Wellness Watch

Strain-Specific Labeling Edibles

By Dr. Emily Earlenbaugh, PhD.
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As the marketplace for cannabis products continues to evolve, we are seeing more and more strain-specific edible products hitting the shelves. Still, the majority of products remain strain-ambiguous, simply mentioning that the products contain cannabis and perhaps whether they are indica or sativa blends. While there are compelling reasons to go strain-specific, there are also serious challenges to doing it well.

The most compelling argument for strain-specific edibles is that your patients are more likely to get what they want (and thus more likely to come back for more). Many strain sensitive patients avoid almost all edibles because of a few bad experiences. Without knowing what strain you are consuming, you are left to gamble with your experience. Rather than take the risk, many patients choose to make edibles at home.

When talking to patients, I hear countless stories of bad experiences, along with the desire for more strain-specific edibles. Of course, creating strain-specific products is harder than it sounds. For one thing, it is difficult to source a consistent supply of large amounts of a single strain. This requires either an incredibly well run cultivation operation in-house, or strong, stable relationships with growers that are willing to grow a particular strain consistently.

In addition, labeling becomes more complex when you are strain-specific. Instead of one product, with one package and one label, you need to have individual labels for each strain. If you are using multiple strains, you need multiple labels. For small edibles manufacturers, things can get complicated. They usually need to source cannabis strains from the local market and may not be able to get a lot of consistency. This means plenty of small batches of single strains, rather than a consistent supply of a few set strains, and requires smaller batches of packaging, raising the cost of your inputs. So for many, the solution is to make one label and shift the strains depending on what’s in stock without notifying the consumer. Another method is to blend whatever strains you can find into one type of mixed strain product. While this offers an easy method for producers, it can have negative effects on the patient.

Those continually shifting blends of hybrid, indica or sativa edible products typically contain cannabis trim from many different strains. As we know, strains produce a large variety of effects, from sedative to energizing, relaxing to panic inducing. Mixing many carefully designed strains together can create all kinds of strange effects. It can be akin to mixing medications; it is hard to say what the result of the mix of chemicals will be. This can leave strain-sensitive patients feeling like each edible experience is a roll of the dice, wondering, “Will this help me or hurt me?” A number of patients have told me they gave up on edibles all together.

For those looking to use strain-specific labeling, but feeling held back by issues with sourcing and packaging consistency, try making one product package (that is strain ambiguous) with space for a strain specific sticker. Printing stickers on demand will cost less, then you can label the strains you currently have access to. Giving your patients access to strain information allows them to make an informed choice about what they are taking. Consumer education can draw in a customer base that is already primed to like your product and increases the chances that they will ultimately become satisfied, repeat customers.

Wellness Watch

Employee Training: Compassionate Customer Service

By Dr. Emily Earlenbaugh, PhD.
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Compassion is a frequent buzzword used in the cannabis space and many businesses start up with a mission surrounding compassion and strive to be compassionate towards their patients or consumers.

Research shows that profit-driven retail management and compassionate service can be accomplished in the same way. By turning to the industry mantra of compassion, companies can contribute to the well-being of patients or consumers served and employees, while also increasing sales, positive reviews and return visits.

One large aspect of dispensary management is setting up a corporate culture around employee-customer interactions. Some dispensaries have mastered this through employee training and thoughtful SOP’s, which help maintain a compassionate, positive environment for every person that walks through the door.

Research shows that when consumers have positive interactions in retail environments, they are more likely to make a purchase and to positively rate the products they select. When feeling these positive mental states, our perceptions of products become more positive as well, and our trust in those around us increases. Conversely, when we feel negative emotions like loneliness or exclusion, our perceptions of products also become more negative.

People experiencing positive mental states, like gratitude, joy or compassion also have better health and increased emotional well-being. For both compassionate and profit-driven reasons, getting people into a positive emotional state is extremely beneficial. Of course, creating a compassionate, mood-boosting environment is easier said than done. Thankfully, there is a lot of research on how to do this as well.

