There are 55+ active cannabis beverage brands competing for shelf space in Washington dispensaries right now. Most dispensaries have room for maybe 3-5 brands in their cooler. Do the math. Two years ago, being a cannabis beverage was the differentiator. You showed up, the buyer was curious, you got a slot. That era is over. Now it's about sell-through velocity. Buyers don't care about your origin story or your branding agency. They care about one thing: does this product move? The brands winning shelf space today are the ones that can show data. Reorder rates. Units per week per account. Competitive velocity against other beverages in that store. If you're still pitching with a sell sheet and a sample, you're bringing a knife to a data fight. The other thing buyers are telling us: they want fewer vendor relationships, not more. A portfolio distributor who carries five strong beverage brands is a simpler ordering decision than five individual brands each with their own rep, their own delivery schedule, and their own invoice. Convenience wins at the buyer level. Always has in alcohol distribution. Cannabis is no different.