Our VP of Sales & Marketing, Chris Guthrie, recently moderated a webinar in partnership with one of our favorite trade shows, MJ Unpacked. The conversation brought together Blythe Huestis, VP of Retail for Sun Theory, Erick Rodriguez, SVP of National Retail Operations for The Cannabist Company, and Nicole Hanratty, VP of Marketing for MWG Holdings Group. The group dug into the reality of protecting margins during the holiday rush. Below are a few standout moments worth revisiting.
Creating a warm and welcoming dispensary environment came up fast. Hanratty encouraged retailers to lean into seasonal decor and let staff have fun with colors and small winter touches. She said, “it’s the holidays and people want to shop,” which sets the tone for why ambiance matters. Rodriguez echoed the thought, adding that a little spirit goes a long way in making the space feel cozy. Huestis reinforced the vibe by reminding everyone to keep it “festive, without being gimmicky,” so the store feels intentional rather than overdone.
The group also focused on service. Hanratty highlighted the importance of empathy during the holidays since this season can feel heavy for some shoppers. A small act of patience or kindness can shape the entire guest experience and build long-term loyalty.
Vendor days took a front seat next. Huestis spoke passionately about the value of brand ambassadors on the sales floor, saying “vendor days are so important.” Hanratty agreed and pointed out that swag can be a strong margin protector for brands. Huestis added that giving away branded items can reduce the pressure to discount, which keeps revenue healthier. Everyone aligned on how much these visits contribute to both the customer experience and the relationship between brand reps and retail teams.
Gifting season opened the door for a fun memory from Guthrie. When he operated his own dispensary, the team filled clear ornament balls with flower to create a playful, holiday-ready gift. That sparked a wider conversation about upsells. Huestis shared her approach of placing five-dollar items at the register to capture impulse buys and building gift ideas under twenty dollars, plus stocking stuffers under ten. The group also talked about spend-and-save promotions and donation-driven discounts that reward shoppers for bringing in coats or food for local charities.
Parsing through crowded menus is another challenge the panel addressed. Hanratty turns to reporting as her guide, calling data “the best guardrail.” She looks for products that consistently move, along with items that are frequently purchased together. Those patterns help her shape bundles and set realistic sales goals. Huestis reminded retailers that “cannabis doesn’t rest during the holidays” and stressed how important it is to monitor discount stacking, especially when stores run several promotions at once.
On the operational side, Huestis shared her cadence of daily and weekly reviews, plus retrospectives after each promotion. She keeps communication tight across operations, purchasing, and marketing to confirm that deals are truly delivering. Hanratty takes a similar approach and digs into post-activation reporting to understand what resonated and what needs refinement.
Rodriguez closed with a story that drew laughs. His team once ran a “20 days of Christmas” promotion with a wrestling-themed brand. They brought local wrestlers into the parking lot, created a spectacle, and made strong sales. The neighbors were less enthusiastic, which is why the event will live only in memory. It was creative and chaotic, which feels accurate for cannabis retail during the holidays. He reflected, saying “we made a lot of sales, but our neighbors were not happy.”
We loved hosting this conversation and diving into real tactics for protecting margins during the busiest shopping weeks of the year. If you want more industry insights, follow 365 Cannabis and the leaders from this panel.
As Rodriguez put it, “we sell weed, let’s have fun.”
Happy Holidays!
MJ Unpacked Panel for “Protecting Margins During the Holiday Season: Strategies for Retailers”:
Moderator: Chris Guthrie from 365 Cannabis
Speakers: Blythe Huestis from Sun Theory, Erick Rodriguez from The Cannabist Company, and Nicole Hanratty from MWG Holdings Group
Organizer: MJ Unpacked
Q4 is a sprint for every industry, and cannabis is no exception. As cultivators move through their Croptober yields, the focus shifts to fulfilling retail orders, supporting multi-location partners, and keeping profits intact. Yet the pressure on dispensaries to run aggressive holiday promotions, deep discounts, and BOGO deals creates a ripple effect upstream. Wholesale prices tighten, margins shrink, and growers are left fighting to stay profitable during the busiest sales season of the year.
