Event Etiquette: The Do’s & Don’ts at Cannabis Industry Conferences (Hint: Don’t Consume on Site)

Executive Summary (TL;DR)

• Treat conferences like regulated job sites: no on-site consumption, no alcohol, no THC giveaways, and no unsubstantiated claims.
• If you mention capital, show proof—proof of funds (POF) or a signed term sheet—or frame it as an active raise with clear targets.
• Replace slide decks with one-page leave-behinds, premium business cards, and tight scripts.
• Anchor conversations to real-estate feasibility—zoning, buffers, CUP/SUP timelines, inspections—so prospects leave with next steps.
• Convert momentum into deals by shortlisting targets and reviewing operating businesses on the market while interest is hottest.

Table of Contents

• Why etiquette matters in a regulated industry
• The Do’s: What pros actually do
• The Don’ts: Fast ways to lose credibility
• Compliance primer: Consumption, sampling, claims, and driving
• Real estate & zoning: How to talk sites at the booth
• Role-based checklists (investors, operators, brokers)
• Myth vs. Fact
• Decision matrix: Attend, exhibit, or sponsor?
• Action plan & next steps
• Sources

Why Etiquette Matters in a Regulated Industry

Cannabis events are not typical trade shows. Hotels and convention centers operate under smokefree indoor-air laws, city permit conditions, and insurance riders. Cannabis businesses answer to Authority Having Jurisdiction (AHJ) rules that restrict public consumption, giveaways, advertising claims, and where businesses may operate. Exhibitor etiquette is therefore more than manners—it is compliance and brand risk management.

Your objective is deal flow, not swag. Keep every conversation anchored to feasibility—the parcel, the code, the calendar, and the cash plan—so meetings translate into diligence calls and signed agreements. As you qualify prospects, curate a short list of assets and evaluate businesses for sale that align to their thesis.

The Do’s: What Pros Actually Do

1) Carry proof, not promises.
If you reference “investors,” be prepared to substantiate with POF or a signed term sheet. If you’re still raising, say so plainly: “Active raise; target $X; close by Q1.”

2) Stay substance-free during show hours.
You are there to do business. Keep a clear head for negotiations and follow-ups. If you attend after-parties, treat them as optional, short, and professional—and only consume where it is legal and licensed.

3) Adopt a zero-alcohol policy.
Alcohol blunts judgment, complicates consent, and derails next-day execution. Choose water or coffee and keep the pipeline moving.

4) Splurge on business cards.
Premium stock (16–18 pt), high-contrast typography, and a scannable QR to your calendar or portfolio. Carry 200–300; keep 25 accessible at all times.

5) Replace slideware with a one-pager.
A single page beats a pitch deck on a noisy floor. Structure: who you serve, the outcome, 3 proof points (inspection pass rate, days to opening, sales per rentable sf), and two CTAs.

6) Script the first 20 seconds.
Name, what you solve, who you serve, outcome—tight, repeatable, compliant.

7) Lead with feasibility.
Discuss zoning and allowed use, sensitive-use buffers (schools, daycares, youth centers, libraries, parks), retailer separation and caps, CUP/SUP cadence, inspection windows, C of O (Certificate of Occupancy), security (cameras, access control, vaults/safes), odor control (negative pressure, filtration), power (3-phase where applicable), parking/ADA, and lease mechanics (cannabis use clause, assignment/relocation, TI, rent commencement).

8) Capture leads with consent and context.
Badge scans require transparent data use. In your notes, log the problem, budget, authority, and timing; propose a parcel screen or M&A scan within 48 hours.

9) Run proof-driven conversations.
Cite compliance SOPs, case metrics, and third-party testing. If influencers are part of your program, ensure proper endorsement disclosures.

10) Convert within 48 hours.
Send a one-screen recap (problem → solution → next step) and a curated list of relevant businesses for sale that fit the brief.

