what’s hot and what’s not in annabis trends · 2020. 9. 1. · 2018 bds analytics |...
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2018 BDS Analytics | CONFIDENTIAL
What’s Hot and What’s Not in Cannabis TrendsWhat Cannabis Product and Consumer Trends Mean for Cannabis Businesses in MichiganRoy Bingham – CEO and Co-Founder [email protected]
2018 BDS Analytics | CONFIDENTIAL
1. Match product offering with consumer demand to maximize sales, loyalty and profits2. Understand sales and growth rates of product categories and sub-categories3. Breakdown your competitive environment4. Formulate your product strategy5. Harness third party data to support sales6. Leverage detailed volume and price data to create and tweak marketing initiatives
Key Takeaways
2018 BDS Analytics | CONFIDENTIAL
Who…
Is This Guy Anyway?
2018 BDS Analytics | CONFIDENTIAL
BDS Analytics: your one source for unmatched understanding
2018 BDS Analytics | CONFIDENTIAL
800,000,000legal cannabis transactions
To date, BDS Analytics has processed and analyzed more than
…and adding more each month
18,000consumer survey responses
2018 BDS Analytics | CONFIDENTIAL
>140,000 items
>2,400 brands
2018 BDS Analytics | CONFIDENTIAL
Our Consumer Insights work covers US and Canada and individual States and Provinces
2018 BDS Analytics | CONFIDENTIAL
Our Industry Intelligence is unparalleled
2018 BDS Analytics | CONFIDENTIAL
What Is Happening:Canada and US (California) Dwarf All Else
2018 BDS Analytics | CONFIDENTIAL
6.75.4
6.8
8.2
9.911.2
2.8
7.5
11.4
14.8
17.9
20.9
0
5
10
15
20
25
2017 2018 2019 2020 2021 2022
Medical vs Adult Worldwide legal Spending (In $Billions)
Medical
Adult
What Is Happening:Adult Sales Surpass Medical For Good This Year
Source: ArcView Market Research/BDS Analytics
2018 BDS Analytics | CONFIDENTIAL
Legal Cannabis is…
Evolving Rapidly
2018 BDS Analytics | CONFIDENTIAL
The cannabis experience some might imagine…
2018 BDS Analytics | CONFIDENTIAL
In reality, the Consumer experience is normalized
2018 BDS Analytics | CONFIDENTIAL
Like other industries, Budget, Mainstream, Premium, and Luxury consumer segments exist, creating opportunities for brand differentiation
14
A Look at the Upscale Consumer…• High Income, Educated• Live in Suburbs• Enjoys Outdoors, Fine Arts• Physically Active• Personal care is VERY important—and marijuana is
essential• Consumes organic & gourmet foods• Pairs marijuana with other products• More familiar with species/strains than other
consumers• Trustworthiness matters in choosing a dispensary• Familiarity and interest across methods—inhalables,
edibles, and topicals
2018 BDS Analytics | CONFIDENTIAL
Brands are now everywhere
2018 BDS Analytics | CONFIDENTIAL
Branded products see tremendous growth—now >40% of sales
*BDS Analytics GreenEdge POS Retail Data; Colorado Retail Dollars
81%74%
68%62%
19% 26% 32% 38%
2014 2015 2016 2017
COLORADO CANNABIS RETAIL DOLLAR SALESBranded vs. Generic Products
Branded
Generic
2018 BDS Analytics | CONFIDENTIAL
