How to Get Your Cannabis Brand Buyers Onto Retailer Shelves

With Anthony Alegrete, 40 Tons Co-Founder and COO, and C3 Industries Cannabis Buyer Joshua Smith

With cannabis projected to grow steadily toward $55 billion by 2026, the industry is ripe with opportunity. So why are brands left wondering how to catch the eye of cannabis buyers and get their cannabis, CBD, or ancillary products onto shelves? 

Cannabis buyers have no shortage of eager brands lining up for a shot at those precious inches of shelf space; if you want to make it to market, you’ll need patience and a plan of action to get your brand in front of dispensary purchasing agents.

We brought in 2 experts to walk you through the brand preparation required for shelving consideration, tips for popping onto a buyer’s radar, and the leg work it takes to get into stores.

Save your free spot and tap into the tried and true experience of social impact entrepreneur Anthony Alegrete, 40 Tons Co-Founder and COO, and C3 Industries Cannabis Buyer Joshua Smith.  

During the webinar, you will learn: 

  • Tips and tricks for getting your brand into the hands of cannabis buyers
  • Knowing your market, how your brand falls into the competitive landscape, and where to get the data to prove it
  • How to create brand demand, make noise in the industry, and get cannabis consumers talking

If you want to get onto retail shelves and stay there, you don’t want to miss this candid conversation.

Webinar Highlights

How to Approach Cannabis Brand Buyers With New Products

04:40  – 06:29: Jake Litke, CEO of MediaJel, and Joshua Smith, Retail Buyer at C3 Industries, provide valuable insights for cannabis brands reaching out to dispensary buyers. He emphasizes the importance of first impressions, interacting respectfully with the budtenders, and conducting research before visiting the dispensary. 

Budtenders are influential intermediaries in this process, so their impression of the seller carries weight with buyers. Sellers should build positive relationships with budtenders and recognize their influence in shaping customer perceptions through product recommendations. To achieve this, he suggests that sellers engage kindly and consistently. 

Conducting thorough research to understand the dispensary’s business scope is essential preparation for the first visit. Sellers should demonstrate a vested interest in the company’s needs and goals rather than rely on the dispensary to guide them through operations. By doing so, sellers can establish trust and credibility with potential clients and increase their chances of success.

Strategies To Get Your Cannabis Product in the Shelf

06:31 – 10:50: Jake Litke and Joshua Smith, Retail Buyer at C3 Industries, and Anthony Alegrete, COO of 40 Tons and Creative Director at WriteSea, discuss attracting buyers and establishing a brand’s market foothold. They explore the nuances of gradually building buyer relationships and creating a distinct brand identity.

Joshua believes in building rapport with customers over time rather than trying to make quick sales. He prefers to support regular customers by providing excellent service and building trust, leading to a mutually beneficial relationship.

Anthony shares his insights on introducing new products to the market and developing a brand’s unique selling points. He highlights the importance of reputation and positioning, stressing the significance of identifying competitive pricing and product value.

Anthony also discusses the importance of refining product offerings and pricing strategies before engaging with buyers like Joshua. He explains that it’s crucial to effectively align product quality, market perception, and pricing strategy to meet buyers’ expectations and market demands.

Cannabis Dispensaries Aren’t Just Buying Your Product; They Also Want Retail Support and A Reliable Supply Chain

10:52 – 17:10: Joshua Smith sheds light on the challenges that brands encounter in obtaining shelf space and the role of brand awareness in driving consumer interest. To build a solid relationship with your buyer, brands must provide substantial support, allocate marketing budgets, and engage in promotional activities that gain additional visibility and recognition. 

Anthony Alegrete emphasizes the significance of learning each market’s dynamics, identifying customer impressions of competitor brands, and setting appropriate price points that meet customer expectations. 

Anthony advocates for a focused approach, concentrating on a few key stores. At each store, brands should prioritize building strong relationships, optimizing targeted marketing strategies, and managing supply chain operations. By following these practices, smaller brands can effectively navigate the retail space and position themselves for success.

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