Merchandising cannabidiol (CBD) within a brick-and-mortar store is straightforward as shoppers are more inclined to make
unplanned purchases at physical stores compared with online sites, said Denise Strong, co-owner of Pawz On Main in Cottonwood,
“My CBD sales marketing begins just outside the front door with strategic positioning of A-frame signage advertising CBD
products,” Strong said.
The eye-catching display feeds curiosity, drawing consumers inside to request more information, Strong added. Once shoppers
are inside, a complete display of CBD products, along with informational brochures at the checkout counter, combined with
education, are key merchandising tools.
“I also advertise my CBD products in three local newspapers, which brings in new customers,” she said.
Offering a limited number of brands that the retailer has taken the time to study will aid the selling process and bolster
confidence in first-time consumers, said Steve Smith, president and co-founder of Pet Releaf in Littleton, Colo.
“We find that retailers who follow this model
are, by far, more successful,” he said. “CBD is
not like kibble, where personal preference is
dictated by flavors; instead, it all comes down to
manufacturing and what brands are truly the safest
and most effective option.”
When merchandising CBD, manufacturers
agree that product placement is another important
component to a favorable sales outcome. For
instance, featuring edibles in the treat section might
not highlight the health benefits.
“It is important to feature all CBD products in
the supplement section of the store,” said Julianna
Carella, CEO and founder of Treatibles in Oakland,
Heidi Hill, founder of Holistic Hound in Berkley,
Calif., said there is no better way than sampling to
start a dialogue about CBD products.
“This should be accompanied by brochures and
signage about the benefits of CBD and, in our case,
medicinal mushrooms,” Hill said.
Cannabidiol (CBD) hemp oils and CBD edible treats make
up 25 percent of the monthly sales at Pawz On Main in
Cottonwood, Ariz., according to co-owner Denise Strong.
“Our customers are roughly between the ages
of 35 to 65. Demand is stronger in metropolitan
cities rather than in more rural regions, especially
in coastal areas such as Washington, California,
Florida and New York. However, we do see the
market expanding.”—BRADSOLOMON, partnerat
Prana Pets in Delray Beach, Fla.
“The majority of those purchasing CBD products from my store
are women, ages 40 to 80. Every geographic area will be different, but demand is growing daily. I spend endless hours each day
educating customers about the amazing benefits of CBD.”
—DENISE STRONG, co-owner of Pawz On Main in Cottonwood, Ariz.
“We see consumers as young as 19 or 20 to those who are
in their 70s. It’s really impacting everyone as they become
informed about the benefits of CBD, particularly here in
Oregon.”—BEN SCHMID, co-manager at Pacific Pets in
What age demographic is
most likely to purchase CBD oil
products, and how is the market
expanding as awareness grows?
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