation that is efficient, keep your costs down, and offer high quality products at a fair price consistently. Stay true to your values and culture as a company and grow organically through effective marketing, collaborations, and promotions.

Support your retail partners and provide them with fresh content that they can post to their customers. And finally, being vertically integrated definitely helps. When you can grow your own flower, manufacture your own products, and distribute them to your own retail outlets you have a great chance to be successful. Don’t rush things and learn from your mistakes.

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Is Delta 8 federally legal?

Delta-8 is legal federally, and most state laws don't specifically address it. Due to ambiguities in the 2018 farm bill, which legalized hemp and hemp products, delta-8 is currently not prohibited by federal law.

What are the benefits of Delta 8?

In the human body, Delta-8 binds to the CB1 and CB2 receptors. Because it binds to both receptors simultaneously, users experience a milder cerebral high. When compared to the effects of THC, users describe a more clear-headed, productive, energetic, and upbeat feeling.

Is Delta 8 or CBD better?

Difference Between Delta-8 THC and CBD Delta-8 THC may not be as prominent as Delta-9 THC, but it is still among the predominant cannabinoids with psychoactive properties. However, CBD is NOT a psychotropic cannabinoid. While CBD can have better results in the long run, Delta-8 THC can give you a quick fix.

Can you fly with Delta 8?

Is it Legal to Fly with Delta-8-THC? Often, yes! It is legal to fly with Delta-8 when you are flying to and from areas where Delta-8 is legal, as long as the airline you choose doesn't specifically prohibit Delta-8 products.

Does Delta 8 help with anxiety?

Contains less than 0.3% Delta 9 THC. Good for chronic pain and anxiety relief. It does not cause paranoia or increased Anxiety.

Is Delta 8 a controlled substance?

Delta-8 is considered a Schedule 1 Controlled Substance by the US Drug Enforcement Administration (DEA) because it is known to cause psychoactive impairment to the consumer.

What is the difference between Delta-8 and Delta 9?

Delta-9 THC is a property of cannabis discovered all the way back in 1964. The primary difference between Delta-8 THC and Delta-9 THC is that Delta-8 is just a bit less psychoactive than Delta-9. This means that products with Delta-8 THC have a more gradual, and therefore more satisfying, effect on the consumer.

Does Delta-8 become 11 hydroxy?

Although in an edible form, Delta-8 THC can metabolize into a natural chemical called 11 Hydroxy tetrahydrocannabinol. Since 11 Hydroxy THC can only be absorbed through the liver, the molecule's possible psychoactive effects can last up to 6 to 8 hours during digestion.

Does Delta 8 make you sleepy?

According to the NCI, Delta-8 uniquely binds twice with cannabinoid receptors in the nervous system that play a role in sleep by calming down processes like breath, heart rate, and mental activity.

Does Delta 8 Flower get u high?

Delta-8 THC is one of the hottest topics in cannabis right now. It's a minor cannabinoid that can get you high like traditional THC, but much less so. Delta-8 found in small amounts in the cannabis plant and is often converted from other compounds like CBD.

How does Delta 8 affect the body?

5 benefits delta 8 could offer you According to the National Cancer Institute, delta-8 THC can bind to the CB1 receptor throughout the body. These receptors are part of our endocannabinoid system, which helps our body regulate and maintain homeostasis.

Does Delta 8 contain CBD?

Delta-8 is yet another compound derived from Cannabis sativa or the hemp plant. As you likely know by now, this is the same natural origin that CBD, THC, CBG, CBN, and CBC come from, too. Though all of these compounds are related to some degree, delta-8 is closest to CBD and delta-9 (also often known plainly as THC).

Does Delta 8 cause euphoria?

Delta-8 may not produce intense euphoria, but it will take effect pretty quickly. Depending on your mode of intake, of course, the time of impact will vary. If you vape it, you will experience the effects within 1 to 6 minutes. If you use a tincture, you will get the first effects after half an hour.

Is Delta 8 legal in all 50 states?

The Short Answer: Yes. Hemp-derived Delta-8 THC products, containing less than 0.3% D-9 THC is legal in all 50 states of the USA. But what if the extract contains more than 0.3% Delta-9 THC?

Can Delta 8 help you lose weight?

A research study from 2004 concluded that delta-8 helps increase appetite while promoting weight loss. This effect is certainly very unique, and scientists will do even more research on this subject. These effects might be due to the potential benefits delta-8 has on metabolism.

Does Delta 8 give you munchies?

Yes, Delta 8 can make you feel hungry. Delta 8 is an appetite-stimulating analogue of tetrahydrocannabinol (or THC). Of course this depends on the amount you smoke (vapes) or consume (edibles), but Delta 8 has been reported to stimulate your appetite, in some cases, even more than Delta 9 (marijuana).

Does Delta 8 make you laugh?

Whatever makes you laugh, Delta-8 is a great way to start the fun. In fact, we've developed Delta-8 products because we love to see people laugh.

What does Delta 8 convert to eating?

Delta-8 THC actually converts into delta-11 THC when processed through the digestive tract. Since delta-9 THC also converts into delta-11 THC when eaten, there's no special benefit to eating delta-8 THC. In general, research suggests that delta-8 has about two-thirds of the potency of delta-9.

Does Delta 8 affect your liver?

In the present study, we have demonstrated that Δ8-THCV exerted protective effects against liver I/R reperfusion damage by attenuating tissue injury, oxidative stress and inflammatory response.

Does Delta 8 make good edibles?

Our Delta-8-THC Gummies — Best for Beginners They contain 10 mg of delta-8-THC per gummy, which is a great dose to start your journey into edibles with. It will give you a relaxing buzz, and you can easily increase the dosage as needed. Our delta 8 gummies are made from a broad-spectrum hemp extract.

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