Protecting those margins is a key survival strategy for everyone in the cannabis industry. The entire cannabis supply chain is feeling the squeeze, from cultivators to distributors to retailers. The good news is that there are ways to preserve profits while maintaining your reputation as a premium, in-demand brand. Here is how cultivators can safeguard revenue, strengthen retail relationships, and finish the year with a stronger bottom line.
Medicated products carry higher costs for movement, verification, and compliance processing, which can eat into your profit with every sale. When dispensaries ask for promotions like BOGO or BOGO50 on flower or infused products, it often means cultivators are giving away expensive inventory just to stay competitive.
Instead, consider non-medicated promotions that still excite consumers without cutting into your margins. Branded glass, lighters, rolling trays, or apparel can extend your brand presence beyond the shelf while keeping your profit per gram intact. Coveted items like dab rigs or nicer glass can create gift sets perfect for the holiday season. With the right planning and lead times, these non-medicated promos create a holiday buzz that boosts sales and loyalty without giving away your most valuable products.
Instead of spending on giveaways, put that budget toward people. Pop up events are one of the most effective ways for cannabis cultivators to build relationships, educate consumers, and boost sales during the holiday season. By allocating labor hours toward field marketing instead of product discounts, you create lasting brand impressions that translate into stronger retail performance.
Get your brand ambassadors in stores, events, and anywhere consumers are shopping. Have them share what makes your genetics, growing practices, or formulations different from the rest. Every conversation adds brand value, strengthens staff recommendations, and keeps your products top of mind long after the pop-up ends.
It may seem like a small move, but physical presence often outperforms price cuts when it comes to building loyalty and driving repeat sales.
Wholesale relationships matter most during the holidays. Dispensaries stock up early for gift shoppers and tourist traffic, but they also expect quick replenishment when products sell fast. With forecasting and Available to Promise tools built directly into your ERP, cultivators can see what inventory is ready, what is in production, and what can be committed to future orders without stretching supply too thin.
This visibility makes it easier to give retail partners accurate timelines and avoid last minute surprises. By analyzing past sales data, you can predict which strains or SKUs will move fastest in December and plan production around proven demand.
With the SellStack integration, cultivators can bring that data straight to their buyers. Custom built B2B wholesale storefronts let retailers view live inventory, see real time ATP quantities, and place orders directly through your portal. That removes endless back and forth emails, speeds up order cycles, and keeps your brand visible when dispensaries are looking to restock fast.
Instead of producing slow movers, cultivators can focus labor and materials on products with the best sell through rates. The result is less waste, fewer discounts, and a steady balance between supply and demand supported by one connected system that protects profit margins all season long.
In an industry where every dollar counts, automation is the gift that keeps on giving. From batch costing to compliance reporting, centralized systems save hours of manual work each week. Less time crunching numbers means more time managing growth, quality, and strategy.
Want to hear more about protecting margins during the holiday season? Our VP of Sales & Marketing, Chris Guthrie, discuss this with other cannabis leaders? Tune into our upcoming webinar with MJ Unpacked, “Protecting Margins During the Holiday Season: Strategies for Retailers.” Register for the webinar here.
The holiday season is lined with holly, good intentions, and the green rush. Sales spike, promotions multiply, and every retailer is racing to make this quarter their biggest yet to close the year strong. But without real visibility into your costs, your profits can go up in smoke faster than a mom with a budget on Black Friday.
Protecting cannabis retail margins during the holidays is about more than offering deals. It is about control, timing, and knowing exactly where your money is growing and where it is burning out.
Holiday promotions can be a wild ride. Flash sales, bundle deals, and last-minute discounts can move product fast, but they can also torch your margins if you don’t track them closely. Every gram counts, and every discount matters.
Many cannabis retailers still rely on disconnected systems for sales, inventory, and finance. One dashboard shows sales climbing while another shows inventory missing, and finance teams are left waiting for reports that arrive too late to act on. Promotional items need to go through intake and be marked correctly for any BOGO or GWP dispensary deals. With more going on, there’s simply more to track and analyze to get the full scope of the sales data.
An integrated ERP system like 365 Cannabis clears the haze. It connects your operations from register to report, giving you a live look at inventory, pricing, and profitability. You can see which products are flying off shelves, which are lagging, and which promotions are cutting too deep into your bottom line.
