As the opioid crisis escalates and public safety concerns regarding drink spiking grow, Greenlane Holdings, Inc. (NASDAQ: GNLN) is stepping in to deliver a solution to this ongoing critical challenge. In collaboration with Safety Strips Inc., GNLN is set to launch a new product offering innovative testing strips designed to detect fentanyl, and xylazine, and facilitate the testing of drinks against spiking. This strategic move aligns with California's recent legislation mandating bars and clubs to provide drug testing kits to patrons. This proactive approach directly combats ongoing concerns surrounding public safety.
In a recent interview with SmallCaps Daily, Barbara Sher, CEO of Greenlane Holdings, emphasized the company's commitment to safety and community welfare. With the opioid crisis claiming thousands of lives annually—over 106,000 overdose fatalities reported in 2021 alone—and drink-spiking incidents rising, the introduction of Safety Strips' products is a significant step in addressing these urgent public health challenges. By leveraging Greenlane's established distribution network, including popular e-commerce platforms like vapor.com and higherstandards.com, the company aims to enhance accessibility and awareness of these life-saving tools. The partnership with Safety Strips not only shows GNLN’s commitment to diversifying its offerings but also positions the company as a key player in providing solutions that prioritize consumer safety.
Having recently aired on 60 Minutes, GNLN highlighted its innovative solutions and strategic partnerships that will fuel its growth in the cannabis and health sectors. With ambitious monetary goals for the upcoming year, Greenlane Holdings is not only reshaping its operational framework but is also reinforcing its commitment to providing safe and effective products for consumers.
Let’s dive into our recent interview with Greelane Holdings’ CEO, Barbara Sher…
Barbara Sher
Chief Executive Officer
Barbara brings over 20 years of experience in senior executive roles at both large and small and public and private companies.
She has served as Chief Operations Officer and has been with the Company since June 2022, and previously served as Senior Vice President of Retail Sales at Newfold Digital, Inc., and previous to that as Vice President of Business Development at Newfold Digital, Inc., and as Vice President of Business Development at http://Web.com . Barbara received her MBA from Seton Hall University and her B.A. in communications from The College of New Jersey.
Full Interview:
Thank you for taking the time to answer my questions about Greelane Holdings, Inc. (NASDAQ: GNLN). For our investors reading, can you please introduce the company and its focus?
Greenlane Holdings, Inc., established in 2005, is one of the oldest providers in the cannabis accessory business, offering a comprehensive distribution network across North America. We manufacture our own house brands and operate six transactional e-commerce websites, including a B2B portal. Our strength lies in our global omnichannel platform, enabling us to distribute a wide range of products. Currently, we focus on cannabis accessories and are expanding into safety products like fentanyl strips and drink spiking prevention items. We previously operated as a $160 million company, but significant losses led us to scale down operating costs over the past few years, which was my primary focus upon joining the company.
There have been questions about the recent changes in revenue reporting. Can you explain that?
Revenue has declined due to various factors, including the post-COVID downturn and a shift from gross to net revenue reporting with one of our largest partners. This change improved cash flow since we no longer hold inventory, but it also lowered top-line revenue.
To address these challenges, we're rebuilding our sales team with experienced professionals rather than just order takers. We are also replenishing our inventory of top-selling items that have run out, which is crucial for meeting customer demand. Additionally, we’re increasing our marketing efforts and will have a presence at trade shows to enhance industry visibility. Our focus remains on optimizing costs while building revenue and partnerships.
You mentioned the omnichannel platform and its historical focus on cannabis accessories. It sounds like you’re open to leveraging your distribution relationships for other products beyond cannabis. Is that correct?
Yes, that is correct. We operate a 130,000-square-foot warehouse in Moreno Valley, California, which is fully equipped for third-party logistics (3PL) services. We also have a 3PL partner in Canada, giving us the flexibility to expand our product offerings. We’re currently venturing into Safety Strips for fentanyl testing and exploring opportunities in the health and wellness segment. Our aim is to diversify our product assortment where it makes sense, leveraging our existing relationships and capabilities to market and sell a wider range of products.
What drove the decision to expand into safety strips and how do you envision growing this new vertical in the business?
We refer to this initiative as Greenlane 2.0, reflecting our commitment to being more responsible and community-focused. While we love the cannabis space, we also want to explore ways to contribute positively to the community. The opportunity to partner on Safety Strips for fentanyl testing was particularly compelling, especially given the increasing concern about fentanyl contamination in cannabis and other recreational drugs. This aligns with our goal of risk reduction. Safety Strips are a synergistic addition to our product lineup and serve as a starting point for further expanding into the health and wellness sector. We see this as just the beginning of our journey into new, meaningful product offerings that prioritize safety and well-being.
Are there federal, state, or local opportunities to support the distribution of the safety strips, and can you tell us about the product's patent status and functionality?
Absolutely. There's significant demand for these strips from various sectors, including police forces, universities, and school programs. The product itself is patented and designed for discreet use. Unlike traditional fentanyl test strips, which require mixing samples, our strips can be dipped directly into a liquid for testing, making them more user-friendly. While you would need to add a bit of water to test substances like cannabis, the concept is that the strip provides a quick and discreet way to check for contaminants. We are also exploring future innovations, such as a custom straw that could allow users to test drinks more discreetly.
Given your existing relationships with dispensaries that provide medical marijuana for therapeutic purposes, how does GNLN plan to expand further into the health space? Additionally, considering the COVID boom-bust cycle many companies faced, do you see opportunities for mergers and acquisitions in the market?
It makes complete sense for us to delve deeper into the health space since dispensaries cater to customers with medical marijuana licenses for various therapeutic reasons, such as pain relief or anxiety management. We've been supplying dispensaries with vapes for years and are now introducing consumer packaged goods (CPG) products, aligning our offerings with their health-focused missions. Regarding mergers and acquisitions, while we are a non-plant touching company—which limits some options—there are still potential candidates for a roll-up strategy. We've been approached by banks and companies regarding reverse takeover opportunities, but currently, we are not pursuing M&A at this moment.
Can you summarize the recent changes in your reporting structure and the reasons behind the noticeable decline in revenue figures? Specifically, how did the shift from gross reporting to reporting commissions affect your financials, and what changes have contributed to the observed improvements in gross margins?
The recent shift in our reporting structure is largely due to changes in our partnership with a key supplier. Historically, we reported the full sales figures for our industrial side, including vapes, where we earned about 6% on sales. For instance, if we sold $100 million worth of vapes, our profit would be $6 million. Now, we report only that $6 million as revenue, which reflects a 100% gross margin, leading to an apparent decrease in total revenue while enhancing our gross margins. This change was necessary because our partner now handles shipping on our behalf, allowing us to report just the commission from sales. This strategic move simplifies our operations and improves our financial clarity.
What are Greenlane's monetary goals for this year and the next, and how do you plan to achieve them?
This year, we aim for around $22 million in revenue, and for next year, we're targeting between $30 million and $35 million. We're focused on scaling our operations and expanding our product offerings to reach these goals.
How do you plan to evolve the structure of your debt?
We are currently in the process of restructuring one of our major debt instruments through a combination of cash payouts and stock settlements. This approach strengthens both sides of the balance sheet. We've had good success with this process and expect to significantly reduce our debt this year.
As we wrap up, what key message would you like to leave our investors regarding Greenlane's future and its position in the market?
We are committed to evolving our business model and expanding our product offerings while maintaining a strong focus on operational efficiency. With strategic partnerships and innovative products like our Safety Strips, we're poised for growth and sustainability in the industry.
Thank you for your time.
For more information, visit the company website: https://gnln.com