Mood/Effect branding emerges, as Consumers’ Need States numerous, evolving throughout the time of day, mood, activity, and more
Offerings of CALM, CRUISE, CREATE, CONNECT, CHARGE
#1 Flower Brand in CA in 2017
#1 Pill/Tablet Brand #5 Edible Brandin CO in 2017
2018 BDS Analytics | CONFIDENTIAL
Pharma-inspired Topicals/Health/Beauty Mix-Ins
18
Specialized delivery systems. Absorption science language (transdermal, sublingual) becoming everyday consumer vocabulary
2018 BDS Analytics | CONFIDENTIAL
It is NOT just about THC—CBD is exploding
Non-psychoactive CBD products
2018 BDS Analytics | CONFIDENTIAL
State By State PerformanceGreenEdge™ sales tracking
2018 BDS Analytics | CONFIDENTIAL
Since Adult Use Began These Medical Markets Have Been Flat To Down
$0
$20
$40
$60
Mill
ion
s
CO Med
OR Med
2018 BDS Analytics | CONFIDENTIAL
While Their Adult Use Markets Have Grown Very Strongly
0
20
40
60
80
100
120
Mill
ion
s
CO Adult
OR Adult
2018 BDS Analytics | CONFIDENTIAL
$-
$10
$20
$30
$40
$50
$60
$70
AZ – Medical ($Millions)
And Some Medical Markets Have Grown Very Strongly In The Absence Of An Adult Use Market
AZ Medical
2018 BDS Analytics | CONFIDENTIAL
Which Product Categories Are Driving That Growth?GreenEdge™ sales tracking
2018 BDS Analytics | CONFIDENTIAL
Product Category Consumption By Category
$0
$50
$100
$150
$200
$250
$300
$350
$400
$450
Q12014
Q22014
Q32014
Q42014
Q12015
Q22015
Q32015
Q42015
Q12016
Q22016
Q32016
Q42016
Q12017
Q22017
Q32017
Q42017
Q12018
Q22018
Mill
ion
s
Total CO Category Sales ($m)
Flower
Topicals
Pre-rolled
Edibles
Concentrates
Other
2018 BDS Analytics | CONFIDENTIAL
Oregon Had A Bumpier Path To A Similar Result
$-
$20
$40
$60
$80
$100
$120
$140
$160
$180
Mill
ion
s
Total OR Category Sales ($m)
by: Source:
Flower
TopicalsPre-rolled
Edibles
Concentrates
Q2 2018Q1 2015
2018 BDS Analytics | CONFIDENTIAL
Overall Sales By Category Is Pretty Consistent Across States
Flower43%
Concentrates30%
Edibles16%
Pre-Rolled6%
Topicals2% Other
3%
ColoradoQ2 2018 = $382m
Flower38%
Concentrates 32%
Edibles16%
Pre-Rolled8%
Topicals2%
Other4%
CaliforniaQ2 2018 = $683m
Flower41%
Concentrates28%
Edibles17%
Pre-Rolled8%
Topicals2%
Other4%
OregonQ2 2018 = $175m
by: Source:
2018 BDS Analytics | CONFIDENTIAL
And Arizona Q2 2018 Category Mix Shows Concentrates Already At 37%
Flower44%
Concentrates37%
Edibles11%
Pre-rolled5%
Topicals1%
Other2%
Arizona 100% = $169m
by: Source:
2018 BDS Analytics | CONFIDENTIAL
Concentrates: The Hottest Product Category in Cannabis
GreenEdge™ sales tracking
2018 BDS Analytics | CONFIDENTIAL
In CO, Concentrates Drove 40% Of Total Market Growth Over 4 Years
Q1 '14 FLOWERGROWTH
CONCENTRATESGROWTH
EDIBLESGROWTH
PRE-ROLLGROWTH
OTHER GROWTH Q1 '18
Category Drivers of growth CO Q1 ‘14 to Q1 ’18 ($M)=$371.3
$150.1
+$41+$90.6
+$61.7
+$17 +$11
by: Source:
2018 BDS Analytics | CONFIDENTIAL
Within Concentrates, In CO, Vape and Live Resin Have Continued Strong Growth, While Wax and Shatter Still Matter
-20% 0% 20% 40% 60% 80% 100%
Vape
