David has been writing and learning about business, finance and globalization for a quarter-century, starting with a small New York consulting firm in the 1990s.
Published on May 26, 2022 Updated on February 14, 2024
Time to build
CBD, which is short for cannabidiol, has created quite a buzz over the last decade. CBD products, which are derived from the cannabis plant but do not contain THC, the psychoactive element of marijuana, are said to offer many health benefits. Many users rely on them for help with chronic pain, anxiety, and even cancer.
As a result, the market expanded more than 80% from 2019 to 2022, and now the industry expects stunning 10% annual growth through 2027. As a CBD business owner, you’ll help people find balance and relief while riding this growth surge to strong profits.
But before you go all-in, you’ll need to understand what it takes to launch a successful business. Luckily, this step-by-step guide has the tools and resources you need to get a great head start.
Looking to register your business? A limited liability company (LLC) is the best legal structure for new businesses because it is fast and simple.
Initially, CBD was primarily sold in oil or tincture form, but today there are a variety of delivery devices, including gummies, lotions, capsules, and even bath bombs!
As CBD and marijuana usage increases, the stigma associated with it is disappearing. The benefits of CBD are now backed by scientific research, with evidence that it reduces anxiety, relieves chronic pain, and alleviates cancer-related symptoms.
Challenges within the CBD industry include:
Although the Farm Bill passed in 2018 made hemp sales legal, CBD companies still have to go through hoops to distribute their products. Shipping products across state lines poses challenges, as states can differ in their regulations.
Accepting payments for CBD products can be difficult. Some banks and merchant services providers still view the sales and distribution of these products as a high-risk venture and refuse their business.
Startup costs for a CBD business range from $6,000 to $16,000. Costs include inventory, packaging and shipping supplies, and a website.
If you’re interested in taking a course on how to run a CBD business, Udemy offers courses for around $100. You can also view free instructional videos on sites like YouTube.
Licenses and permits
Marketing and advertising
Inventory of CBD
Packaging and labeling
You’ll need a handful of items to successfully launch your CBD business, including:
Branded packaging and labeling
How much can you earn from a CBD business?
The average cost of CBD products is around $30. After the cost of wholesale products and packaging, expect a profit margin of around 50%.
In your first year or two, you could sell 3,000 products per year at $30 each, bringing in $90,000 in annual revenue. This would mean $45,000 in profit, assuming that 50% margin. As your brand gains recognition, sales could climb to 6,000 per year and you could increase your price to $45. At this stage, you’d hire staff to help, reducing your profit margin to around 40%. With annual revenue of $270,000, you’d make a handsome profit of $108,000.
What barriers to entry are there?
There are a few barriers to entry when it comes to a CBD business. Your biggest challenges will be:
Now that you know what’s involved in starting a CBD business, it’s a good idea to hone your concept in preparation to enter a competitive market.
Market research will give you the upper hand, even if you’re already positive that you have a perfect product or service. Conducting market research is important, because it can help you understand your customers better, who your competitors are, and your business landscape.
Why? Identify an opportunity
Research CBD businesses in your area and online to examine their products, price points, and customer reviews. You’re looking for a market gap to fill. For instance, maybe the local market is missing a CBD subscription box service or a CBD cosmetics company.
You might consider targeting a niche market by specializing in a certain aspect of your industry, such as CBD-infused bath products or food and beverages that aim to provide specific health benefits.
This could jumpstart your word-of-mouth marketing and attract clients right away.
What? Determine your products
You’ll be creating and selling CBD-infused products within a specific niche that appeals to your target market. Today’s most popular CBD products include oils, lotions and salves, foods, and supplements.
Prices for your CBD products will vary, depending on what you decide to sell and the quality of the ingredients. Costs for CBD gummies range from $10 to $20 whereas prices for oils range from $20 to $100 per bottle. You could charge $20 to $50 for lotions and salves.
The markup on CBD products can be anywhere from 30-60% above wholesale prices. After product costs and shipping and packaging, expect a profit margin of around 50%.
Once you know your costs, you can use this Step By Step profit margin calculator to determine your mark-up and final price points. Remember, the prices you use at launch should be subject to change if warranted by the market.