So how can we set up a corporate culture that fosters more positive states in others? It takes energy and intention, but it can be done. As a dispensary manager, one of the most important things you can do is ensure that your employees have what they need to function well. Research shows that when employees are working under stressful conditions their interactions with customers suffer. This could mean being underpaid, overworked, unsure of job security, rushed, or crowded; but whatever the reason, a stressed employee is less able to maintain positive interactions with customers. Once you have a happy and well-treated staff, you can start training them to cultivate positive states in your consumers.

Here are a few time-tested methods to teach to your dispensary staff and practice with your patients or recreational customers:

Positive Feedback Exercise

One of the simplest methods is giving positive feedback. It has been demonstrated over and over again that when you give someone positive feedback, his or her mood is instantly boosted. They become more grateful, creative and engaged.

Positive feedback can come in different forms. It might be a simple compliment like “Wow, I love your earrings.” or it might be a positive response to a question, such as “That’s a great question, not everyone thinks to ask about what these test results mean.”

To cultivate positive feedback, make a point of looking for things you can genuinely compliment about your customers or coworkers. Be careful not to fake your positivity. Most people can tell when positivity is faked; and it can actually have negative health risks for the person doing the faking.

Active Listening Practice

You can foster positive emotions in your customer base through active listening and compassion for the challenges they are going through. Research finds that active listening can improve communication dynamics and reduce stress.

For this practice, notice when your patients are complaining and pay careful attention to what they are saying. Try to really feel what it might be like to be in their situation and sympathize with them. You can show this sympathy by acknowledging what they are going through.

These practices may seem simple but they can yield big changes in a customer’s impression of your dispensary environment. By cultivating compassionate practices with your staff and customers, you can take care of your community while helping your business to thrive.

Wellness Watch

Creating a Balanced Menu: Tips for a Better Dispensary Inventory

By Dr. Emily Earlenbaugh, PhD.
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When it comes to running a well functioning dispensary, one of the biggest challenges can be stocking a balanced menu. Cannabis consumers have a wide range of tastes and preferences when it comes to products and the most successful dispensaries have a wide selection to meet this need. When a dispensary can keep a consistent stock of products that a particular consumer likes, they can quickly become the only dispensary that consumer frequents. For those dispensaries looking to fill out their menu with crowd pleasing products, I recommend the following practices.


 

Diverse Strains
Cannabis comes in many varieties, and each strain has a slightly different effect on the user. One of the biggest mistakes I see in new dispensaries is a menu that is weighted heavily toward one type of cannabis. The grower or manager of the collective may prefer Diesel varieties, or Haze, and choose similar strains repeatedly. This can severely limit your potential client pool to only those cannabis users who enjoy that one variety. When stocking your flower and concentrates, look for a range of genetic varieties, and be careful not to have too much bias in one direction or the other. 
 
Consistent but New
Cannabis consumers want a consistent supply of strains that work well for them. But sometimes using one strain all the time can lead to decreased efficacy of that particular strain. Keeping a rotation of similar strains in one category can help keep your client base intrigued with new strains, without sacrificing consistency. If you have patients who really enjoy the strain Grape Ape. Rather than keeping Grape Ape in stock at all times, you can stock it regularly, but rotate it with similar strains like Lavender or Blackberry Kush, or new strains with similar genetics.
 
Consumer Feedback
Successful dispensaries are responsive to their consumers’ purchasing habits. Tracking the strains and products that your consumers buy can be helpful when deciding what to purchase again. However, this type of tracking does not tell you about the consumers you may have lost by not having the right product in the first place. Giving your consumers an avenue to give you feedback on your products and request ones that you do not have can be a great way to find out what your particular client base is looking for.
 
Edible and Topical Options
The fastest growing demographic of cannabis users are baby boomers, and many of them are less interested in smoking cannabis than using an edible or topical product. Having a wide variety of edible and topical products can help to bring in this growing demographic. When choosing edible products, look for both sugary treats that appeal to the sweet tooths out there, and the more medicinal products like capsules and tinctures for those looking for exact dosing and a more clinical experience.
 