Live Resin
Wax
All Other**
Shatter
Total CO Concentrates, H1 2018 vs H1 2017 % Growth
Vape49%
Shatter12%
Wax14%
Live Resin13%
All Other**12%
**All Other includes Bubble hash, Crystalline, Hash, kief, rosin
by: Source:
+54%
+25%
+85%
(1%)
(1%)
CO H1 2018Share by category
2018 BDS Analytics | CONFIDENTIAL
Within Concentrates, In AZ, Vape is 71% Growing at 83%
0% 20% 40% 60% 80% 100%
Vape
Live Resin
Oils
Shatter
Total AZ Concentrates, H1 2018 vs H1 2017 % Growth
Vape71%
Shatter10%
Oils6%
Live Resin5%
All Other**8%
**All Other includes Bubble hash, Crystalline, Hash, kief, rosin
by: Source:
+83%
+24%
+264%
+32%
AZ H1 2018Share by category
2018 BDS Analytics | CONFIDENTIAL
Within Concentrates, in CA, Vape’s Dominance Has Increased After Licensing
Vape87%
Shatter1%
Oils2%
Live Resin5%
Wax3%
Bubble Hash1%
Other1%
**All Other includes Bubble hash, Crystalline, Hash, kief, rosin
by: Source:
CA Licensed H1 2018Share by category
Vape83%
Shatter4%
Oils4%
Live Resin3%
Wax4%
Bubble Hash2%
CA Pre-Licensed H2 2017Share by category
2018 BDS Analytics | CONFIDENTIAL
A Taste of EdiblesGreenEdge™ sales tracking
2018 BDS Analytics | CONFIDENTIAL
37% CAGR for edibles in CO
Q1 '14 FLOWERGROWTH
CONCENTRATESGROWTH
EDIBLESGROWTH
PRE-ROLLGROWTH
OTHER GROWTH Q1 '18
Category Drivers of growth CO Q1 ‘14 to Q1 ’18 ($M)+25%
+37%+50%
+13%
+47% +29%
4 year CAGR
by: Source:
2018 BDS Analytics | CONFIDENTIAL
Within Edibles, Candy is the Star Performer
by: Source:
Beverages are flat so far at about 7%
2018 BDS Analytics | CONFIDENTIAL
Candy Picked Up 4 pts In CA
by: Source:
2018 BDS Analytics | CONFIDENTIAL
Tinctures Also Do Well In OR
by: Source:
2018 BDS Analytics | CONFIDENTIAL
Infused Foods Are More Popular In AZ
by: Source:
2018 BDS Analytics | CONFIDENTIAL
Brands and Brand ShareGreenEdge™ sales tracking
2018 BDS Analytics | CONFIDENTIAL
Brand Strength Across Categories - Already Top 5 Edibles Brands Have Over 40% Market Share
42% 49% 42%53%
17%
20%23%
22%
42%31% 35%
25%
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
CA CO WA OR
Composition of Brand share by State % Q2 2017
The Rest
Next 5 Brands
Top 5 Brands
by: Source:
2018 BDS Analytics | CONFIDENTIAL
Some Brands Take The Express Route To The Top
by: Source:
2018 BDS Analytics | CONFIDENTIAL
Price TrendsGreenEdge™ sales tracking
2018 BDS Analytics | CONFIDENTIAL
Oregon Has Seen Steady Decrease In Flower Prices. Down 36% in 2 ½ Years
$-
$1.00
$2.00
$3.00
$4.00
$5.00
$6.00
$7.00
$8.00
Average Retail price of flower in Oregon $ per gram
by: Source:
$4.60
$7.23 pre-tax prices
2018 BDS Analytics | CONFIDENTIAL
In California The Already High Prices Continued To Rise And Rose Faster After January 1, 2018
$-
$5
$10
$15
$20
$25
$30
$35
$40
$45
Average Retail prices in CA
Concentrates
Edibles
Pre-roll
Flower
by: Source:
pre-tax prices
2018 BDS Analytics | CONFIDENTIAL
CO – Flower (per gram) now down to $4.20
$7.07$6.62 $5.78
$5.02 $4.19$7.00
by: Source:
2018 BDS Analytics | CONFIDENTIAL
CO – Edibles prices have actually increased