Who? Identify your target market
You’ll be selling CBD products to a wide variety of customers. Many people use CBD for relief from chronic pain and mental distress. Children who suffer from seizures have found tremendous relief from CBD. Even pet parents looking to calm their anxious furry friends have turned to CBD! Spread your marketing efforts across social media platforms like Facebook, Instagram, and TikTok.
Where? Choose your business premises
In the early stages, you may want to run your business from home and sell products exclusively online to keep costs low. But as your business grows, you’ll likely need to hire workers for various roles and may need to rent out a physical storefront. You can find commercial space to rent in your area on sites such as Craigslist, Crexi, and Instant Offices.
When choosing a commercial space, you may want to follow these rules of thumb:
Central location accessible via public transport
Ventilated and spacious, with good natural light
Flexible lease that can be extended as your business grows
Ready-to-use space with no major renovations or repairs needed
Step 3: Brainstorm a CBD Business Name
Your business name is your business identity, so choose one that encapsulates your objectives, services, and mission in just a few words. You probably want a name that’s short and easy to remember, since much of your business, and your initial business in particular, will come from word-of-mouth referrals.
Here are some ideas for brainstorming your business name:
Short, unique, and catchy names tend to stand out
Names that are easy to say and spell tend to do better
Name should be relevant to your product or service offerings
Ask around — family, friends, colleagues, social media — for suggestions
Including keywords, such as “CBD oil” or “CBD products”, boosts SEO
Name should allow for expansion, for ex: “Innovative CBD Solutions” over “CBD Skincare & Beauty Products”
Avoid location-based names that might hinder future expansion
Discover over 270 unique CBD business name ideas here. If you want your business name to include specific keywords, you can also use our CBD business name generator. Just type in a few keywords and hit “generate” and you’ll have dozens of suggestions at your fingertips.
Once you’ve got a list of potential names, visit the website of the US Patent and Trademark Office to make sure they are available for registration and check the availability of related domain names using our Domain Name Search tool. Using “.com” or “.org” sharply increases credibility, so it’s best to focus on these.
Finally, make your choice among the names that pass this screening and go ahead with domain registration and social media account creation. Your business name is one of the key differentiators that sets your business apart. Once you pick your company name, and start with the branding, it is hard to change the business name. Therefore, it’s important to carefully consider your choice before you start a business entity.
Step 4: Create a CBD Business Plan
Every business needs a plan. This will function as a guidebook to take your startup through the launch process and maintain focus on your key goals. A business plan also enables potential partners and investors to better understand your company and its vision:
Executive Summary: A concise summary of the business plan, outlining key details such as the business concept, goals, and financial projections.
Business Overview: An overview of the CBD business, including its mission, vision, and the problem it aims to solve in the market.
Product and Services: Detailed information about the specific CBD products and services offered, emphasizing their unique selling points.
Market Analysis: Examination of the CBD market, including target demographics, market size, trends, and potential growth opportunities.
Competitive Analysis: Evaluation of competitors in the CBD industry, highlighting strengths, weaknesses, and differentiating factors.
Sales and Marketing: Strategies for promoting and selling CBD products, encompassing advertising, branding, and sales channels.
Management Team: Introduction to the key individuals leading the CBD business, emphasizing their relevant experience and skills.
Operations Plan: Details on how the CBD business will operate, including production, supply chain, and logistics.
Financial Plan: Projections and analysis of the CBD business’s financial performance, including income statements, balance sheets, and cash flow forecasts.
Appendix: Supplementary materials, such as supporting documents, charts, or additional information that provides context and credibility to the CBD business plan.
If you’ve never created a business plan, it can be an intimidating task. You might consider hiring a business plan specialist to create a top-notch business plan for you.
Step 5: Register Your Business
Registering your business is an absolutely crucial step — it’s the prerequisite to paying taxes, raising capital, opening a bank account, and other guideposts on the road to getting a business up and running.
Plus, registration is exciting because it makes the entire process official. Once it’s complete, you’ll have your own business!
Choose where to register your company
Your business location is important because it can affect taxes, legal requirements, and revenue. Most people will register their business in the state where they live, but if you are planning to expand, you might consider looking elsewhere, as some states could offer real advantages when it comes to CBD businesses.