You cannot protect what you cannot see. During the holidays, visibility is the difference between a big win and a budget hit. Retailers need to understand true costs in real time, not weeks after the rush ends.
With the right ERP in place, operators can:
That level of insight lets you pivot fast and keep profits high without killing your customer buzz.
Healthy margins are the root system of a thriving cannabis business. The operators who win the holiday season are the ones who plan with data instead of guessing.
365 Cannabis gives you that foundation. It connects your sales, inventory, and financials in one ecosystem so you can forecast demand, manage pricing, and measure true profitability from seed to sale. With the right data, every decision grows your bottom line.
When your team works from a single, trusted system, you spend less time chasing spreadsheets and more time cultivating opportunities.
Margin protection is top of mind across the industry, and it is the focus of MJ Unpacked’s On Point panel. Join Chris Guthrie, VP of Sales and Marketing at 365 Cannabis, along with retail leaders from across the country, for an open conversation on how data transparency, smarter promotions, and connected systems keep retailers profitable even in the busiest season.
The session, Protecting Margins During the Holiday Season: Strategies for Retailers, takes place on November 13 at 11 AM PST. Expect practical insights, real experiences, and strategies that help you keep your profits high and your stress low.
Register for the webinar here.
California cannabis operators are facing a major compliance update with the launch of Metrc’s direct to consumer recall tool. This new feature was announced on Wednesday, August 20th and changes how cannabis product recalls are managed in California. The tool shifts responsibility from dispensaries to a system driven notification that alerts consumers directly. For operators, the Metrc California recall system represents both an opportunity to build trust and a challenge to manage increased compliance pressure.
Metrc is the state system for California’s cannabis industry. In California, Metrc is used to monitor cannabis from cultivation through retail sale. Historically, product recalls were communicated through dispensaries and regulators, with operators relying on store staff or email chains to notify customers. Metrc is utilizing their partnership with Retail ID to communicate product information. This creates a direct channel straight to consumers from Metrc themselves. By streamlining middle steps, California regulators can deliver faster and more reliable alerts when a product is identified as unsafe or mislabeled.
An interesting side effect of this movement will be the direct visibility users have when interacting with brands and products. Dispensaries have reached varying levels of effectiveness when relaying product updates to customers. Some can be very effective or proactive with recalls while others may slap a sign up on the show floor and call it a day. This initiative thankfully reduces the workload from dispensaries and refocuses the recall discussion to the products and brands. Here are some high-level benefits we anticipate from this pivot:
On the flip side of this initiative, brands can anticipate an increased level of visibility with any potential recalls. Brands that have recurring recalls will be repeatedly brought to the forefront of the conversation which may (and should) impact their brand affinity and even market share. The Metrc California recall tool makes transparency unavoidable, meaning operators must be prepared to respond quickly and clearly to prevent brand damage.
Operators with increased concerns about Metrc California’s recall tool need to zoom out and bring compliance to the forefront. There are a few options but optimizing compliance tools is essential. Many Seed-to-Sale software options focus on solely connecting to Metrc as a safeguard. A full suite ERP, however, goes past the Seed-to-Sale compliance and delivers compliance safeguard across every element of the business. A software tracker that brings in all departments into one source of truth can be leveraged for accurate inventory, batch tracking, and stopping issues before they arise.
Being proactive is the best defense against the potential disruption of a recall.
365 Cannabis helps operators manage recalls seamlessly by combining compliance, finance, and operations in one ERP system. With centralized inventory and batch tracking, compliance integrated reporting, and financial impact visibility, 365 Cannabis equips operators to handle recalls quickly and effectively. Instead of scrambling during a recall event, operators using 365 Cannabis can act with confidence, minimize losses, and protect their brand.
The new Metrc California recall system raises the stakes for cannabis operators across the state. Businesses that rely on spreadsheets or disconnected software will struggle to keep up with the speed and transparency regulators now demand. With 365 Cannabis, operators gain a trusted ERP partner that ensures recalls are managed with accuracy, efficiency, and accountability.
Learn how 365 Cannabis supports California operators here.
Oversupply in the cannabis industry has fueled the infamous “race to the bottom,” pushing prices lower and squeezing margins for operators nationwide. Too many cannabis businesses focus on sheer output and overlook a key business practice: selling through inventory at a healthy margin.