The Don’ts: Fast Ways to Lose Credibility

• Don’t claim you “have investors” without documentation. Provide POF or a binding commitment; otherwise frame it as an active raise.
• Don’t consume during the event. Business first. Consumption belongs, if at all, at licensed off-site venues with proper ventilation and signage—never on the expo floor, in public spaces, or hotel lobbies.
• Don’t drink alcohol. It invites mistakes, mixed messages, and liability.
• Avoid adult-themed after-parties (e.g., strip clubs). They are brand-unsafe and alienate partners; your reputation is a commercial asset.
• Don’t call yourself “the best.” Use verifiable outcomes instead (e.g., “98% first-pass inspection,” “median 120 days to opening”).
• Don’t bring a PowerPoint deck. Nobody watches slides on a show floor; it signals inexperience.
• Don’t badge-scan without consent or bury disclosures. State what happens next and honor opt-outs.
• Don’t imply approvals or timelines. AHJ calendars slip; never guarantee outcomes.

Compliance Primer: Consumption, Sampling, Claims, and Driving

Public consumption. In most jurisdictions, cannabis use is restricted to private property; smoking is generally prohibited wherever tobacco smoking is prohibited. Consumption lounges exist in limited markets with strict ventilation, separation, monitoring, and incident-reporting rules. A convention center is not a lounge.

Sampling/giveaways. Many states prohibit free cannabis giveaways by licensees as business promotion. Even where sampling is possible, it is often limited to licensed retailers or lounges and subject to packaging, testing, and recordkeeping rules.

Advertising & endorsements. Influencers, paid speakers, or affiliates must disclose material connections clearly and proximate to the endorsement. Train staff on compliant language and require disclosures in social posts.

Driving and impairment. Impaired driving is illegal everywhere and jeopardizes safety, licenses, and insurance. Arrange transport for evening events.

Local control. Even in legalized states, cities/counties can prohibit cannabis businesses or add stricter rules. Keep talk tracks grounded in local feasibility, not just statewide headlines.

Real Estate & Zoning: How to Talk Sites at the Booth

Use this parcel-first checklist to convert booth chatter into diligence:

Role-Based Checklists

Operators

• Pre-build a CUP/SUP timeline and identify 3 viable parcels; bring premises diagram, security, and odor outlines.
• Ask lenders about funding in milestones (CUP → build-out → inspection).
• Prepare SOPs for seed-to-sale intake, COA management, ID scanning, and variance resolution.

Investors

• Screen for unit-level discipline: rent + NNN as % of sales, sales per rentable sf, shrink, inspection history, and buffer “moats.”
• Favor assets with clean CHOW/transfer posture and relocation rights.
• Build a watchlist and pull comps from operating businesses on market.

Brokers

• Carry zoning matrices for nearby AHJs; know buffers, caps, and separation rules.
• Offer a post-show site tour; pre-negotiate LOI templates with assignment/relocation rights.
• Capture client requirements (size, power, parking, TI) in a standardized form.

Myth vs. Fact

• Myth: “Everyone consumes at cannabis conferences.”
  Fact: Venues and laws typically prohibit it; consumption is restricted to licensed lounges, not expo floors.
• Myth: “Handing out a few edibles is harmless.”
  Fact: Many states prohibit free cannabis giveaways by licensees; penalties can be severe.
• Myth: “Saying we have investors builds credibility.”
  Fact: It backfires without POF or commitments; be transparent about your raise.
• Myth: “A killer deck will close the deal.”
  Fact: On the floor, a one-pager + premium card wins. Save slides for scheduled diligence.

Action Plan & Next Steps

1. Codify your etiquette playbook (one page): consumption policy, zero-alcohol rule, badge capture, claim substantiation, investor disclosure protocol.
2. Build an AHJ feasibility grid: use tables for zone code, buffers (and measurement method), retailer separation, caps/lotteries, CUP/SUP cadence, inspection windows.
3. Upgrade materials: premium cards + one-pager; kill the slide deck.
4. Train the team: compliant talk tracks; proof-based claims; influencer disclosure.
5. Set next-step offers: a 30-minute parcel screen or M&A scan within 48 hours; preload a curated set of current listings.
6. Measure outcomes: hot-list conversion rate, meetings booked within 72 hours, and deals tied to AHJ milestones.

Disclaimer

This article is for educational purposes only and does not constitute legal, engineering, financial, or tax advice. Always consult qualified professionals and your local Authority Having Jurisdiction before making decisions.

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