If you’re willing to move, you could really maximize your business! Keep in mind, it’s relatively easy to transfer your business to another state.
Choose your business structure
Business entities come in several varieties, each with its pros and cons. The legal structure you choose for your CBD business will shape your taxes, personal liability, and business registration requirements, so choose wisely.
Here are the main options:
Sole Proprietorship – The most common structure for small businesses makes no legal distinction between company and owner. All income goes to the owner, who’s also liable for any debts, losses, or liabilities incurred by the business. The owner pays taxes on business income on his or her personal tax return.
General Partnership – Similar to a sole proprietorship, but for two or more people. Again, owners keep the profits and are liable for losses. The partners pay taxes on their share of business income on their personal tax returns.
Limited Liability Company (LLC)– Combines the characteristics of corporations with those of sole proprietorships or partnerships. Again, the owners are not personally liable for debts.
C Corp – Under this structure, the business is a distinct legal entity and the owner or owners are not personally liable for its debts. Owners take profits through shareholder dividends, rather than directly. The corporation pays taxes, and owners pay taxes on their dividends, which is sometimes referred to as double taxation.
S Corp – An S-Corporation refers to the tax classification of the business but is not a business entity. An S-Corp can be either a corporation or an LLC, which just need to elect to be an S-Corp for tax status. In an S-Corp, income is passed through directly to shareholders, who pay taxes on their share of business income on their personal tax returns.
We recommend that new business owners choose LLC as it offers liability protection and pass-through taxation while being simpler to form than a corporation. You can form an LLC in as little as five minutes using an online LLC formation service. They will check that your business name is available before filing, submit your articles of organization, and answer any questions you might have.
The final step before you’re able to pay taxes is getting an Employer Identification Number, or EIN. You can file for your EIN online or by mail or fax: visit the IRS website to learn more. Keep in mind, if you’ve chosen to be a sole proprietorship you can simply use your social security number as your EIN.
Once you have your EIN, you’ll need to choose your tax year. Financially speaking, your business will operate in a calendar year (January–December) or a fiscal year, a 12-month period that can start in any month. This will determine your tax cycle, while your business structure will determine which taxes you’ll pay.
It is important to consult an accountant or other professional to help you with your taxes to ensure you are completing them correctly.
Step 7: Fund your Business
Securing financing is your next step and there are plenty of ways to raise capital:
Bank loans: This is the most common method but getting approved requires a rock-solid business plan and strong credit history.
SBA-guaranteed loans: The Small Business Administration can act as guarantor, helping gain that elusive bank approval via an SBA-guaranteed loan.
Government grants: A handful of financial assistance programs help fund entrepreneurs. Visit Grants.gov to learn which might work for you.
Venture capital: Venture capital investors take an ownership stake in exchange for funds, so keep in mind that you’d be sacrificing some control over your business. This is generally only available for businesses with high growth potential.
Friends and Family: Reach out to friends and family to provide a business loan or investment in your concept. It’s a good idea to have legal advice when doing so because SEC regulations apply.
Crowdfunding: Websites like Kickstarter and Indiegogo offer an increasingly popular low-risk option, in which donors fund your vision. Entrepreneurial crowdfunding sites like Fundable and WeFunder enable multiple investors to fund your business.
Personal: Self-fund your business via your savings or the sale of property or other assets.
Although recent legislation has made hemp businesses eligible for bank and SBA loans, many traditional lenders are still hesitant when it comes to CBD businesses. Personal fundraising and bootstrapping are probably your best bets, other than friends and family, for funding a CBD business. You might also try crowdfunding if you have an innovative concept.
Federal regulations, licenses, and permits associated with starting your business include doing business as (DBA), health licenses and permits from the Occupational Safety and Health Administration (OSHA), trademarks, copyrights, patents, and other intellectual properties, as well as industry-specific licenses and permits.
You may also need state-level and local county or city-based licenses and permits. The license requirements and how to obtain them vary, so check the websites of your state, city, and county governments or contact the appropriate person to learn more.
Keeping your business finances separate from your personal account makes it easy to file taxes and track your company’s income, so it’s worth doing even if you’re running your CBD business as a sole proprietorship. Opening a business bank account is quite simple, and similar to opening a personal one. Most major banks offer accounts tailored for businesses — just inquire at your preferred bank to learn about their rates and features.
