Episode 3: Cannabis Price Wars: Escaping the Discount Death Spiral

The cannabis industry has been trapped in a cycle of discounting, racing to the bottom with steeper promos that shrink margins and train customers to buy only when prices drop. But there’s a smarter way forward. This session isn’t just about numbers, it’s about how to turn those signals into strategy.

We’ll be joined by Dennis O’Malley, Cannabis Industry Executive and Former CEO of Caliva, one of the first cannabis brands to pioneer omnichannel retail. He’ll share hard-won lessons from growing Caliva in one of the most competitive markets in the world, including how to navigate pricing pressure, when to use promotions strategically, and how to create value beyond price.

Whether you’re a dispensary tired of shrinking margins or a brand looking to hold the line on value, this conversation offers the roadmap to pull back strategically and profitably.

What You’ll Learn:

Founder Insights: How Caliva scaled in California without leaning on deep discounts.
Smarter Promotions: How to design offers that drive retention, upsell, and loyalty instead of margin loss.
Strategic Playbook: A framework for repositioning your brand so customers see value and are willing to pay for it.

If you’ve been looking for a way out of the discount race but aren’t sure how to pivot without taking a hit, this session is for you. You’ll walk away with practical strategies used by the best in cannabis and CPG to grow sustainably.

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Want more great cannabis marketing tips?!

Join thousands of others and gain access to exclusive cannabis marketing content, timely regulatory news, and advertising support: www.mediajel.com/cannabis-business-resource/

Like us on Facebook: www.facebook.com/MediaJel

Let's strategize about your business: www.mediajel.com/contact-us/

Revenue, Regret, Repeat: Escaping the Discount Spiral