$17.05$16.58$16.70
$15.24$13.41
$12.86
by: Source:
2018 BDS Analytics | CONFIDENTIAL
CO – Concentrates Down 21% in 2 ½ years
$-
$5.00
$10.00
$15.00
$20.00
$25.00
$30.00
$35.00
Average Retail price of concentrates in Colorado
by: Source:
$24.01
$30.53 pre-tax prices
2018 BDS Analytics | CONFIDENTIAL
What Are Cannabis Consumers Doing?BDS Analytics Consumer Insights
2018 BDS Analytics | CONFIDENTIAL
BDS Analytics’ On-going Consumer Research:
Adults
US, ages 21+
CAN, ages 18+
Consumer Type
ConsumptionDetails
2018 BDS Analytics | CONFIDENTIAL
Different Consumers present different innovation opportunities
By understanding Consumers, we can identify areas for development
2018 BDS Analytics | CONFIDENTIAL
Majority agree with some form of legalization
~80%of US and CAN adults agree there should be some form of legal marijuana usage
agree marijuana has medical benefits57% in CAN
64% in US88% Consumers in Med/Adult States
BDS Analytics Consumer Research: US adults 21+ and CAN adults 18+
2018 BDS Analytics | CONFIDENTIAL
54%in US
51%in CAN
BDS Analytics Consumer Research across TOTAL US sample of adults 21+ and TOTAL CAN sample of adults 18+
Legal Cannabis is new, Cannabis is not
The majority of adults 21+ have tried cannabis
2018 BDS Analytics | CONFIDENTIAL54
23%
38%
39%
54
Consumers™, Acceptors™, and Rejecters™
Past 6 Month Consumption Legally Available (Medical/Adult) US States: Consumers in Medical/Adult US
States & Consumers in CAN: Have consumed cannabis or cannabis products within the past six months
Acceptors: Would consider consuming cannabis or cannabis products in the future
Rejecters: Would not consider consuming cannabis or cannabis products in the future
21%
32%
47%
Past 6 Month Consumption Across Total Canada:
BDS Analytics Consumer Research across TOTAL US sample of adults 21+ and TOTAL CAN sample of adults 18+
2018 BDS Analytics | CONFIDENTIAL
Men & WomenAvg Age. 40
Cannabis Consumers are Happy Campers
~50%Work
Full-time
~38% Physically
Active
~55%Enjoy
Outdoors
~30%Are
Very Social
~40%Spend More $
for Quality
~40%More Satisfied
with Life
~50%Are
Creative
~40%Like to Try New
Products
BDS Analytics Consumer Research across TOTAL US sample of adults 21+ living in states with legalized cannabis and TOTAL CAN sample of adults 18+
2018 BDS Analytics | CONFIDENTIAL
Music/Movies45%, US
41%, CAN
Snacks43%, US
36%, CAN
Chocolate25%, US
20%, CAN
Fine Dining18%, US
11%, CAN
Craft Beer12%, US8%, CAN
Wine11%, US7%, CAN
Cocktails12%, US8%, CAN
+
Consumers Are Pairing Cannabis With Other Activities
Exercise18%, US
12%, CAN
BDS Analytics Consumer Research across TOTAL US sample of adults 21+ and TOTAL CAN sample of adults 18+
2018 BDS Analytics | CONFIDENTIAL
BASE: Past 6 month Consumers living in the United States who consume edibles n=1576C11. When using edibles [other than sublinguals under the tongue], what is your ideal THC dosage level at a time? Single response.C12. How much do you agree or disagree that…? Top 2 Box Frequency, 7-pt Scale.