Banks vary in terms of offerings, so it’s a good idea to examine your options and select the best plan for you. Once you choose your bank, bring in your EIN (or Social Security Number if you decide on a sole proprietorship), articles of incorporation, and other legal documents and open your new account.
Step 10: Get Business Insurance
Business insurance is an area that often gets overlooked yet it can be vital to your success as an entrepreneur. Insurance protects you from unexpected events that can have a devastating impact on your business.
Here are some types of insurance to consider:
General liability: The most comprehensive type of insurance, acting as a catch-all for many business elements that require coverage. If you get just one kind of insurance, this is it. It even protects against bodily injury and property damage.
Business Property: Provides coverage for your equipment and supplies.
Equipment Breakdown Insurance: Covers the cost of replacing or repairing equipment that has broken due to mechanical issues.
Worker’s compensation: Provides compensation to employees injured on the job.
Property: Covers your physical space, whether it is a cart, storefront, or office.
Commercial auto: Protection for your company-owned vehicle.
Professional liability: Protects against claims from a client who says they suffered a loss due to an error or omission in your work.
Business owner’s policy (BOP): This is an insurance plan that acts as an all-in-one insurance policy, a combination of the above insurance types.
As opening day nears, prepare for launch by reviewing and improving some key elements of your business.
Essential software and tools
Being an entrepreneur often means wearing many hats, from marketing to sales to accounting, which can be overwhelming. Fortunately, many websites and digital tools are available to help simplify many business tasks.
You may want to use industry-specific software, such as Flourish, Square, or Lightspeed to collect payments, fulfill orders, and track shipments.
If you’re unfamiliar with basic accounting, you may want to hire a professional, especially as you begin. The consequences for filing incorrect tax documents can be harsh, so accuracy is crucial.
Develop your website
Website development is crucial because your site is your online presence and needs to convince prospective clients of your expertise and professionalism.
You can create your own website using website builders. This route is very affordable, but figuring out how to build a website can be time-consuming. If you lack tech-savvy, you can hire a web designer or developer to create a custom website for your business.
They are unlikely to find your website, however, unless you follow Search Engine Optimization (SEO) practices. These are steps that help pages rank higher in the results of top search engines like Google.
For your CBD business, the marketing strategy should focus on educating your audience about the benefits of CBD, the quality and sourcing of your products, and compliance with regulations. Emphasize the potential health and wellness benefits of CBD, and differentiate your products based on quality, purity, and effectiveness. Here are some powerful marketing strategies for your future business:
Professional Branding: Ensure your branding communicates trust, professionalism, and a commitment to quality, which is crucial in the CBD market.
Direct Outreach: Engage with health and wellness centers, yoga studios, and alternative medicine practitioners to introduce your products and explore partnership opportunities.
Digital Presence and Online Marketing
Professional Website and SEO: Create a website that offers detailed information about your CBD products, including lab results, sourcing information, and usage guidelines. Implement SEO best practices to optimize your site for relevant search terms related to CBD and wellness products.
Social Media Engagement: Use platforms like Instagram, Facebook, and LinkedIn to educate your audience about CBD, share customer testimonials, and highlight your product range.
Content Marketing and Engagement
Educational Blog: Post articles about the benefits of CBD, how to use CBD products, legal considerations, and the latest research in the field.
Customer Success Stories: Feature testimonials from customers who have experienced positive results from using your products.
Informative Guides and Videos: Produce informative content, such as guides on choosing the right CBD product, how to use them safely, and the science behind CBD.
Experiential and In-Person Engagements
CBD Workshops and Seminars: Host educational sessions on CBD and its benefits, usage tips, and legal aspects.
Participation in Wellness Expos and Trade Shows: Exhibit at wellness expos, trade shows, and health fairs to showcase your products and engage directly with potential customers.
Collaborations and Community
Partnerships with Wellness Influencers: Collaborate with influencers in the wellness and health sectors who can authentically endorse your products.
Community Involvement: Engage in community wellness events, sponsor local activities, and participate in educational initiatives to build brand recognition.
