Yes—some do. While traditional distribution focused purely on logistics and fulfillment, the modern cannabis landscape has evolved. Increasingly, distributors are adding marketing, sales, and compliance support to help brands get off the ground and thrive in a crowded market.
A good example is Nabis, a U.S.-licensed wholesaling platform: it offers warehousing, payment processing, financing, data analytics, sales and marketing services to enable more brands to innovate, launch and scale. Another case is FLUENT’s New York-focused “Entourage” platform, which provides support, responsive communication and reliable fulfillment tailored for brand introductions.
Large vertically integrated operators like Cresco Labs take a CPG-style approach to brand-building. Their strategy combines cultivation, production, distribution, and even retail via their Sunnyside dispensaries. This tightly controlled environment allows new brands within the portfolio to launch with built-in scale and retail access.
Types of brand-launch support offered
- Go-to-market strategy & positioning
- Distributors with marketing or analytics teams help define unique value propositions, buyer personas, and compliant messaging.
- They may help with creative assets—packaging mock-ups, photography, and approved advertising concepts.
- Retail placement & merchandising
- Many bring new products to dispensaries through established relationships and pitch decks, coordinating education events and in-store displays.
- Larger platforms integrate SKUs into their own dispensary banners (e.g., Cresco’s Sunnyside).
- Sales outreach & education
- Some distributors provide sales reps who visit dispensaries to train staff, pitch to buyers, and gather consumer feedback—especially useful in tightly regulated markets.
- Marketing services
- Distributors may offer content strategies, PR, email campaigns, compliance checks, and social media support. Agencies like Cannabis Creative, MediaJel, CannaPlanners, and Terrayn specialize in this area.
- Launch-day coordination & fulfillment
- Platforms like Entourage promise synchronized logistics, promotional rollouts, streamlined fulfillment, and responsive supply to match demand fluctuations.
Do all distributors offer brand-launch support?
No—services vary greatly by distributor type:
- White-label/logistics-only companies focus on intake, storage, and transportation.
- Wholesale marketplaces like Nabis often include a marketing or analytics arm—but differ in depth of support.
- Vertically integrated MSOs may offer the full spectrum: from production to shelf to consumer education.
- Smaller regional distributors typically stick to logistics; marketing help is rare.
Even among those offering support, service depth differs. Some offer only high-level marketing advice; others provide fully managed launch packages including everything from PR to packaging guidance to launch-day events.
Key takeaways for cannabis distribution managers
- Evaluate distributor capabilities: Do they just deliver product—or do they offer strategic support?
- Clarify expectations: Ask for details on marketing services, sales outreach, retail connections, and launch coordination.
- Compare pricing models: Full-service distributors often include premium fees; logistics-only companies may offer lower cost but limited scope.
- Understand state regulations: Compliance is critical—especially regarding marketing, event coordination, and packaging in states like Nevada.