Budtender Training: How to Explain Concentrates to Customers

Discussing concentrates can be tricky. The most common cannabis consumption method is flower and there is a learning curve when it comes to concentrates. To open up the conversation around concentrates, start with describing the core concept of what concentrates are. 

What are Cannabis Concentrates?

Cannabis concentrates are a form of cannabis oil extract. In the same way essential oils are extracted from plants for fragrances or other use, cannabis plants are processed and the oil is extracted. This cannabis oil is a highly concentrated version of the same flower. The THC and terpene levels will typically be considerably higher in a cannabis oil concentrate, even if they are the same strain from the same flower batch. In a short, simple answer: Cannabis concentrates are the product of extracting oil directly from a cannabis plant. 

Now that the guest understands exactly what a concentrate is, and that it is typically more potent than cannabis flower, you can explore some popular options for concentrate products. 

What are Popular Cannabis Concentrate Products? 

Cannabis concentrates have evolved quite a bit over the last decade and are very common in most dispensaries now. There are a few ways customers can try concentrates for the first or five hundredth time that budtenders should be able to speak to. 

Infused Pre-Rolls

An infused pre-roll is a great starting point for concentrate-curious consumers. It’s typically a majority flower with a small sprinkling of cannabis concentrate all rolled into one. This will have higher THC percentages and terpenes, so it’ll be more impactful in users than traditional flower. One nice bonus is that there’s no special equipment required- aside from a way to light the pre-roll. Guests can expect that the effects will take place quickly and be much stronger than a regular flower pre-roll. 

Vapes

Vape products are an increasingly popular category for consumption. Vape disposable pens and vape cartridges make concentrate consumption very easy. Disposables are ready to go products with batteries built in, so there’s no need for any additional accessories. Cartridges do need a battery to work, but these batteries are easy to find and most commonly just need to fit a 510 threaded battery. Within either device, the battery heats up the tank of cannabis oil and then users pull the vapor from the device to consume. Cannabis manufacturers have gotten experimental in places with vape products. Some mix in botanically derived terpenes to amplify the aromatic elements or replicate strain terpene profile. Vape products tend to have much higher THC percentages than flower- typically around double or more than their flower counterparts. Give guests the same instructions you’d give for edibles- start low and go slow.

Concentrates or Dabs

Cannabis concentrates are some of the most direct products to come from cannabis extracts. It is simply cannabis extracts that have been processed. These are typically sold in small glass drams to protect the delicate cannabis extract product itself. Concentrates have different textures in varying solidity, from a true nearly liquid honey-textured oil to shatter, which is hard textured. Regardless of the texture, the concentrate will be extremely potent with a high THC percentage and high terpene levels. Many dab die-hards have consistency preferences or processing preferences. Concentrates can be processed in different ways, with BHO (butane hash oil) being one of the more common processing methods and cold-pressed rosin being one of the less common methods.  

Concentrates, or ‘dabs’, can be consumed by putting them directly into flower and consuming traditionally. It essentially takes a bong bowl and makes it an infused bong bowl, in the same way infused pre-rolls are just flower and concentrates. 

To smoke just the extract, consumers need a device that gets up to between 475° to 600°. That’s more than your average lighter can do. Dabbers often use glass pieces and small blow torches, similar to the ones used for crème brûlée. Advanced concentrate fans may invest in an e-nail, a device that precision-heats glass for consumption. 

There are lots of different ways to enjoy extracts designed for users of all kinds. However, there has also been some difficult discourse around cannabis concentrates. It may prompt some users to question if cannabis concentrates are even safe to consume.

Are Cannabis Concentrates Safe? 

All products for sale in a regulated cannabis dispensary have been lab tested and quality checked for safe consumption. A few years ago there was a situation regarding unregulated vapes in the illicit market making people sick that made national headlines. Due to the high temperatures needed to take a dab with an e-nail or torch, there are occasionally reported injuries. These are often a case of accidentally touching hot surfaces such as the e-nail.  

Regulated products from legal cannabis dispensaries are not inherently harmful.

How Can I Sell More Concentrates in my Dispensary?

Training your team on how to discuss concentrates is a good first step, so you’re in the right place. Have your budtenders open the conversation and get accustomed to discussing extract options with customers. The next best step you can take is setting your store up for selling more in general.

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