Because cannabis is a regulated product with strict expiration dates, operators must not only produce efficiently but also turn product quickly. The reality is that many overproduce which forces them to slash prices just to get product onto shelves. This cycle of oversupply and discounting has accelerated falling wholesale prices across the U.S. According to Cannabis Benchmarks, the weighted average price for a pound of cannabis dropped from $1,328 in August 2019 to just $1,093 in August 2025—a 17.7% decrease—while inflation rose by 26.36% in the same period.
With rising costs of living and operating facing off with a race to the bottom, cannabis operators need smarter strategies to protect margins and stay competitive.
Spoilers: we got your back on this but keep reading.
A major factor in the race to the bottom is discounting product pricing. Common reasons for discounting products are upcoming expiration dates and having too much product on hand and needing to make space. A solution that we have seen success with is Available to Purchase (ATP) in cannabis software.
ATP is a live tool in cannabis inventory management software that delivers data to operators on how much cannabis can be legally and operationally committed to a sale. Basic inventory counts will only show how much finished product is ready to sell at that moment- just what's on hand. An APT program is a comprehensive look at what you have on hand, what you have allocated to customer orders, what’s quarantined, what’s in the production cycle, and what’s pending testing. Where basic inventory reports give a surface-level snapshot, ATP provides a comprehensive, real-time picture of what’s actually sellable.
ATP capabilities for cannabis management extend past sales availability; it can also be a compliance safeguard. The accurate numbers inclusive of products in testing or to be finished soon deliver accurate inventory across the board. This ensures alignment with the state compliance system and avoids unnecessary compliance penalties. Many ATP solutions also offer FIFO capabilities to ensure, true to form, product is sold on a first in, first out basis.
ATP also prevents accidental oversell situations that may be costly and labor inducive to fix. Aside from oversells, there may be fees or penalties within state compliance systems for inaccurate product numbers. The ATP tool becomes a single source of truth for cannabis sales commitments and streamlines operations for your sales team.
When paired with a cannabis ERP system that includes sales projection reporting, ATP gives operators the insights they need to forecast demand, control output, and maintain profitability.
The fastest way to bring ATP into your cannabis operation is by using a cannabis ERP system designed for compliance and inventory management. With 365 Cannabis, ATP is powered by SellStack and can be built directly into cultivation, manufacturing, distribution, and retail workflows. That means operators can see, in real time, exactly what inventory is legally and operationally available to sell, without worrying about overselling, compliance discrepancies, or wasted product.
By combining ATP with 365 Cannabis’ sales forecasting, costing, and compliance integrations, operators can finally take control of their inventory, protect profit margins, and stay competitive, even in an oversupplied market.
To see the solution in action, schedule a demo with 365 Cannabis and discover how ATP can give your business the confidence to promise only what you can deliver.
How to choose a POS system? the ultimate question pondered by small dispensaries and large cannabis conglomerates alike. The cannabusiness industry faces a set of unique opportunities and challenges, so having tailor made systems, such as dispensary POS software, allows you to grow and thrive. The cannabis landscape has changed much in the last few years, as more and more small-time operations are seeking to evolve into legitimate, large-scale business operations.
One of the most important aspects to consider as you scale upwards, is the level of adaptability and support your point-of-sale software provides. From tracking sales to compiling insightful consumer data, a strong POS system is critical to the continued growth of your operation. But, how do you choose the right one? First, let’s take a look at what a POS system does.
The success of every cannabis dispensary depends on having a well developed point-of-sale (POS) system. Weak, incomplete, or superficial cannabis POS software leads to lost money, sales, and even legal troubles.
At the most basic level, point of sale systems allow a business to accept payment and track sales. When thoughtfully crafted to meet the needs of the industry and market, a POS system can provide much more. For example, well built cannabis POS software provides the following:
Providing staff with a user-friendly dispensary POS software creates a professional retail experience for the customer and gives staff time to do what they do best- care for the customer.
Using dispensary POS software will optimize your processes and minimize the amount of interaction needed with your system to reduce the risk of potential data entry errors.