Customer Relationship and Loyalty Programs
Loyalty Rewards Program: Offer a program that rewards repeat customers with discounts, early access to new products, or exclusive content.
Referral Bonuses: Encourage word-of-mouth marketing by offering incentives for customers who refer friends and family.
Promotions and Advertising
Targeted Online Advertising: Use digital advertising on wellness and health-focused platforms, as well as Google Ads, to reach your target audience.
Email Marketing: Maintain engagement with your customers through newsletters that provide updates on new products, special offers, and educational content about CBD.
Focus on USPs
Unique selling propositions, or USPs, are the characteristics of a product or service that sets it apart from the competition. Customers today are inundated with buying options, so you’ll have a real advantage if they are able to quickly grasp how your CBD business meets their needs or wishes. It’s wise to do all you can to ensure your USPs stand out on your website and in your marketing and promotional materials, stimulating buyer desire.
Global pizza chain Domino’s is renowned for its USP: “Hot pizza in 30 minutes or less, guaranteed.” Signature USPs for your CBD business could be:
Relax your mind and body with CBD oil
High-quality CBD products delivered fast!
Natural, safe and affordable relief from chronic pain and anxiety
You may not like to network or use personal connections for business gain. But your personal and professional networks likely offer considerable untapped business potential. Maybe that Facebook friend you met in college is now running a CBD business, or a LinkedIn contact of yours is connected to dozens of potential clients. Maybe your cousin or neighbor has been working in CBD for years and can offer invaluable insight and industry connections.
The possibilities are endless, so it’s a good idea to review your personal and professional networks and reach out to those with possible links to or interest in CBD. You’ll probably generate new customers or find companies with which you could establish a partnership. Online businesses might also consider affiliate marketing as a way to build relationships with potential partners and boost business.
Step 12: Build Your Team
If you’re starting out small from a home office, you may not need any employees. But as your business grows, you will likely need workers to fill various roles. Potential positions for a CBD business include:
Administrative Assistant – Pack and ship products, respond to customer inquiries
Distribution Lead – Manage relationships with wholesalers, purchase inventory
Marketing Lead – Manage social media sites, generate new business
At some point, you may need to hire all of these positions or simply a few, depending on the size and needs of your business. You might also hire multiple workers for a single role or a single worker for multiple roles, again depending on need.
Free-of-charge methods to recruit employees include posting ads on popular platforms such as LinkedIn, Facebook, or Jobs.com. You might also consider a premium recruitment option, such as advertising on Indeed, Glassdoor, or ZipRecruiter. Further, if you have the resources, you could consider hiring a recruitment agency to help you find talent.
Running a successful CBD business takes a lot of hard work, but it’s a rewarding and profitable way to make a living. With the industry expected to grow exponentially, there’s never been a better time to jump in. As a CBD business owner, you’ll improve the lives of your customers while making great money along the way.
Now that you’ve done your homework, you’re well on your way to starting an amazing venture. Get out there and start the CBD business of your dreams.
CBD Business FAQs
Is a CBD business profitable?
Yes, a CBD business can be profitable. Just make sure you source high-quality ingredients and offer products at competitive prices.
Can I sell homemade CBD?
Every state has its own laws regarding the sale of CBD. There are often rules about how it can be made, and certain licenses are usually required.
Can I sell CBD on Facebook?
You can advertise your CBD products on Facebook with some restrictions. You can’t use the words CBD, hemp, or cannabis. Your ads will also have to go through an approval process.
What is the most successful CBD company?
Charlotte’s Web has emerged as a leader in the CBD market. Their annual revenue has grown to nearly $100 million a year.
What CBD products sell the most?
Gummies are the most popular CBD product. Topicals and capsules also sell well. If you start a CBD business, it’s best to offer a variety of items.
How to Start a CBD Business
Decide if the Business Is Right for You
Hone Your Idea
Brainstorm a CBD Business Name
Create a CBD Business Plan
Register Your Business
Register for Taxes
Fund your Business
Apply for CBD Business Licenses and Permits
Open a Business Bank Account
Get Business Insurance
Prepare to Launch
Build Your Team
Run a CBD Business - Start Making Money!
CBD Business FAQs
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