MJBizMag November-December 2020 - 124

BestPracticesInExtraction | Bart Schaneman
" They'll become beacons
for what you're trying
to do. "
In California,
budtenders are often
mature and well-versed in
the products available, so
quality often wins out, he
added.
But Mandel says
it's important to go
a step further: For
example, he suggests
taking the region's top
20 budtenders to the
company's facility for a
getaway once a year. A
site visit and a weekend
away will show the sales
associates how products
are created and serves as a reward
for recommending the brand.
At Denver-based Clear Creek
handing out educational
materials.
" Doing that education
after they've had an
opportunity to sample our
product resonates more, "
he said.
Barsoom also believes
Derek Cumings
in sales incentives. For
one contest, the three
budtenders who sold
the most 1906 products
received cash rewards.
Peter Barsoom
Price Accordingly
While some budtenders
will push a product
that's cheap but high in
potency, Barsoom said
cannabis consumers are
more discerning, especially in mature
markets.
" People will pay for quality if they
Extracts, a subsidiary of edibles, vapes
and concentrates producer Medically
Correct, co-founder Derek Cumings
believes in persistence when it comes
to giving out samples to budtenders.
" Sometimes you give away a lot of
products, then you catch a whale, " he
said of getting samples into the right
hands. " Good product and a good
value are the most important things. "
Peter Barsoom, CEO of Denverbased
edibles company 1906, floods
budtenders with samples before
perceive it's giving them high-quality
ingredients from brands they trust, " he
added.
Mandel agrees that the extract market
isn't a war where the lowest price always
wins, but he also believes consumers
are price sensitive to a degree.
In California, for example, he sees
some lower-quality products still
garnering market share. Therefore, his
goal is to make high-quality products
as affordable as possible. A tin of
Cannadips retails for around $18.
Cumings said prices for marijuana
extracts and infused products can
be fluid, so he recommends staying
current on pricing trends by spending
time in retail stores and asking for
reports from the sales team.
" You don't want to be outpriced,
and you also don't want to give your
product away, " he said.
The founder of Cannadips says budtender
education is key to sales. Courtesy Photo
Bart Schaneman covers
cultivation and extraction
for Marijuana Business
Magazine. You can reach
him at bart.schaneman@
mjbizdaily.com.
124 Marijuana Business Magazine | November-December 2020
Find the
Right Store
Denver-based edibles company
1906 is selective in deciding
which stores to sell to.
Many dispensaries haven't
modernized and still look too
much like head shops, according
to 1906 CEO Peter Barsoom. To
spruce things up and help direct
dialogue to 1906 products, his
team provides retailers with
posters and other decorations.
" It makes the customer more
engaged with the products on
the shelves, " he said.
Barsoom said it's important in a
large marijuana market such as
Denver's not to oversaturate by
selling products in every store.
Instead, the stores that sell
1906 products have been
vetted and take " serving
customers and patients
seriously. "
Derek Cumings, CEO of
Denver-based Clear Creek
extracts, agrees brands
should be " very selective " in
choosing which stores to sell his
products.
" You don't want to be sold in 20
stores if you can be a constant
force at seven or eight stores, "
he added.
Cumings advocates for making
the right relationship within
a store-be that with the
purchasing manager, store
manager or owner.
" They have the power to sway
all their employees, " Cumings
said.
- Bart Schaneman
MJBizMag November-December 2020

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