Michigan’s Marijuana Market Freefall


Three years after begin of state-licensed leisure marijuana, oversupply amongst companies’ rising pains

This story was reprinted with permission from Crain’s Detroit and written by Dustin Walsh. 

Glacial Farms, a medium-sized marijuana develop operation in the midst of cornfield nation between Jackson and Ann Arbor within the village of Manchester, is in a battle — in opposition to viscous market forces and unrelenting competitors.

Product oversupply has collapsed marijuana costs from $494.77 per ounce of flower in February 2020 to simply $102.65 per ounce in October this yr.

Merely put, there’s an excessive amount of weed being grown and never sufficient locations to promote it, and never sufficient customers, probably, to devour it.

The result’s a market freefall.

The Michigan Hashish Regulatory Company is cracking down on illicit market marijuana making its means into the regulated market — some retailers and growers are dishonest the system by promoting unregulated marijuana, avoiding testing necessities, labor and charges, to spice up margins.

The large operations are vertically integrating, shopping for up distressed retailers to ship product direct and benefit from the shrinking margins on either side of the develop retail coin.

Glacial Farms, which at present operates a sole 15,000-square-foot develop facility and sells weed wholesale underneath the Glacier Hashish model, is on the lookout for extra develop house to easily preserve its present margins. The corporate is nearing a deal to lease an extra 8,000 sq. toes of develop house.

“Competitors is fierce,” stated Andrew Sereno, CEO of Glacial Farms. “Proper now, it comes all the way down to how sturdy your model is and whether or not your product is in demand. We’re seeing the market collapse on itself somewhat. There are cultivators and processors already falling offline. The writing is on the wall. You both must be environment friendly or get out.”

The Michigan Hashish Producers Affiliation, which represents among the largest growers and retailers within the state, is pushing for a brief license moratorium, eliminating new entrants into the market to stymie provide and lift costs. That transfer would require a three-quarters vote within the Legislature.

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However a weed recession is on the horizon and whether or not the free market or coverage interventions can cease it’s unknown.

“Individuals had been coming in and constructed enterprise upon the truth that marijuana was $2,500 a pound,” stated Doug Mains, a companion at Detroit legislation agency Honigman LLP and co-writer of the unique adult-use recreation poll language. “Now it’s all the way down to $500 and they’re hemorrhaging, questioning what occurred. However that is how the market was arrange right here. There was going to be competitors and that’s what we’re seeing play out. You both need to survive low costs or have higher product than your rivals.”


Sereno expects the bolt on leased house to double its develop operation — the 8,000 sq. toes is two-tiered, successfully making it 16,000 sq. toes of develop house. However the extra overhead isn’t going to lead to twice the income. Sereno stated the addition will enhance income from $5 million this yr to $7.5 million in 2023 and can do virtually nothing for its income.

“We’re solely doing this to keep up our income,” he stated. “It’s a low capital expenditure as a result of it’s already constructed out and we will use our current crew to leverage the executive and labor prices.”

Glacial Farms is taking on for a defunct grower, one which couldn’t make the mathematics work with depressed costs.

Jonathan Kirkland, an lawyer for Detroit legislation agency Butzel Lengthy, stated the business is forecasting a recession that will spur mass consolidation that pushes out smaller operators.

“There’s already consolidation within the house, we’re seeing a lot of M&A (mergers and acquisitions),” Kirkland stated. “The subsequent one to 5 years might be difficult for mom-and-pop growers, provisioning facilities and adult-use retailers. Some will exit of enterprise and others might be purchased out by bigger operators.”

Andrew Livingston, director of economics and analysis for Denver-based hashish legislation agency Vicente Sederberg LLP, stated the benefit through which cultivators may get licenses within the early days of legalization has led to this “musical chairs” second out there. Successfully, unbiased growers are being pushed out by the retail consolidation of vertically built-in operations.

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“There are extra unbiased cultivators than unbiased retailers,” Livingston stated. “The vertically built-in firms come to the dance with their very own date or a number of dates. This places the squeeze on the unbiased cultivators, leaving them to have to search out the restricted unbiased retailers who’re already being purchased up by the vertically built-in firms. There’s merely not sufficient chairs and cultivators are combating for the final chair by dropping costs to ensure their merchandise get to market and so everybody lowers costs, making the issue even worse.”

One of many largest operators within the state, Marshall-based Widespread Citizen, is seizing that consolidation alternative from these low costs.

“Vertical integration is the important thing to … surviving,” stated Mike Elias, president and CEO. “We knew there can be a day of reckoning, in order everyone is promoting, we’re shopping for. We began our firm as predominantly a supplier of wholesale product with a whole lot of manufacturing functionality. We wished attain, for our manufacturers to get publicity. … Now to hedge in opposition to the worth decline, it’s time to go vertical. The benefit is as a substitute of promoting wholesale for $2,000 a pound, I can promote it for $4,000 a pound within the retail house and luxuriate in the entire of the margins on either side. The way in which to safe your market share it to get extra retail and preserve a chokehold on the wholesale market.”

Widespread Citizen is contemplating promoting its Battle Creek and Flint dispensary areas however, in July, it acquired LIV Hashish, a retailer in Ferndale. Widespread Citizen is “stamping and repeating” the LIV shops in different areas, comparable to Lapeer and Buchanan.

“Everybody is asking me to promote,” Elias stated. “It’s excellent. It’s precisely what our enterprise mannequin was designed to do. We’re blessed to have a whole lot of backing from fantastic traders who wish to put their capital to work at present. Misery out there is a good alternative to get these entities at a reduction.”

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Widespread Citizen distributes its product from a 200,000-square-foot develop operation in Marshall. However it’s using solely one-sixth of its license capability to develop crops.

The state points totally different develop licenses with differing caps on the variety of crops that could be grown at one location. A Class C grower license permits for two,000 marijuana crops per location and they are often “stacked” for as much as 5 licenses per location or a most of 10,000 crops.

It’s probably Widespread Citizen will look to spice up how a lot it grows to feed into its present retail operations and future acquisitions.

Glacial Farms’ doubling of its develop operations additionally means extra marijuana available on the market. Glacial is now promoting wholesale packaged merchandise by the ounce containing a chillum (a small pipe for smoking) known as a “Snowpack” to spice up margins.

“We are able to move totally different reductions by means of at a better quantity,” Sereno stated. “Perhaps somebody has $20 burning a gap of their pocket, however what if they’ve $100? We are able to seize that particular person and transfer extra product at a greater margin.”

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