New White Paper: The Changing Economics of Self-Distribution in New York's Cannabis Market

Why the Operating Model That Won New York's Early Adult-Use Market Is Not the One That Will Win the Next Stage of Growth

In a new white paper, Nabis set out to examine why the self-distribution operating model that helped brands win the market's first chapter is not the one that will win the next stage of growth.

Key Takeaways

• Self-distribution made sense in the early market. Retail accounts were scarce and concentrated in New York. Now, there are ~700 across more than 50,000 square miles with even tighter margins.
• Success increasingly depends on sell-through, reorders, and a sustainable AR strategy, not only sell-in.
• Overdue accounts receivable in New York have nearly tripled since early 2025, and collecting on those balances now requires dedicated time and talent. 
• Distribution data has become one of the primary sources of competitive intelligence and where a brands next commercial decision comes from.
• Scaling distribution comes at the cost of perfecting a brand’s core drivers. 
• Shared infrastructure lets brands focus where they create the most value.

‍Get in touch

For a customized view of your shared distribution costs with Nabis, contact ny.partnerships@nabis.com, and we will model it against your actual numbers.

Submit your email below to download the white paper.