When in Doubt, Ask for Help

For those looking for more in depth information on how to create a balanced dispensary menu, seek out help from people with industry experience. My practice, Mindful Cannabis Consulting offers consulting and dispensary staff trainings on just this topic. Whether you are just starting out or looking to optimize your existing dispensary, a little help can go a long way.

 
Wellness Watch

Solventless Flower Oil – The Luxury Concentrate

By Dr. Emily Earlenbaugh, PhD.
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As the high-end cannabis market continues to grow, dispensary owners and product manufactures alike seek to fill the growing niche for high-end, luxury cannabis products.

When it comes to concentrates, many people are looking to rosin to fill this luxury niche. But not all rosin is the same, and poorly processed rosin can range from a dark almost burnt tasting sap, to something that’s almost bright orange in color. A poor rosin experience can leave a bad taste in a consumer’s mouth, and discourage them from trying more in the future.

For dispensary operators looking to expand their luxury concentrates, skip the hair-straightener rosin and look for SFO. When it comes to concentrates, nothing is more luxurious than solventless flower oil (or SFO). Like most luxury items, SFO comes at a higher price point than the average gram of oil. But for those in the know, the price is well worth it.
 
What is so great about SFO?
 

Clean: Most concentrates are made using dangerous chemical solvents like butane or propane. This can leave behind toxic heavy metals. SFO is solventless. It is made using a modified Rosin process, which uses only low heat and pressure in the extraction process.

Made From Flowers: Safety is one huge bonus of the method, and I always suggest that patients and recreational users alike avoid concentrates made with solvents. But SFO is also special in that it is made directly from the flowers of the cannabis rather than the trim, hash, or kief, and the process preserves the flowers’ natural terpenes.
 
Feels Better: Terpenes are the compounds in cannabis that give it its smell and taste. Each strain has a unique smell and taste because of it’s terpenes. They also affect the feel of the strain. If you love the way sour diesel tastes and feels, but hate lemon haze, it’s probably because of the terpenes in each.
 
Terpenes can also modify the effects of THC, lessening some of its negative side effects like accelerated heart-rate, paranoia, dry mouth and mental confusion.
 
In most extraction processes, most of the flower’s natural terpenes are destroyed. If you have ever excitedly bought a concentrate of your favorite strain only to find that it doesn’t taste or feel like the flower, it is likely because the terpenes weren’t retained.  
 
Smells and Tastes Amazing: SFO has unprecedented natural terpene retention. This means it tastes incredible and feels like the flower it was made from.
 
Pressed at Low Temperatures: It’s important to note that not all Rosin is SFO. SFO is made using lower temperatures than the hair straightener and t-shirt press rosin that has flooded the market. High temperatures burn off the terpenes that make SFO so delicious. So, if you are making a purchase for your dispensary and you want a concentrate that will really knock your customer’s socks off, make sure the rosin is pressed at low temperatures and made from flower, not hash or kief.
 
Best Terpene Retention: When checking terpene analytics, beware of concentrates that have terpenes added back in. While we can isolate the terpenes we know about, we have only researched a subset of the terpenes in the cannabis plant. If we want to recreate the effect of a particular strain, we need to know all the compounds in it or the recipe won’t be right. Rosin with terpenes added back in tends to taste artificial and take on a brighter orange hue.
 
The most effective way of getting complex flavors and effects like those in the flower, is to preserve the compounds as they are in nature. That is exactly what SFO does.
 
If you are looking for that luxurious concentrate, SFO is bound to be a crowd pleaser with its potent, pleasant effects and clean, fragrant taste. Like many luxury items it is also rare, so finding a good supplier can be tricky.
 
For a great tasting SFO in CA, try out Fleurish Farm’s line of SFO. These Sonoma County rosin makers have perfected the art of terpene retention. Each flavorful option has a unique and complex aroma. And their terpene percentages are some of the highest around ranging from 3-9%.