Cannabis POS software, when functioning as part of overarching dispensary management system software, links your entire operation, allowing your stores to have an accurate count of what is in stock at all times, and to effectively manage your supply chain.
Well built software also provides built in reporting and analysis tools to gain insight into your business data.
Effective and worthwhile dispensary POS software will work as part of a system, and integrate with processing software and material requirements planning (MRP) to help with effectively tracking costs and maximizing resources.
In addition to the qualities mentioned above, below are some key factors to consider when it comes to how to choose a POS system.
Thorough, highly effective dispensary POS software should be easy to use too. Some people think complicated steps mean quality, though having a product which is easy for staff to use, saves time and increases productivity on a daily basis.
Customer experience should always be top of mind, so choosing a system which provides an easy, uncomplicated, and professional retail experience is critical.
Seeking providers who offer multiple ways to train and learn the system is important. Look for the ability to attend in person training, access documents, or work with a consultant.
Take the time to ask how easy the system is to update. Complicated update procedures cause delays and lost revenue for your business.
Choosing a provider who provides software to support the entirety of your enterprise, in addition to POS software, opens up a whole new world of possibilities.
Look for information gathering necessary for compliance to be built into the cannabis POS software and tailored to meet specific state, province, or international requirements.
Look at how data and reports are presented. Having a visual representation of information, interactive reports, and a way to share information across your organization are essential.
Our goal is to provide a comprehensive software solution designed specifically for cannabis cultivators, producers, distributors and dispensaries that allows users to maximize efficiency, promote growth, and ensure compliance. Learn more about us, and please contact us today with any questions you may have.
For most cannabis supporters, October represents more than cool temperatures and the start of fall. It is also a weed harvest season, AKA Croptober! This is the time of the year where outdoor farmers from across North America harvest their premium, sun-grown bud and begin to prepare it for the cannabis market to enjoy.
For outdoor growers, the benefits of Croptober are obvious. Since most North American outdoor cultivators start their growing process around the Spring Equinox (mid-spring), October is the season where all the hard work they’ve put in for the last 3-4 months finally yields results.
According to Weedmaps, “about 80% to 85% of cannabis varietals are ready to harvest during the traditional October cycle.” Once harvested, this cannabis is ready to be dried, cured and sold/processed.
Although Croptober is an amazing time for outdoor growers, it also comes with its fair share of risks.
The most obvious danger is the unpredictable weather conditions throughout the harvest calendar. Though the summer months are predictable in most of North America, fall weather is not as easy to forecast. Unsuspected monsoons or winter storms could delay your harvest, damage your plants, or even destroy your crops.
Keeping an eye on weather conditions and properly protecting your plants with trellis netting, drainage systems, etc. could be the difference between a bountiful harvest season and a catastrophe.
During this peak harvest window, it is also important to remember that you are not the only outdoor cultivator that is preparing to sell your flower. Competition is most going to be stiff. Therefore, it is important to quickly harvest your bud and prepare it for drying and curing.
To assist with post-harvest activities, companies often seek help from technology companies to automate processes, identify bottlenecks, and minimize human error. Getting your flower on the market quickly will give you a huge edge over your competition.
Indoor growers do not have the same positive attitude regarding Croptober as their outdoor counterparts. Due to the large amounts of processed flower on the market, indoor growers are forced to reduce their prices to stay competitive.
In an article from Benzinga, an experienced cultivator notes, “The massive influx of outdoor-grown cannabis could cause the market price of a pound to drop by $400 to $500.”
Although this could still be a problem for indoor cultivators in October, these temporary price changes are made up for by a consistent harvesting schedule throughout the year.
Indoor cultivators also benefit from a more predictable, controlled environment, so their risk of losing entire crops to bad weather conditions is mitigated.
Regardless of the way you grow cannabis, it is important to have the right technology in place to track and manage your plants, maintain compliance, and speed up your processes.
This is where cannabis ERP, 365 Cannabis can step in and ensure that you reap the full benefits of Croptober and the rest of your cultivation operation year-round. 365 Cannabis comes equipped with functionality tailored to fit the unique needs of cannabis cultivators. This allows your business to reduce or eliminate manual processes, increase efficiencies, and focus on growth.
If you would like to see how 365 Cannabis can make your Croptober a successful month, request a demo to see more!
