MJBizMag November-December 2021 - 54

What Consumers Want
pain, something that will help relieve
migraines, " DeMarco said.
Observers noted that consumers of
all ages and genders will buy flower,
but the most prolific purchasers are
younger males.
ALL ABOUT THE MONEY
Price is another important factor.
" The majority of people that we see
are budget-conscious consumers, "
Cundari said. " Not that we don't want
the higher-end consumer, we're always
going to have higher-end products.
But, predominantly, you find people are
looking for something that's just going to
get them through their day or through
their week without putting a huge hole in
their pocketbook. "
Flower strains that are most popular
at ArborSide combine " fruity or tropical
elements " and " cakey, vanilla-type
terpene profiles with that sharp gasoline
back end, like a Sour Diesel or a GMO
Cookies, " he added.
PRE-ROLL SALES ON THE RISE
Pre-rolled joints are becoming an increasingly
important flower factor.
At stores owned by New York-based
multistate operator Ayr Wellness, flower
accounts for nearly half of all sales. And
while flower's market share has slipped
by a percentage point or two recently,
that loss has been offset by gains in
pre-roll sales, said Jeff Finnerty, Ayr's
head of marketing.
Flower and pre-rolls together account
for 53%-57% of Ayr's sales, depending
on the market, he said, with pre-rolls
comprising 8.5%-10.5% of the total.
Why have pre-rolls increased in
popularity, especially during the
coronavirus pandemic? Finnerty believes
that portability and convenience are
major reasons.
Still, marijuana retailers believe
flower will remain king. " Whole flower
continues to be the most familiar
format-not only to experienced users
but folks that are unfamiliar with
cannabis, " Finnerty said.
54 MJBizMagazine | November-December 2021
$70M
The Rise of Branded Flower
The sale of branded flower continues to take market share from
house brands. And while individual brands might dominate in
their areas, house brands still collectively bring in more revenue.
$80M
Top brands by sales
A look at the top 10-selling brands
by total sales for September 2021
and their sales since 2017 in CA,
CO, NV, OR and WA.
$60M
$50M
Sept.
2021
$51.5M
$40M
House brands
$30M
House brands accounted for 61%
of flower sales in September 2021,
down from 71% in 2019.
$20M
1
2
3
4
5
$10M
House brand
CannaBiotix (CBX)
Phat Panda
Pacific Stone
Cookies
6
7
8
9
Old Pal
Kings Garden
Artizen Cannabis
10 Flow Kana
N.W. Cannabis Solutions
Sept.
2021
$7.1M
House
brands
61%
Other
brands
39%
2017
2018
2019
2020
2021
Source: Headset

MJBizMag November-December 2021

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