About 50% of Edibles Consumers prefer dosages under 20mgs, but many are unaware of their preferred dosage
57
19%
28%
8%
14%
1%
30% Don’t know
Less than 5 mgs
5-20 mgs
21-50 mgs
More than 50 mgs
Preferred Dosage: PREFER LOWER CONCENTRATE PRODUCTS THAT ARE PORTION-CONTROLLEDTop 2 Box Frequency, 7-pt Scale. n=1576
LIKE TO NIBBLE DURING THE DAY ON HIGHER CONCENTRATE PRODUCTSTop 2 Box Frequency, 7-pt Scale. n=1576
Only use sublinguals
2018 BDS Analytics | CONFIDENTIAL
Use of Cannabis Impacts Other Health Categories
Have decreased OTC
medication use
Have decreased
prescription drug use
47%
Say marijuana has a role in their general personal
care and wellness
BDS Analytics Consumer Research in medical and recreationally legal states: AK, CO, CA, NV, OR, WAAdults 21+, among past six-month cannabis Consumers who have also used type of medication in past six months
40% 51%
2018 BDS Analytics | CONFIDENTIAL
The majority of Consumers indicate they consume cannabis to relieve pain
Base: US Level 1 and 2 States, Q1 2018
US Pain Management Consumers are past 6 month cannabis consumers who consume in order to generally relieve pain or to relieve pain of menstrual cramps or pain during menstruation using either edible, inhalable, or topical products.
58% of past 6 month Consumers are
PAIN MANAGEMENT CONSUMERS
51% of US Consumers consider marijuana their medicine vs. 39% in CAN
2018 BDS Analytics | CONFIDENTIAL
Leading ailments among Pain Management Consumers include both mental and physical conditions
44%
41%
37%
35%
31%
22%
22%
21%
17%
15%
12%
12%
10%
Anxiety
Back Pain
Stress
Depression
Pain
Knee or Hip Pain
Arthritis
Insomnia (unable to sleep)
Migraines
Tension headaches
Asthma
PTSD (Post Traumatic Stress Disorder)
Appetite (loss of appetite)
Base: US Level 1 and 2 States, Q1 2018
2018 BDS Analytics | CONFIDENTIAL
Pain Consumers have decreased their usage of prescription and OTC medications due to their cannabis consumption
DECREASED SAME INCREASED
PAIN CONSUMER
NON- PAIN CONSUMER
PAIN CONSUMER
NON- PAIN CONSUMER
Rx
OTC
44%25%
50%23%
12%12%
6%4%
36%56%
35%68%
Base: US Level 1 and 2 States, Q1 2018
2018 BDS Analytics | CONFIDENTIAL
Avoid Prescription Medications
Inhalables 53% 9%
Edibles 38% 8%
Topicals 35% 3%
Avoiding OTC and prescription medications is seen as a substantial benefit of cannabis consumption for Pain Consumers
PAIN CONSUMERS NON-PAIN CONSUMERS
Avoid OTC Medications
Inhalables 49% 8%
Edibles 28% 5%
Topicals 32% 10%
Base: US Level 1 and 2 States, Q1 2018
2018 BDS Analytics | CONFIDENTIAL
Base: US Level 1 and 2 States, Q1 2018
AND Pain Management Consumers consume cannabis differently
Inhalables Consumption by Time of Day:
15% 12% 17%23%
32%
54%
23%
6%
33% 28% 30%38%
44%
60%56%
18%
First thing inthe morning
Later in themorning
Earlyafternoon
Late afternoon Early evening Later in theevening
Before bed When I wakeup during the
nightNon-Pain Consumers Pain Consumers
Edibles-Non-Pain Consumers 7% 6% 12% 20% 26% 44% 14% 2%
Edibles-Pain Consumers 8% 9% 18% 21% 28% 31% 21% 5%
Topicals-Non-Pain Consumers 10% 11% 20% 17% 17% 29% 12% 1%
Topicals-Pain Consumers 29% 18% 14% 14% 26% 20% 37% 10%
2018 BDS Analytics | CONFIDENTIAL
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2018 BDS Analytics | CONFIDENTIAL
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