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How to Attract Dispensary Buyers?

How to Attract Dispensary Buyers?

Dispensary buyers are responsible for meeting with brands, cultivators, and manufacturers to identify the best products and create enticing options for customers.

Jacob Dooley
July 19, 2022

As cannabis becomes legalized across the United States, pre-rolls are becoming more popular nationwide. In 2020, U.S. pre-roll sales skyrocketed by 50%, generating $941 million in sales within five states—even with the pandemic crippling U.S. society. To scale production, some producers will use a preroll machine to keep up with demand. An automated preroll machine can create between 500 and 1300 pre-rolls per hour. 

As with any product or service, customers love convenience and simplicity. When you purchase from an illicit cannabis dealer, you don’t have various options. However, that’s why dispensary buyers have so much power. They are responsible for meeting with brands, cultivators, and manufacturers to find the best products and create more options for customers. 

Here’s what dispensary buyers search for when finding the best pre-rolls:

Single vs. Multi-Packs 

Most smokers don’t care whether their pre-rolls are singles or come in multi-packs. Cannabis data analytics company, Headset, found that pre-roll multi-packs accounted for 79% of pre-roll purchases in Canada. However, they only accounted for 25% of pre-roll purchases in the United States, so there’s an evident discrepancy between the two nations. 

More Americans will likely purchase multi-packs in the future, especially if there are superb offers. Between February 2020 and February 2021, multi-pack sales grew by almost 70%, whereas single pre-roll sales only grew by 18%. Single pre-rolls are ideal for the casual smoker who smokes on special occasions, such as 4/20 or Christmas day. However, pre-roll multi-packs are excellent for heavy cannabis users who love to smoke in social settings.

Product Priorities

So what do dispensary buyers look for when finding the ideal product? There are many factors. THC percentage, however, is possibly the most critical factor. Most smokers enjoy high THC content because it offers a more potent high. A study from 2021 found that THC is among the top five most important attributes in a dispensary product. As a result, dispensary buyers often hunt for high THC content in pre-rolls. 

Another important aspect for dispensary buyers is the quality. Dispensary buyers want high-quality products with consistent grind size to ensure their customers stay happy. However, the strain type and price are critical. The most popular flowers are Indica and Sativa, so dispensary buyers often prioritize these. Dispensary buyers also want a competitive price on their pre-rolls. In addition, dispensary buyers may look at the finish of the pre-roll joints. Some pre-rolls have a crown finish, a flag finish, or a twist finish. 

Indica, Sativa, or Hybrid?

Indica, Sativa, and Hybrid are the three most popular options for dispensary buyers. However, there’s no strong preference between the three. Dispensary buyers prefer all options to be available to customers. 

Some buyers may seek Sativa pre-rolls more because finding an excellent Sativa cultivator can be challenging, but many smokers love the flower. Also, some dispensary buyers prefer to stock up on Sativa pre-rolls in the summer and indicas in the winter. 


Dispensary buyers love pre-rolled blunts because of their popularity in the United States. Hemp and palm leaves are the most popular pre-rolled blunt options for dispensary buyers. However, smokers in the United States also love botanical blunts, hemp wrap blunts, and tendu leaf blunts. Therefore, dispensary buyers will often seek these options. 

Infused Prerolls vs Full Flower Prerolls

Another important factor for dispensary buyers is whether to stock full flower prerolls or infused prerolls. Although smokers enjoy both options, Headset found that 7 out of 10 of California’s top-selling joints are infused. That’s a clear indication that infused prerolls are slightly more popular. However, Canada only recently legalized infused prerolls, so we’re likely to witness enormous growth and demand in this market. Canadians mainly buy full flower prerolls instead. 

So why do customers love infused pre-rolls so much? Infused prerolls are simply a pre-made weed joint with additional hash. They come in all shapes and sizes, but larger infused pre-rolls are popular across the United States. Dispensary buyers often focus on infused prerolls because of their popularity. 

Top Shelf Pre-rolls

One of the most popular pre-rolls brands in North America is Top Shelf. They sell a wide variety of pre-roll joints—including Indica, Sativa, and hybrid. 

If you prefer hybrid joints, one of the most popular options is the Blue Zkittlez Pre Rolls. Dispensary buyers love them because they’re premium, affordable, contain 3 pre-rolls, and have a mixture of 30% Sativa and 70% Indica. This pre-roll has an average THC level of 18.6% and provides an excellent body high with feelings of relaxation and happiness. 

In contrast, Maui Wowie Pre Rolls are a popular option for dispensary buyers looking for Sativa pre-rolls. This pre-roll offered smokers sweet, spicy, and woody flavors. In addition, it’s excellent for inflammation and reducing stress. With its average THC level of 18.6%, there’s enough THC to offer a powerful body high. 

Gorilla Glue Pre Rolls are an excellent option for anyone who enjoys an Indica pre-roll. Dispensary buyers like these because they offer a body high and can enhance focus. With an average THC level of 18.6%, smokers will always enjoy a pleasant high.

Pre-Roll Packaging 

Pre-roll packing is also important for dispensary buyers. There are many packaging options: joint boxes, joint and blunt tubes, pre-rolled cones, custom tubes, and custom pre-roll packaging. Many dispensary buyers love corked-topped glass tubes because they offer a luxurious feeling. With that said, most manufacturers use a plastic pop-top tube. Dogwalker prerolls have an excellent selection of pre-roll packaging. 

If dispensary buyers are interested in buying multipacks, they will look for snap packs, push packs, pop-top doob tubes, and slider tines because these are very popular with customers. Multipack doob tubes are excellent for customers because the manufacturer doesn’t make them from glass. Therefore, customers don’t have to worry about breaking the glass. 

In summary, dispensary buyers want to see a quality preroll pack. The packaging must be safe, convenient, and stylish for a customer. 


Dispensary buyers will always choose whatever the customer wants, which may vary from time to time. Cultivators should focus on the five key factors: THC levels, price, quality, and the type of flower. 

Dispensary buyers will always consider the national and local markets when making their choice. So it’s essential to keep up with the local and national trends in the pre-roll cannabis market. 

Jacob Dooley

Jacob is the Director of Sales and Marketing at Accelerant. He's an avid skier but lives in Chicago, IL. When he's not conducting pre-roll market research, he enjoys exploring the Chicago food scene with his girlfriend and their dog, George.

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