Behind the polished presentations and sophisticated branding is a less glamorous conversation about wholesale pricing, retail margins, promotional allowances, payment terms, and who can afford to keep competing.
I’ve experienced that disconnect firsthand through my work representing cannabis brands across flower, pre-rolls, vapes, and edibles, including Empire Standard, Dada Exotics, and SpacePoppers. I’ve negotiated with dispensary buyers, worked alongside retail teams, helped develop promotions, and watched what happens after the excitement of a product launch wears off.
Increasingly, the conversation comes back to price.
